Deck 19: Negotiating With International Customers, Partners, and Regulators

Question 1

Face-to-face negotiations are not the usual course of events in international commerce.

Answer 1

False

Question 2

Cultural problems cause four kinds of problems in international business negotiations,at the levels of language,nonverbal behaviors,values,and thinking and decision-making processes.

Answer 2

True

Question 3

Japanese negotiators exchange business cards at the beginning of a meeting,in part to establish the relative status of each person.

Answer 3

True

Question 4

The first stage of business negotiations can be characterized as being one where there is a task-related exchange of information.

Question 5

One of the most valuable negotiation tactics that can be used against American negotiators is to make them wait as Americans value time highly.

Question 6

American marketers frequently think their international counterparts are plotting or telling secrets when they switch to their native language in side conversations.

Question 7

Differences in the expectations held by parties from different cultures are one of the major difficulties in any international business negotiation.

Question 8

Surprisingly,the U.S.government's diplomacy training program far exceeds business training with regard to cultural differences in negotiation and communication styles.

Question 9

"Americans make decisions based upon the bottom line and on cold,hard facts." This is a reflection of American negotiators view of objectivity.

Question 10

Preparation and planning skill are at the top of almost everyone's list of negotiator traits.

Question 11

A general conclusion of the verbal negotiating tactics data in the text suggests that variation across cultures is greatest when comparing nonlinguistic aspects of language and verbal behaviors.

Question 12

A crucial aspect of all international commercial relationships is the negotiation of the initial agreement.

Question 13

It is OK to be outnumbered (one party has more negotiators)in a negotiation as long as the negotiator is a good one.

Question 14

With respect to industrialized countries,negotiators from the UK are at the top of the list of countries that often make promises as part of their bargaining behavior.

Question 15

The most difficult aspect of international business negotiations is the actual conduct of the face-to-face meeting.

Question 16

With respect to language skills in international commerce,Americans are considered to be above average.

Question 17

The first important step in conducting a successful negotiation at the international level is to be willing to manage what goes on at the negotiation table.

Question 18

A good indication that a business meeting is important is if higher-level executives are included in the discussion.

Question 19

One of the aspects of a negotiation setting that should be manipulated is location.

Question 20

The power in negotiations is best measured by the notion of the best alternative to a negotiated agreement (BATNA).

Question 21

Looking broadly across several cultures,two important lessons with respect to negotiation standout.One of those lessons is that:

A)regional generalizations are generally true.
B)regional generalizations are generally not correct.
C)stereotyping is a useful tactic.
D)generalizations are usually useful as a form of secondary research.
E)supply does not always match demand.

Question 22

One authority on international joint ventures suggests that a crucial aspect of all international commercial relationships is the negotiation of the:

A)original agreement.
B)meeting times.
C)location of the negotiations.
D)members of the negotiation teams.
E)deadlines for the negotiations.

Question 23

A task-related information exchange implies a two-way communication process.

Question 24

When leaving a successful sales call with an Australian customer,Marty uses the OK hand signal to tell the customer his request will be taken care of.The customer looks perplexed and even angry.Marty has encountered the problem of _____________ in nonverbal behavior.

A)situational ethics
B)knowledge of history
C)psychological makeup
D)cultural differences
E)sign language

Question 25

In negotiations,Americans tend to "fill" silent periods with arguments or concessions.

Question 26

Which of the following would be the most accurate description of the Korean negotiation style in international commerce?

A)least aggressive and most polite
B)oriented toward command and punishments;use "no" often
C)very vague and but friendly
D)ignores relationships in favor of personal gain
E)always oriented toward the bottom line

Question 27

In international business marketing plans are almost always implemented through:

A)third-party negotiations
B)group negotiations
C)face-to-face negotiations
D)virtual negotiations
E)long distance negotiations

Question 28

Beyond the United States,most countries do not depend on legal systems to settle disputes.

Question 29

With respect to verbal negotiation tactics,negotiators from which of the following countries would use promises most often as part of a negotiation style?

