b. is about the same length as those in Germany.
c. resembles those in Spain in length and format.
d. is similar to the résumé in France.
28. In which country is a photograph of the applicant typically included
with the résumé?
a. France
b. Germany
c. England
d. United States
29. Which countries expect a professional objective as a part of the résumé?
a. Spain and Germany
b. England and Japan
c. Spain and England
d. Germany and Japan
30. Which countries include family information on the résumé?
a. Germany and Japan
b. Spain and England
c. England and Japan
d. Spain and Germany
31. Which of the following statement regarding jog search information in
various countries is incorrect?
a. In the United States, most hiring officials prefer you include
names, addresses, and telephone numbers of three or four
references.
b. In France, it is difficult for someone directly from the
university to get a job without experience.
c. In Germany, students often enter into an employment contract while
still in college.
d. In Spain, most positions are gained through advertisements rather
than through personal referrals.
32. From the perspective of the Japanese, U.S. writing would appear
a. condescending.
b. uncaring.
c. too indirect.
d. long.
33. Which culture would be the most direct with bad news?
a. United States
b. France
c. Germany
d. Latin America
1. Introductions are more formal in the United States than in Germany.
2. When introducing Maria Revilla Castillo from Venezuela, address her as
Señora Revilla.
3. A firm handshake is a polite way to greet someone in any culture.
4. An exchange of business cards is more common in the United States than
in other countries.
5. Status is associated with education in the United States.
6. India has a caste system; each caste has its own status and rights.
7. In the Japanese society, knowing the rank of people with whom you
conduct business is very important.
8. Negative information should not be communicated via e-mail.
9. Flaming is an e-mail term that refers to typing a message in all capital
letters.
10. In Bolivia you are expected to clean your plate while in the United
States you do not clean your plate.
11. Dining in a Japanese home requires sitting in a kneeling position on a
tatami mat.
12. When visiting Japan or China, tip cab drivers and any service personnel
you may encounter generously.
13. When giving gifts to the Japanese, avoid gifts manufactured in Asia.
14. Something made of cowhide would be an appropriate gift to a business
colleague in India.
15. Proper airline travel behavior includes asking permission before
reclining your seat when traveling coach.
16. Safety travel suggestions for women include using public
transportation at their destination.
17. The British, like U.S. persons, have a firm handshake.
18. Hugs and kisses are inappropriate greeting behavior between
males of all cultures.
19. Which statement regarding introductions is incorrect?
a. In China, the surname comes first, and the given name last.
b. All persons with a college degree are addressed as “Doctor” in
Japan.
c. Persons from Latin American countries often add their mother’s
maiden name to their surname.
d. In Columbia, the title “Don” is added to a person’s name to show
respect.
20. Present your business card with both hands when in
a. Africa.
b. Japan.
c. Germany.
d. Russia.
21. Which of the following statements related to business card exchange is
incorrect?
a. U.S. persons only exchange business cards when there is a reason
to contact the person later.
b. Business cards for use internationally should be white with black
ink.
c. Present the business card with the left hand only in Africa.
d. Present the business card with both hands in Japan.
22. People with a college degree are entitled to be called “Doctor” in
a. Mexico.
b. England.
c. Italy.
d. Russia.
23. Which statement concerning India’s caste system is incorrect?
a. Each caste has its own status and rights.
b. Discrimination based on caste has been outlawed.
c. The caste system is not a major influence anywhere on the
continent at this time.
d. In a caste, interaction is often limited.
24. Which of the following is NOT true of netiquette?
a. Netiquette is dependent upon the written word.
b. Netiquette avoids the use of shouting, dissing, flaming, and
spamming.
c. Negative information can be sent via e-mail.
d. If a message is not for the entire company, then do not send it by
e-mail.
25. Which of the following statements related to status/power is incorrect?
a. When the Chinese enter a room, they do so in rank order with the
highest ranking person last.
b. In France high-level executives sit in the middle of the work
area.
c. U.S. businesspersons perceive an office located in the top floor
to be a sign of status.
d. Age is viewed as an indication of seniority in Asian cultures.
26. In a Japanese society, which statement regarding rank is incorrect?
a. The person of lower rank bows first and lowest.
b. The higher the rank of the person you are introduced to, the lower
you bow.
c. When entering a room, the lowest ranking person enters first,
leaving the highest ranking person to enter last.
d. The middle-level manager in a large company outranks a department
head from a smaller company.
