Deck 7: Cross-Cultural and Negotiation

Question 1

All parties to an offshoring arrangement should understand that mutual respect for cultures, both national and corporate, is negotiable.
A. T. Kearney recommended: "All parties to the offshoring arrangement should understand that mutual respect for cultures, both national and corporate, is not negotiable."

Answer 1

False
Explanation: To prevent this problem,

Question 2

Communicating through the use of written means is referred to as haptics.

Answer 2

False
Explanation: Communicating through the use of bodily contact is known as haptics, and it is a widely used form of nonverbal communication.

Question 3

The stark differences in culture, some emanating from basic variation in political, geographic, and even climatic realities, can frustrate the coordination of global operations.

Answer 3

True
Explanation: The stark differences in culture, some emanating from basic variation in political, geographic, and even climatic realities (as in the example of the call-center staff who had never seen snow or been in an airport) can frustrate the coordination of global operations.

Question 4

Communication is the process of transferring meanings from sender to receiver.

Question 5

Monochronic time schedules are characterized by people tending to do several things at the same time and placing higher value on personal involvement than on getting things done on time.
B.

Question 6

Proxemics is the study of communication through body movement and facial expressions.

Question 7

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

Question 8

When negotiators make a definitive decision before engaging in discussion, they may soon find out that the terms never even surface.

Question 9

From culture to culture, nonverbal gestures are universal, that is, they mean the same thing.

Question 10

Timing and pauses within verbal behavior are one of the many common forms of nonverbal communication.

Question 11

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

Question 12

The personal and impersonal systems of feedback help affiliates keep their home office aware of progress and, in turn, help the home office monitor and control affiliate performance as well as set goals and standards.

Question 13

Managers should concentrate on "building common ground-essentially, shared knowledge-across locations, so that employees working offshore can anticipate the actions and decisions of their onshore counterparts without the need for extensive discussion."

Question 14

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

Question 15

In low-context societies, messages are often highly coded and implicit.

Question 16

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

Question 17

Work hours, vacation accrual, general business practices, and human resource issues vary widely from country to country.

Question 18

Negotiation often follows assessing political risk and can be used as an approach to conflict management.

Question 19

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

Question 20

The instrumental style of communication is more commonly found in individualistic, low-context cultures such as the United States.

Question 21

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

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

Question 22

Tactics used in international negotiating 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 23

In terms of communication styles, which of the following countries has a low-context society?

A)The United States
B)Japan
C)Italy
D)Arab countries

Question 24

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 25

This 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)Coarse
D)Elaborate

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

This 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

The three degrees of communication quantity are:

A)Elaborate, exacting and succinct
B)Precise, imprecise and elaborate
C)Succinct, affective and precise
D)Coarse, precise and elaborate

Question 29

This style of communication is characterized by language, which 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 30

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

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

Question 31

The nonverbal method of communicating through the use of eye contact and gaze is:

A)Proxemics
B)Haptics
C)Oculesics
D)Chronemics

Question 32

Which style of communication focuses on the speaker and relationship of the parties?

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

Question 33

Steps can be taken to improve communication effectiveness in the international arena; these include all but:

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 34

______ 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 35

Researchers have found that the contextual style 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 36

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 37

Many multinational corporations use _____ as the common language for international communication.

A)French
B)English
C)Spanish
D)Japanese

Question 38

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

A)Lateral
B)Horizontal
C)Upward
D)Downward

Question 39

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 40

In terms of communication styles, which of the following countries has a high-context society?

A)Germany
B)Scandinavia
C)Canada
D)Japan

Question 41

Office layout is a good example of:

A)Proxemics
B)Haptics
C)Oculesics
D)Kinesics

Question 42

Chromatics:

A)Is the use of sound to communicate messages
B)Is the use of symbols to communicate messages
C)Is the use of gestures to communicate messages
D)Is the use of color to communicate messages

Question 43

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

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

Question 44

The way in which time is used in a culture is referred to as:

A)Oculesics
B)Chronemics
C)Proxemics
D)Kinesics

Question 45

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 planar manner

Question 46

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

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

Question 47

Which of the following is used for communicating very confidential communication?

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

Question 48

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 49

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

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

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

The gesture of putting the thumb and index finger together to form an "O" as the sign for "okay" in the United States is an example of:

A)Chromatics
B)Haptics
C)Chronemics
D)Proxemics

Question 52

Integrative negotiation:

A)Occurs when two parties with opposing goals compete over a set value
B)Involves cooperation between the two groups to integrate interests, create value and invest in the agreement
C)Focuses on the individual relationships and is based on a short-term interaction
D)Is sometimes called a win-lose situation

Question 53

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 54

Distributive negotiation:

A)Occurs when two parties with opposing goals compete over a set value
B)Focuses on the group and is based on long-term interaction
C)Is sometimes called a win-win scenario
D)Involves cooperation between the two groups to integrate interests, create value and invest in the agreement

Question 55

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

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

Question 56

The process of bargaining with one or more parties for the purpose of arriving at a solution that is acceptable to all is:

A)Negotiation
B)Conflict
C)Compromise
D)Arbitration

Question 57

Communicating through the use of bodily contact is known as:

A)Proxemics
B)Oculesics
C)Chronemics
D)Haptics

Question 58

During the planning stage of negotiations, consideration should be given to all but which of the following areas?

A)Determining the location in which to discuss the various issues
B)The setting of limits on single-point objectives
C)Dividing issues into short- and long-term considerations and deciding how to handle each
D)Common ground between the parties

Question 59

To negotiate effectively, which of the following is not recommended?

A)Do not identify the counterpart's home culture too quickly.
B)Accept the tendency to formulate simple, consistent, stable images.
C)Beware of the Western bias toward "doing."
D)Do not overestimate your familiarity with your counterpart's culture.

Question 60

All of the following are true of negotiation except:

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 risk
D)It can be used as an approach to conflict management

Question 61

All of the following are true of an extreme bargaining position except:

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 62

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 63

Which of the following steps in the negotiation process is considered by many to be the most important?

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

Question 64

Which of the following places would be the best neutral site for a Chilean firm carrying on negotiations with a German firm?

A)Santiago
B)Munich
C)Berlin
D)New York City

Question 65

What is communication? What is the key to effective communication?

Question 66

How does culture impact communication?

Question 67

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 68

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 69

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 the 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 70

In which step 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 71

Explain the wide variety of tactics used in international negotiation.

Question 72

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

Question 73

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

Question 74

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

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

Question 75

In the context of negotiation, Trompenaars and Hampden-Turner have noted that 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)Typically have authority to bind their party to an agreement
D)Treat deadlines as only general guidelines for wrapping up negotiations