A)Japan
B)China
C)United Kingdom
D)France
E)United States

Question 30

Sometimes American negotiators are labeled "John Wayne cowboys." This form of labeling is called:

A)mockery.
B)stereotyping.
C)inflammatory.
D)a negotiation tactic.
E)transference.

Question 31

With respect to verbal negotiation tactics,negotiators from which of the following countries would use threats most often as part of a negotiation style?

A)Japan
B)China
C)United Kingdom
D)France
E)United States

Question 32

The most powerful persuasive tactic is asking more questions.

Question 33

In negotiations,Japanese businesspeople value speaking one's mind and buyer/seller relationships tend to be horizontal.

Question 34

Cultural differences cause four kinds of problems in international business negotiations.Which one of the following is among those problem areas?

A)focus
B)compassion
C)values
D)intelligence
E)morality

Question 35

With respect to verbal negotiation tactics,negotiators from which of the following countries would most likely use threats (statements where the source reveals information about itself)as part of a negotiation style?

A)Japan
B)China
C)United Kingdom
D)France
E)United States

Question 36

Cultural differences cause four kinds of problems in international business negotiations.Which one of the following is among those problem areas?

A)morality
B)nonverbal barriers
C)intelligence
D)compassion
E)focus

Question 37

Which of the following would be the most accurate description of the Japanese negotiation style in international commerce?

A)least aggressive and most polite
B)extremely aggressive and most rude
C)very vague and least friendly
D)ignores relationships in favor of personal gain
E)always oriented toward the bottom line

Question 38

Connie is a business negotiation with her African counterparts.The Africans frequently initiate side conversations among themselves in their native language.Connie thinks they are plotting something or discussing secrets but,usually they are:

A)commenting on facial gestures.
B)straightening out a translation problem.
C)strategically undermining Connie's negotiating strategy.
D)offering comments on her sharp business attire.
E)expressing frustration about the negotiation process.

Question 39

Cultural differences cause four kinds of problems in international business negotiations.Which one of the following is among those problem areas?

A)language
B)focus
C)intelligence
D)morality
E)compassion

Question 40

Cultural differences cause four kinds of problems in international business negotiations.Which one of the following is among those problem areas?

A)intelligence
B)innovation and change
C)organization and leadership
D)thinking and decision-making processes
E)compassion

Question 41

Negotiators from which of the following countries are most likely to touch others (excluding handshaking)during negotiations?

A)Japan
B)Germany
C)United Kingdom
D)Brazil
E)United States

Question 42

Negotiators from which of the following countries are characterized as have negotiation behavior that is most similar to that of the United States?

A)United Kingdom
B)France
C)Mexico
D)Germany
E)Australia

Question 43

Harold uses a statement to suggest that the opposing negotiator perform a certain behavior with respect to negotiations.Harold is using which of the following tactics?

A)promise
B)reward
C)commitment
D)self-disclosure
E)command

Question 44

Which of the following is a chief reason there is an increasing number of global business successes?

A)the need for profits
B)the peaceful nature of the negotiators
C)general world peace
D)the large numbers of skillful international negotiators
E)the low international labor cost

Question 45

Which of the following is NOT one of the four values that are held strongly and deeply by most Americans and seem to frequently cause misunderstandings in international business negotiations?

A)obesity
B)objectivity
C)competitiveness
D)equality
E)punctuality

Question 46

Negotiators from which of the following countries would be most likely to use negative normative appeal (the target's behavior is in violation of social norms)in its negotiations with another country?

A)Japan
B)China
C)United Kingdom
D)France
E)United States

Question 47

Negotiators from which of the following Asian countries have,as negotiation characteristics,a high incidence of facial gazing,asking few questions,and providing more detailed information (self-disclosures)about themselves than their other Asian counterparts?

A)Japan
B)China
C)Vietnam
D)Korea
E)Taiwan

Question 48

Americans must gauge the quality of a business relationship in negotiations.According to the text,which of the following is an important signal of progress in that business relationship?

A)requests for price for potential greater level of business.
B)invitation to dinner whenever the negotiations are concluded.
C)frequent side conversations among associates in their native language.
D)increased bargaining and use of lower-level,informal,and other channels of communication.
E)clock watching and leaving meeting to accept cellphone calls.

