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Question
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.
D) They use the word no and interrupt more frequently than the Japanese.
E) They use the lowest percentage of aggressive persuasive tactics.
Answer
This answer is hidden. It contains 226 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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A) individualism
B) civility
C) frankness
D) hierarchy
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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
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C) using more promises and recommendations instead of threats and warnings
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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
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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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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
C) greeting callers on the phone with "diga" (speak)
D) shunning eye contact with others
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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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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
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B) values.
C) language.
D) nonverbal behaviors.
E) decision-making processes.
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The British, German, and American businesspeople are found to fall in the middle of most scales for dimensions of negotiating behaviors.
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Individual personalities and backgrounds are of no relevance at the international negotiation table.
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A) specific
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In bills of exchange, the buyer assumes all the risk until the payment is made.
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Barter houses help countries negotiate prices for imports and exports and also provide facilities for cash payments and receipts.
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