Accounting
Anthropology
Archaeology
Art History
Banking
Biology & Life Science
Business
Business Communication
Business Development
Business Ethics
Business Law
Chemistry
Communication
Computer Science
Counseling
Criminal Law
Curriculum & Instruction
Design
Earth Science
Economic
Education
Engineering
Finance
History & Theory
Humanities
Human Resource
International Business
Investments & Securities
Journalism
Law
Management
Marketing
Medicine
Medicine & Health Science
Nursing
Philosophy
Physic
Psychology
Real Estate
Science
Social Science
Sociology
Special Education
Speech
Visual Arts
Business Communication
Q:
The statement, "stimuli have both a physical size and socio-environmental meaning which can be different for each individual within and across cultures," is best described by which of the following?
a. Power and authority
b. Environment
c. Perception
d. Tactics
Q:
A criticism of the individualistic/collectivistic paradigm is which of the following?
a. It is not applied equally to all cultures.
b. It does not allow for both individualistic and collectivistic values to coexist in the same culture.
c. It only measures qualitative variables.
d. Quantitative variables are only allowed for the individualistic cultures.
Q:
Which of the following statements concerning power and authority is correct?
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.
Q:
General Motor's Nova automobile was translated into Spanish as
a. "come alive."
b. "fast car."
c. "doesn"t go."
d. "ugly old woman."
Q:
The environment in which negotiations take place usually consists of all of the following except
a. assertive behavior by the visiting party.
b. control and responsibility of hosting the other party.
c. assertive behavior by the host.
d. the host has a feeling of superiority.
Q:
The success of the fast-food industry in the United States is directly related to
a. the fact that people of the United States are rather informal when compared to people of other countries.
b. semantic differences of the United States compared to other cultures.
c. the value U.S. Americans place on time.
d. the attitude U.S. Americans have toward work.
Q:
The four Cs of negotiation are:
a. common interest, conflicting interests, criteria, and concern.
b. common interest, conflicting interests, compromise, and criteria.
c. culture, common interest, concern, and compromise.
d. concern, compromise, criteria, and common interest.
Q:
What is the official religion of Saudi Arabia?
a. Orthodox Judaism
b. Roman Catholicism
c. Hinduism
d. Islam
Q:
Which of the following is not true concerning face-to-face strategies?
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.
Q:
Which of the following statements concerning ethics is correct?
a. Backdoor connections are common in the United States.
b. "A card laid is a card played to the Chinese."
c. Business ethics are not universal throughout the world.
d. Taking a customer on a yachting trip is appropriate during negotiations.
Q:
Individuals who are not group oriented may feel that group-oriented negotiators
a. appear to stall, make individual decisions, and are not interested in the negotiations.
b. appear to stall, are not interested in the negotiations, and give ambiguous statements.
c. make individual decisions, are not interested in the negotiations, and give ambiguous statements.
d. give ambiguous statements, are not interested in the negotiations, and are very rigid.
Q:
Which of the following statements related to religious influences is incorrect?
a. The United States has never had an official state church.
b. The best time to conduct business with the Muslims is during Ramadan.
c. When conducting business with the people of Zaire, it may be a wise to change the sales and marketing techniques you would
ordinarily use.
d. When having a business meal with the Hindus, it is best to avoid serving beef.
Q:
U.S. negotiators tend to
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.
Q:
Which of the following countries ranks the lowest on individualism?
a. Australia
b. Canada
c. Guatemala
d. United States
Q:
Which of the following statements is incorrect related to the negotiation styles of various cultures?
a. U.S. persons take a longer time to establish rapport than do the Japanese.
b. Mexicans place less emphasis on technology and more on building a relationship.
c. Status is important to Saudi Arabians.
d. The Japanese value harmonious relationships.
Q:
Guidelines established to convey what is perceived to be correct or incorrect by most people in a society refer to
a. collectivism.
b. perception.
c. ethical standards.
d. semantic differences.
Q:
Women who wish to be successful internationally should adjust their behavior to conform to expectations of people in the host country.
Q:
Which statement related to work attitudes is incorrect?
a. U.S. attitudes toward work are more relaxed than those in Europe.
b. In the United States, hard work is applauded and often rewarded.
c. The Japanese attitude toward work is very group oriented.
d. In the United States, the attitude toward work is ingrained from an early age.
