Question 1

Which aspect of international business negotiations is considered to be the most difficult?
A) agreeing on the number of participants in the negotiation
B) finding the best alternative to a negotiated agreement
C) actual conduct of the face-to-face meeting
D) deciding on the location and physical arrangements
E) selection of the appropriate negotiation team

Accepted Answer

The actual conduct of the face-to-face meeting is often considered the most difficult aspect of international business negotiations due to cultural differences, communication barriers, and the complexity of reaching a mutual agreement.

Question 2

What action must be taken by a negotiator before international negotiations begin?
A) asking questions on specific areas of the deal
B) planning concession strategies
C) making concessions before reaching an agreement
D) rushing the foreign negotiator to come to a decision
E) relying only on information obtained from external sources

Accepted Answer

Planning concession strategies is crucial before international negotiations begin. It involves determining in advance what can be offered and what must be received in return, which is essential for successful negotiation outcomes.

Question 3

Mike had been negotiating with a Japanese company for distribution rights for five days. He was afraid he was going to lose the contract, so at the last minute he decided to lower the price. They accepted the next day. What mistake did Mike make?
A) He should have come in with a low price at the outset.
B) He should have had a written concession plan before he began the negotiation.
C) He should have given the Japanese negotiators a menu of options including the lower price.
D) He should have avoided all concessions.
E) He should have deferred to his superiors.

Accepted Answer

Having a written concession plan would have helped Mike manage the negotiation process better and avoid making last-minute decisions that could undermine his position.

Question 4

In Getting to Yes, the notion of ________ relates to how power in negotiations is best measured.
A) what you negotiate is what you get
B) a face-to-face communication
C) the best alternative to a negotiated agreement
D) the failure to listen during negotiations
E) a standard for business negotiations

Accepted Answer

The notion of "the best alternative to a negotiated agreement" (BATNA) relates to how power in negotiations is best measured in "Getting to Yes." It emphasizes the importance of having strong alternatives when negotiating, as they provide leverage and influence the outcome.

Question 5

In relationship-oriented cultures, ________ speaks quite loudly in both persuasion and the demonstration of interest in a business relationship.
A) the bottom line
B) profit
C) team strength
D) secrecy
E) rank

Accepted Answer

In relationship-oriented cultures, rank or status plays a significant role in persuasion and demonstrating interest in a business relationship, as it reflects respect and acknowledgment of hierarchy, which is highly valued.

Question 6

The single most important activity of international business negotiations is
A) organization.
B) listening.
C) presentation.
D) etiquette.
E) self-disclosure.

Accepted Answer

Listening is crucial in international business negotiations as it helps in understanding the other party's perspective, building trust, and facilitating effective communication.

Question 7

Why is it important to bring along a senior executive to an international business negotiation?
A) Influence at headquarters is crucial to success.
B) The flexible position of the organization is indicated.
C) The specific technical details of the deal can be discussed.
D) Information can be collected through note taking with the goal of enhancing creativity.
E) A larger number of nodding heads can reduce influence.

Accepted Answer

Senior executives often have significant influence within their organization, which can be crucial for the success of negotiations. Their presence can signal the importance of the negotiation to the organization and help in making decisions that align with the company's strategic goals.

Question 8

Ford's program for managers working with Japanese, "Managing Negotiations: Japan," includes
A) classes in the Japanese language.
B) training in overcoming Japanese cultural traits.
C) tapes of past negotiation mistakes.
D) face-to-face practice with Japanese negotiators.
E) rehearsals of upcoming negotiations.

Accepted Answer

The answer of Ford's program for managers working with Japanese,...

Question 9

Which method is the most efficient way to communicate with clients and partners in places like Mexico, Malaysia, and China?
A) conversation over a long dinner
B) negotiation through video-conferencing
C) conversation over a phone call
D) negotiation through e-mail
E) negotiation with lower- and mid-ranking executives

Accepted Answer

Conversation over a long dinner is the most efficient way to communicate with clients and partners in places like Mexico, Malaysia, and China because it allows for a more personal connection and a better understanding of the other person's culture and perspective.

Question 10

________ should not be used as a selection criterion for international negotiation teams.
A) Stamina
B) Maturity
C) Ethnicity
D) Breadth of knowledge
E) Gender

Accepted Answer

The answer of ________ should not be used as a...

Question 11

Which statement regarding the physical arrangements of an international negotiation setting is true?
A) Russians prefer to talk to everyone separately, and once everyone agrees, to schedule inclusive meetings.
B) Japanese tend toward a cumulative approach, meeting with one party and reaching an agreement, then both parties calling on a third party.
C) In high-context cultures, the physical arrangements of rooms are taken casually.
D) Americans tend to want to get everyone together to quickly reach an agreement even if opinions and positions are divergent.
E) Americans adopt a formal approach to seating and room arrangement.

Accepted Answer

Americans typically prefer to gather all parties together to expedite reaching an agreement, even if there are differing opinions and positions.

Question 12

With respect to the roles of men and women in international business negotiations,
A) in general, women are more comfortable speaking up in a meeting than men to maintain intimacy with their foreign counterparts.
B) men are more comfortable talking one-on-one than women, owing to the social stigma associated with such practices.
C) the negotiation style of American women is a lot closer to that of the Japanese than that of American men.
D) in countries where women do not participate in management, American female negotiators are first considered incompetent.
E) it is not particularly important for female executives to establish personal rapport at restaurants and other informal settings.

