Verified Test Bank Ch.5 | Cross-Cultural Negotiation And - International Management 10e | Test Bank with Answer Key by Helen Deresky by Helen Deresky. DOCX document preview.
International Management, 10e, (Deresky/Miller)
Chapter 5 Cross-Cultural Negotiation and Decision Making
1) Which of the following terms refers to the process by which two or more parties meet to try to reach an agreement regarding conflicting interests?
A) polarization
B) social loafing
C) globalization
D) negotiation
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-1: To become familiar with the role of negotiation in implementing a firm's strategy and the various stakeholders who must be considered
AACSB: Written and oral communication
2) Which of the following is most likely to be a reason for ineffective international business negotiations?
A) differences in cultural values and problem-solving techniques
B) highly restrictive government legislations
C) lack of socializing with the opposite party
D) lack of nonverbal communication
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-1: To become familiar with the role of negotiation in implementing a firm's strategy and the various stakeholders who must be considered
AACSB: Written and oral communication
3) Cultural values that affect international negotiations do NOT include?
A) lifestyle
B) non-verbal communication
C) approaches to informal decisions
D) problem solving techniques
Difficulty: 1: Easy
Chapter: 5
Skill: Application
LO: 5-1: To become familiar with the role of negotiation in implementing a firm's strategy and the various stakeholders who must be considered
AACSB: Diverse and multicultural work environments
4) For long-term positive relations, the goal of negotiation should most likely be to ________.
A) establish clear objectives of the parties involved
B) set up a win-win situation
C) establish a clear line of communication
D) avoid nonverbal communication
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-1: To become familiar with the role of negotiation in implementing a firm's strategy and the various stakeholders who must be considered
AACSB: Written and oral communication
5) A French businessman has a meeting scheduled with a Brazilian to negotiate terms of a joint venture. The Frenchman prepares for the meeting in the way he always does when negotiating with French firms. The Frenchman assumes that the Brazilian will perceive and reason the way he does. Which of the following terms best describes the Frenchman's mistake?
A) cognitive dissonance
B) moral idealism
C) parochialism
D) projective cognitive similarity
Difficulty: 1: Easy
Chapter: 5
Skill: Application
LO: 5-1: To become familiar with the role of negotiation in implementing a firm's strategy and the various stakeholders who must be considered
AACSB: Written and oral communication
6) Which of the following is one of the stages in the negotiation process?
A) preparation
B) link building
C) feedback
D) orientation
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
7) Which of the following variables is LEAST relevant to the profile of an opposing party in a cross-cultural negotiation?
A) bases of trust
B) value and uses of time
C) risk-taking propensity
D) location of the negotiation
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
8) Which aspect of the negotiation process will most likely occur on a continuous basis?
A) persuasion
B) relationship building
C) preparation
D) concessions and agreement
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
9) Which of the following statements is true regarding a negotiation process?
A) The negotiation process consists of six different stages.
B) The stages of the negotiation process are distinctly separate.
C) The concession and agreement stage typically occurs before the preparation stage.
D) The cultural norms of the place determine the order of the negotiation process stages.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
10) ________ is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.
A) Exchange of task-related information
B) Relationship building
C) Conflict management
D) Persuasion
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
11) One of the primary purposes of relationship building during the negotiation process is to ________.
A) build mutual trust
B) create formal contracts
C) exchange task-related information
D) avoid direct confrontations
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
12) In the negotiation process, participation in social events, tours, ceremonies, and informal conversation is a characteristic of the ________ stage.
A) preparation
B) information exchange
C) relationship building
D) concessions and agreement
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
13) Which of the following aspects of negotiating is most closely associated with nontask sounding?
A) relationship building
B) information exchange
C) persuasion
D) final agreement stage
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
14) Which of the following terms refers to general, polite conversation and informal communication before meetings, so that all people can get to know one another?
A) nontask sounding
B) cultural noise
C) kinesics behavior
D) nonverbal behavior
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
15) Which of the following serves as a bridge from relationship building to the more formal stages of negotiating?
A) mediating
B) posturing
C) conceding
D) evaluating
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
16) Yu Fei, a negotiator for Tama Inc., has a conference with an American competitor's officials. Her seniors advise her to completely understand the Americans' viewpoint during the conference. Which of the following benefits will be most likely achieved by Yu Fei if she listens to her seniors' advice?
