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Which of the Following Statements Is True Regarding Decision-Making Processes

Question 55

Multiple Choice

Which of the following statements is true regarding decision-making processes in international business negotiations?


A) Asian negotiators prefer to break up a complex, large task into a series of smaller tasks.
B) The American approach to a complex negotiation task is to discuss all issues at once, in no apparent order.
C) American negotiators tend to give up larger concessions during complex negotiation tasks at the end of discussion.
D) Americans tackle issues such as prices, delivery, and warranty one at a time, with the final agreement being the sum of smaller agreements.
E) The Western sequential approach and the Eastern holistic approach are found to dovetail each other perfectly, reflecting the success in global trade.

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