27. Which of the following refers to the cyberspace term for mass mailing of
commercial advertisements?
a. dissing
b. flaming
c. shouting
d. spamming
28. Which statement concerning cultural differences in dining practices is
incorrect?
a. In Italy, the salad is often served after the main course.
b. Serving coffee at the end of the meal is common in most cultures.
c. Countries besides the United States that serve water with meals
usually serve it without ice.
d. In all cultures, business meals are usually eaten at restaurants.
29. Which statement concerning cultural differences in dining practices is
incorrect?
a. In France bringing dogs into restaurants is customary.
b. Tahitian food is eaten with the fingers.
c. Dogs may be on the menu in South Korean restaurants.
d. The U.S. “zigzag” eating style is more efficient than the
continental eating style.
30. Tipping is prohibited in which country?
a. Bolivia
b. Japan
c. United States
d. France
31. Which statement regarding gift giving in the United States is incorrect?
a. Business gifts to an office are intended for the manager to be
taken home to share with his or her family.
b. The best rule to follow when giving a business gift in the United
States is to limit the price to $25 or less.
c. In the United States gifts are opened in front of the giver.
d. Exchanging gifts among colleagues is becoming less common.
32. Which statement is incorrect regarding a gift of flowers?
a. In most European countries, a gift of carnations is the most
appreciated.
b. Avoid sending yellow, red, or white flowers to a Mexican host.
c. Chrysanthemums would be inappropriate in both Japan and Italy.
d. In some countries gladiolus are symbols of mourning.
33. Which statement regarding gift giving is incorrect?
a. In Korea, business gifts are usually given at the beginning of
formal negotiations.
b. Avoid giving gifts to the French until a personal relationship has
been developed.
c. A striped tie is an appropriate gift for a British man.
d. If you admire a personal possession of an Islamic host, you will
probably receive the item admired.
1. Customs vary by country and by regions within a country.
2. One-word U.S. expressions such as “sure” and “okay” are perceived as
blunt and abrupt by persons of other cultures.
3. The expression used by southern U.S. persons when bidding someone
goodbye, “Y’all come to see us,” is a sincere invitation to
visit since southern hospitality is well known.
4. People of the United States and Canada excel at small talk; people of
Sweden and Finland do not.
5. The Japanese are uncomfortable with small talk.
6. When engaging in small talk with a person of another culture, remember
that discussing one’s family and political discussions are
inappropriate topics in all cultures.
7. In low-context cultures people have definite ideas on what constitutes
proper male/female behavior.
8. A stereotype of Asian women is that they are nonassertive and submissive.
9. It is widely accepted in the United States that men and women can have a
work relationship which does not have a sexual component.
10. Humor is a universal human characteristic; people of most cultures find
similar things humorous.
11. Germans do not find humor appropriate during business meetings.
12. While superstitions are treated casually in the United States, they are
taken quite seriously in some cultures.
13. Asking an Arab man about the health of his wife is taboo.
14. Wearing white for business in Thailand is inappropriate.
15. The soles of the feet should not be shown in Arab cultures.
16. U.S. hiring and firing practices are very similar to those in France.
17. People of the United States are comfortable with touching strangers in
public places.
18. U.S. laws against bribery are the most restrictive in the
world.
19. Which of the following statements related to greeting and handshaking
customs is incorrect?
a. A firm handshake is the norm in the U.S. and Germany.
b. In China bowing is a customary greeting behavior.
c. People of Finland typically hug each other when greeting.
d. The “bear hug” is a common form of greeting between males
who are good friends in the Russian Federation.
20. Which of the following statements related to verbal expressions is
incorrect?
a. The U.S. expression, “Don’t mention it,” in response to a favor is
viewed as rude by persons of other cultures.
b. The U.S. expression, “How’s it going?” is confusing for persons for
whom English is a second language.
c. Small talk often includes comments about the weather.
d. In the United States small talk may include discussions of one‘s
family or personal life.
21. Which of the following statements related to male and female
relationships is incorrect?
a. A stereotype of U.S. women is that they are domineering.
b. American men are viewed as weak.
c. A stereotype of Latin American males is that they pursue women for
sexual relationships.
d. According to U.S. managers working in Mexico, gender discrimination
in that country is uncommon.