Question 49

The single most important book on the topic of negotiation is titled:

A)Getting to Yes
B)How to Win Friends and Influence People
C)Seven Habits of Highly Effective People
D)The Art of War
E)Win-Win Relationships

Question 50

According to the authors of a famous book on business negotiations,every negotiator has two kinds of interests,________________ and ________________.

A)vocations;hobbies
B)substance;relationships
C)revenue;charity
D)market position;supremacy
E)profit;potential

Question 51

In addition to negotiators from France and Spain,negotiators from _____________ characterized as being quite aggressive in negotiations (used commands often)?

A)Japan
B)United Kingdom
C)Brazil
D)Germany
E)United States

Question 52

The single most important activity of negotiations is:

A)winning.
B)commanding attention.
C)listening.
D)explaining one's position.
E)defending one's position.

Question 53

The verbal negotiation study presented in the text concludes:

A)there is greater variation in the nonlinguistic aspects of language and verbal behaviors than nonverbal content.
B)there is greater variation in the linguistic aspects of language and nonverbal behaviors than verbal content.
C)there is greater variation in the linguistic aspects of nonverbal behavior and nonverbal linguistics than verbal content.
D)there is less variation in the linguistic aspects of language and nonverbal behaviors and more variation in verbal content.
E)there is no variation in the linguistic aspects of language and nonverbal behaviors than verbal content.

Question 54

Negotiators from which of the following countries is most likely to use more "no's" in their negotiations?

A)Japan
B)Germany
C)United Kingdom
D)Brazil
E)United States

Question 55

To most Americans,a business negotiation is characterized as being a(n):

A)relationship-building activity.
B)difficult experience.
C)problem-solving activity.
D)expression of personal power.
E)exploration of personal philosophy.

Question 56

Americans must gauge the quality of a business relationship in negotiations.According to the text,which of the following is an important signal of progress in that business relationship?

A)frequent side conversations among associates in their native language.
B)clock watching and leaving meeting to accept cellphone calls.
C)a softening of their attitudes and position on some of the issues.
D)requests for price for potential greater level of business.
E)invitation to dinner whenever the negotiations are concluded.

Question 57

Americans must gauge the quality of a business relationship in negotiations.According to the text,which of the following is an important signal of progress in that business relationship?

A)higher-level foreigners being included in the discussions.
B)frequent side conversations among associates in their native language.
C)invitation to dinner whenever the negotiations are concluded.
D)clock watching and leaving meeting to accept cellphone calls.
E)requests for price for potential greater level of business.

Question 58

"Americans make decisions based upon the bottom line and on cold,hard facts." This statement would be an illustration of which of the following negotiation values?

A)competitiveness
B)equality
C)time
D)objectivity
E)emotional

Question 59

Americans must gauge the quality of a business relationship in negotiations.According to the text,which of the following is an important signal of progress in that business relationship?

A)invitation to dinner whenever the negotiations are concluded.
B)their questions beginning to focus on specific areas of the deal.
C)requests for price for potential greater level of business.
D)frequent side conversations among associates in their native language.
E)clock watching and leaving meeting to accept cellphone calls.

Question 60

Which of the following is considered to be an important first step in creating an atmosphere for good international business negotiations?

A)management of preliminaries
B)selection of the appropriate negotiation team
C)management of the process of negotiation
D)managing all cultural imperatives following negotiations
E)selection of seating arrangement at negotiation table

Question 61

The Japanese spend considerable time and energy in ____________ because this process often sets the stage for successful negotiations and relationship building.

A)non-task sounding
B)task-related exchange of information
C)persuasion
D)concessions
E)agreement

Question 62

During negotiations,when are higher-risk strategies often attempted?

A)in the first several hours of preliminary meetings
B)in the first several hours of serious negotiations
C)in the middle stages of negotiation
D)after one side has conceded serious concessions
E)in the concluding stages of the negotiations

Question 63

A task-related information exchange implies a ____________ communication process.

