Question 1

The negotiation style of the Russians is found to be quite similar in many respects to that of the

Accepted Answer

The negotiation style of the Russians is often compared to that of the Japanese due to their emphasis on building relationships and indirect communication.

Question 2

What is true regarding the decision-making processes in international business negotiations?

Accepted Answer

American negotiators typically address issues one at a time, reaching agreements on each before moving on to the next, which results in a final agreement that is the sum of these smaller agreements.

Question 3

Fred, a purchasing manager at a department store in the United States, is engaged in negotiations with a Brazilian supplier. What behavior would indicate that Fred has been making progress in the negotiations with the Brazilians?

Accepted Answer

A softening of attitudes and positions by the Brazilians on some of the issues indicates progress in negotiations, as it shows a willingness to compromise and move towards an agreement.

Question 4

Which statement reflects the American notion of the importance of objectivity?

Accepted Answer

Americans value objectivity in business, focusing on economic outcomes and performance metrics over personal relationships or subjective criteria. This reflects a cultural emphasis on efficiency, results, and merit-based advancement.

Question 5

Which statement reflects the decision-making style of the Americans in business negotiations?

Accepted Answer

Americans typically view business negotiations as a problem-solving activity where the aim is to find the best deal for both parties involved. This reflects a pragmatic approach focused on achieving mutually beneficial outcomes.

Question 6

Israeli negotiators are most likely to be blamed for the "pushy" stereotype often used by Americans to describe their Israeli counterparts because they

Accepted Answer

Israeli negotiators are often perceived as "pushy" because they tend to interrupt one another more frequently, which can be seen as aggressive or assertive behavior in negotiations.

Question 7

Global business success is the result of many factors, including

Accepted Answer

The availability of large numbers of skillful international negotiators is crucial for global business success as they can navigate cultural differences and effectively manage negotiations across diverse markets.

Question 8

Which group of negotiators was found to have the most aggressive negotiation style?

Accepted Answer

The answer of Which group of negotiators was found to...

Question 9

In Japanese business organizations, subordinates do not share bad news with their superiors. This lack of internal communications can be attributed to

Accepted Answer

In Japanese business culture, there is a strong emphasis on hierarchical relationships, which can lead to subordinates being reluctant to share bad news with their superiors to maintain harmony and respect within the hierarchy.

Question 10

Which culture is considered to be the least aggressive, or most polite, in its negotiation behavior?

Accepted Answer

Japanese culture is often considered the least aggressive or most polite in negotiation behavior, emphasizing harmony, respect, and non-confrontational approaches.

Question 11

In studies conducted at Ford Motor Company and AT&T, three traits were found to be important predictors of negotiator success with international clients and partners, including

Accepted Answer

The answer of In studies conducted at Ford Motor Company...

Question 12

According to foreign negotiators, which negotiation tactic is the most useful when dealing with Americans?

Accepted Answer

The answer of According to foreign negotiators, which negotiation tactic...

Question 13

What do Americans consider to be a signal of progress in a business negotiations with foreigners?

Accepted Answer

Including higher-level foreigners in discussions is often seen as a sign that the other party is taking the negotiations seriously and is willing to commit resources and decision-making authority to the process. This can be interpreted as progress in the negotiations.

Question 14

Which statement is true about the negotiation behavior of Korean negotiators?

Accepted Answer

Korean negotiators are known to use the word "no" and interrupt more frequently than Japanese negotiators, reflecting a more direct communication style.

Question 15

Which group of negotiators is considered to be the most reticent about giving information about themselves (self-disclosure)?

Accepted Answer

The answer of Which group of negotiators is considered to...

Question 16

Spanish negotiators use a high percentage of commands, as demonstrated by which behavior?

Accepted Answer

The use of "diga" (speak) when answering the phone in Spanish demonstrates a direct approach and the use of commands in communication, which is indicative of the negotiation style mentioned.

Question 17

What is the first step toward initiating efficient and effective international business negotiations?

Accepted Answer

Selecting an appropriate negotiation team is the first step as it ensures that the right skills and expertise are present to handle the complexities of international negotiations effectively.

Question 18

Which approach is usually adopted by Westerners when faced with a complex negotiation task?

Accepted Answer

Western negotiation strategies often involve breaking down complex tasks into smaller, more manageable parts to tackle them more effectively. This methodical approach helps in understanding and solving each component of the task systematically.

Question 19

Which trait is important for marketing executives involved in international negotiations and technical experts who accompany them?

Accepted Answer

Optimism is important for marketing executives and technical experts in international negotiations as it helps maintain a positive outlook and perseverance in the face of challenges and uncertainties that are common in cross-cultural interactions.

Question 20

What is true of the decision-making process with respect to the American and Japanese negotiators?

Accepted Answer

American negotiators often make the mistake of making unnecessary concessions right before the Japanese announce agreements, due to differences in negotiation styles and decision-making processes between the two cultures.

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