Question 1

In the context of negotiation teams, why is team work particularly important for American negotiators?

Accepted Answer

The answer of In the context of negotiation teams, why...

Question 2

In the context of negotiation preliminaries, list the seven aspects of the negotiation setting that must be manipulated ahead of time, if possible.

Accepted Answer

The answer of In the context of negotiation preliminaries, list...

Question 3

An American buyer is negotiating with a British supplier for the purchase of raw materials for production of heavy machinery in the United States. Before exchanging any information pertaining to the business of the meeting, he spends a few minutes talking to the British negotiator on topics such as World Cup soccer, the recently concluded general elections, and the English weather. The American buyer is engaging in the first stage of a business negotiation known as:

Accepted Answer

Americans always discuss topics other than business at the negotiation table (e.g., the weather, family, sports, politics, and business conditions in general) but not for long. Usually the discussion is moved to the specific business at hand after 5 to 10 minutes. Such preliminary talk is known as nontask sounding.

Question 4

In the context of international business negotiations, which of the following steps should be taken once negotiators have "gotten to yes" in order to generate new ideas?

Accepted Answer

After negotiators have "gotten to yes", a scheduled review of the agreement may actually get one's business relationship past "yes" to truly inventive outcomes.

Question 5

In the context of task-related exchange of information, _____ negotiators are more likely to provide brutally frank negative feedback to foreign presenters.

Accepted Answer

Low-context German executives often complain that American presentations include too much "fluff"-they are interested in copious information only, not the hyperbole and hedges so common in American speech. Negative feedback from Germans can seem brutally frank to higher-context Americans.

Question 6

Explain the importance of follow-up communications and procedures in international business negotiations.

Accepted Answer

The answer of Explain the importance of follow-up communications and...

Question 7

Give a brief description of the styles of negotiation of the Japanese, the Koreans, and the French.

Accepted Answer

The answer of Give a brief description of the styles...

Question 8

What are the four kinds of problems caused by cultural differences in international business negotiations?

Accepted Answer

The answer of What are the four kinds of problems...

Question 9

How do approaches to complex negotiation tasks differ between Westerners and Asians?

Accepted Answer

The answer of How do approaches to complex negotiation tasks...

Question 10

How do differences in perceptions of objectivity affect international negotiations? Provide an example to support your answer.

Accepted Answer

The answer of How do differences in perceptions of objectivity...

Question 11

In the context of task-related exchange of information, _____ negotiators are reluctant to voice objections lest they damage the all-important personal relationships.

Accepted Answer

In many cultures, negative feedback is very difficult to obtain. In high-context cultures such as Mexico and Japan, speakers are reluctant to voice objections lest they damage the all-important personal relationships.

Question 12

In the context of the four stages of business negotiations, _____ includes all those activities that might be described as establishing rapport, but it does not include information related to the "business" of a meeting.

Accepted Answer

Everywhere around the world it has been found that business negotiations proceed through four stages: (1) Nontask sounding; (2) Task-related exchange of information; (3) Persuasion; and (4) Concessions and agreement. The first stage, nontask sounding, includes all those activities that might be described as establishing rapport or getting to know one another, but it does not include information related to the "business" of the meeting.

Question 13

Which of the following is one of the objectives of engaging in nontask sounding?

Accepted Answer

Nontask sounding is much more than just friendly or polite; it helps negotiators learn how the other side feels that particular day. During nontask sounding, one can determine if a client's attention is focused on business or distracted by other matters, personal or professional.

Question 14

Compare the American and Japanese approaches during the four stages of business negotiations.

Accepted Answer

The answer of Compare the American and Japanese approaches during...

Question 15

What are the criteria for selecting international business negotiators?

Accepted Answer

The answer of What are the criteria for selecting international...

Question 16

How should American businessmen approach the decision-making process in negotiations with their Asian counterparts? What are the important signals of progress in a business negotiation?

Accepted Answer

The answer of How should American businessmen approach the decision-making...

Question 17

In the context of the nontask sounding stage of business negotiations, which of the following aspects most likely differs between the Americans and the Japanese?

Accepted Answer

It usually takes 5 to 10 minutes in the information-oriented United States to complete the process of nontask sounding. Such is not the case in relationship-oriented countries like China or Brazil; the goals of the nontask sounding are identical, but the time spent is much, much longer. Instead of five minutes, it may take five meetings.

Question 18

Which of the following methods can be used to minimize the inevitable errors that crop up while exchanging information across language barriers?

Accepted Answer

The percentage of one's speech being misheard or misunderstood goes up dramatically when someone is speaking a second language, no matter the fluency levels or length of acquaintance. And when the second language capability is limited, entire conversations may be totally misunderstood. Using multiple communication channels during presentations-writing, exhibits, speaking, repetition-works to minimize the inevitable errors.

Question 19

In the context of inventive international negotiations, which of the following is an obstacle to invention for Japanese society?

Accepted Answer

There appears to be a deeply fundamental explanation for why the Japanese have been able to build such a successful society, despite their lack of natural resources and relative isolation. Japanese society has its own obstacles to invention-hierarchy and collectivism are two. They have developed a negotiation style that in many ways obviates such disadvantages.

Question 20

In the context of the stage of persuasion in business negotiations, the most powerful persuasive tactic is to:

Accepted Answer

The most powerful persuasive tactic is actually asking more questions.

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