A)one-way
B)two-way
C)inner-directed
D)parallel
E)multilateral

Question 64

With respect to negotiations,in relationship-oriented cultures selection of intermediaries and ____________ are crucial considerations.

A)proper dress
B)seniority of negotiators
C)nationality of negotiators
D)factual breadth of knowledge
E)a winning attitude

Question 65

Greg is preparing for an important series of business negotiations.Greg will make decisions about all of the following aspects of the negotiation setting ahead of time,if possible,EXCEPT:

A)location.
B)number of parties.
C)time limits.
D)audiences
E)products

Question 66

Tabitha always checks the Monday sports page before an important business negotiation.She wants to be able to make small-talk before getting into detailed negotiations.Tabitha is preparing herself for:

A)non-task sounding
B)task-related information exchange
C)bartering
D)bantering
E)pre-concession discussion

Question 67

A Japanese business negotiator who believes that indirectness and face saving are important is concerned with:

A)language
B)nonverbal behaviors
C)values
D)persuasion
E)non-task sounding

Question 68

Preliminary talk before serious business negotiations begin is called:

A)non-task sounding
B)task-related information exchange
C)bartering
D)bantering
E)pre-concession discussion

Question 69

James Underwood is hurriedly preparing his negotiation team for a difficult negotiation that is two days away with a German conglomerate.Mr.Underwood represents a plastics company that is interested in gaining the right to license several of the German company's patents.Which of the following would be good items to add to a checklist for preparing for the upcoming meetings?

A)assessment of the people and situation
B)facts to confirm during the negotiation
C)concession strategies
D)team assignments
E)all should be on Underwood's checklist

Question 70

The most difficult aspect of international business negotiations is the:

A)contract itself.
B)opening ceremonies.
C)choice of negotiation language.
D)actual conduct of the face-to-face meeting.
E)time frame.

Question 71

In general,which of the following is more comfortable talking one-to-one?

A)older men
B)younger men
C)Western men
D)women
E)Australian men and women

Question 72

When Americans are at the negotiation table with Japanese,Chinese,or Russian negotiators,information flow tends to be:

A)unidirectional.
B)bi-directional.
C)multilateral.
D)parallel.
E)uninterrupted.

Question 73

Which of the following would be at the top of almost everyone's list of negotiator traits?

A)multilingual skills
B)commanding presence
C)unwavering position
D)preparation and planning skills
E)friendliness and compassion

Question 74

Sam Watkins has invited all the members of his negotiation team and those of the other side for an evening of light conversation and good food at a local restaurant.Which of the following stages of a business negotiation would this form of behavior be proper?

A)non-task sounding
B)task-related exchange of information
C)persuasion
D)concessions and agreement
E)refusal to continue negotiations (hardballing)

Question 75

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

A)consumer-friendly products
B)the ability to not make concessions
C)the ability to be liked
D)many good alternatives.
E)the stamina for lengthy negotiations

Question 76

All of the following are considered to be generally accepted stages of a business negotiation EXCEPT:

A)refusal to continue negotiations.
B)task-related exchange of information.
C)persuasion.
D)concessions and agreement.
E)non-task sounding.

Question 77

Which of the following is an important consideration in setting negotiations because it may eventually determine legal jurisdiction if disputes arise?

A)time limits
B)audiences
C)the number of parties
D)communications channels
E)location

Question 78

During a business negotiation between Japanese and Americans there has been a twenty-minute lull where no one has said anything.Suddenly,the American negotiator begins to speak to his team about possible concessions.This necessity to "fill the void" would be an expression of which of the categories often found in negotiations?

A)language
B)nonverbal behaviors
C)values
D)persuasion
E)non-task sounding

Question 79

Physical arrangements for negotiations can affect cooperativeness in subtle ways.Which of the following are most sensitive to the physical arrangements of the negotiations?

A)low-context cultures
B)high-context cultures
C)fact-oriented cultures
D)knowledge-oriented cultures
E)solution-oriented cultures

Question 80

In which of the following countries does task-related information exchange and persuasion tend to blur together (no clear separation)?

A)United States
B)United Kingdom
C)Mexico
D)Japan
E)China