22. Which of the following types of humor would be acceptable
internationally?
a. humorous stories about golfers
b. cartoons depicting differences in minorities
c. jokes about sex
d. humorous stories comparing religions
23. Which of the following is an inaccurate representation of a cultural
superstition?
a. The result of having three persons in a photograph is that the
middle person will die.
b. Attaching old shoes to the car of newlyweds assures prosperity and
long life.
c. Important events should not be scheduled on Tuesday the thirteenth;
this is an unlucky day.
d. Bathing on New Year’s Day will wash away a person’s good luck.
24. Which of the following statements is incorrect related to cultural
taboos?
a. Pregnant women of Madagascar may not walk the streets after
sundown.
b. In Malaysia pointing with one’s index finger is taboo.
c. In Indonesia the head should not be touched by someone else.
d. In the Russian States it is taboo to wear a coat indoors.
25. The general rule for business dress in all cultures, according to Axtell,
is to
a. wear dark colors.
b. wear jackets at all times.
c. dress very conservatively and be very “buttoned up.”
d. dress as people in the host culture dress.
26. Which statement regarding cultural business attire is incorrect?
a. The French are very fashion conscious.
b. Business dress in Europe is the same as in the United States.
c. Japanese women wear only muted colors to the office.
d. People in Canada dress more formally than do U.S. people.
27. Which statement regarding business casual attire is incorrect?
a. The trend toward casual dress in U.S. firms seems to be on the
wane.
b. Wearing casual attire in Japanese firms is common.
c. In the Philippines casual attire is more common than in many
European firms.
d. Some U.S. companies are revoking casual dress policies because
their corporate image is suffering.
28. Which statement regarding dress and appearance is correct?
a. When visiting Saudi Arabia, wear the Arabic white, flowing robe and
headcloth to show respect for the culture.
b. Shoes should be removed when entering most Asian homes.
c. Women conducting business in the Arab countries should wear pants
and long-sleeved blouses or jackets.
d. Wearing black or solid white in Thailand is appropriate; however,
women should avoid wearing bright colors.
29. Which statement regarding holidays is incorrect?
a. Germany has a carnival season similar to Mardi Gras.
b. Many countries celebrate New Year’s Day.
c. Many Japanese companies close from April 29 to May 5.
d. June is a bad time to conduct business in Europe as this is
considered the vacation month.
30. Which statement regarding office customs/practices is incorrect?
a. U.S. employees are expected to keep busy while at work even during
slow periods.
b. Peru has one of the longest workweeks in the world.
c. U.S. firms give more and longer breaks than do most European
companies.
d. In the United Kingdom, the only grounds for job termination are
criminal behavior.
31. Appropriate public behavior in the United States includes
a. giving priority to older persons when waiting in line.
b. speaking quietly in elevators.
c. keeping to the left when walking on the street.
d. treating service personnel with courtesy and respect.
32. Which statement regarding special foods is incorrect?
a. Corn-on-the-cob, a U.S. food, is considered a food for animals only
in other countries.
b. Most countries enjoy popcorn.
c. Eating sheep‘s eyeballs in Saudi Arabia is common.
d. In Mexico, chicken soup may contain the chicken’s feet.
33. Which statement regarding consumption taboos is incorrect?
a. Strict Muslims do not consume pork.
b. Hindus do not eat any beef; the cow is considered sacred.
c. Orthodox Jews eat only cattle or fowl that has been ritually
slaughtered so that it is “kosher.“
d. U.S. persons do not eat horse meat because of religious taboos.
1. The intercultural negotiation process steps involve site and team
selection, relationship building, opening talks,
discussions, and agreement.
2. In Hong Kong round conference tables are preferred.
3. When rectangular tables are used for negotiations in Japan, no one is
seated at the ends of the table.
4. Relationship building in the United States requires the use of an
intermediary.
5. Agendas are viewed positively around the world.
6. Discussions can be both emotional and unemotional depending upon the
cultures involved in the negotiation.
7. A compromising negotiation style is a competitive approach to reaching
an agreement.
8. When cooperative pragmatists are negotiating genuine trust is needed
between the negotiators.
9. Overcoming cultural barriers is relatively unimportant when negotiating.
10. Negotiation strategies are plans organized to achieve a desired
objective.
