Deck 11: Intercultural Negotiation Components

Question 1

Individual-oriented cultures include China and Latin America.

Answer 1

False

Question 2

In the business world,women are considered equal to men in all cultures.

Answer 2

False

Question 3

Women are welcomed on negotiation teams in all cultures.

Answer 3

False

Question 4

Predicting how the opponent will respond is essential to the negotiation process.

Question 5

Negotiation protocol is different for different cultures.

Question 6

The media is usually culturally unbiased in its perception of world events.

Question 7

Power is independent of personal constructs.

Question 8

An advantage of using women negotiators is their skill at reading nonverbal messages.

Question 9

The players and situation do not necessarily have to be matched between the two sides.

Question 10

Cultural stereotypes are dangerous except to suggest plausible behaviors.

Question 11

Which of the following statements isincorrectrelated 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.

Question 12

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.

Question 13

U.S.Americans make more adjustments to their opponents' behavior than do people of other cultures.

Question 14

Cognitive dissonance refers to the psychological conflict resulting from inconsistencies between what a person does and what the person believes.

Question 15

Communicating adequately is difficult when the cultural programming of the negotiators differs.

Question 16

Group-oriented negotiators are concerned about their own interests above all else.

Question 17

Women who wish to be successful internationally should adjust their behavior to conform to expectations of people in the host country.
Multiple Choice.Circle the letter corresponding to the correct response.

Question 18

The Japanese are the most group-oriented culture in the world.

Question 19

The United States is one of the most individualistic cultures in the world.

Question 20

Advertising has been able to cross cultural boundaries and make products appeal to a variety of cultures.

Question 21

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.

Question 22

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.

Question 23

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.

Question 24

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

Question 25

Which of the following cultures is primarily pluralistic in its negotiation style?

A)China
B)England
C)Germany
D)Mexico

Question 26

Which of the following is not an intercultural negotiation guideline?

A)Determine that the negotiation is feasible.
B)Send the proper team including your own interpreter.
C)Adjust to the way of life in the host culture.
D)Agree to a bad deal;it is better than no deal.

Question 27

Which of the following statements correctly describes tactics used in negotiation?

A)Telling jokes to relieve tension is considered appropriate.
B)Distracting tactics can be beneficial to the negotiation process.
C)All cultures consider negotiation to be retaliatory.
D)Using role reversal to put yourself in the other's position is recommended.

Question 28

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.

Question 29

Which statement is true regarding courtesy during negotiations?

A)Knowing your facts is more important than courtesy.
B)Allowing someone to save face is very valued in some cultures.
C)Courtesy will not clarify misinterpretations.
D)Courtesy is harder to achieve with a mediator.

Question 30

Which of the following does not describe a Japanese negotiating team?

A)They allow insufficient time for the negotiations.
B)They come to the negotiation table with a large contingent of people.
C)They give concessions that are small.
D)They need to get to know their business partners.

Question 31

Which of the following is not a typical face-to-face negotiator behavior according to Harris et al.?

A)argument dilution
B)counterproposals
C)blame assessment
D)irritators

Question 32

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.

Question 33

Most cultures are not as concerned with the legal view as they are with

A)a shared perception and inventory control.
B)a shared perception and a good agreement.
C)jurisdiction and the time it takes to negotiate.
D)information that must be reported and jurisdiction.