Question 1

Which of the following aspects of the negotiation setting is an important consideration as it may eventually determine legal jurisdiction if disputes arise?
A) Preliminary research
B) Communications channels
C) Number of participants
D) Number of translators
E) Location

Accepted Answer

Location is an important consideration because it may determine legal jurisdiction if disputes arise. Location also speaks loudly about power relations. Traveling to a negotiating counterpart's home turf is a big disadvantage, and not just because of the costs of travel in money and fatigue.

Question 2

An international business negotiator's primary job is collecting information with the goal of enhancing creativity. Which of the following steps may be taken during a meeting to ensure that the negotiator is able to do his job well?
A) Appointing different members of the team to provide self-disclosures and appropriate replies to queries
B) Bringing along junior executives for the purpose of training through observation and participation
C) Providing additional information to the other party when all the members fall silent during the meeting
D) Assigning one team member the sole responsibility of taking careful notes and not worrying about speaking
E) Including higher-rank executives and using informal channels of communication

Accepted Answer

The single most important activity of negotiations is listening. The negotiator's primary job is collecting information with the goal of enhancing creativity. This goal may mean assigning one team member the sole responsibility of taking careful notes and not worrying about speaking during the meetings. It may also mean that knowing the language of clients and partners will be crucial for the most complete understanding of their needs and preferences.

Question 3

In the context of international business negotiations, the notion of _____ relates to how power in negotiations is best measured.
A) what you negotiate is what you get
B) a face-to-face communication
C) the best alternative to a negotiated agreement
D) the failure to listen during negotiations
E) a standard for business negotiations

Accepted Answer

The most important idea in Getting to Yes is the notion of the best alternative to a negotiated agreement (BATNA). This notion is how power in negotiations is best measured. Even the smallest companies can possess great power in negotiations if they have many good alternatives and their large-company counterparts do not.

Question 4

In the context of international business negotiations, which of the following methods is the most efficient way to communicate with clients and partners in places like Mexico, Malaysia, and China?
A) A conversation over a long dinner
B) A negotiation through video-conferencing
C) A conversation over a phone call
D) A negotiation through e-mail
E) A negotiation with lower- and mid-ranking executives

Accepted Answer

Americans should recognize that their counterparts in many other countries do not necessarily share their attraction to the Internet and teleconferencing. Recent research has shown that when using e-mail, trust is harder to build. A conversation over a long dinner may actually be the most efficient way to communicate with clients and partners in places like Mexico, Malaysia, and China.

Question 5

In the context of international negotiations, which of the following is found to be lacking in the curricula of most schools of diplomacy?
A) Language skills
B) Diplomatic history and international relations
C) Foreign policies
D) Social and diplomatic skills
E) Cultural differences in communication styles

Accepted Answer

In most schools of diplomacy the curricula cover language skills, social and diplomatic skills, and knowledge specific to the diplomatic profession, including diplomatic history and international relations, law, economics, politics, international organizations, and foreign policies. Cultural differences in negotiation and communication styles are seldom considered.

Question 6

Which of the following aspects of international business negotiations is considered to be the most difficult?
A) Agreeing on the number of participants in the negotiation
B) Finding the best alternative to a negotiated agreement
C) Actual conduct of the face-to-face meeting
D) Deciding on the location and physical arrangements
E) Selection of the appropriate negotiation team

Accepted Answer

The most difficult aspect of international business negotiations is the actual conduct of the face-to-face meeting. Assuming that the best representatives have been chosen, and assuming those representatives are well prepared and that situational factors have been manipulated in one's favor, things can still go sour at the negotiation table.

Question 7

Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. Which of the following factors can be attributed to this behavior of the Americans?
A) Collectivism
B) Chivalry
C) Information-orientation
D) Pragmatism
E) Independence

Accepted Answer

Willingness to use team assistance is particularly important for American negotiators. Because of a cultural heritage of independence and individualism, Americans often make the mistake of going it alone against greater numbers of foreigners.