11. During negotiations there is no empathy with the opposition.
12. Negotiation strategies include the preparation of details, tactics,
conflict resolution, mediation, and observations.
13. The Japanese equivalent for the word individual has a negative
connotation.
14. A keiretsu group in Japan is viewed as a short-term commitment.
15. Establishing a friendship is a crucial part of negotiating with the
British.
16. In Nigeria, negotiations are viewed as a competitive process.
17. Silence is an important part of Japanese nonverbal communication and
should not be interrupted.
18. When negotiating with Brazilians, remember that they are more
individualistic than people of other Latin American
countries.
19. Which of the following statements regarding intercultural negotiations
is incorrect?
a. If the meeting is held on your opponent’s turf, you have more
power and responsibility.
b. If the meeting is held on your opponent’s turf, they have more
power.
c. If the meeting is held on your turf, you have more power.
d. If the meeting is held at a neutral location, each party is
responsible for his or her own comforts.
20. The intercultural negotiation process steps include
a. location, agenda, preliminary statements, and conflict
perspectives.
b. implementation, contract, solutions to issues, and location.
c. social expectations, conflict perspectives, location, and agenda.
d. strategies, location, and tactics.
21. The issues that take up most of the intercultural negotiation time
include all of the following except
a. social-cultural issues.
b. political issues.
c. religious issues.
d. legal issues.
22. Relationship building is important in which of the following situations?
a. When the United States is involved in the negotiations.
b. When a Hispanic country is involved in the negotiations.
c. When Germany is involved in the negotiations.
d. When Great Britain is involved in the negotiations.
23. Which of the following statements concerning negotiation conflict is
incorrect?
a. The conflict may be seen from both negotiators’ points of view or
may be seen by only one.
b. Non-negotiation tactics may be used to try to change the attitudes
of the other side.
c. Some conflict may be due to the negotiator’s perceptions of
reality and his or her ability to block out information.
d. The conflict may be solved by the negotiator’s repeating
himself/herself with the same argument.
24. Studying the psychological disposition of the other negotiator’s culture
would help you to understand
a. their translators.
b. how they conceptualize and process information.
c. why cause and effect associations do not change from culture to
culture.
d. the variations within the culture.
25. Which of the following statements regarding negotiation with Germans is
incorrect?
a. Protocol is very important and formal.
b. Germans typically use a handshake at the beginning and end of
meetings.
c. Germans tend to be detail oriented and like technical people as
part of negotiations.
d. In business, Germans are typically individualistic; however, as
people they are very group-oriented.
26. Which of the following statements regarding negotiation with Japanese
people is incorrect?
a. A business meeting should be arranged by an intermediary who has a
relationship with both parties.
b. In Japan, social meetings are very important to building a
relationship of trust and friendship.
c. Completing a deal quickly is important to the Japanese.
d. The Japanese use subtle and complex verbal and nonverbal cues.
27. Which of the following statements regarding negotiation with Latin
Americans is incorrect?
a. Latins emphasize problem solving more than general principles.
b. The government is very involved in Latin American business.
c. Female negotiators should be in the background rather than the
foreground of negotiations.
d. Latins are people-oriented rather than task-oriented.
28. Which of the following statements regarding culture specific negotiation
is correct?
a. Developing personal relationships is not important to the success
of negotiations in Nigeria.
b. Russians see time as money; friendships are not crucial to
business.
c. In India, group orientations are common during negotiations.
d. The French believe in speaking the language of the country with
which they are negotiating.
29. People of which country would view a meeting agenda in a nonpositive
manner?
a. United States
b. Sweden
c. Netherlands
d. Iraq
30. Axtell suggests that to be successful in distributor agreements all of
the following are necessary except
a. place of jurisdiction.
b. protection of patents and trademarks.
c. responsibility for insurance, freight, and import duty.
d. making a list of questions to discuss.
31. All of the following are mistakes commonly made during negotiations
except
a. understanding translation problems.
b. assuming understanding by the other culture.
c. culturally insensitive comments.
d. nonverbal unfamiliarity.
32. Which of the following statements concerning intercultural negotiation
models is correct?
a. The effect of culture in intercultural negotiation is one of
relative, not absolute, values.
b. People adjust to another culture when negotiating interculturally.
c. The negotiating style is neutral.
d. You can learn the other culture as you negotiate.
33. Why are integrative agreements better than compromise agreements?