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Q:
Balanced authority?
a. Allows each partner to share the decision making role.
b. Exists when two different people hold opposing views which balance each other out.
c. Allows the decisions to be made after weighing different options.
d. Allows a person to distribute power in a balanced manner to others in the organization.
Q:
Which of the following statements regarding culture specific negotiation is correct?
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.
Q:
The United States ranks first in collectivism when compared to other countries.
Q:
Nonverbal messages, such as body language, space, and gift giving that can impede the negotiation process is an example of?
a. Perceptual noise
b. Disruptive noise
c. Cultural noise
d. Nonverbal noise
Q:
Which of the following statements regarding negotiation with Latin Americans is incorrect?
a. Latins emphasize problem solving more than general principles.
b. The government is very involved in Latin American business.
c. Female negotiators should be in the background rather than the foreground of negotiations.
d. Latins are people-oriented rather than task-oriented.
Q:
In some countries, using gifts to assure success in sealing an agreement is an accepted way of doing business.
Q:
Which of the following is an objective of NAFTA?
a. To promote fair competition.
b. Reduce the amount of money needed for investors.
c. To allow companies to operate globally without the concern of violating another country's work laws.
d. None of the above
Q:
Which of the following statements regarding negotiation with Japanese people is incorrect?
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.
Q:
People in the United States are more formal when compared to people of other cultures.
Q:
Detailed outlines of the items in the negotiation process that need to be constantly observed, analyzed, and evaluated include which of the following?
a. Physical location of the negotiations
b. Agenda or policy issues in the negotiation
c. Preliminary statements and limitation consideration
d. All of the above
Q:
Which of the following statements regarding negotiation with Germans is incorrect?
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.
Q:
Which of the following statements is incorrect?
a. Personal privacy is relatively unimportant to people of Saudi Arabia.
b. Friendships are taken seriously by the Japanese; they are made for life.
c. People of Mexico involve religion in their social interactions.
d. Etiquette is very important to people of Canada.
Q:
All exports are controlled by the government of the country ____________.
a. Where they are shipped.
b. Where they are produced.
c. Where the raw materials were received.
d. All of the above
Q:
Studying the psychological disposition of the other negotiator's culture would help you to understand
a. their translators.
b. how they conceptualize and process information.
c. why cause and effect associations do not change from culture to culture.
d. the variations within the culture.
Q:
In which of the following cultures is social reciprocity least important?
a. Japan
b. Mexico
c. Saudi Arabia
d. United States
Q:
U.S. Americans tend to make ________ adjustments to their opponent's behavior, and they change their negotiation strategy________ than other cultures when dealing interculturally.
a. Fewer; less
b. Fewer; more
c. More; more
d. No; less
Q:
Which of the following statements concerning negotiation conflict is incorrect?
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.
Q:
Which of the following cultures would be considered the most formal?
a. Canada
b. Japan
c. Mexico
d. United States
Q:
_________________ is reached when two parties find a common ground between their individual goals; the result is a lower joint benefit.
a. Legal agreement
b. Reverse agreement
c. Integrative agreement
d. Compromise agreement
Q:
Relationship building is important in which of the following situations?
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.
Q:
Which of the following statements related to how property is viewed is incorrect?
a. Communist countries in the past had community property.
b. Mexicans view property ownership in a utilitarian way.
c. The Japanese consider property as unimportant.
d. People in the United States are possessive of property.
Q:
Which is one of the five methods of reaching integrative agreements?
a. Nonspecific compensation
b. Price fixing
c. Specified compensation
d. None of the above
Q:
The issues that take up most of the intercultural negotiation time include all of the following except
a. social-cultural issues.
b. political issues.
c. religious issues.
d. legal issues.
Q:
Which of the following statements related to the Japanese family system is incorrect?
a. The father is the bread winner, but the mother runs the home.
b. The divorce rate is low.
c. Marriages are mainly monogamous.
d. Most marriages are arranged.
