Question 1

Group-oriented negotiators are concerned about their own interests above all else.

Accepted Answer

A) True 
 B)False

Question 2

The media is usually culturally unbiased in its perception of world events.

Accepted Answer

A) True 
 B)False

Question 3

Most cultures are not as concerned with the legal view as they are with

Accepted Answer

A)  a shared perception and inventory control.
B)  a shared perception and a good agreement.
C)  jurisdiction and the time it takes to negotiate.
D)  information that must be reported and jurisdiction.E) B) and D)
F) A) and B)

Question 4

U.S.negotiators tend to

Accepted Answer

A)  make fewer adjustments to opponent's behavior and change their negotiation strategy less.
B)  change their negotiation strategy less and are less ethnocentric than their opponents.
C)  use a group oriented negotiation style and make fewer adjustments to opponent's behavior.
D)  use less ethnocentric behavior than their opponents and use a group oriented negotiation style.E) C) and D)
F) A) and D)

Question 5

The United States is one of the most individualistic cultures in the world.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is not true concerning face-to-face strategies?

Accepted Answer

A)  Face-to-face strategies are concerned with negotiating in person rather than through the mail,fax,telephone,telegraph,or other intermediaries.
B)  People in many cultures will only negotiate on a face-to-face basis.
C)  The Japanese prefer the telephone to face-to-face strategies.
D)  In India an oral face-to-face agreement is more important than a written contract.E) B) and D)
F) C) and D) C

Question 7

Which of the following statements concerning power and authority is correct?

Accepted Answer

A)  It is correct to have influence yet no responsibility for the actions taken.
B)  Personal constructs of the user determine the strength of the power exerted.
C)  In order for power to be meaningful,it has to be accepted.
D)  Power and authority mean basically the same thing.E) B) and C)
F) None of the above

Question 8

Which of the following is not a typical face-to-face negotiator behavior according to Harris et al.?

Accepted Answer

A)  argument dilution
B)  counterproposals
C)  blame assessment
D)  irritatorsE) A) and C)
F) B) and C)

Question 9

Negotiation protocol is different for different cultures.

Accepted Answer

A) True 
 B)False

Question 10

Individual-oriented cultures include China and Latin America.

Accepted Answer

A) True 
 B)False  False

Question 11

Cognitive dissonance refers to the psychological conflict resulting from inconsistencies between what a person does and what the person believes.

Accepted Answer

A) True 
 B)False

Question 12

Advertising has been able to cross cultural boundaries and make products appeal to a variety of cultures.

Accepted Answer

A) True 
 B)False

Question 13

Which statement is true regarding courtesy during negotiations?

Accepted Answer

A)  Knowing your facts is more important than courtesy.
B)  Allowing someone to save face is very valued in some cultures.
C)  Courtesy will not clarify misinterpretations.
D)  Courtesy is harder to achieve with a mediator.E) B) and D)
F) B) and C)

Question 14

The players and situation do not necessarily have to be matched between the two sides.

Accepted Answer

A) True 
 B)False  False

Question 15

Women are welcomed on negotiation teams in all cultures.

Accepted Answer

A) True 
 B)False

Question 16

U.S.Americans make more adjustments to their opponents' behavior than do people of other cultures.

Accepted Answer

A) True 
 B)False

Question 17

Cultural stereotypes are dangerous except to suggest plausible behaviors.

Accepted Answer

A) True 
 B)False

Question 18

Women who wish to be successful internationally should adjust their behavior to conform to expectations of people in the host country.
Multiple Choice.Circle the letter corresponding to the correct response.

Accepted Answer

A) True 
 B)False

Question 19

In the business world,women are considered equal to men in all cultures.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following statements correctly describes tactics used in negotiation?

Accepted Answer

A)  Telling jokes to relieve tension is considered appropriate.
B)  Distracting tactics can be beneficial to the negotiation process.
C)  All cultures consider negotiation to be retaliatory.
D)  Using role reversal to put yourself in the other's position is recommended.E) B) and C)
F) A) and D)

Exam 11: Intercultural Negotiation Components

Group-oriented negotiators are concerned about their own interests above all else.

Correct AnswerverifiedShow Answer

The media is usually culturally unbiased in its perception of world events.

Correct AnswerverifiedShow Answer

Most cultures are not as concerned with the legal view as they are with

Correct AnswerverifiedShow Answer

U.S.negotiators tend to

Correct AnswerverifiedShow Answer

The United States is one of the most individualistic cultures in the world.

Correct AnswerverifiedShow Answer

Which of the following is not true concerning face-to-face strategies?

Correct AnswerverifiedC

Which of the following statements concerning power and authority is correct?

Correct AnswerverifiedShow Answer

Which of the following is not a typical face-to-face negotiator behavior according to Harris et al.?

Correct AnswerverifiedShow Answer

Negotiation protocol is different for different cultures.

Correct AnswerverifiedShow Answer

Individual-oriented cultures include China and Latin America.

Correct AnswerverifiedFalse

Cognitive dissonance refers to the psychological conflict resulting from inconsistencies between what a person does and what the person believes.

Correct AnswerverifiedShow Answer

Advertising has been able to cross cultural boundaries and make products appeal to a variety of cultures.

Correct AnswerverifiedShow Answer

Which statement is true regarding courtesy during negotiations?

Correct AnswerverifiedShow Answer

The players and situation do not necessarily have to be matched between the two sides.

Correct AnswerverifiedFalse

Women are welcomed on negotiation teams in all cultures.

Correct AnswerverifiedShow Answer

U.S.Americans make more adjustments to their opponents' behavior than do people of other cultures.

Correct AnswerverifiedShow Answer

Cultural stereotypes are dangerous except to suggest plausible behaviors.

Correct AnswerverifiedShow Answer

Women who wish to be successful internationally should adjust their behavior to conform to expectations of people in the host country. Multiple Choice.Circle the letter corresponding to the correct response.

Correct AnswerverifiedShow Answer

In the business world,women are considered equal to men in all cultures.

Correct AnswerverifiedShow Answer

Which of the following statements correctly describes tactics used in negotiation?

Correct AnswerverifiedShow Answer

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C

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False

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False

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