A) It will help Yu Fei fine tune her listening skills and help point out loopholes.
B) It will encourage Yu Fei to assess a wide range of alternatives for a resolution.
C) It will motivate Yu Fei to adapt to the negotiation style of the Americans.
D) It will help Yu Fei to delve specifically and repeatedly into the details at hand.
Difficulty: 3: Challenging
Chapter: 5
Skill: Application
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Analytical thinking
17) According to Adler, in order to understand the perspectives of both sides and to prepare for meetings effectively, a negotiator must ________.
A) avoid the use of nonverbal communication
B) engage in lengthy, evasive conversations
C) practice role reversal
D) avoid direct conflicts
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
18) During which stage of the negotiations process does hard bargaining begin?
A) persuasion
B) relationship building
C) information gathering
D) agreement
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
19) In the American culture, which of the following is most likely to be considered a dirty trick during cross-cultural negotiations?
A) establishing personal relationships
B) deliberately distorting facts
C) hard bargaining
D) exchanging irrelevant information
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
20) In the American culture, which of the following is most likely considered a rough tactic used during negotiations?
A) confrontations during conflicts
B) use of emotional appeals
C) informal seating arrangement
D) uncomfortable room temperatures
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
21) Which of the following stages of negotiations is most likely to take place immediately after the exchange of task-related information?
A) relationship building
B) persuasion
C) preparation
D) concessions and agreement
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
22) In the Far East, details are likely to be worked out ahead of time through the "backdoor" approach. Which of the following terms refers to this approach?
A) mottainai
B) lien
C) guanxi
D) houmani
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
23) Which of the following tactics are not used by skilled international negotiators?
A) promises
B) threats
C) dirty tricks
D) meaningful information
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Application of knowledge
24) Which of the following is most likely a subtle and complex behavior that makes cross-cultural negotiations difficult?
A) developing goals of negotiation
B) nonverbal communication
C) exchanging objective information
D) employing information technology
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
25) Which of the following is most likely the last stage of negotiation?
A) analysis of an opponent's position
B) concessions and agreement
C) relationship building
D) training
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
26) In which of the following countries do people typically begin the concessions and agreement stage of negotiation with what they are prepared to accept rather than take extreme positions?
A) China
B) Sweden
C) Russia
D) United States
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
27) Research in the United States indicates that during the final stage of negotiations, it is best to start with ________.
A) extreme positions
B) a holistic approach
C) relationship building
D) finalized formal contracts
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
28) Which of the following is most likely to be true about negotiators in the Far East?
A) Negotiators avoid building informal relationships.
B) Negotiators approach issues deciding on the whole deal at the end, rather than making incremental concessions.
C) Negotiators begin the discussions by pointing out proposals that they are prepared to accept.
D) Negotiators are particular about formal contracts and insist on specific clauses.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
29) The method of using extreme positions during the concessions and agreement stage of negotiation involves ________.
A) careful timing of the disclosure of information and concessions
B) approaching the issue in a holistic manner
C) general and polite conversation to socialize
D) building mutual trust before embarking on business discussions
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
30) From an American perspective, the ________ stage of negotiation is straightforward, objective, efficient, and direct.
A) relationship building
B) exchanging task-related information
C) nonverbal communication
D) motivation
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
31) During the exchange of task-related information, who among the following people would most likely ask many questions of their counterparts, delve specifically and repeatedly into the details at hand, and provide only vague and ambiguous material during a presentation?
A) Chinese
B) Arabs
C) Americans
D) Mexicans
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
32) What forms the basis for the enforcement of most business contracts in Mexico and China?
A) legal systems
B) scientific research
C) personal commitments to individuals
D) international regulations
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
33) Which of the following cultures views formal contracts as insulting and wasteful, and prefers to make agreements based on mutual understanding and trust?
A) Swedes
B) Japanese
C) Russians
D) Americans
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
34) In the ________ culture, negotiators tend to use the word "no" repeatedly, and they are best described as spontaneous and talkative.
A) Brazilian
B) Arabian
C) American
D) Japanese
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
35) When preparing for cross-cultural negotiations, managers should first evaluate their own negotiation styles in order to ________.
