question

International business negotiations are conducted keeping national stereotypes in mind.

answer

False

question

In the context of international business negotiations, individual personalities and backgrounds have no bearing at the negotiation table.

answer

False

question

In the context of international business negotiations, age and experience are known to affect the negotiation behaviors of individuals.

answer

True

question

In the context of international business negotiations, generalizations about the negotiation style of a region such as Asia are very often correct.

answer

False

question

Japan is an exceptional place because on almost every dimension of negotiation style considered, the Japanese are on or near the end of the scale.

answer

True

question

Cultural differences cause four kinds of problems in international business negotiations, at the levels of leadership, motivation, resources, and technical skills.

answer

False

question

Cultural differences in nonverbal behaviors are almost always hidden below our awareness.

answer

True

question

In the context of international business negotiations, Americans are near the bottom of the languages skills list.

answer

True

question

In the context of international business negotiations, disagreements among foreign team members, in the form of side conversations, are often followed by concessions to the other negotiating party.

answer

True

question

In the context of international business negotiations, verbal tactics used during negotiations differ vastly across diverse cultures.

answer

False

question

In the context of international business negotiations, the variation across cultures is greater when comparing linguistic aspects of language than when the verbal content of negotiations is considered.

answer

True

question

The Japanese business negotiation style comprises an infrequent use of no and you, and facial gazing, as well as more frequent silent periods.

answer

True

question

The behavior of the businesspeople in Taiwan is quite different from that in China and Japan, but similar to that in Korea.

answer

True

question

In the context of international business negotiations, the style of Israeli negotiators is the most aggressive of all cultures.

answer

False

question

French business negotiators use the lowest percentage of self-disclosure yet, they also use, by far, the highest percentages of promises and recommendations.

answer

False

question

The British, German, and American businesspeople are found to fall in the middle of most scale for dimensions of negotiating behaviors.

answer

True

question

Four values—objectivity, competitiveness, equality, and punctuality—that are held strongly by most Americans seem to frequently cause misunderstandings in international business negotiations.

answer

True

question

In the context of international business negotiations, collectivistic, high-context cultures do not consider personalities and substance as separate issues.

answer

True

question

In the context of international business negotiations, Guanxi, or personal connections is key for negotiators working in Western countries.

answer

False

question

The egalitarian values of American society dictate that American sellers give complete deference to the needs and wishes of the buyers.

answer

False

question

In the context of the effect of values on international business negotiations, American buyers achieve better results than Japanese buyers.

answer

False

question

In the context of the effect of values on international business negotiations, the Japanese tend to emphasize hierarchical relationships that leads to hampered internal communications.

answer

True

question

In the context of international business negotiations, when faced with a complex negotiation task, most Asians divide the large task up into a series of smaller tasks.

answer

False

question

The single most important activity of international business negotiations is oration.

answer

False

question

Due to the great differences in the roles of women across cultures, gender should be used as a selection criterion for international negotiation teams.

answer

False

question

In the context of international business negotiations, bargaining skill is at the top of almost everyone's list of negotiator traits.

answer

False

question

In the context of preparation for international negotiations, a thorough preliminary research eliminates the need for negotiators to make a list of key facts to reconfirm at the negotiation table.

answer

False

question

The first stage of the business negotiation process is nontask sounding, which includes all those activities that might be described as establishing rapport or getting to know one another.

answer

True

question

In China, even the largest business contracts between companies are often sent through the mail for signature.

answer

False

question

In high-context cultures, where personal relationships are crucial, high-level business executives must stay in touch with their foreign counterparts.

answer

True

question

In international business, global marketing strategies are almost always implemented through _____ with business partners and customers from foreign countries.

answer

B. Face to Face Negotiations

question

Which of the following images is a cultural stereotype attributed to American negotiators by foreign business negotiators?

answer

A. The cowboy

question

Labeling Americans "cowboys" and associating the Japanese with the image of a samurai warrior are examples of:

answer

E. Cultural stereotypes

question

Which of the following statements regarding national stereotypes is true?

answer

C. Negotiations are conducted between people rather than national stereotypes.

question

Which of the following is an important lesson with respect to negotiation?

