Deck 10: Cross-Cultural Negotiation

Question 1

Prototypes recognize that substantial variation within a culture is highly unlikely.

Answer 1

False

Question 2

Economics is the unique character of a social group.

Answer 2

False

Question 3

A cultural framework is sensitive to homogeneity within cultural groups.

Answer 3

False

Question 4

Which cultural dimension can be seen from the fact that U.S.negotiators subscribe to self-interest and joint problem-solving norms,while Hong Kong Chinese negotiators subscribe to an equity norm?

A) individualism-collectivism
B) egalitarianism-hierarchy
C) direct-indirect communication
D) simultaneous-parallel communication

Question 5

What is a stereotype?

A) a faulty belief that everyone from a given culture is completely different from each other
B) a faulty belief that everyone from a given culture is exactly alike
C) a belief that there is substantial variation even within a culture
D) a belief that there are a number of similarities between people from different cultures

Question 6

Bargaining,or negotiation,is a dispute resolution procedure in which the disputants retain control over the final decision,but a third party guides the process.

Question 7

Cultural intelligence is essential for effective negotiation.

Question 8

What implication for negotiation can be seen in the fact that in social events,Chinese-Americans used more somatic and social words than European-Americans?

A) emotion and inner experience
B) dispositionalism-situationalism
C) cooperation and in-group favoritism
D) social loafing-social striving

Question 9

Social loafing is the tendency for people to work less hard in a group context than when working alone.

Question 10

What are the visible characteristics of a culture?

A) values and beliefs
B) ethics and norms
C) behaviors and artifacts
D) assumptions and morals

Question 11

Which of the following is an implication for the conduct of negotiation included in individualism-collectivism?

A) outcast favoritism
B) social gathering
C) social networks
D) positionalism

Question 12

The United States is a direct communication culture,while Japan is predominantly an indirect communication culture.

Question 13

What implication for negotiation can be seen from the fact that Americans are more likely to remember situations in which they influenced others,while Japanese are more likely to remember situations in which they adjusted to others?

A) social networks
B) cooperation
C) in-group favoritism
D) social loafing

Question 14

Which cultural dimension refers to the means by which people influence others?

A) individualism-collectivism
B) egalitarianism-hierarchy
C) direct-indirect communication
D) simultaneous-parallel communication

Question 15

Conciliation is viewed as more effective with our enemies,and coercion is viewed as more effective with ourselves.

Question 16

Which of the following is a dimension of culture?

A) individualism versus collectivism
B) homogeneity versus heterogeneity
C) simultaneous versus parallel communication
D) demographic versus topographic features

Question 17

Direct-indirect communication refers to the basic human motive concerning preservation of the self versus the collective.

Question 18

An important factor that can push people towards behaving more in line with their native cultural values is accountability pressure.

Question 19

The collectivist concerns for the welfare of a group is ________.

A) social striving
B) social gaining
C) social loafing
D) social thriving

Question 20

How is dispositionalism different from situationalism?

A) Dispositionalism is the tendency to ascribe the cause of a person's behavior to factors not in their control, while situationalism is the tendency to ascribe the cause of a person's behavior to their character.
B) Dispositionalism is the strong tendency of people to favor the members of their own group, while situationalism is the tendency of people to give preference to individual goals over the group.
C) Dispositionalism is the collectivist concern for the welfare of their group, while situationalism is the tendency of people to give preference to individual goals over collective group development.
D) Dispositionalism is the tendency to ascribe the cause of a person's behavior to their character, while situationalism is the tendency to ascribe the cause of a person's behavior to factors not in their control.

Question 21

When does the biased punctuation of conflict occur?

A) when people interpret interactions with others depending upon the other person's social status
B) when people interpret interactions with others depending upon the other person's financial status
C) when people interpret interactions with their adversaries in an unbiased and professional manner
D) when people interpret interactions with their adversaries in self-serving and other derogating terms

Question 22

Which of the following is a type of dispute resolution procedure?

A) directive adjudication
B) bargaining
C) principle adjudication
D) egalitarianism

Question 23

Which of the following can be considered an advantage of hierarchical power relationships?

A) It empowers people to resolve conflict themselves.
B) It calls for social inferiors not to challenge social superiors, thus reducing conflict between different social ranks.
C) It empowers social inferiors to challenge social superiors, if high-status members are at fault.
D) One's BATNA and information are key sources of power in hierarchical cultures.

Question 24

In what form of communication culture is the information provided context-free?