Q:
According to the textbook, which of the following are commonly used problem-solving techniques?
a. Problem-solving approach; compromise agreement
b. Compromise agreement; integrative agreement
c. Problem-solving approach; integrative agreement
d. Problem-solving approach; competitive approach
Q:
The intercultural negotiation process steps include
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.
Q:
Which of the following families tend to be matriarchal?
a. Canadian families
b. Spanish families
c. Islamic believers
d. Jewish families
Q:
To be successful in distributor agreements, Axtell suggests you do all except?
a. Agreed-on sales quotas
b. Provisions for secrecy
c. Get payment in one lump sum
d. Responsibility for taxes
Q:
Which of the following statements regarding intercultural negotiations is incorrect?
a. If the meeting is held on your opponent's turf, you have more power and responsibility.
b. If the meeting is held on your opponent's turf, they have more power.
c. If the meeting is held on your turf, you have more power.
d. If the meeting is held at a neutral location, each party is responsible for his or her own comforts.
Q:
In which of the following countries is polyandry practiced?
a. Arab countries
b. Polynesian countries
c. South American countries
d. African countries
Q:
Which of the following is NOT a step in the negotiation process?
a. Team selection
b. Research
c. Opening talks
d. Relationship building
Q:
When negotiating with Brazilians, remember that they are more individualistic than people of other Latin American countries.
Q:
The family system that refers to one man with many wives is known as
a. monogamy.
b. polyandry.
c. polygyny.
d. serial monogamy.
Q:
____________ involves discussions of common and conflicting interests between persons of different cultural backgrounds who work to reach an agreement of mutual benefit.
a. Bargaining
b. Intercultural negotiation
c. Barter
d. None of the above
Q:
Silence is an important part of Japanese nonverbal communication and should not be interrupted.
Q:
Which of the following would be included in the definition of nuclear family?
a. grandparents
b. uncles and aunts
c. father and mother
d. cousins
Q:
____________involves a person's conduct or deportment and is influenced by culture.
a. Demeanor
b. Behavior
c. Personality
d. Communication
Q:
In Nigeria, negotiations are viewed as a competitive process.
Q:
Which of the following statements related to marriage and family systems is incorrect?
a. The word family has different connotations in different cultures.
b. The concept of family in the United States includes second- and third-generation relationships.
c. In Israel, many children are reared and taught communally.
d. Family affiliation is extremely important in Italy.
Q:
In the Japanese culture, this food is symbolic of happiness and served at New Year's.
a. Green vegetables
b. Dried squid
c. Pork
d. Salmon
Q:
Establishing a friendship is a crucial part of negotiating with the British.
Q:
Which of the following statements comparing the educational systems of Japan and the United States is incorrect?
a. The educational system of Japan is more competitive than in the United States.
b. The United States and Japan both have open access to the educational system for all children.
c. In both Japan and the United States, the heavy intellectual demand on students is during the secondary years rather than the college years.
d. The university from which a person graduates is more important in Japan than in the United States.
Q:
Companies in the United States found guilty of paying bribes to foreign officials can be fined up to ______________, and guilty employees may be fined up to ________.
a. $1,000,000;$10,000
b. $500,000; $1,000
c. $1,000,000; $1,000
d. None of the above
Q:
A keiretsu group in Japan is viewed as a short-term commitment.
Q:
Which of the following statements related to educational systems is incorrect?
a. The educational systems of England and Canada are similar.
b. In Iran secular instruction receives more support than religious instruction.
c. People in Germany must determine their careers early in life.
d. In Britain your position in society determines your education.
Q:
The highest percentage of people who would not show their emotions openly were from?
a. Ethiopia
b. Japan
c. Poland
d. All of the above
Q:
The Japanese equivalent for the word individual has a negative connotation.
