Deck 7: Cross-Cultural Communication and Negotiation

Question 1

American managers who are engaged in international communications should avoid using generalized statements about benefits and compensation.

Answer 1

True
Explanation: Generalized statements about benefits, compensation, pay cycles, holidays, or policies should not be used in worldwide communications. Work hours, vacation accrual, general business practices, and human resource issues vary widely from country to country.

Question 2

In high-context societies,the succinct style of communication is very common.

Answer 2

False
Explanation: In high-context societies, the elaborate style is often very common. There is a great deal of talking, description includes much detail, and people often repeat themselves.

Question 3

The reason two parties are involved in a negotiation is because they both want a situation that will leave them better off than before.

Answer 3

True
Explanation: The reason two parties are involved in a negotiation is because they both want a situation that will leave them better off than before. Therefore, no matter how long negotiations drag on, neither side should agree to terms that will leave it worse off than its best alternative to a negotiated agreement.

Question 4

Cultural training conducted on a regional or country-specific basis often results in continuous communication breakdown.

Question 5

The affective style of communication is commonly found in collective,high-context cultures such as the Middle East,Latin America,and Asia.

Question 6

Time limits cannot be used tactically if the negotiators meet at a neutral site.

Question 7

The primary purpose of downward communication flow is to provide feedback,ask questions,or obtain assistance from higher-level management.

Question 8

It is very difficult to communicate effectively with someone from another culture unless at least one party has some understanding of the other's culture.

Question 9

Gestures present problems for expatriate managers because these behaviors have different meanings depending on the country.

Question 10

Negotiation often follows assessing political environments and is a natural approach to conflict management.

Question 11

Written communication has been getting increased attention,because poor writing is proving to be a greater barrier than poor talking.

Question 12

While communicating on a face-to-face basis,intimate distance is used for talking with family and close friends.

Question 13

Communication in the international arena is a straightforward process with minor difficulties.

Question 14

The ability to speak the language used at MNC headquarters is enough to ensure that the personnel are capable of doing the work.

Question 15

One of the most important ways of improving communication effectiveness in the international context is to open up feedback systems.

Question 16

Haptics is the study of the way that people use physical space to convey messages.

Question 17

Messages are often highly coded and implicit in countries such as the United States and Canada.

Question 18

Effective international communications require flexibility and cooperation by just one of the parties involved.

Question 19

In cultures with monochronic time schedules,schedules are subordinated to personal relationships.

Question 20

Upward communication is the transfer of information from subordinate to superior.

Question 21

Which of the following styles of communication focuses on the speaker and relationship of the parties?

A) Personal
B) Contextual
C) Individual
D) Indigenous

Question 22

The transmission of information from manager to subordinate is referred to as:

A) lateral communication.
B) upward communication.
C) downward communication.
D) horizontal communication.

Question 23

In terms of verbal communication styles,an example of a low-context society is _____.

A) Canada
B) Japan
C) Italy
D) Brazil

Question 24

The _____ style of communication is characterized by language that requires the listener to carefully note what is being said and to observe how the sender is presenting the message.

A) instrumental
B) conductive
C) affective
D) facilitating

Question 25

_____ is the information that surrounds a communication and helps convey the message.

A) Contingency
B) Stipulation
C) Context
D) Circumstance

Question 26

Messages are implicit and often highly coded in:

A) low-context societies.
B) moderate-context societies.
C) high-context societies.
D) variable-context societies.

Question 27

A(n)_____ style of communication focuses on the speaker and the reduction of barriers between the parties.

A) personal
B) contextual
C) affective
D) instrumental

Question 28

In the context of writing business letters of complaint,Park,Dillon,and Mitchell reported that American writers:

A) used a direct organizational pattern.
B) shared explanatory details related to a problem first.
C) tended to delay the reader's discovery of the main point.
D) used vague, emotional, and accusatory characters.

Question 29

The steps taken to improve communication effectiveness in the international arena include all of the following except:

A) improving feedback systems.
B) incorporating U.S. values regarding time into international operations.
C) providing language and cultural training.
D) increasing flexibility and cooperation.

Question 30

The primary purpose of subordinate-initiated upward communication is to:

A) convey orders and information.
B) let individuals know what is to be done and how well they are doing.
C) provide feedback, ask questions, or obtain assistance from higher-level management.
D) facilitate the flow of information to those who need it for operational purposes.

