Question 1

Establishing a friendship is a crucial part of negotiating with the British.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following statements regarding negotiation with Japanese people is incorrect?

Accepted Answer

A)  A business meeting should be arranged by an intermediary who has a relationship with both parties.
B)  In Japan,social meetings are very important to building a relationship of trust and friendship.
C)  Completing a deal quickly is important to the Japanese.
D)  The Japanese use subtle and complex verbal and nonverbal cues.

Question 3

Axtell suggests that to be successful in distributor agreements all of the following are necessary except

Accepted Answer

A)  place of jurisdiction.
B)  protection of patents and trademarks.
C)  responsibility for insurance,freight,and import duty.
D)  making a list of questions to discuss.

Question 4

All of the following are mistakes commonly made during negotiations except

Accepted Answer

A)  understanding translation problems.
B)  assuming understanding by the other culture.
C)  culturally insensitive comments.
D)  nonverbal unfamiliarity.

Question 5

Which of the following statements concerning negotiation conflict is incorrect?

Accepted Answer

A)  The conflict may be seen from both negotiators' points of view or may be seen by only one.
B)  Non-negotiation tactics may be used to try to change the attitudes of the other side.
C)  Some conflict may be due to the negotiator's perceptions of reality and his or her ability to block out information.
D)  The conflict may be solved by the negotiator's repeating himself/herself with the same argument.

Question 6

Which of the following statements concerning intercultural negotiation models is correct?

Accepted Answer

A)  The effect of culture in intercultural negotiation is one of relative,not absolute,values.
B)  People adjust to another culture when negotiating interculturally.
C)  The negotiating style is neutral.
D)  You can learn the other culture as you negotiate. A

Question 7

The Japanese equivalent for the word individual has a negative connotation.

Accepted Answer

A) True 
 B)False

Question 8

Discussions can be both emotional and unemotional depending upon the cultures involved in the negotiation.

Accepted Answer

A) True 
 B)False  True

Question 9

The intercultural negotiation process steps involve site and team selection,relationship building,opening talks,discussions,and agreement.

Accepted Answer

A) True 
 B)False

Question 10

Why are integrative agreements better than compromise agreements?

Accepted Answer

A)  Compromise agreements develop a win-win agreement.
B)  Cognitive dissonance can generate feelings of frustration,regression,fixation,and aggression.
C)  Integrative agreements are more stable and mutually rewarding.
D)  Each party makes concessions on high-priority issues in exchange for concessions on low-priority issues.

Question 11

During negotiations there is no empathy with the opposition.

Accepted Answer

A) True 
 B)False

Question 12

Silence is an important part of Japanese nonverbal communication and should not be interrupted.

Accepted Answer

A) True 
 B)False

Question 13

In Nigeria,negotiations are viewed as a competitive process.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following statements regarding negotiation with Germans is incorrect?

Accepted Answer

A)  Protocol is very important and formal.
B)  Germans typically use a handshake at the beginning and end of meetings.
C)  Germans tend to be detail oriented and like technical people as part of negotiations.
D)  In business,Germans are typically individualistic;however,as people they are very group-oriented.

Question 15

People of which country would view a meeting agenda in a nonpositive manner?

Accepted Answer

A)  United States
B)  Sweden
C)  Netherlands
D)  Iraq

Question 16

Which of the following statements regarding culture specific negotiation is correct?

Accepted Answer

A)  Developing personal relationships is not important to the success of negotiations in Nigeria.
B)  Russians see time as money;friendships are not crucial to business.
C)  In India,group orientations are common during negotiations.
D)  The French believe in speaking the language of the country with which they are negotiating.

Question 17

Negotiation strategies are plans organized to achieve a desired objective.

Accepted Answer

A) True 
 B)False

Question 18

A keiretsu group in Japan is viewed as a short-term commitment.

Accepted Answer

A) True 
 B)False

Question 19

The intercultural negotiation process steps include

Accepted Answer

A)  location,agenda,preliminary statements,and conflict perspectives.
B)  implementation,contract,solutions to issues,and location.
C)  social expectations,conflict perspectives,location,and agenda.
D)  strategies,location,and tactics. B

Question 20

Relationship building is important in which of the following situations?

Accepted Answer

A)  When the United States is involved in the negotiations.
B)  When a Hispanic country is involved in the negotiations.
C)  When Germany is involved in the negotiations.
D)  When Great Britain is involved in the negotiations.

Exam 10: Intercultural Negotiation Process

Establishing a friendship is a crucial part of negotiating with the British.

Correct AnswerverifiedShow Answer

Which of the following statements regarding negotiation with Japanese people is incorrect?

Correct AnswerverifiedShow Answer

Axtell suggests that to be successful in distributor agreements all of the following are necessary except

Correct AnswerverifiedShow Answer

All of the following are mistakes commonly made during negotiations except

Correct AnswerverifiedShow Answer

Which of the following statements concerning negotiation conflict is incorrect?

Correct AnswerverifiedShow Answer

Which of the following statements concerning intercultural negotiation models is correct?

Correct AnswerverifiedA

The Japanese equivalent for the word individual has a negative connotation.

Correct AnswerverifiedShow Answer

Discussions can be both emotional and unemotional depending upon the cultures involved in the negotiation.

Correct AnswerverifiedTrue

The intercultural negotiation process steps involve site and team selection,relationship building,opening talks,discussions,and agreement.

Correct AnswerverifiedShow Answer

Why are integrative agreements better than compromise agreements?

Correct AnswerverifiedShow Answer

During negotiations there is no empathy with the opposition.

Correct AnswerverifiedShow Answer

Silence is an important part of Japanese nonverbal communication and should not be interrupted.

Correct AnswerverifiedShow Answer

In Nigeria,negotiations are viewed as a competitive process.

Correct AnswerverifiedShow Answer

Which of the following statements regarding negotiation with Germans is incorrect?

Correct AnswerverifiedShow Answer

People of which country would view a meeting agenda in a nonpositive manner?

Correct AnswerverifiedShow Answer

Which of the following statements regarding culture specific negotiation is correct?

Correct AnswerverifiedShow Answer

Negotiation strategies are plans organized to achieve a desired objective.

Correct AnswerverifiedShow Answer

A keiretsu group in Japan is viewed as a short-term commitment.

Correct AnswerverifiedShow Answer

The intercultural negotiation process steps include

Correct AnswerverifiedB

Relationship building is important in which of the following situations?

Correct AnswerverifiedShow Answer

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A

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True

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B

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