Deck 7: Cross-Cultural Communication and Negotiation

Question 1

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

Answer 1

False

Question 2

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

Answer 2

True

Question 3

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

Answer 3

True

Question 4

The information that surrounds a communication and helps convey the message is termed as context.

Question 5

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

Question 6

The affective communication style 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.

Question 7

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

Question 8

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

Question 9

The exacting communication style focuses on precision and the use of the right amount of words to convey the message.

Question 10

The personal communication style is often associated with high power distance, collective, high-context cultures.

Question 11

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

Question 12

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

Question 13

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

Question 14

The interpersonal relationship building phase of the negotiation process is considered by many to be the most important.

Question 15

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

Question 16

The area of communication that deals with conveying messages through the use of eye contact and gaze is referred to as kinesics.

Question 17

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

Question 18

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 19

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

Question 20

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

Question 21

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

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

Question 22

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 23

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 24

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 25

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 26

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 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

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

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

Question 29

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

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

Question 30

Identify the country which has a low-power-distance, individualistic, low-context culture.

A)The United States
B)Japan
C)Ghana
D)India

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

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 33

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

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

Question 34

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 35

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

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

Question 36

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 37

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 38

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

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

Question 39

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 40

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

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

Question 41

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

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

Question 42

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 43

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 44

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 45

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

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

Question 46

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 47

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 48

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 49

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 50

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 51

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 52

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 53

Office layout is a good example of:

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

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

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 56

Communicating through the use of bodily contact is known as:

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

Question 57

The first step in the negotiation process is:

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

Question 58

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

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

Question 59

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

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

Question 60

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

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

Question 61

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

Question 62

Explain the wide variety of tactics used in international negotiation.

Question 63

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 64

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 65

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 66

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 67

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 68

How does culture impact communication?

Question 69

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

Question 70

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 71

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 72

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 73

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

Question 74

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 75

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