Deck 10: Intercultural Negotiation Process

Question 1

Relationship building in the United States requires the use of an intermediary.

Answer 1

False

Question 2

Agendas are viewed positively around the world.

Answer 2

False

Question 3

Establishing a friendship is a crucial part of negotiating with the British.

Answer 3

False

Question 4

During negotiations there is no empathy with the opposition.

Question 5

Discussions can be both emotional and unemotional depending upon the cultures involved in the negotiation.

Question 6

Negotiation strategies include the preparation of details,tactics,conflict resolution,mediation,and observations.

Question 7

When negotiating with Brazilians,remember that they are more individualistic than people of other Latin American countries.
Multiple Choice.Circle the letter corresponding to the correct response.

Question 8

In Nigeria,negotiations are viewed as a competitive process.

Question 9

Negotiation strategies are plans organized to achieve a desired objective.

Question 10

In Hong Kong round conference tables are preferred.

Question 11

Overcoming cultural barriers is relatively unimportant when negotiating.

Question 12

The intercultural negotiation process steps include

A)location,agenda,preliminary statements,and conflict perspectives.
B)implementation,contract,solutions to issues,and location.
C)social expectations,conflict perspectives,location,and agenda.
D)strategies,location,and tactics.

Question 13

The Japanese equivalent for the word individual has a negative connotation.

Question 14

When rectangular tables are used for negotiations in Japan,no one is seated at the ends of the table.

Question 15

Silence is an important part of Japanese nonverbal communication and should not be interrupted.

Question 16

A compromising negotiation style is a competitive approach to reaching an agreement.

Question 17

When cooperative pragmatists are negotiating genuine trust is needed between the negotiators.

Question 18

Which of the following statements regarding intercultural negotiations is incorrect?

A)If the meeting is held on your opponent's turf,you have more power and responsibility.
B)If the meeting is held on your opponent's turf,they have more power.
C)If the meeting is held on your turf,you have more power.
D)If the meeting is held at a neutral location,each party is responsible for his or her own comforts.

Question 19

The intercultural negotiation process steps involve site and team selection,relationship building,opening talks,discussions,and agreement.

Question 20

A keiretsu group in Japan is viewed as a short-term commitment.

Question 21

The issues that take up most of the intercultural negotiation time include all of the following except

A)social-cultural issues.
B)political issues.
C)religious issues.
D)legal issues.

Question 22

Why are integrative agreements better than compromise agreements?

A)Compromise agreements develop a win-win agreement.
B)Cognitive dissonance can generate feelings of frustration,regression,fixation,and aggression.
C)Integrative agreements are more stable and mutually rewarding.
D)Each party makes concessions on high-priority issues in exchange for concessions on low-priority issues.

Question 23

Which of the following statements concerning intercultural negotiation models is correct?

A)The effect of culture in intercultural negotiation is one of relative,not absolute,values.
B)People adjust to another culture when negotiating interculturally.
C)The negotiating style is neutral.
D)You can learn the other culture as you negotiate.

Question 24

All of the following are mistakes commonly made during negotiations except

A)understanding translation problems.
B)assuming understanding by the other culture.
C)culturally insensitive comments.
D)nonverbal unfamiliarity.

Question 25

Studying the psychological disposition of the other negotiator's culture would help you to understand

A)their translators.
B)how they conceptualize and process information.
C)why cause and effect associations do not change from culture to culture.
D)the variations within the culture.

Question 26

Axtell suggests that to be successful in distributor agreements all of the following are necessary except

A)place of jurisdiction.
B)protection of patents and trademarks.
C)responsibility for insurance,freight,and import duty.
D)making a list of questions to discuss.

Question 27

Which of the following statements regarding negotiation with Latin Americans is incorrect?

A)Latins emphasize problem solving more than general principles.
B)The government is very involved in Latin American business.
C)Female negotiators should be in the background rather than the foreground of negotiations.
D)Latins are people-oriented rather than task-oriented.

Question 28

Which of the following statements regarding negotiation with Germans is incorrect?

A)Protocol is very important and formal.
B)Germans typically use a handshake at the beginning and end of meetings.
C)Germans tend to be detail oriented and like technical people as part of negotiations.
D)In business,Germans are typically individualistic;however,as people they are very group-oriented.

Question 29

Relationship building is important in which of the following situations?

A)When the United States is involved in the negotiations.
B)When a Hispanic country is involved in the negotiations.
C)When Germany is involved in the negotiations.
D)When Great Britain is involved in the negotiations.

Question 30

Which of the following statements regarding negotiation with Japanese people is incorrect?

A)A business meeting should be arranged by an intermediary who has a relationship with both parties.
B)In Japan,social meetings are very important to building a relationship of trust and friendship.
C)Completing a deal quickly is important to the Japanese.
D)The Japanese use subtle and complex verbal and nonverbal cues.

Question 31

Which of the following statements regarding culture specific negotiation is correct?

A)Developing personal relationships is not important to the success of negotiations in Nigeria.
B)Russians see time as money;friendships are not crucial to business.
C)In India,group orientations are common during negotiations.
D)The French believe in speaking the language of the country with which they are negotiating.

Question 32

Which of the following statements concerning negotiation conflict is incorrect?

A)The conflict may be seen from both negotiators' points of view or may be seen by only one.
B)Non-negotiation tactics may be used to try to change the attitudes of the other side.
C)Some conflict may be due to the negotiator's perceptions of reality and his or her ability to block out information.
D)The conflict may be solved by the negotiator's repeating himself/herself with the same argument.

Question 33

People of which country would view a meeting agenda in a nonpositive manner?

A)United States
B)Sweden
C)Netherlands
D)Iraq