c. Integrative agreements are more stable and mutually rewarding.
d. Each party makes concessions on high-priority issues in exchange
for concessions on low-priority issues.
Answer: C
1. Negotiation protocol is different for different cultures.
3. Predicting how the opponent will respond is essential to the negotiation
process.
4. Group-oriented negotiators are concerned about their own interests above
all else.
5. The Japanese are the most group-oriented culture in the world.
6. The United States is one of the most individualistic cultures in the
world.
7. Individual-oriented cultures include China and Latin America.
8. The media is usually culturally unbiased in its perception of world
events.
9. Advertising has been able to cross cultural boundaries and make products
appeal to a variety of cultures.
10. The players and situation do not necessarily have to be matched between
the two sides.
11. Cultural stereotypes are dangerous except to suggest plausible
behaviors.
12. Power is independent of personal constructs.
13. Communicating adequately is difficult when the cultural programming of
the negotiators differs.
14. In the business world, women are considered equal to men in all
cultures.
15. Cognitive dissonance refers to the psychological conflict resulting from
inconsistencies between what a person does and what the
person believes.
16. Women are welcomed on negotiation teams in all cultures.
17. An advantage of using women negotiators is their skill at reading
nonverbal messages.
18. Women who wish to be successful internationally should adjust their
behavior to conform to expectations of people in the host
country.
19. Which of the following statements is incorrect related to the
negotiation styles of various cultures?
a. U.S. persons take a longer time to establish rapport than do the
Japanese.
b. Mexicans place less emphasis on technology and more on building a
relationship.
c. Status is important to Saudi Arabians.
d. The Japanese value harmonious relationships.
20. U.S. negotiators tend to
a. make fewer adjustments to opponent’s behavior and change their
negotiation strategy less.
b. change their negotiation strategy less and are less ethnocentric
than their opponents.
c. use a group oriented negotiation style and make fewer adjustments
to opponent’s behavior.
d. use less ethnocentric behavior than their opponents and use a
group oriented negotiation style.
21. Individuals who are not group oriented may feel that group-oriented
negotiators
a. appear to stall, make individual decisions, and are not interested
in the negotiations.
b. appear to stall, are not interested in the negotiations, and give
ambiguous statements.
c. make individual decisions, are not interested in the negotiations,
and give ambiguous statements.
d. give ambiguous statements, are not interested in the negotiations,
and are very rigid.
22. Which of the following is not true concerning face-to-face strategies?
a. Face-to-face strategies are concerned with negotiating in person
rather than through the mail, fax, telephone, telegraph, or other
intermediaries.
b. People in many cultures will only negotiate on a face-to-face
basis.
c. The Japanese prefer the telephone to face-to-face strategies.
d. In India an oral face-to-face agreement is more important than a
written contract.
23. The four Cs of negotiation are:
a. common interest, conflicting interests, criteria, and concern.
b. common interest, conflicting interests, compromise, and criteria.
c. culture, common interest, concern, and compromise.
d. concern, compromise, criteria, and common interest.
24. The environment in which negotiations take place usually consists of all
of the following except
a. assertive behavior by the visiting party.
b. control and responsibility of hosting the other party.
c. assertive behavior by the host.
d. the host has a feeling of superiority.
25. Which of the following statements concerning power and authority is
correct?
a. It is correct to have influence yet no responsibility for the
actions taken.
b. Personal constructs of the user determine the strength of the
power exerted.
c. In order for power to be meaningful, it has to be accepted.
d. Power and authority mean basically the same thing.
26. The statement, “stimuli have both a physical size and socio-
environmental meaning which can be different for each individual within
and across cultures,” is best described by which of the following?
a. Power and authority
b. Environment
c. Perception
d. Tactics
27. Which of the following statements correctly describes tactics used in
negotiation?
a. Telling jokes to relieve tension is considered appropriate.
b. Distracting tactics can be beneficial to the negotiation process.
c. All cultures consider negotiation to be retaliatory.
d. Using role reversal to put yourself in the other’s position is
recommended.
28. Which statement is true regarding courtesy during negotiations?
a. Knowing your facts is more important than courtesy.
b. Allowing someone to save face is very valued in some cultures.
c. Courtesy will not clarify misinterpretations.
d. Courtesy is harder to achieve with a mediator.
29. Which of the following cultures is primarily pluralistic in its
negotiation style?
a. China
b. England
c. Germany
d. Mexico
30. Which of the following is not an intercultural negotiation guideline?
a. Determine that the negotiation is feasible.
b. Send the proper team including your own interpreter.
c. Adjust to the way of life in the host culture.
d. Agree to a bad deal; it is better than no deal.
31. Which of the following does not describe a Japanese negotiating team?
a. They allow insufficient time for the negotiations.
b. They come to the negotiation table with a large contingent of
people.
c. They give concessions that are small.
d. They need to get to know their business partners.
