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Question
Fredrick Keeble, an American manager, took his Swiss client out for a traditional American dinner. The client did not seem to eat much. After dinner, he asked his client if he had enjoyed the dinner. Which of the following responses would indicate that the client comes from a low-context culture?
A) No, I did not like the food.
B) Yes, but it was a little too oily.
C) No, dinner was good but I have an upset tummy.
D) Yes, it was lovely, thanks.
E) Yes, unfortunately I was not very hungry.
Answer
This answer is hidden. It contains 186 characters.
Related questions
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Give a brief description of the styles of negotiation of the Japanese, the Koreans, and the French.
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What is one of the two obstacles to inventive negotiation techniques for Japanese negotiators?
A) individualism
B) civility
C) frankness
D) hierarchy
E) relative integration
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In business negotiations, the most powerful persuasive tactic is to
A) provide more promises and recommendations.
B) enforce more punishments and use more commands.
C) use more self-disclosures.
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E) offer more rewards and normative appeals.
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Which method can be used to minimize the inevitable errors that crop up while exchanging information across language barriers?
A) using silent periods more frequently
B) prolonging the duration of nontask sounding
C) using more promises and recommendations instead of threats and warnings
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E) using multiple communication channels during presentations
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Which method is the most efficient way to communicate with clients and partners in places like Mexico, Malaysia, and China?
A) conversation over a long dinner
B) negotiation through video-conferencing
C) conversation over a phone call
D) negotiation through e-mail
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An international business negotiator's primary job is collecting information with the goal of enhancing creativity. Which step may be taken during a meeting to ensure that the negotiator is able to do his job well?
A) appointing different members of the team to provide self-disclosures and appropriate replies to queries
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C) providing additional information to the other party when all the members fall silent during the meeting
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Q:
The single most important activity of international business negotiations is
A) organization.
B) listening.
C) presentation.
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What is the first step toward initiating efficient and effective international business negotiations?
A) managing preliminaries such as training and location of talks
B) preparing and manipulating negotiation settings
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Which approach is usually adopted by Westerners when faced with a complex negotiation task?
A) dividing the large task into a series of smaller tasks
B) analyzing the task in a holistic manner with foreign and domestic experts
C) discussing all issues at once, in no apparent order
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Q:
Spanish negotiators use a high percentage of commands, as demonstrated by which behavior?
A) extensive use of silent periods
B) highest incidence of touching another negotiator
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Q:
Israeli negotiators are most likely to be blamed for the "pushy" stereotype often used by Americans to describe their Israeli counterparts because they
A) interrupt one another more frequently than any other group.
B) use the lowest percentage of self-disclosures.
C) use the highest percentage of promises and recommendations.
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Which statement is true about the negotiation behavior of Korean negotiators?
A) They use more silent periods than any other group.
B) They ask the greatest number of questions.
C) They are the most reticent about disclosing information.
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What is the most common complaint heard from American managers in terms of the negotiation behavior of foreign clients?
A) the insistence on exchanging business cards to establish the rank of the negotiators
B) the overt emphasis laid on punctuality and the tendency to waste time
C) the lack of feedback, positive as well as negative, regarding the negotiations
D) foreign clients and partners breaking into side conversations in their native languages
E) frequent instances of facial gazing and touching that distract their counterparts
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B) values.
C) language.
D) nonverbal behaviors.
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Verbal tactics used during negotiations differ vastly across diverse cultures.
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Disagreements among foreign team members, in the form of side conversations, are often followed by concessions to the other negotiating party.
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Individual personalities and backgrounds are of no relevance at the international negotiation table.
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Lower prices to the buyer may also mean lower tariffs, because most tariffs are levied on a(n) ________ basis.
A) specific
B) alternative
C) accrual
D) shorter, lower
E) ad valorem
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In bills of exchange, the buyer assumes all the risk until the payment is made.
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Longer channels of distribution are more useful for keeping prices under control than shorter channels of distribution.