answer

A. Regional generalizations very often are not correct.

question

At which of the following levels do cultural differences cause problems in international business negotiations?

answer

B. Values

question

On a tour to Australia in 1992, George Bush Sr. flashed the victory sign at the Australian public, with the palm facing inwards, which was considered a rude gesture. This is an example of cultural differences causing problems at the level of:

answer

D. nonverbal behaviors

question

Which of the following is considered to be the most common complaint heard from American managers in terms of the negotiation behavior of foreign clients?

answer

D. Foreign clients and partners breaking into side conversations in their native languages.

question

Which of the following is the reason for side conversations among foreign negotiators in their native languages?

answer

B. Sorting out a translation problem

question

Which of the following groups of negotiators are considered to be the most reticent about giving information about themselves?

answer

A. Israelis

question

Which of the following countries are considered to be the least aggressive with respect to negotiation behavior?

answer

E. Japan

question

Which of the following statements is true about the negotiation behavior of Korean negotiators?

answer

D. They use the word no and interrupt more frequently than the Japanese.

question

The negotiation style of the Russians is found to be the quite similar in many respects to that of the:

answer

B. Japanese

question

Which nonverbal behavior of Israeli negotiators is most likely to be blamed for American negotiators using the "pushy" stereotype to describe their Israeli counterparts?

answer

A. They interrupt one another more frequently than any other group.

question

Which of the following behaviors of the Spaniards reinforces the view that Spanish negotiators use a high percentage of commands?

answer

C. Greeting callers on the phone with "diga" (speak).

question

Which of the following groups of negotiators was found to have the most aggressive negotiation style?

answer

E. The French

question

Which of the following statements reflects the American notions of the importance of objectivity?

answer

B. Americans do not play favorites

question

Which of the following factors forms the basis of commercial interactions in countries such as China, Spain, Mexico, and the Philippines?

answer

E. Long-term reciprocity

question

Which of the following statements about American and Japanese buyer-seller relationships is true? Feedback:

answer

A. American sellers tend to treat American buyers more as equals.

question

Even though American sellers make lower profits than the Japanese, many American managers apparently prefer lower profits if those profits are yielded from a more equal split of the joint profits. This demonstrates that Americans and Japanese have different views about _____.

answer

D. Fairness

question

In Japanese business organizations, subordinates do not pass along bad news to their superiors. This lack of internal communications can be attributed to:

answer

B. the Japanese emphasis on hierarchical relationships.

question

Which negotiation tactic, according to foreign negotiators, is most useful when dealing with Americans?

answer

E. Taking time over the negotiations

question

Which of the following approaches is adopted by Westerners when faced with a complex negotiation task?

answer

A. Dividing the large task into a series of smaller tasks

question

Which of the following statements is true regarding the decision-making processes in international business negotiations?

answer

D. Americans tackle issues such as prices, delivery, and warranty one at a time, with the final agreement being the sum of smaller agreements.

question

Which of the following is true of the decision-making process with respect to the American and Japanese negotiators?

answer

B. Americans often make unnecessary concessions right before agreements are announced by the Japanese.

question

Which of the following statements reflects the decision-making style of the Americans in business negotiations?

answer

C. A business negotiation is a problem-solving activity, the best deal for both parties being the solution.

question

Which of the following can be considered by American negotiators as a signal of progress in a business relationship with foreigners?

answer

D. Higher-level foreigners being included in the discussions.

question

Phil, a buyer for a chain of departmental stores in the U.S., and his team are engaged in negotiations with a Brazilian supplier. Which of the following signals would indicate that Phil's team has been making progress in the negotiations with the Brazilians?

answer

E. A softening of attitudes and positions on some of the issues.

question

Which of the following is the first step towards initiating efficient and effective international business negotiations?

answer

C. Selecting an appropriate negotiation team.

question

Which of the following is a factor responsible for global business successes?

answer

D. Large numbers of skillful international negotiators.

question

Which of the following traits is important for marketing executives involved in international negotiations?

answer

A. Optimism

question

In studies conducted at Ford Motor Company and AT&T, some traits were found to be important predictors of negotiator success with international clients and partners. Which of the following was one of these traits?