A) indirect communication culture
B) in-group communication culture
C) collectivist communication culture
D) direct communication culture

Question 25

What is direct versus indirect information?

A) a cultural dimension that refers to the amount of information contained in an explicit message versus implicit contextual cues
B) a cultural dimension that refers to the means by which people influence others and the basis of power in relationships
C) a cultural dimension that refers to the tendency to ascribe the cause of a person's behavior either to his/her character or to forces outside a person's control
D) a cultural dimension that refers to the tendency of people of different cultures to differ in terms of the density of their work friendships

Question 26

What is an important characteristic of egalitarian power relationships?

A) Everyone expects to be treated equally.
B) People are divided on the basis of their status in society.
C) Social inferiors cannot challenge high-status members.
D) Social inferiors are expected to defer to social superiors.

Question 27

Ethnocentrism,or the unwarranted positive beliefs about one's own group leads to the manifestation of ________.

A) prototypes
B) chromotypes
C) stereotypes
D) heterotypes

Question 28

Which of the following is a key challenge of intercultural negotiation?

A) ethnocentrism
B) egocentrism
C) institutional bias
D) individualism

Question 29

Which of the following constitute taboo trade-offs?

A) proposals to exchange communal values for sacred values
B) proposals to exchange sacred values for secular values
C) proposals to exchange traditional values for sacred values
D) proposals to exchange secular values for sacred values

Question 30

What is inquisitorial adjudication?

A) Disputants retain full control over the discussion process and settlement outcome.
B) A judge makes a binding settlement decision, but disputants retain control of the process.
C) Disputants yield to a third party control over both the process and the final decision.
D) Disputants retain control over the final decision, but a third party guides the process.

Question 31

Which dispute resolution procedure involves disputants retaining control over the final decision,in the presence of a third party guiding the process?

A) adversarial adjudication
B) inquisitorial adjudication
C) mediation
D) bargaining

Question 32

What intercultural negotiation challenge can be seen from the fact that joint gains were significantly lower in negotiations across different cultures,as compared to negotiations within the same culture?

A) dividing the pie
B) ethnocentrism
C) affiliation bias
D) expanding the pie

Question 33

What is an affiliation bias?

A) It is a bias that occurs when people evaluate a person's actions on the basis of his/her connection to an organization, rather than on the merits of the behavior itself.
B) It is a bias that occurs when people evaluate a person's action on the basis of the merits of his/her behavior, rather than his/her social status.
C) It is a bias that occurs when people evaluate a person's action on the basis of the demerits of his/her behavior, rather than the merits of the behavior.
D) It is a bias that occurs when people evaluate a person's action on the basis of his/her financial status, rather than the demerits of the behavior itself.

Question 34

What is ethnocentrism?

A) unwarranted positive beliefs about one's own group relative to other groups
B) unwarranted positive beliefs about oneself relative to others
C) a superiority feeling that arises from negating others
D) an inferiority complex stemming from self-denial and demotivation

Question 35

What implication for negotiation can be seen from the fact that in Western cultures,people who are threatened or embarrassed act more assertively,while in Eastern cultures,people act more passively?

A) the conduct of negotiation
B) choosing your representative
C) face concerns
D) understanding the network of relationships

Question 36

What is an implication for negotiation included in egalitarianism versus hierarchy cultural dimension?

A) information necessary to reach integrative agreements
B) dispute resolution preferences
C) information conduct
D) understanding the network of relationships

Question 37

What implication for negotiation can be seen from the fact that Japanese and Russian managers indulge in making multiple offers at the same time,while U.S.and German managers ask for priority information during negotiations?

A) understanding the network of relationships
B) direct integrative strategies
C) face concerns
D) dispute resolution preferences

Question 38

What are the beliefs,customs,and assumptions that form the basis of a group or culture's belief system known as?

A) secular values
B) trade-offs
C) sacred values
D) communal values

Question 39

What is adversarial adjudication?

A) Disputants retain control over the final decision, but a third party guides the process.
B) A judge makes a binding settlement decision, but disputants retain control of the process.
C) Disputants yield to a third party control over both the process and the final decision .
D) Disputants retain full control over the discussion process and settlement outcome.

Question 40

What implication for negotiation can be seen from the fact that U.S.managers prefer to use interests-based methods,while Hong Kong Chinese managers are more likely to involve higher management or a third party in negotiations?