Question 31

In contrast to the contextual style,the personal style is more popular in:

A) low-power-distance, collective, high-context cultures.
B) low-power-distance, individualistic, low-context cultures.
C) high-power-distance, individualistic, low-context cultures.
D) high-power-distance, collective, high-context cultures.

Question 32

_____ do not use silent periods at all during negotiations,but they do make frequent use of other nonverbal behaviors.

A) Brazilians
B) Japanese
C) Arabians
D) Americans

Question 33

Researchers have found that the contextual style of communication is often associated with:

A) low-power-distance, collective, high-context cultures.
B) low-power-distance, individualistic, high-context cultures.
C) high-power-distance, individualistic, low-context cultures.
D) high-power-distance, collective, high-context cultures.

Question 34

The _____ communication style is most common in Asia,where people tend to say few words and allow understatements,pauses,and silence to convey meaning.

A) succinct
B) exacting
C) flexible
D) elaborate

Question 35

Which of the following are the three degrees of communication quantity?

A) Elaborate, exacting, and succinct
B) Unified, equivocal, and refined
C) Succinct, affective, and precise
D) Flexible, detailed, and fixed

Question 36

Communication is the process of:

A) transferring meanings from sender to receiver.
B) choosing a course of action among alternatives.
C) giving teams the resources they need to develop ideas and effectively implement them.
D) using reports and other written forms to control business operations.

Question 37

Tactics used in international negotiation include:

A) location, time limits, and buyer-seller relations.
B) buyer-seller relations, verbal behaviors, and chromatics.
C) location, barrier-free linguistics, and nonverbal behaviors.
D) time limits, mental imaging, and buyer-seller relations.

Question 38

In terms of verbal communication styles,an example of a high-context society is _____.

A) Iceland
B) Australia
C) Canada
D) Japan

Question 39

Oculesics refers to communicating through the use of _____.

A) eye contact and gaze
B) physical space
C) bodily contact
D) artifacts and charts

Question 40

Which of the following styles of communication focuses on precision and the use of the right amount of words to convey the message?

A) Flexible
B) Succinct
C) Elaborate
D) Exacting

Question 41

_____ distance is used to handle most business transactions while communicating on a face-to-face basis.

A) Social
B) Public
C) Personal
D) Intimate

Question 42

Which of the following terms refers to the process of bargaining with one or more parties for the purpose of arriving at a solution that is acceptable to all?

A) Negotiation
B) Empowerment
C) Propitiation
D) Codetermination

Question 43

Which of the following "distances" is used for communicating very confidential messages?

A) Social
B) Public
C) Personal
D) Intimate

Question 44

A good example of proxemics is _____.

A) office layout
B) eye gaze
C) business structure
D) body language

Question 45

Which of the following statements about distributive negotiation is true?

A) It occurs when two parties with opposing goals compete over a set value.
B) It focuses on reaching a best-case outcome where everyone benefits.
C) It is characterized by overlapping interests.
D) It involves cooperation between two groups to integrate interests, create value, and invest in an agreement.

Question 46

Chronemics refers to the way in which _____.

A) color is used in a culture
B) time is used in a culture
C) posture is used to communicate
D) touch is used to communicate

Question 47

_____ distance is used when calling across the room or giving a talk to a group.

A) Personal
B) Public
C) Intimate
D) Social

Question 48

A monochronic time schedule is one in which:

A) things are done in a linear fashion.
B) people tend to do several things at the same time irrespective of the amount of work involved.
C) people tend to place higher value on personal involvement than on getting things done on time.
D) things are done in a random way.

Question 49

During the planning stage of negotiations,consideration should be given to all of the following areas except:

A) determining the location in which to discuss the various issues.
B) setting limits on single-point objectives.
C) dividing issues into short- and long-term considerations and deciding how to handle each.
D) focusing on common ground between the parties.

Question 50

In which of the following countries do people like to be greeted by their title?

A) Germany
B) Japan
C) Mexico
D) Arab countries

Question 51

In the context of negotiations,_____ starts with the negotiators identifying the objectives they would like to attain.

A) planning
B) interpersonal relationship building
C) exchanging task-related information
D) persuasion

Question 52

Canadians shake hands,Japanese bow,and Middle Easterners of the same sex kiss on the cheek.These gestures are examples of _____.

A) chromatics
B) haptics
C) chronemics
D) proxemics

Question 53

Which of the following tends to reduce understanding in cross-cultural negotiations?

