Question 1

The Japanese spend considerable time and energy in ____________ because this process often sets the stage for successful negotiations and relationship building.

Accepted Answer

Non-task sounding refers to the informal communication and relationship-building activities that occur before the main business discussions. In Japanese culture, this is an important step as it helps establish trust and rapport, which are crucial for successful negotiations.

Question 2

During negotiations,when are higher-risk strategies often attempted?

Accepted Answer

The answer of During negotiations,when are higher-risk strategies often attempted?
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Question 3

A task-related information exchange implies a ____________ communication process.

Accepted Answer

A task-related information exchange involves a two-way communication process in which information is shared between the parties involved in order to accomplish a specific task or goal. This type of communication requires both parties to actively participate in the exchange to ensure that the information is effectively transmitted and understood.

Question 4

With respect to negotiations,in relationship-oriented cultures selection of intermediaries and ____________ are crucial considerations.

Accepted Answer

In relationship-oriented cultures, the status and seniority of negotiators and their intermediaries play a significant role in negotiations. This is because such cultures give high importance to formalities and respect for hierarchy. Therefore, it is crucial to select negotiators who hold a high rank in their organization or society and are respected for their status. Proper dress, nationality, factual knowledge, and winning attitude are also important, but not as crucial as the seniority of negotiators.

Question 5

Greg is preparing for an important series of business negotiations.Greg will make decisions about all of the following aspects of the negotiation setting ahead of time,if possible,EXCEPT:

Accepted Answer

The aspect of the negotiation setting related to the products is not something that Greg can decide on his own ahead of time. The products being negotiated will depend on the other party's interests and needs. Therefore, Greg cannot control this aspect of the negotiation setting.

Question 6

Tabitha always checks the Monday sports page before an important business negotiation.She wants to be able to make small-talk before getting into detailed negotiations.Tabitha is preparing herself for:

Accepted Answer

Tabitha is preparing for non-task sounding conversation, as she wants to engage in small-talk before getting into detailed negotiations. Checking the sports page is a way to gather topics for non-task related conversation.

Question 7

A Japanese business negotiator who believes that indirectness and face saving are important is concerned with:

Accepted Answer

The concern for indirectness and face saving in Japanese business negotiations reflects the importance of cultural values in shaping communication behavior. Therefore, the correct answer is values (option C). Language, nonverbal behaviors, persuasion, and non-task sounding are also important factors in negotiation, but they are not the primary focus of a negotiator who values indirectness and face-saving.

Question 8

Preliminary talk before serious business negotiations begin is called:

Accepted Answer

Preliminary talk is typically small talk that is unrelated to the main purpose of the meeting. This helps to build rapport and establish a positive relationship between the parties involved. Non-task sounding is the term used to describe this type of conversation.

Question 9

James Underwood is hurriedly preparing his negotiation team for a difficult negotiation that is two days away with a German conglomerate.Mr.Underwood represents a plastics company that is interested in gaining the right to license several of the German company's patents.Which of the following would be good items to add to a checklist for preparing for the upcoming meetings?

Accepted Answer

All of the options listed are important items to include on the checklist for preparing for a negotiation. Without a thorough assessment of the people and situation, it is difficult to develop an effective negotiation strategy. Confirming facts during the negotiation can help prevent misunderstandings or miscommunications. Concession strategies can help a negotiator make the most of their bargaining power, while team assignments ensure that everyone knows their role and can work together effectively. Therefore, all options should be included on the checklist.

Question 10

The most difficult aspect of international business negotiations is the:

Accepted Answer

While all aspects listed can present challenges in international business negotiations, the actual conduct of the face-to-face meeting is often the most difficult. This is because it involves navigating cultural differences, building rapport with individuals from other countries, and finding mutually beneficial solutions that satisfy both parties' interests. The contract itself and choice of negotiation language can be addressed beforehand, and opening ceremonies and time frame can be managed with adequate planning.