A) direct integrative strategies
B) the conduct of negotiation
C) dispute resolution preferences
D) choosing your representative

Question 41

You work for a firm that specializes in negotiation consultation.Your firm has branches in several countries.You are asked to oversee negotiations between two parties in Japan (which is a collectivist,hierarchical country)and oversee another negotiation in the U.S.(which is an individualistic and egalitarian country).Which method (bargaining,mediation,adversarial adjudication,and inquisitorial adjudication)would you recommend for each situation and why?

Question 42

What is the Quality of Communication Experience,or QCE?

A) an index that measures the extent to which negotiators engage in integrative behaviors
B) an index that measures the nature and quality of intra- and intercultural communications
C) an index that predicts the extent to which negotiators engage in integrative behaviors and maximize joint profit
D) an index that measures how fast negotiators adapt to new cultural environments

Question 43

U.S.company BCT's negotiations with its Japanese supplier hit a roadblock when the U.S.negotiators felt that the Japanese were unnecessarily prolonging the negotiations and refusing to come to a conclusion.The Japanese neither agreed nor disagreed with any of the U.S.proposals.Given that the U.S.is an individualistic culture that values direct communication and egalitarian power relationships,while Japan is collectivist,hierarchical and prefers indirect communication,what are the possible reasons for the behavior of the Japanese negotiators?

Question 44

What is schematic overcompensation?

A) It is a phenomenon that occurs when negotiators try to adjust to their counterpart's cultural assumptions and styles, resulting in the failure of intercultural negotiations.
B) It is a phenomenon that occurs when negotiators stay anchored to their own cultural assumptions and styles, resulting in the failure of the intercultural negotiations.
C) It is a phenomenon that occurs when a group or person does not maintain its culture but maintains contact with the other culture.
D) It is a phenomenon that occurs when neither maintenance of the group's own culture nor contact with the other culture is attempted.

Question 45

What is integration?

A) Integration occurs when a group does not maintain its culture, but does maintain contact with the other culture.
B) Integration occurs when a group maintains its own culture and contact with the other culture.
C) Integration occurs when a group does not maintain its culture nor contact with the other culture.
D) Integration occurs when a group maintains its culture, but does not maintain contact with the other culture.

Question 46

What is an attribution error?

A) the tendency to ascribe someone's behavior to external factors, outside the person's control
B) the tendency to favor one's own group over other groups
C) the tendency to ascribe someone's behavior to the wrong cause
D) the tendency to categorize members of other cultures not as individuals but as part of a group

Question 47

What is assimilation?

A) Assimilation occurs when a group or a person does not maintain its culture, but maintains contact with the other culture.
B) Assimilation occurs when a group or a person maintains its culture, but does not maintain contact with the other culture.
C) Assimilation occurs when a group or a person maintains both its culture and contact with the other culture.
D) Assimilation occurs when a group does not maintain its culture nor contact with the other culture.

Question 48

When does the fundamental attribution error occur?

A) It occurs when people explain the causes of their behavior in regards to other people's behavior.
B) It occurs when people explain the causes of the behavior of others in terms of external factors.
C) It occurs when people explain the causes of their behavior in terms of external factors, not in their control.
D) It occurs when people explain the causes of the behavior of others in terms of their underlying dispositions.

Question 49

What is separation?

A) Separation occurs when a group neither maintains its own culture nor contact with the other culture.
B) Separation occurs when a group maintains both its culture and contact with the other culture.
C) Separation occurs when a group does not maintain its culture, but maintains contact with the other culture.
D) Separation occurs when a group maintains its culture, but does not maintain contact with the other culture.

Question 50

What is marginalization?

A) Marginalization occurs when a group maintains its culture, but does not maintain contact with the other culture.
B) Marginalization occurs when a group does not maintain its culture, but maintains contact with the other culture.
C) Marginalization occurs when a group maintains both its culture and contact with the other culture.
D) Marginalization occurs when a group neither maintains its own culture nor contact with the other culture.

Question 51

What is the strategy used by negotiators to search for differences in beliefs and abilities to leverage opportunities for joint gain called?

A) analyzing cultural differences to identify differences in values that expand the pie
B) recognizing that the other party may not share your view of what constitutes power
C) finding out how to show respect in other cultures
D) anticipating differences in strategy and tactics that may cause misunderstandings

Question 52

What is an important factor in predicting success in intercultural interactions?

A) narrow categorization
B) social complexity
C) avoiding stereotypes
D) cultural flexibility