A) understand the reasons for failing or succeeding in domestic negotiations
B) determine how they differ from the norm in other countries
C) analyze the various stages of the negotiation process
D) assess all social and cognitive influences
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Written and oral communication
36) Which of the following is a similarity between the negotiation styles of both North Americans and Latin Americans?
A) They highly value emotional sensitivity.
B) They display strong commitment to their employers.
C) They give great importance to documentation.
D) They tend to be argumentative when they think they are right.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
37) When managers from different parts of the globe engage in negotiations, it is not common to ________.
A) misread unspoken signals
B) draw incorrect conclusions
C) draw correct conclusions
D) undermine the intended goals
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
38) In South Korea, the keiretsu that are not linked together by ________.
A) business ties
B) cross holdings of debt
C) cross holding of equity
D) familial relationships
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
39) Which of the following is true about Japanese negotiators?
A) Personal benefit is the ultimate aim of the Japanese negotiators.
B) Japanese negotiators are often impulsive and make decisions spontaneously.
C) Japanese negotiators are outwardly expressive and take conflicts personally.
D) Japanese negotiators are calm and patient, and accustomed to long, detailed negotiating sessions.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
40) Japanese negotiators tend to ________.
A) lack emotional sensitivity
B) be argumentative
C) hide emotions
D) lack commitment to their employers
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
41) ________ are based on what North Americans believe is objective information, presented with the assumption that it is understood by the other side on a logical basis.
A) Factual appeals
B) Affective appeals
C) Axiomatic appeals
D) Nonverbal messages
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
42) Which of the following types of appeals, typically used by Arabs, is based on emotions and subjective feelings?
A) factual appeals
B) affective appeals
C) axiomatic appeals
D) virtual appeals
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
43) Axiomatic appeals are generally based on ________.
A) socially accepted ideals
B) level of loyalty
C) subjective feelings
D) objective information
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Written and oral communication
44) Which of the following behaviors is NOT consistent with Casse's profile of successful American negotiators?
A) refuse to make concessions in advance
B) exhibits a good sense of timing
C) never compromises
D) understands the issues
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
45) According to Pierre Casse, which of the following is a typical characteristic of a successful Indian negotiator?
A) never changes his or her mind
B) lacks patience
C) uses trade secrets to strengthen his position
D) stays humble and trusts the opponent
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
46) According to Pierre Casse, Arab negotiators ________.
A) possess a level of trust, respect and prestige
B) prefer short-term relationships to long-term relationships
C) confront opponents directly and openly
D) do not use conferences as mediating devices
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
47) According to Pierre Casse, which of the following is a typical characteristic of a Swedish negotiator?
A) inflexible
B) down to earth and overcautious
C) inefficient
D) confronts openly and directly
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
48) Which of the following is true about Arab negotiators?
A) Arab negotiators do not use conferences as mediating devices.
B) Arab negotiators generally use factual rather than affective appeals.
C) Arab negotiators prefer short-term relationships to long-term relationships.
D) Arab negotiators use mediators to settle disputes.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
49) Which of the following is true about the negotiating tactics used by the Russians?
A) They are quick decision makers.
B) They believe that "time is money."
C) They stall for time.
D) They are outwardly expressive.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
50) Arab negotiators will most likely make concessions because of their interest in ________.
A) saving valuable time
B) preventing embarrassment
C) forming long-term relationships
D) creating a good first impression
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
51) Which of the following terms refers to the nature and appearance of the relationship between the people pursuing common goals in a negotiation?
A) software of negotiation
B) diplomacy of negotiation
C) objectivity of negotiation
D) transparency of negotiation
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Diverse and multicultural work environments
52) A negotiation support system provides support to the negotiation process by ________.
A) increasing the likelihood that an agreement is reached when a zone of agreement exists
B) increasing the ability to communicate nonverbally
C) increasing costs associated with time delays
D) increasing the fees paid to the attorneys
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Written and oral communication
53) According to the research conducted by Tung et al., which of the following cities in China has people who are business-savvy, confident, career-oriented, and materialistic?
