Question 1

What is the recommended approach to international negotiations in terms of using national stereotypes?

Consider the culture of your negotiation partners but treat them as individuals.

A person's negotiation style can be accurately predicted by their culture.

Abandon the use of national stereotypes, as they are always inaccurate.

National stereotyping is not useful; gender plays a greater role in negotiation behavior.

Utilize cultural stereotyping in order to gain the upper hand in negotiation.

Question 2

What problem caused by cultural differences in international business negotiations is considered to be the most serious?

Language

Nonverbal behaviors

Values

Thinking and decision-making process

Access to technology

Question 3

Giselle, the executive of an American transportation firm, is negotiating a deal with a Japanese corporation. During the meeting, Giselle notices that her negotiation partners frequently break into side conversations using their native language. What is the most likely reason for these side conversations?

To buy time in order to come to a decision

To tell half-truths about the American firm

To straighten out confusion caused by language differences

To evade key issues regarding the business deal

To formulate a cunning negotiation strategy

Question 4

"Every negotiator has two kinds of interests: in the substance and in the relationship." In which country is this statement good advice within the context of business negotiations?

China

Spain

Mexico

The Philippines

Germany

Question 5

In the context of how differences in values affect international negotiations, Guanxi, the Chinese word for ________, is key for negotiators working in China.

Aggression

Personal connections

Nonverbal behavior

Pushiness

Doublespeak

Question 6

What would be considered by American negotiators as a signal of progress when conducting business negotiations with foreigners?

Absence of higher-level foreigners in the discussions

Inclusion of questions on specific areas of the deal

A hardening of attitudes and positions on some of the issues

Decreased bargaining and use of the higher-level and formal channels of communication

Decreased talk among foreigners in their own language at the negotiation table

Question 7

What is the single most important activity in negotiation?

Persuading

Speaking

Critiquing

Listening

Skepticism

Question 8

NextStep Global is a consultation firm that specializes in preparing businesses for international negotiations. What action is NextStep Global most likely to recommend to a negotiator who wants to ensure influence at headquarters?

Bring along a senior executive to the business negotiations.

Assign the task of note-taking to a team member.

Engage in frequent facial gazing.

Interrupt the client as often as possible.

Bring as many team members as possible.

Question 9

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

In high-context cultures, the physical arrangements of rooms are taken casually.

Japanese prefer to talk to everyone separately, then, once everyone agrees, to schedule inclusive meetings.

Americans dislike the idea of "hammering out an arrangement" even when the opinions and positions are divergent.

Japanese tend to shun the practice of higher-level executives being included in a negotiation to indicate interest in a deal.

Americans tend toward a cumulative approach, meeting with one party and reaching an agreement, then both parties calling on a third party.

Question 10

What is considered to be the most powerful persuasive tactic in international negotiation?

Nontask sounding

Bribery

Asking questions

"Strong-arming"

Task-related information exchange

Question 11

In the context of the four stages of business negotiations, what stage describes the preliminary talk that helps a negotiator determine if a client's attention is focused on business or distracted by other matters, personal or professional?

Persuasion

Concession

Negotiation setting

Task-related exchange of information

Nontask sounding

Question 12

What behavior do negotiators tend to exhibit during the persuasion stage?

Withholding information from the foreign client

Refraining from using threats or warnings

Hardly expressing any emotions during negotiations

Quickly handling any objections that the foreign client may have

Asking innumerable questions in order to delay the proceedings

Question 13

Which medium of persuasion during negotiation is considered to be indispensable in relationship-oriented countries?

Recommendations

Rewards

Threats

Warnings

Third parties

Question 14

Frank, the CEO of an American production company, negotiated an opportunity with a television provider in India. After the negotiation, Frank prepared a contract for both parties to sign in order to bind the deal. Knowing that Frank is from the United States, how would the contract most likely be described?

Carefully worded with details about every aspect of the agreement

Short and loosely written

Primarily composed of comments about the business relationship

Informal with vague language used

Flexible and written in a way that can easily be changed

Question 15

What is a characteristic of an inventive negotiation progress?

The key goal is to complete the task efficiently.

It involves a high level of competition among participants.

The brainstorming process is skipped to create more concrete solutions.

A key component is collaboration among participants.

It always results in a highly creative solution.

Question 16

Describe the kinds of problems that usually come up during international business negotiations.

Question 17

Describe the differences regarding how a Japanese manager might address a complex negotiation compared to an American negotiator.