answer

B. Influence at headquarters

question

Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. Which of the following factors can this behavior be attributed to?

answer

E. Independence

question

Which of the following factors often gets in the way of American team negotiations?

answer

C. Compensation schemes overly emphasizing individual performance.

question

In relationship-oriented cultures, ____ speaks quite loudly in both persuasion and the demonstration of interest in the business relationship.

answer

E. Rank

question

The single most important activity of international business negotiations is _____.

answer

B. Listening

question

An international business negotiator's primary job is collecting information with the goal of enhancing creativity. Which of the following steps may be taken during a meeting to ensure that the negotiator is able to do his job well?

answer

D. Assigning one team member the sole responsibility of taking careful notes and not worrying about speaking.

question

Why it is important to bring along a senior executive to an international business negotiation?

answer

A. Influence at headquarters is crucial to success.

question

_____ should not be used as a selection criterion for international negotiation teams.

answer

E. Gender

question

In the context of international business negotiations, even in countries where women do not participate in management, American female negotiators are first treated as _____.

answer

D. Foreigners

question

Which of the following statements on the roles of men and women in international business negotiations is true?

answer

C. The negotiation style of American women is a lot closer to that of the Japanese than that of American men.

question

In the context of international negotiations, which of the following is found to be lacking in the curriculum of most schools of diplomacy?

answer

E. Cultural differences in communication styles.

question

Which of the following actions must be taken by a negotiator before international negotiations begin?

answer

B. Planning on concession strategies

question

In the context of international business negotiations, which of the following skills tops the list of negotiator traits?

answer

A. Preparation and planning skills.

question

In the context of international business negotiations, the notion of _____ relates to how power in negotiations is best measured.

answer

C. the best alternative to a negotiated agreement

question

In the context of international business negotiations, even small companies can possess great power in negotiations if they have:

answer

D. many good alternatives and their larger counterparts do not.

question

Which of the following aspects of the negotiation setting is an important consideration as it may eventually determine legal jurisdiction if disputes arise?

answer

E. Location

question

Which of the following statements regarding the physical arrangements of an international negotiation setting is true?

answer

D. Americans tend to want to get everyone together to "hammer out an agreement" even if opinions and positions are divergent.

question

In the context of international business negotiations, which of the following methods is the most efficient way to communicate with clients and partners in places like Mexico, Malaysia, and China?

answer

A. Conversations over long dinners

question

Which of the following aspects of international business negotiations is considered to be the most difficult?

answer

C. Actual conduct of the face-to-face meeting.

question

In the context of the four stages of business negotiations, _____ includes all those activities that might be described as establishing rapport, but it does not include information related to the "business" of the meeting.

answer

E. Nontask sounding

question

An American buyer is negotiating with a British supplier for the purchase of raw materials for production of heavy machinery in the U.S. Before exchanging any information pertaining to the business of the meeting, he spends a few minutes talking to the British negotiator on topics such as World Cup soccer, the recently concluded general elections, and the fickle English weather. The American buyer is engaging in the first stage of a business negotiation known as:

answer

B. Nontask sounding

question

Which of the following is one of the objectives of engaging in nontask sounding?

answer

A. Determining if a client's attention is focused on business.

question

In the context of nontask sounding, which of the following aspects differs between the Americans and the Japanese?

answer

D. Duration of the process

question

Which of the following methods can be used to minimize inevitable errors that crop up while exchanging information across language barriers?

answer

E. Using multiple communication channels during presentations.

question

In the context of task-related exchange of information, _____ negotiators are reluctant to voice objections lest they damage personal relationships.

answer

A. Mexican

question

In the context of task-related exchange of information, _____ negotiators are more likely to provide brutally frank negative feedback to foreign presenters.

answer

D. German

question

In the context of the stage of persuasion in business negotiations, the most powerful persuasive tactic is to:

answer

D. Ask more questions.

question

In the context of inventive international negotiations, which of the following is an obstacle to invention for Japanese society?

answer

D. Hierarchy

question

In the context of international business negotiations, which of the following steps should be taken once negotiators have "gotten to yes" in order to generate new ideas?

answer

C. Schedule a review of the agreement

Int’l Ch. 19 – Flashcards

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