A) Beijing
B) Chengdu
C) Shanghai
D) Guangzhou
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Diverse and multicultural work environments
54) According to the research conducted by Tung et al., people in ________ are bureaucratic, educated, diversified, highly relationship-oriented, and more direct.
A) Shenzhen
B) Shanghai
C) Beijing
D) Guangzhou
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Diverse and multicultural work environments
55) Business people report two major areas of conflict in negotiating with the Chinese—their apparent insincerity about reaching an agreement and ________.
A) their unwillingness to develop relationships beyond a superficial level
B) their insistence on a compromise whenever progress becomes difficult
C) the amount of details desired about product characteristics
D) the use of bureaucratic mechanisms to stall negotiations
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Diverse and multicultural work environments
56) Which of the following cultural norms greatly affects the negotiation process for the Chinese?
A) ingrained politeness and emotional restraint
B) emphasis on impersonal relationships
C) belief in explicit and direct approach
D) tendency to approach conflicts directly
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Diverse and multicultural work environments
57) In Chinese culture, the term "________" refers to a person's moral character; it is the most important thing defining that person and without it, one cannot function in society.
A) mien-tzu
B) lien
C) guanxi
D) houmani
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Diverse and multicultural work environments
58) In Chinese culture, the term "________" refers to one's reputation or prestige, earned through accomplishments or through bureaucratic or political power.
A) mien-tzu
B) lien
C) guanxi
D) houmani
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Diverse and multicultural work environments
59) Linda, the operations executive for Tango, is asked to travel to China in order to set up a new operational facility. When negotiating with the Chinese investors, Linda should ________.
A) be direct and explicit when conveying information, as time is of immense value
B) be focused on establishing long-term, trusting relationships, even at the expense of some immediate returns
C) be aggressive
D) be quick in decision making and confront problems directly
Difficulty: 3: Challenging
Chapter: 5
Skill: Application
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Diverse and multicultural work environments
60) Which of the following best defines guanxi?
A) personal reputation
B) common group goals
C) network of personal relations
D) unacceptable negotiating tactics
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Diverse and multicultural work environments
61) Fizzy is an American firm that manufactures carbonated soft drinks. Fizzy executives want to enter the global market, and they are considering the idea of a joint venture with a beverage company located overseas. After conducting research on different beverage firms, Fizzy executives selected a large beverage manufacturer located in China. Kevin Burns and three other top-level executives at Fizzy have been assigned to the negotiating team. The team recently arrived in China to negotiate the details of the joint venture. Which of the following, if true, strengthens the argument that Kevin should make token concessions to the Chinese throughout the negotiation process?
A) Fizzy executives hope to have other business deals with the Chinese firm in the future.
B) Fizzy executives want to demonstrate their aggressiveness and present factual appeals.
C) Fizzy executives want to ensure compliance with the ringi system at the Chinese firm.
D) Fizzy executives are not certain as to who has decision-making authority at the Chinese firm.
Difficulty: 3: Challenging
Chapter: 5
Skill: Application
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Analytical thinking
62) Fizzy is an American firm that manufactures carbonated soft drinks. Fizzy executives want to enter the global market, and they are considering the idea of a joint venture with a beverage company located overseas. After conducting research on different beverage firms, Fizzy executives selected a large beverage manufacturer located in China. Kevin Burns and three other top-level executives at Fizzy have been assigned to the negotiating team. The team has flown to China to negotiate the details of the joint venture. Which of the following, if true, strengthens the argument that Kevin should be prepared with specific details about the product specifications and technology that will be used?
A) The Chinese firm has joint ventures with many international firms.
B) The Chinese firm is state-owned and located in Beijing.
C) The Chinese firm uses a two-stage negotiation process: the technical and the commercial.
D) The Chinese firm reportedly uses delay tactics during negotiations.
Difficulty: 3: Challenging
Chapter: 5
Skill: Application
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Analytical thinking
63) Fizzy is an American firm that manufactures carbonated soft drinks. Fizzy executives want to enter the global market, and they are considering the idea of a joint venture with a beverage company located overseas. After conducting research on different beverage firms, Fizzy executives selected a large beverage manufacturer located in China. Kevin Burns and three other top-level executives at Fizzy have been assigned to the negotiating team. The team has flown to China to negotiate the details of the joint venture. Which of the following best supports Kevin's argument that he should be the primary negotiator?