Accepted Answer

The negotiation style of American women is a lot closer to that of the Japanese than that of American men.

Question 13

In the context of international negotiations, what is found to be lacking in the curricula of most schools of diplomacy?
A) language skills
B) diplomatic history and international relations
C) foreign policies
D) social and diplomatic skills
E) cultural differences in communication styles

Accepted Answer

The answer of In the context of international negotiations, what...

Question 14

An international business negotiator's primary job is collecting information with the goal of enhancing creativity. Which step may be taken during a meeting to ensure that the negotiator is able to do his job well?
A) appointing different members of the team to provide self-disclosures and appropriate replies to queries
B) bringing along junior executives for the purpose of training through observation and participation
C) providing additional information to the other party when all the members fall silent during the meeting
D) assigning one team member the sole responsibility of taking careful notes and not worrying about speaking
E) including higher-rank executives and using informal channels of communication

Accepted Answer

Assigning one team member the sole responsibility of taking careful notes allows the negotiator to focus on the discussion and information exchange without the distraction of documenting the conversation, thereby enhancing their ability to collect information effectively.

Question 15

Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. This is likely related to what American trait?
A) collectivism
B) chivalry
C) information-orientation
D) pragmatism
E) independence

Accepted Answer

This behavior is related to the American trait of independence, which emphasizes self-reliance and individual action, even in situations where collaboration or seeking support might be more advantageous.

Question 16

In the context of international business negotiations, even in countries where women do not participate in management, American female negotiators are first treated as
A) distractions.
B) ignorant people.
C) inappropriate.
D) foreigners.
E) inexperienced people.

Accepted Answer

American female negotiators are primarily treated as foreigners, which means their treatment is influenced more by their nationality and the international context of the negotiation rather than solely by their gender. This reflects the complex interplay between cultural norms, gender expectations, and the professional context of international business.

Question 17

Even small companies can possess great power in negotiations if they have
A) little influence at headquarters.
B) a larger negotiating team.
C) more to lose and less to gain from a deal.
D) more good alternatives than their large-company counterparts.
E) the advantage of negotiating in a foreign land.

Accepted Answer

Having more good alternatives gives any company, regardless of size, greater leverage in negotiations because it reduces their dependence on any single deal. This is known as having a strong BATNA (Best Alternative to a Negotiated Agreement).

Question 18

What factor can get in the way of American team negotiations?
A) cultural heritage of interdependence and collectivism
B) emphasis on careful note taking and training via observation
C) compensation schemes that overly emphasize individual performance
D) preference for split commissions for negotiation teams
E) hierarchical structures of American organizations

Accepted Answer

Compensation schemes that overly emphasize individual performance can get in the way of American team negotiations by fostering competition rather than collaboration among team members.

Question 19

Which aspect of the negotiation setting is an important consideration as it may eventually determine legal jurisdiction if disputes arise?
A) preliminary research
B) communications channels
C) number of participants
D) number of translators
E) location

Accepted Answer

The location of a negotiation is a critical aspect because it can determine the legal jurisdiction in the event of disputes. This is because the laws and legal processes can vary significantly from one location to another, impacting how a dispute is resolved.

Question 20

What skills typically top the list of international negotiator traits?
A) preparation and planning
B) observational and oratory
C) linguistic and social
D) persuasion and intellectual
E) informational and interpretation

Accepted Answer

The answer of What skills typically top the list of...

Quiz 19: Inventive Negotiations With International Customers, Partners, and Regulators

Which aspect of international business negotiations is considered to be the most difficult?

What action must be taken by a negotiator before international negotiations begin?

Mike had been negotiating with a Japanese company for distribution rights for five days. He was afraid he was going to lose the contract, so at the last minute he decided to lower the price. They accepted the next day. What mistake did Mike make?

In Getting to Yes, the notion of ________ relates to how power in negotiations is best measured.

In relationship-oriented cultures, ________ speaks quite loudly in both persuasion and the demonstration of interest in a business relationship.

The single most important activity of international business negotiations is

Why is it important to bring along a senior executive to an international business negotiation?

Ford's program for managers working with Japanese, "Managing Negotiations: Japan," includes

Which method is the most efficient way to communicate with clients and partners in places like Mexico, Malaysia, and China?

________ should not be used as a selection criterion for international negotiation teams.

Which statement regarding the physical arrangements of an international negotiation setting is true?

With respect to the roles of men and women in international business negotiations,

In the context of international negotiations, what is found to be lacking in the curricula of most schools of diplomacy?

An international business negotiator's primary job is collecting information with the goal of enhancing creativity. Which step may be taken during a meeting to ensure that the negotiator is able to do his job well?

Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. This is likely related to what American trait?

In the context of international business negotiations, even in countries where women do not participate in management, American female negotiators are first treated as

Even small companies can possess great power in negotiations if they have

What factor can get in the way of American team negotiations?

Which aspect of the negotiation setting is an important consideration as it may eventually determine legal jurisdiction if disputes arise?

What skills typically top the list of international negotiator traits?