Q:
Which of the following countries has the lowest literacy rate?
a. Canada
b. England
c. Iran
d. Gambia
Q:
_____________ has one of the longest work weeks in the world: 48 hours with businesses open at least six days a week.
a. Peru
b. Mexico
c. Argentina
d. Singapore
Q:
Negotiation strategies include the preparation of details, tactics, conflict resolution, mediation, and observations.
Q:
Which of the following statements related to political systems is incorrect?
a. Both the United States and Mexico have a federal government.
b. Canadians elect a prime minister and parliament.
c. Japan's political system is a constitutional monarchy.
d. Morocco is ruled by religious leaders.
Q:
What is the general rule for business dress everywhere?
a. Pin strip professional
b. Black and white color scheme
c. Buttoned up
d. None of the above
Q:
During negotiations there is no empathy with the opposition.
Q:
Which of the following statements related to economic systems is incorrect?
a. Cuba's system involves distributing goods based on the capacity to pay.
b. Mexico's economy is dependent on other countries.
c. Japan imports over half of its food supply.
d. Canada's economy is capitalistic with socialistic controls in health care and the retirement system.
Q:
Superstitions are?
a. Beliefs that are inconsistent with the known laws of science or what a society considers to be true and rational.
b. Practices considered by a society as unacceptable.
c. Beliefs that are not proven to be accurate.
d. None of the above
Q:
Negotiation strategies are plans organized to achieve a desired objective.
Q:
Separation of classes is uncommon in Brazil.
Q:
_____ percent of U.S. women of employment age work, they still do not receive equal pay and responsibility.
a. 85
b. 70
c. 60
d. 75
Q:
Overcoming cultural barriers is relatively unimportant when negotiating.
Q:
Family ties are more important in Mexico than in the United States.
Q:
In ___________ and ____________ it is not only appropriate to inquire about the health of family members but also to have lengthy discussions about their well being.
a. Latin America; Mexico
b. Latin America; Saudi Arabia
c. Mexico; Saudi Arabia
d. Germany; Saudi Arabia
Q:
When cooperative pragmatists are negotiating genuine trust is needed between the negotiators.
Q:
Brazil's literacy rate is not as high as the literacy rate of South Korea.
Q:
Which of the following is NOT a proper pairing of handshakes by culture?
a. Asian; gentle
b. Latin American; moderate grasp repeated frequently
c. Middle eastern; gentle and repeated frequently
d. British; firm
Q:
A compromising negotiation style is a competitive approach to reaching an agreement.
Q:
Although people of the United States do not use intermediaries, the Japanese do use them.
Q:
______________ place the fork in the left hand and the knife in the right; they use the knife to push food onto the back of the fork, and then move the food into the mouth with the tines of the fork down.
a. Asian eating style
b. U.S. eating style
c. Continental eating style
d. International eating style
Q:
Discussions can be both emotional and unemotional depending upon the cultures involved in the negotiation.
Q:
All cultures have punishments that are administered when cultural norms are violated.
Q:
____________ and ___________ have impacts on the success of intercultural communication encounters.
a. Netiquette; gender
b. Position; gift giving
c. Money; status
d. Position; status
Q:
Agendas are viewed positively around the world.
Q:
Social reciprocity is very important to both the people of Saudi Arabia and Japan.
Q:
Tipping in this country can offend or insult the people of that culture.
a. Japan
b. The Netherlands
c. France
d. Finland
Q:
Relationship building in the United States requires the use of an intermediary.
Q:
The family system in Germany is matriarchal.
Q:
In this culture it is typical that a 10-15% service charge is automatically added to the bill.
a. China
b. Germany
c. France
d. All of the above
Q:
When rectangular tables are used for negotiations in Japan, no one is seated at the ends of the table.
Q:
The family systems in the United States and Saudi Arabia are quite similar.
Q:
The Asian countries place a great importance on gift giving. When choosing an appropriate gift in an Asian country, it is important to avoid any gift depicting this animal because it is a symbol of cruelty and greed.
a. Tiger
b. Pig
c. Wolf
d. Lion
Q:
In Hong Kong round conference tables are preferred.