A) Kevin has an aggressive and explicit attitude.
B) Kevin leads all negotiations with domestic U.S. firms.
C) Kevin is the oldest and the most experienced person on the negotiating team.
D) Kevin has full knowledge of guanxi; therefore, he should lead the team.
Difficulty: 3: Challenging
Chapter: 5
Skill: Application
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Analytical thinking
64) What are the two negotiation stages that Americans should expect when negotiating with the Chinese?
A) informational and agreement
B) gift-exchange and socializing
C) propositions and marketing
D) technical and commercial
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Diverse and multicultural work environments
65) Which of the following is a common Chinese tactic used during negotiations with Americans?
A) refusing to answer the Americans' inquiries
B) suggesting that the Americans are reneging on their friendship
C) refusing to compromise until the last possible moment
D) asking for concessions relating to product cost and delivery time
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Diverse and multicultural work environments
66) The ________ approach to conflict is being used when both parties negotiate on the basis of factual information and logical analysis.
A) instrumental-oriented
B) expressive-oriented
C) affective-oriented
D) individual-oriented
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Written and oral communication
67) Which of the following approaches to conflict involves handling the situation indirectly and implicitly without clear delineation of the situation from the person handling it?
A) instrumental-oriented
B) expressive-oriented
C) objective-oriented
D) problem-oriented
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Written and oral communication
68) ________ decision making occurs at a high organizational level in one location, such as an organization's headquarters.
A) Centralized
B) Decentralized
C) Participative
D) Consultative
Difficulty: 1: Easy
Chapter: 5
Skill: Application
LO: 5-5: To appreciate the variables in the decision-making process and understand the influence of culture on decision making
AACSB: Application of knowledge
69) Decentralized decision making is beneficial when ________.
A) all subsidiaries use the same inputs in production
B) fast-changing national business environments put a premium on local responsiveness
C) one subsidiary's output is another's input
D) it aims to create a single global organizational culture
Difficulty: 1: Easy
Chapter: 5
Skill: Application
LO: 5-5: To appreciate the variables in the decision-making process and understand the influence of culture on decision making
AACSB: Application of knowledge
70) ________ is the process of choosing one alternative from among a set of alternatives in order to promote a specific objective.
A) Decision making
B) Perception
C) Motivation
D) Leadership
Difficulty: 1: Easy
Chapter: 5
Skill: Application
LO: 5-5: To appreciate the variables in the decision-making process and understand the influence of culture on decision making
AACSB: Application of knowledge
71) Which of the following is a part of the rational decision-making process?
A) background check on individuals involved in decision making
B) gathering and analyzing relevant data
C) comparison of competitor products
D) marketing the respective products or services
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-5: To appreciate the variables in the decision-making process and understand the influence of culture on decision making
AACSB: Written and oral communication
72) Research shows that managers from ________ have the highest tolerance for risk.
A) United States
B) Germany
C) Belgium
D) Austria
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-5: To appreciate the variables in the decision-making process and understand the influence of culture on decision making
AACSB: Diverse and multicultural work environments
73) Xuan-Li, a manager at a Japanese electronics firm, has initiated a ringi process, which is currently circulating through his work group. Xuan-Li most likely generated the ringi process for the purpose of ________.
A) identifying potential group leaders
B) adhering to the firm's hierarchical structure
C) encouraging group consensus
D) documenting a problem raised by management
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-5: To appreciate the variables in the decision-making process and understand the influence of culture on decision making
AACSB: Diverse and multicultural work environments
74) American managers believe strongly in self-determination and perceive problem situations as something they can change. This shows that they ________.
A) belong to a high-context culture
B) believe in socialism
C) have internal locus of control
D) belong to a high power distance culture
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-5: To appreciate the variables in the decision-making process and understand the influence of culture on decision making
AACSB: Diverse and multicultural work environments
75) Which of the following types of decision making is generally used in China, Germany, Turkey, and India?
A) participative
B) autocratic
C) totalitarian
D) theocratic
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-5: To appreciate the variables in the decision-making process and understand the influence of culture on decision making
AACSB: Diverse and multicultural work environments
76) In Japanese culture, the term "________" refers to a process which involves gaining approval on a proposal by circulating documents to those concerned throughout the company. It usually comprises four steps: proposal, circulation, approval, and record.
