Question 1

Thorough preliminary research eliminates the need for negotiators to focus on key facts to reconfirm at the negotiation table.

Accepted Answer

Thorough preliminary research is crucial, but negotiators must still focus on key facts to reconfirm at the negotiation table to ensure accuracy, adapt to any new information, and effectively respond to the dynamic nature of negotiations.

Question 2

The Japanese tend to emphasize hierarchical relationships that leads to hampered internal communications.

Accepted Answer

In Japanese corporate culture, hierarchical relationships are strongly emphasized, which can sometimes lead to less open and hampered internal communications, as lower-ranking employees may be reluctant to express opinions or share information freely with higher-ranking officials.

Question 3

Four kinds of problems are caused by cultural differences in international business negotiations: language, nonverbal behaviors, thinking and decision-making processes, and

Accepted Answer

Cultural differences in values can significantly impact international business negotiations, as they influence priorities, ethics, and expectations.

Question 4

The Japanese approach to international business negotiations tends to be innovative in spite of their collectivist tendencies.

Accepted Answer

Japanese business culture values consensus and harmony but also encourages innovation within the framework of group decision-making, blending collectivist tendencies with a drive for innovative solutions in international negotiations.

Question 5

Since formality is a way of life in the United States, even the smallest contracts between companies often involves a formal signing ceremony.

Accepted Answer

In the United States, while some significant contracts between companies may involve formal signing ceremonies, not all contracts, especially smaller ones, require such formality. Many contracts are concluded via electronic signatures or in less formal settings.

Question 6

In international business, global marketing strategies are almost always implemented through ________ with business partners and customers from foreign countries.

Accepted Answer

Face-to-face negotiations are often crucial in international business to build trust, understand cultural nuances, and effectively communicate complex ideas and terms, making them a key method for implementing global marketing strategies.

Question 7

American buyers achieve better results than Japanese buyers.

Accepted Answer

The statement is too broad and lacks context or specific criteria to accurately compare "results" between American and Japanese buyers, as success can vary widely depending on the industry, market conditions, negotiation skills, and other factors.

Question 8

On a tour to Australia in 1992, George Bush Sr. flashed the victory sign at the Australian public, with the palm facing inwards, which was considered a rude gesture. This is an example of cultural differences causing problems at the level of

Accepted Answer

The incident is an example of how cultural differences in nonverbal behaviors, such as hand gestures, can lead to misunderstandings or problems. In this case, a gesture meant to convey victory or peace in one culture was interpreted as rude in another.

Question 9

If a negotiator from another country were to label Spanish negotiators as bulls and associate the Swiss with the image of a lamb, these are examples of

Accepted Answer

Labeling Spanish negotiators as bulls and associating the Swiss with the image of a lamb are examples of cultural stereotypes, which are oversimplified ideas or images about a group of people based on their nationality or culture.

Question 10

What is the most likely reason for side conversations among foreign negotiators in their native languages?

Accepted Answer

Side conversations among foreign negotiators in their native languages are most likely for sorting out a translation problem. This is because nuances and specific terms may not be directly translatable or might require clarification among team members to ensure accurate understanding and response.

Question 11

In high-context cultures, personal relationships are crucial and high-level business executives stay in touch with their foreign counterparts.

Accepted Answer

In high-context cultures, communication relies heavily on the underlying context, non-verbal cues, and established relationships, making personal connections and ongoing communication between business executives crucial for maintaining and fostering business relationships.

Question 12

Due to the great differences in the roles played by women across cultures, gender should be used as a selection criterion for international negotiation teams.

Accepted Answer

Using gender as a selection criterion for international negotiation teams could lead to discrimination and overlook the importance of skills, experience, and qualifications that are crucial for effective negotiation, regardless of gender. It's more important to focus on the competencies and abilities of the team members.

Question 13

When Sandra was negotiating with Jamal, she looked him in the eye and shook his hand firmly. Jamal felt uncomfortable and didn't entirely trust Sandra after that, although he could not actually articulate why. This is likely because cultural differences in nonverbal behaviors

Accepted Answer

Cultural differences in nonverbal behaviors often operate below our conscious awareness, influencing perceptions and interactions without individuals fully realizing why they feel a certain way.

Question 14

What is the most common complaint heard from American managers in terms of the negotiation behavior of foreign clients?

Accepted Answer

The most common complaint from American managers about the negotiation behavior of foreign clients is their tendency to break into side conversations in their native languages during negotiations. This behavior can create feelings of exclusion and suspicion among American negotiators, who may feel that important information is being discussed without their knowledge.

Question 15

Which image is a cultural stereotype that is most likely attributed to American negotiators by foreign business negotiators?

Accepted Answer

The cowboy image is a cultural stereotype often attributed to American negotiators by foreign business negotiators, symbolizing a direct, assertive, and sometimes aggressive approach to negotiations, reflecting the rugged, individualistic American frontier spirit.

Question 16

The first stage of the business negotiation process is nontask sounding, which includes all those activities that might be described as establishing rapport or getting to know one another.

Accepted Answer

Nontask sounding is indeed the first stage of the business negotiation process, where parties engage in activities aimed at establishing rapport and getting to know each other before discussing business matters.

Question 17

The single most important activity of international business negotiations is summarizing.

Accepted Answer

The single most important activity of international business negotiations is often considered to be effective communication and understanding cultural differences, rather than just summarizing. Summarizing is important but not the most critical aspect.

Question 18

Bargaining skill is at the top of almost everyone's list of negotiator traits.

Accepted Answer

While bargaining skill is important, it is not at the top of almost everyone's list of negotiator traits. Other traits such as communication, empathy, patience, and strategic thinking are often considered equally if not more important.

Question 19

When it comes to international negotiation,

Accepted Answer

Regional generalizations often fail to capture the diversity and complexity of negotiation styles within regions, as cultural, historical, and individual factors can lead to significant variations.

Question 20

When faced with a complex negotiation task, most Asians divide the large task up into a series of smaller tasks.

Accepted Answer

The answer of When faced with a complex negotiation task,...

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