Q:
An advantage of using women negotiators is their skill at reading nonverbal messages.
Q:
Which of the following statements related to attitudes toward women in society is incorrect?
a. In Kenya women are viewed as subordinate to men.
b. In fundamental Islamic cultures, women are permitted to work only with other women.
c. In the U.S. macroculture, women may choose to work or stay home to care for the family.
d. Women in France hold a larger percentage of top management positions than do women in China.
Q:
Negotiation protocol is different for different cultures.
Q:
Women are welcomed on negotiation teams in all cultures.
Q:
Which of the following statements related to the uncertainty-reduction theory is incorrect?
a. The uncertainty-reduction theory involves the creation of proactive predictions about our own behavior.
b. The uncertainty-reduction theory involves the creation of retroactive explanations about our beliefs and attitudes.
c. Increasing uncertainty and reducing predictability will lessen anxiety when relating to someone in an unfamiliar culture.
d. Interaction and observation can reduce uncertainty about other people.
Q:
Discuss the negotiation process and describe three components that may hinder intercultural negotiation.
Q:
Cognitive dissonance refers to the psychological conflict resulting from inconsistencies between what a person does and what the person believes.
Q:
Which statement highlights weak uncertainty avoidance?
a. One group's truth should not be imposed on others.
b. Scientific opponents cannot be personal friends.
c. Citizen protest should be repressed.
d. Negative attitudes are expressed toward young people.
Q:
Which is a body of the United Nations that provides a way to settle international disagreements between countries rather than corporations?
a. International Court of Justice
b. Global Justice court
c. Justice International
d. Court of the World
Q:
In the business world, women are considered equal to men in all cultures.
Q:
Which statement concerning semantics is incorrect?
a. Words in the English language may have multiple or contradictory meanings.
b. Semantics is the study of the meaning of words.
c. Differences in the meanings of words are often lost in translation.
d. All words in the English language have counterparts in other languages.
Q:
Which act states, each nation can legally do as it wishes within its own boundaries without interference from other nations?
a. Global Rights Act
b. Act of State Doctrine
c. Reigning Nation Act
d. Act of Homeland Boundaries
Q:
Communicating adequately is difficult when the cultural programming of the negotiators differs.
Q:
Which statement least represents U.S. values?
a. U.S. Americans value directness over indirectness.
b. U.S. Americans value time management over leisure.
c. U.S. Americans value history over planning for the future.
d. U.S. Americans value equality over inequality.
Q:
The world, with ____ nations, has numerous laws that affect international business.
a. 209
b. 191
c. 199
d. 185
Q:
Power is independent of personal constructs.
Q:
Which statement about values is incorrect?
a. Values are social principles, goals, or standards accepted by persons in a culture.
b. Values are learned by contacts with family members, teachers, and religious leaders.
c. Values will be influenced by what is seen on television or read in newspapers.
d. People in various cultures have basically similar values.
Q:
______________ requires federal licensing of technical information in business correspondence.
a. Arms Export Control Act of 1968
b. Trading with the Enemy Act of 1917
c. Export Administration Act of 1968
d. International Emergency Economic Powers Act of 1977
Q:
Cultural stereotypes are dangerous except to suggest plausible behaviors.
Q:
Attitudes toward honesty and truth telling are culture specific.
Q:
Antidiversion requirements
a. Must state the address at which the company participating in the negotiation is located.
b. States that the bill of lading and the invoice must clearly display that the carrier cannot divert the shipment to a country the U.S. government considers restricted.
c. Cannot participate in negotiation with a company that is located outside of the regulations and laws of the U.S. government.
d. All of the above
Q:
The players and situation do not necessarily have to be matched between the two sides.
Q:
The U.S. macroculture establishes standards of ethical/unethical behavior.
Q:
__________________ are rules for the relationship between legal entities and the state that do not have national status, such as private corporations.
a. Quasi-international laws
b. Macaulay's Thesis
c. Sanctions
d. None of the above
Q:
Advertising has been able to cross cultural boundaries and make products appeal to a variety of cultures.
Q:
An example of ethical relativism is the UNs Universal Declaration of Human Rights.
Q:
Which is one of the three dimensions of negotiation ethics?
a. Means/ends
b. Relativism/absolutism
c. Truth telling
d. All of the above
Q:
The media is usually culturally unbiased in its perception of world events.