A) nemawashi
B) kaizen
C) shinyo
D) ringi
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-5: To appreciate the variables in the decision-making process and understand the influence of culture on decision making
AACSB: Diverse and multicultural work environments
77) Which of the following is a typical characteristic of a Japanese work group?
A) open expression of conflicts
B) decision making based on a patient, long-term perspective
C) lack of cooperation
D) lack of mutual confidence
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-5: To appreciate the variables in the decision-making process and understand the influence of culture on decision making
AACSB: Diverse and multicultural work environments
78) Risk tolerance is one of the cultural variables that never affects the decision-making process.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-5: To appreciate the variables in the decision-making process and understand the influence of culture on decision making
AACSB: Diverse and multicultural work environments
79) The ringi process involves gaining approval on a proposal by circulating documents to those concerned throughout the company.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-5: To appreciate the variables in the decision-making process and understand the influence of culture on decision making
AACSB: Diverse and multicultural work environments
80) A win-win situation is one that brings about a settlement that is beneficial to all parties concerned
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-1: To become familiar with the role of negotiation in implementing a firm's strategy and the various stakeholders who must be considered
AACSB: Written and oral communication
81) Projective cognitive similarity is the assumption that others perceive, judge, think, and reason in the same way when, in fact, they do not because of differential cultural and practical influences.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-1: To become familiar with the role of negotiation in implementing a firm's strategy and the various stakeholders who must be considered
AACSB: Written and oral communication
82) Relationship building is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-1: To become familiar with the role of negotiation in implementing a firm's strategy and the various stakeholders who must be considered
AACSB: Written and oral communication
83) The relationship-building process during negotiation is over as soon as a negotiator is done exchanging task-related information.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-1: To become familiar with the role of negotiation in implementing a firm's strategy and the various stakeholders who must be considered
AACSB: Written and oral communication
84) Negotiators empathically enter the private world or cultural space of their counterparts while willingly sharing their own view of the situation.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-1: To become familiar with the role of negotiation in implementing a firm's strategy and the various stakeholders who must be considered
AACSB: Written and oral communication
85) Tactics used in international negotiation can include: location, time limits, and buyer-seller relations.
Difficulty: 1: Easy
Chapter: 5
Skill: Application
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Application of knowledge
86) To understand cultural differences in negotiating styles, it is necessary for managers to determine how their systems differ from the norms in other countries.
Difficulty: 1: Easy
Chapter: 5
Skill: Application
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
87) Relationship building is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
88) Nontask sounding involves general, polite conversation and informal communication before meetings.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
89) In Mexico, Saudi Arabia, and the United Kingdom, personal commitments to individuals, rather than to the legal system, form the basis for the enforcement of contracts.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
90) It is important to consider the teams of people from both parties who will be negotiating.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
91) During exchange of task-related information, Mexican negotiators tend to be wary of motives and so less direct and somewhat evasive with their presentations.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
92) Contracts in Saudi Arabia are expected to include a lot of details and therefore often take a long time to create and agree on.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
93) Mexican negotiators tend to be wary of motives and so less direct and somewhat evasive with their presentations.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
94) French negotiators enjoy debate and conflict.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
95) The Chinese also ask many questions of their counterparts and delve specifically and repeatedly into the details at hand.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
96) Russians enter negotiations prepared in the specific details of the matter being presented.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
97) In Russia, when answering the other side's questions during negotiations, it is unwise to bring along someone with expertise to answer questions.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
98) If your negotiation in South Korea reaches a critical point, it can be most effective to have a one-on-one conversation with the most senior local manager in order to resolve disagreements.
Difficulty: 2: Moderate
Chapter: 5
Skill: Application
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
99) Culturally based differences in verbal and nonverbal negotiation behavior influence the negotiation process at every stage.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
100) During the stage of concessions and agreement, Russians and Chinese are generally very flexible and open to changes.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
101) The sanctity of contracts has not traditionally been as respected a concept in Russian business as in American business.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
102) Negotiators in the Far East address issues one at a time, in a linear fashion.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Diverse and multicultural work environments
103) In the Far East, details are likely to be worked out ahead of time through an approach called houmani.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
104) Many Arab negotiators, following Islamic tradition, use mediators to settle disputes.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Written and oral communication
105) Your opening offer with a Sweden negotiator should leave at least 30-40% bargaining room, since your counterpart will expect you to stay flexible and allow them to obtain "a good deal."