Question 8

Which of the following factors often gets in the way of American team negotiations?
A) Cultural heritage of interdependence and collectivism
B) Emphasis on careful note taking and training via observation
C) Compensation schemes overly emphasizing individual performance
D) Preference for split commissions for negotiation teams
E) Hierarchical structures of American organizations

Accepted Answer

Compensation schemes that overly emphasize individual performance can get in the way of team negotiating-a negotiation team requires a split commission, which many Americans naturally eschew.

Question 9

Which of the following traits is primarily important for marketing executives involved in international negotiations?
A) Optimism
B) Altruism
C) Hypersensitivity
D) Cultural apathy
E) Excessive aggression

Accepted Answer

Traits such as maturity, emotional stability, breadth of knowledge, optimism, flexibility, empathy, and stamina are all important, not only for marketing executives involved in international negotiations but also for the technical experts who often accompany and support them.

Question 10

In the context of international business negotiations, even small companies can possess great power in negotiations if they have:
A) no influence at headquarters.
B) a larger negotiating team.
C) more to lose and less to gain from a deal.
D) many good alternatives and their large-company counterparts do not.
E) the advantage of negotiating in a foreign land.

Accepted Answer

The most important idea in Getting to Yes is the notion of the best alternative to a negotiated agreement (BATNA). This notion is how power in negotiations is best measured. Even the smallest companies can possess great power in negotiations if they have many good alternatives and their large-company counterparts do not.

Question 11

Why is it important to bring along a senior executive to an international business negotiation?
A) Influence at headquarters is crucial to success.
B) The flexible position of the organization is indicated.
C) The specific technical details of the deal can be discussed.
D) Information can be collected through note taking with the goal of enhancing creativity.
E) A larger number of nodding heads can reduce influence.

Accepted Answer

Bringing along a senior executive is important because influence at headquarters is crucial to success. Indeed, many experienced international negotiators argue that half the negotiation is with headquarters.

Question 12

Which of the following statements on the roles of men and women in international business negotiations is true?
A) In general, women are more comfortable speaking up in a meeting than men to maintain intimacy with their foreign counterparts.
B) Men are more comfortable talking one-on-one than women, owing to the social stigma associated with such practices.
C) The negotiation style of American women is a lot closer to that of the Japanese than that of American men.
D) In countries where women do not participate in management, American female negotiators are first considered incompetent.
E) It is not particularly important for female executives to establish personal rapport at restaurants and other informal settings.

Accepted Answer

In general, women are more comfortable talking one-on-one. The situation of speaking up in a meeting is a lot closer to boys' experience of using language to establish their position in a large group than it is to girls' experience of using language to maintain intimacy. In many ways American women's style is a lot closer to the Japanese style than to American men's.

Question 13

In the context of international business negotiations, which of the following skills tops the list of negotiator traits?
A) Preparation and planning skill
B) Observational and oratory skill
C) Linguistic and social skill
D) Persuasion and intellectual skill
E) Informational and interpretation skill

Accepted Answer

Preparation and planning skill is at the top of almost everyone's list of negotiator traits, yet it seems many Americans are still planning strategies during over-ocean flights when they should be trying to rest. Information about the other side's goals and preferences should be sought ahead of time.

Question 14

The single most important activity of international business negotiations is _____.
A) oration
B) listening
C) presentation
D) etiquette
E) self-disclosure

Accepted Answer

The single most important activity of negotiations is listening. The negotiator's primary job is collecting information with the goal of enhancing creativity. The importance of listening skills in international business negotiations cannot be overstated.

Question 15

Which of the following statements regarding the physical arrangements of an international negotiation setting is true?
A) Russians prefer to talk to everyone separately, and once everyone agrees, to schedule inclusive meetings.
B) Japanese tend toward a cumulative approach, meeting with one party and reaching an agreement, then both parties calling on a third party.
C) In high-context cultures, the physical arrangements of rooms are taken casually.
D) Americans tend to want to get everyone together to "hammer out an agreement" even if opinions and positions are divergent.
E) Japanese tend to shun the practice of higher-level executives being included in negotiation to indicate interest in a deal.

Accepted Answer

Physical arrangements can affect cooperativeness in subtle ways. Americans tend to want to get everyone together to "hammer out an agreement" even if opinions and positions are divergent. Japanese prefer to talk to everyone separately, then, once everyone agrees, to schedule inclusive meetings.