A) Not identifying a counterpart's home culture too quickly
B) Accepting the tendency to formulate simple, consistent, stable images
C) Being aware of the Western bias toward "doing"
D) Not overestimating one's familiarity with his or her counterpart's culture

Question 54

In the United States,it is common to wear black when one is in mourning,while in some locations in India people wear white when they are in mourning.This is an example of:

A) chronemics.
B) chromatics.
C) proxemics.
D) haptics.

Question 55

Which of the following "distances" is used for talking with family and close friends?

A) Intimate
B) Social
C) Personal
D) Public

Question 56

Which of the following statements about negotiation is false?

A) It is used in creating joint ventures with local firms and in getting the operation off the ground.
B) It is a learnable skill that is imperative for the international manager but not for the domestic manager.
C) It often follows assessing political environments.
D) It can be used as an approach to conflict management.

Question 57

Which of the following statements about integrative negotiation is true?

A) It occurs when two parties with opposing goals compete over a set value.
B) It is characterized by overlapping interests.
C) It focuses on the individual relationships and is based on a short-term interaction.
D) It often results in a win-lose situation.

Question 58

Which of the following is a persuasion tool generally used by the Japanese during negotiations?

A) Time pressure
B) Intergroup connections
C) Hospitality
D) Emphasis on family

Question 59

Chromatics is the use of:

A) sound to communicate messages.
B) symbols to communicate messages.
C) gestures to communicate messages.
D) color to communicate messages.

Question 60

Haptics refers to communicating through the use of _____.

A) eye contact and gaze
B) physical space
C) bodily contact
D) artifacts and charts

Question 61

Research by Trompenaars and Hampden-Turner shows that Arab negotiators:

A) tend to open negotiations with a neutral initial position.
B) analyze things subjectively and treat deadlines as only general guidelines for wrapping up negotiations.
C) do not believe in making concessions and never reciprocate an opponent's concessions.
D) never use an emotional appeal in their negotiation style.

Question 62

In which of the following steps of the negotiation process does each group set forth its position on critical issues?

A) Persuasion
B) Exchanging task-related information
C) Interpersonal relationship building
D) Planning

Question 63

In the context of negotiations,all of the following is true of a neutral third party except that:

A) he or she can be bought in to assess the desires of each side.
B) he or she can compose an initial proposal.
C) he or she has the last word in what the true "final draft" is.
D) he or she has the right to force the parties to the negotiation to accept its proposal.

Question 64

Briefly describe the three degrees of communication quantity.

Question 65

Which of the following steps in the negotiation process comes after exchanging task-related information?

A) Interpersonal relationship building
B) Planning
C) Identifying objectives
D) Persuasion

Question 66

Which of the following places would be the best neutral site for a Brazilian firm carrying on negotiations with an Italian firm?

A) Milan
B) Sardinia
C) Florence
D) New York City

Question 67

Research conducted by John L.Graham shows that during a buyer-seller negotiation simulation:

A) Brazilians use a discussion of rewards and commands less than Americans.
B) Brazilians use self-disclosures more than Americans.
C) Americans make first offers that have equal profit levels as their opponents.
D) Americans make more use of commands than their Japanese counterparts.

Question 68

The final step in the negotiation process is:

A) the persuasion phase.
B) interpersonal relationship building.
C) the agreement phase.
D) exchanging task-related information.

Question 69

Which of the following is not a principle advocated by Fisher and Ury,authors of the book Getting to Yes,to help avoid disasters while negotiating for mutual benefit?

A) Separate the people from the problem
B) Focus on positions rather than interests
C) Generate a variety of options before settling on an agreement
D) Insist that the agreement be based on objective criteria

Question 70

What is the difference between downward communication and upward communication? What is the primary purpose of each?

Question 71

Explain the wide variety of tactics used in international negotiation.

Question 72

According to Trompenaars and Hampden-Turner,U.S.negotiators:

A) tend to open negotiations with an extreme initial position.
B) tend to use an emotional appeal in their negotiation style.
C) believe it is important to be factual and objective while negotiating.
D) treat deadlines as only general guidelines for wrapping up negotiations.

Question 73

Which of the following is not a reason why an extreme bargaining position tends to produce better results?

A) It shows the other party that the bargainer will not be exploited.
B) It extends the negotiation and gives the bargainer a better opportunity to gain information on the opponent.
C) It lets the bargainer gain less than would probably be possible if a more extreme initial position had been taken.
D) It modifies the opponent's beliefs about the bargainer's preferences.

Question 74

How does culture impact communication?

Question 75

Define negotiation and explain the basic steps in the negotiation process.