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Written and oral communication
106) Middle Easterners typically avoid hiring mediators, as they cannot deal with direct conflicts.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
107) Americans are typically calm, quiet, patient negotiators; they are accustomed to long, detailed negotiating sessions.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
108) Fundamental to Japanese culture is a concern for the welfare of the group; anything that affects one member or part of society affects the others.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
109) Russians employ axiomatic appeals—that is, their appeals are based on the ideals generally accepted in their society.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
110) Compared to Indian negotiators, American negotiators are more likely to withdraw, use silence, and learn from within.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
111) Italian negotiators have a sense of drama and are not afraid to hide their emotions.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
112) The term "software of negotiation" refers to the contractual terms mentioned in a written document.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Written and oral communication
113) Negotiation support systems can provide support for the negotiation process by maximizing the chances for optimal outcomes.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Written and oral communication
114) Since the Chinese have a preference for emotional restraint and saving face, aggressive or emotional attempts at persuasion in negotiation are likely to fail.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Diverse and multicultural work environments
115) Does culture affect the negotiation process?
Difficulty: 2: Moderate
Chapter: 5
Skill: Application
LO: 5-1: To become familiar with the role of negotiation in implementing a firm's strategy and the various stakeholders who must be considered
AACSB: Diverse and multicultural work environments
116) What is projective cognitive similarity? How do successful negotiators avoid projective cognitive similarity?
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-1: To become familiar with the role of negotiation in implementing a firm's strategy and the various stakeholders who must be considered
AACSB: Written and oral communication
117) What is negotiation?
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-1: To become familiar with the role of negotiation in implementing a firm's strategy and the various stakeholders who must be considered
AACSB: Written and oral communication
118) How does nonverbal communication affect the negotiation process?
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
119) Discuss the relative use of nonverbal behaviors, such as silent periods, interruptions, facial gazing, and touching by people from various cultural backgrounds. How does this affect the negotiation process in a cross-cultural context?
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Written and oral communication
120) Discuss the stages in the negotiation process and how culturally based value systems influence these stages. Specifically, explain the role and relative importance of relationship building in different countries.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-2: To learn the stages of the negotiation process and how to prepare for cross-cultural business negotiations
AACSB: Analytical thinking
121) In what ways can communication styles differ in international negotiation?
Difficulty: 3: Challenging
Chapter: 5
Skill: Application
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
122) What is the difference between affective, axiomatic, and factual appeals? Provide examples of cultures that use each type.
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
123) In what ways might the American style of negotiation be misinterpreted in another culture?
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
124) What are the main differences between Japanese and American negotiators?
Difficulty: 3: Challenging
Chapter: 5
Skill: Concept
LO: 5-3: To gain insight into the various types of negotiating styles around the world
AACSB: Diverse and multicultural work environments
125) How can modern technology, such as negotiation support systems (NSS), be used to improve the negotiating process?
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Information technology
126) How is conflict during negotiations handled in high-context and low-context cultures?
Difficulty: 2: Moderate
Chapter: 5
Skill: Concept
LO: 5-4: To recognize that managing negotiation requires learning about the culturally based behavioral differences, values, and agendas of the negotiating parties and how to build trust for successful negotiations
AACSB: Diverse and multicultural work environments
127) Describe the process of decision making that is common in Japanese companies.
Difficulty: 1: Easy
Chapter: 5
Skill: Concept
LO: 5-5: To appreciate the variables in the decision-making process and understand the influence of culture on decision making
AACSB: Diverse and multicultural work environments
128) What is the difference between an internal locus of control and an external locus of control? What cultures use each type?
Difficulty: 3: Challenging
Chapter: 5
Skill: Concept
LO: 5-5: To appreciate the variables in the decision-making process and understand the influence of culture on decision making
AACSB: Diverse and multicultural work environments
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International Management 10e | Test Bank with Answer Key by Helen Deresky
By Helen Deresky