Question 11

In general,which of the following is more comfortable talking one-to-one?

Accepted Answer

Studies have shown that women tend to be more comfortable and effective in one-to-one conversations. This could be attributed to their generally higher levels of empathy and communication skills.

Question 12

When Americans are at the negotiation table with Japanese,Chinese,or Russian negotiators,information flow tends to be:

Accepted Answer

In negotiations with Japanese, Chinese, or Russian negotiators, information flow tends to be unidirectional, where the American side is expected to provide information and the other side listens and asks questions. In these cultures, there is a tendency to value information control and not reveal too much information, so the flow tends to be one way.

Question 13

Which of the following would be at the top of almost everyone's list of negotiator traits?

Accepted Answer

Preparation and planning skills are essential for a negotiator to be successful in achieving their goals. Without these skills, a negotiator may not be able to gather all necessary information, anticipate potential obstacles, and develop effective strategies. While traits like multilingual skills, commanding presence, and friendliness and compassion can also be beneficial, they may not be as universally important as preparation and planning skills. Unwavering position, on the other hand, can sometimes be counterproductive in negotiations as it can prevent compromise and finding mutually beneficial solutions.

Question 14

Sam Watkins has invited all the members of his negotiation team and those of the other side for an evening of light conversation and good food at a local restaurant.Which of the following stages of a business negotiation would this form of behavior be proper?

Accepted Answer

This behavior would be proper during the non-task sounding stage, as it fosters a relaxed and amicable atmosphere that can help build trust and rapport between the negotiators.

Question 15

Even small companies can possess great power in negotiations if they have:

Accepted Answer

Having many good alternatives can give a small company leverage in negotiations, as it demonstrates that they are not dependent on one particular supplier or buyer. This can give them more bargaining power and potentially lead to more favorable deals.

Question 16

All of the following are considered to be generally accepted stages of a business negotiation EXCEPT:

Accepted Answer

Refusal to continue negotiations is not a generally accepted stage of a business negotiation. It goes against the purpose of negotiation, which is to reach an agreement or solution. All the other options listed (task-related exchange of information, persuasion, concessions and agreement, and non-task sounding) are generally accepted stages of business negotiation.

Question 17

Which of the following is an important consideration in setting negotiations because it may eventually determine legal jurisdiction if disputes arise?

Accepted Answer

Location is an important consideration in setting negotiations because it may eventually determine legal jurisdiction if disputes arise. Depending on where the negotiations take place, different laws and regulations could apply, and this could have significant implications in the event of a dispute. It is therefore important to consider the location carefully and ensure that all parties are aware of the potential legal implications of where the negotiations take place.

Question 18

During a business negotiation between Japanese and Americans there has been a twenty-minute lull where no one has said anything.Suddenly,the American negotiator begins to speak to his team about possible concessions.This necessity to "fill the void" would be an expression of which of the categories often found in negotiations?

Accepted Answer

The answer of During a business negotiation between Japanese and...

Question 19

Physical arrangements for negotiations can affect cooperativeness in subtle ways.Which of the following are most sensitive to the physical arrangements of the negotiations?

Accepted Answer

High-context cultures, which place a high value on personal relationships and nonverbal communication, are especially sensitive to physical arrangements for negotiations. The placement of chairs and tables, the use of eye contact, and other nonverbal cues can greatly impact the dynamic of the negotiation in these cultures. Low-context cultures, which prioritize clear and direct communication, are generally less affected by physical arrangements. The other cultural types listed (fact-oriented, knowledge-oriented, and solution-oriented) are not necessarily more or less sensitive to physical arrangements, as they focus more on the content of the negotiation rather than the social and cultural aspects.

Question 20

In which of the following countries does task-related information exchange and persuasion tend to blur together (no clear separation)?

Accepted Answer

The answer of In which of the following countries does...

Quiz 19: Negotiating With International Customers, Partners, and Regulators