Question 16

In relationship-oriented cultures, _____ speaks quite loudly in both persuasion and the demonstration of interest in a business relationship.
A) the bottom line
B) profit
C) team strength
D) secrecy
E) rank

Accepted Answer

Negotiators may have to request the accompaniment of senior executives to better match up with client's and partner's negotiation teams. Particularly in relationship-oriented cultures, rank speaks quite loudly in both persuasion and the demonstration of interest in a business relationship.

Question 17

In studies conducted at Ford Motor Company and AT&T, some traits were found to be important predictors of negotiator success with international clients and partners. Which of the following was one of these traits?
A) Ability to function without team assistance
B) Influence at headquarters
C) Appreciation of external factors in negotiations
D) Ability to command attention from an audience
E) Willingness to take copious notes during negotiations

Accepted Answer

In studies conducted at Ford Motor Company and AT&T, three additional traits were found to be important predictors of negotiator success with international clients and partners: willingness to use team assistance, listening skills, and influence at headquarters.

Question 18

In the context of international business negotiations, even in countries where women do not participate in management, American female negotiators are first treated as _____.
A) distractions
B) ignorant people
C) incompetent people
D) foreigners
E) inexperienced people

Accepted Answer

Gender should not be used as a selection criterion for international negotiation teams, despite the great differences in the roles of women across cultures. Even in countries where women do not participate in management, American female negotiators are treated as foreigners first.

Question 19

_____ should not be used as a selection criterion for international negotiation teams.
A) Stamina
B) Maturity
C) Flexibility
D) Breadth of knowledge
E) Gender

Accepted Answer

Gender should not be used as a selection criterion for international negotiation teams, despite the great differences in the roles of women across cultures. Even in countries where women do not participate in management, American female negotiators are treated as foreigners first.

Question 20

Which of the following actions must be taken by a negotiator before international negotiations begin?
A) Asking questions on specific areas of the deal
B) Planning concession strategies
C) Making concessions before reaching an agreement
D) Rushing the foreign negotiator to come to a decision
E) Relying only on information obtained from external sources

Accepted Answer

A checklist has been recommended to ensure proper preparation and planning for international negotiations:• Assessment of the situation and the people• Facts to confirm during the negotiation• Agenda• Best alternative to a negotiated agreement (BATNA)• Concession strategies• Team assignments

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

Which of the following aspects of the negotiation setting is an important consideration as it may eventually determine legal jurisdiction if disputes arise?

An international business negotiator's primary job is collecting information with the goal of enhancing creativity. Which of the following steps may be taken during a meeting to ensure that the negotiator is able to do his job well?

In the context of international business negotiations, the notion of _____ relates to how power in negotiations is best measured.

In the context of international business negotiations, which of the following methods is the most efficient way to communicate with clients and partners in places like Mexico, Malaysia, and China?

In the context of international negotiations, which of the following is found to be lacking in the curricula of most schools of diplomacy?

Which of the following aspects of international business negotiations is considered to be the most difficult?

Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. Which of the following factors can be attributed to this behavior of the Americans?

Which of the following factors often gets in the way of American team negotiations?

Which of the following traits is primarily important for marketing executives involved in international negotiations?

In the context of international business negotiations, even small companies can possess great power in negotiations if they have:

Why is it important to bring along a senior executive to an international business negotiation?

Which of the following statements on the roles of men and women in international business negotiations is true?

In the context of international business negotiations, which of the following skills tops the list of negotiator traits?

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

Which of the following statements regarding the physical arrangements of an international negotiation setting is true?

In relationship-oriented cultures, _____ speaks quite loudly in both persuasion and the demonstration of interest in a business relationship.

In studies conducted at Ford Motor Company and AT&T, some traits were found to be important predictors of negotiator success with international clients and partners. Which of the following was one of these traits?

In the context of international business negotiations, even in countries where women do not participate in management, American female negotiators are first treated as _____.

_____ should not be used as a selection criterion for international negotiation teams.

Which of the following actions must be taken by a negotiator before international negotiations begin?