Question 1

Discuss the various styles and tacitcs that can be involved in exchanging task-related information.

Accepted Answer

There are various styles and tactics that can be involved in exchanging task-related information. Some of these include:

1. Direct communication: This involves straightforward and clear communication of the task-related information. It can be in the form of face-to-face conversations, phone calls, or emails.

2. Active listening: This tactic involves actively listening to the information being exchanged and asking clarifying questions to ensure understanding.

3. Written communication: This can include memos, reports, or documentation that clearly outlines the task-related information.

4. Non-verbal communication: Body language and gestures can also play a role in exchanging task-related information, conveying confidence and understanding.

5. Feedback: Providing and receiving feedback on the task-related information can help ensure that everyone is on the same page and can make adjustments as needed.

6. Collaboration: Working together with others to exchange task-related information can lead to a more comprehensive understanding and better outcomes.

7. Adaptability: Being open to different styles and tactics of exchanging task-related information can help in adjusting to different communication preferences and needs.

Overall, effective communication and understanding of task-related information are essential for successful task completion. It's important to be adaptable and open to different styles and tactics to ensure that information is exchanged clearly and effectively.

Question 2

____________ is the stage where the two parties voice their needs and preferences as well as give an explanation of background issues.

Accepted Answer

The task-related exchange of information is the stage where both parties share their viewpoints and express what they need or want. This is crucial in the negotiation process because it sets the foundation for the rest of the negotiation. Persuasion, collaboration, cooperation, and resolution are all important components of the negotiation process, but they come after the task-related exchange of information.

Question 3

When a negotiation is at an impasse, an American should do all of the following except

Accepted Answer

Refusing to take no as an answer can be perceived as disrespectful and counterproductive in negotiations. It's important to respect the other party's stance and seek alternative solutions or compromises.

Question 4

A conflict-resolution style in which people attempt to ignore the problem is called

Accepted Answer

Ignoring the problem is a classic example of avoidance in conflict resolution. This can happen when one or both parties simply choose to not address the issue at hand, hoping it will go away on its own.

Question 5

If you are from a low context culture, which of the following statements is true concerning international negotiations?

Accepted Answer

In low context cultures, agreements are generally impersonal, and profit motive plays a significant role in determining the outcome of negotiations. Contextual variables or age, rank, status of negotiators are not given much importance. Persuasive stage is also significant in low context cultures as it involves presenting factual evidence and arguments to support the negotiation position. Information exchange is more likely to be brief and to the point, making the task-related stage one of the shortest.

Question 6

For some high-context cultures, the _____________ stage is the most important phase of international negotiation.

Accepted Answer

In high-context cultures, such as those in Asia and the Middle East, building trust and establishing a personal relationship is critical before moving into the task-related exchange of information. Therefore, the non-task sounding stage, in which parties engage in small talk and get to know each other, is often considered the most important phase of international negotiation.

Question 7

What is good advice to someone preparing for an international negotiation?

Accepted Answer

International negotiations can be complex and may require extended discussions, so being prepared for a long stay is practical advice.

Question 8

Which of the following statements is not true regarding the agreement stage of the international negotiation process?

Accepted Answer

An agreement does not ensure compliance; it is a mutual understanding or arrangement on certain terms. Compliance depends on the integrity and willingness of the parties to adhere to the agreement terms, not the agreement itself.

Question 9

What is the best advice for American if they face the following situation? They have received convincing data that this manufacturer has had some quality issues with the bikes that they produce.

Accepted Answer

The answer of What is the best advice for American...

Question 10

A prescription for the American I-can-go-it-alone negotiating style in another country is to

Accepted Answer

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Question 11

For Americans, the most important stage of the international negotiation process tends to be

Accepted Answer

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Question 12

Which of the following is not typical behavior of a manager from a high-context culture during the non-task sounding stage of international negotiations?

Accepted Answer

Managers from high-context cultures typically place a strong emphasis on building relationships during the non-task sounding stage, which includes being concerned about the status of the other negotiators, giving careful attention to age and rank, wanting to know all about the other party and their company, and holding long presentations and meetings to get to know the other party. Therefore, not being concerned with the status of the other group is not typical behavior of a manager from a high-context culture during the non-task sounding stage.

Question 13

The final stage of the international negotiation process is

Accepted Answer

The final stage of the international negotiation process is agreement.

Question 14

__________________ is the stage of international negotiation during which a rapport is established.

Accepted Answer

Non-task sounding is the stage in international negotiations where parties engage in informal discussions to establish rapport before delving into the main negotiation topics. This phase helps build trust and understanding among the negotiators.

Question 15

In low-context cultures, the persuasion stage

Accepted Answer

In low-context cultures, communication is more direct and explicit, and persuasion often involves logical reasoning and cost-benefit analysis, making face-saving less important.

Question 16

Negotiating teams should

Accepted Answer

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Question 17

A manager suggests new ways to solve a problem that is good for both sides with no trade-offs. This is an example of which conflict resolution style?

Accepted Answer

Collaboration is the conflict resolution style where both parties work together to find a solution that benefits both sides with no trade-offs. This is exactly what the manager is doing by suggesting new ways to solve the problem.

Question 18

Discuss the kinds of concession strateies a negotiator might anticipate in various countries.

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Question 19

Explain the role and relative importance of relationship building in different countries.

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Question 20

What are some of the factors that distinguish how countries deal with conflict. Compare and contrast at least three countries in terms of how they approach conflict.

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Quiz 7: Managing Conflict Conducting Effective Negotiations