Q:
Collectivism emphasizes common interests, conformity, and independence.
Q:
Foreign Corrupt Practices Act of 1977
a. Requires U.S. companies to account for and report international transactions accurately and prohibits bribes that are used to gain a business advantage.
b. Requires the duty-free import of equipment, machinery, and materials to assemble parts of products that are used by the home company.
c. Requires that foreign trade be conducted according to the guidelines outlined by this act.
d. All of the above
Q:
Individual-oriented cultures include China and Latin America.
Q:
U.S. Americans are not action oriented.
Q:
Which of the following is not one of the four governance structures?
a. Market governance
b. Unified governance
c. Universal governance
d. Bilateral governance
Q:
The United States is one of the most individualistic cultures in the world.
Q:
People in the United States do not measure success by job titles or earnings.
Q:
______________ promotes intellectual property rights worldwide and currently administers 23 treaties for 185 member nations.
a. Property Right of the World
b. International property Association
c. World Property Rights
d. World Intellectual Property Organization
Q:
The Japanese are the most group-oriented culture in the world.
Q:
Some countries officially recognize religious rituals that affect business encounters.
Q:
Which of the following best describes common interest?
a. Considers that both parties in the negotiation share, have, or want something that the other party has.
b. Outcomes which both parties are satisfied with.
c. Allows both parties to discuss openly about a common subject.
d. All of the above
Q:
Group-oriented negotiators are concerned about their own interests above all else.
Q:
Perceptions involve recalling an old reaction to a new stimulus.
Q:
Some face-to-face negotiation behaviors include?
a. Counterproposals
b. Argument dilution
c. Irritators
d. All of the above
Q:
Predicting how the opponent will respond is essential to the negotiation process.
Q:
Semantics involves the way behavior is influenced by words and nonverbal means used to communicate.
Q:
_________________ culture has a sense of pride that is sometimes interpreted as supremacy when conducting business.
a. French
b. German
c. Japanese
d. None of the above
Q:
U.S. Americans make more adjustments to their opponents' behavior than do people of other cultures.
Q:
Attribution is the ability to look at social behavior from another culture's view.
Q:
For negotiations to be considered successful, it should?
a. Allow both parties to gain something.
b. Allow a decision to be made swiftly.
c. Allow the negotiator ample time to discuss the conditions to both parties.
d. None of the above
Q:
Why are integrative agreements better than compromise agreements?
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.
Q:
People in the United States place a greater emphasis on history and do not like change as compared with people of Asian and Latin cultures.
Q:
According to Graham and Herberger which of the following is not a characteristic of the U.S. style of negotiation?
a. "I can handle this by myself" (to express individualism)
b. "Address me as Mr. or Ms." (to appear professional)
c. "Speak up; what do you think?" (to avoid silence)
d. All of the above are characteristics
Q:
Which of the following statements concerning intercultural negotiation models is correct?
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.
Q:
People from countries with strong uncertainty avoidance are more likely to have shorter employment time with employers.
Q:
________________are zones of international commerce where the foreign or domestic merchandise may enter without formal customs duties.
a. Free trade zones
b. No barrier zones
c. Trade blocs
d. A & C
e. All of the above
Q:
All of the following are mistakes commonly made during negotiations except
a. understanding translation problems.
b. assuming understanding by the other culture.
c. culturally insensitive comments.
d. nonverbal unfamiliarity.
Q:
People in the United States value time.
Q:
_____________are maneuvers used for gaining advantage.
a. Mediation
b. Tactics
c. Business positions
d. None of the above
Q:
Axtell suggests that to be successful in distributor agreements all of the following are necessary except
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.
Q:
In fundamental Islamic cultures, women are allowed to work only with other women.
Q:
A positive side of using interpreters and translators is?
a. The translator can anticipate the other cultures reaction and alter the message accordingly.
b. There is another party involved which can help mediate any arguments that may arise.
c. You have more time to think about your next statement while your previous statement is being translated.
d. None of the above
Q:
People of which country would view a meeting agenda in a nonpositive manner?
a. United States
b. Sweden
c. Netherlands
d. Iraq
Q:
Some countries with weak uncertainty avoidance exhibit religious and political fundamentalism and intolerance.