32. Most cultures are not as concerned with the legal view as they are with
a. a shared perception and inventory control.
b. a shared perception and a good agreement.
c. jurisdiction and the time it takes to negotiate.
d. information that must be reported and jurisdiction.
33. Which of the following is not a typical face-to-face negotiator behavior
according to Harris et al.?
a. argument dilution
b. counterproposals
c. blame assessment
d. irritators
1. Business communication between persons of different national origins is
governed by the law of the host country.
2. The Act of State Doctrine allows each nation to do as it wishes within
its own boundaries without interference from other nations.
3. The International Emergency Economic Powers Act of 1977 governs
research-oriented information from being communicated to
foreigners.
4. The United States is a signatory to the trademark protection act of the
Madrid Convention.
5. The World Court is a body of the United Nations that provides a way to
settle international disagreements between corporations.
6. Macaulay’s thesis involves the concept that firms are looking for short-
term foreign relationships.
7. Thematization is the process by which a framework for mutual
communication and satisfaction is reached.
8. If a supplier ships goods a buyer has not requested and the buyer
accepts them, the buyer is forming a contract by accepting
the goods.
9. In Japan contracts are always considered open for renegotiation.
10. Drawer regulations are examples of written business laws.
11. In a high-context culture, the situation is more important than the
written word.
12. While most of the United States practices civil law, Mexico practices
common law.
13. The Doctrine of Sovereign Compliance can be used as a defense in your
home country for laws followed in the host country.
14. The means/ends question is measured by two extremes: relativity and
deviation from the rule.
15. If you are going to drive abroad, you should obtain an International
Driver’s License.
16. Using city buses is recommended when traveling in Brazil.
17. Renting a car for travel in China is recommended.
18. Travelers to Japan should expect some differences in hotel
accommodations.
19. When a company becomes global, it is governed by
a. home country laws and host country laws.
b. home country laws.
c. host country laws.
d. The Act of State Doctrine.
20. Which of the following ensures fair competition and low prices to U.S.
consumers?
a. Antiboycott Regulations
b. Antitrust Laws
c. Export Administration Act of 1985
d. Trading with the Enemy Act of 1917
21. Which of the following recognizes the intellectual property licensing of
copyrights by all the signatory nations to the act?
a. The Madrid Convention
b. The Export Administration Act of 1985
c. The Berne Convention Implementation Act of 1988
d. The International Emergency Economic Powers Act of 1977
22. Which statement concerning the Presidential Decree for the Development
and Operation of the Maquiladora Industry Program of 1983 is incorrect?
a. It is an international program that allows the duty-free import of
equipment, machinery, and materials to assemble parts of products
that are then returned to the home country.
b. U.S. Tariff Code allows the final product to be brought into the
United States with only the final value added to the goods being
taxed.
c. Pacific Rim and European countries are also taking advantage of
the maquiladora program.
d. The maquiladora program is governed by common law.
23. Which statement regarding international law is incorrect?
a. The International Court of Justice, or World Court, is a body of
the United Nations.
b. Institutions interested in uniform world laws include the
International Chamber of Commerce, The Hague Convention, and the
Vienna Agreement.
c. Unified laws have produced unified judicial practices.
d. The EU and NAFTA are agreements that are trying to equalize the
treatment of organizations doing business multinationally.
24. The process by which a framework for mutual communication and
satisfaction is reached is
a. thematization.
b. unified governance.
c. a contract.
d. antidiversion.
25. Firms would choose Bilateral Governance because they want
a. an arbitrator.
b. only one party to set terms for both parties to follow.
c. a strong recognition of a continuing economic relationship.
d. a strong contract.
26. Which of the following statements concerning contracts is incorrect?
a. A contract is an agreement between parties to do something and can
be made either by speaking, writing, or conduct.
b. In the United States an oral contract is legally enforceable if
the parties admit that the contract was made.
c. In Japan most contract disputes are discussed and resolved through
legal intervention.
d. The word contract is important to legal enforceability.
27. Which statement regarding nonwritten law is incorrect?
a. Countries interpret laws differently.
b. In low-context cultures what is written is considered flexible,
and what is oral is considered binding.
c. Japan is an example of a high-context culture.
d. In all cultures, the interpretation of the situation is less
important than external rules and regulations.
28. Which of the following statements concerning ethics is incorrect?
a. Ethics judgments are based on a standard of moral behavior as to
right and wrong.
b. Ethical behavior is not viewed the same by all cultures.
c. Ethical judgments are objective rather than subjective.
d. Reasonable people have difficulty agreeing as to where the line
should be drawn between ethical and unethical acts.
29. The four motivations for unethical conduct are
a. consumers, profit, justice, and guidance.
b. profit, consumers, advertising, and competition.
c. profit, competition, justice, and advertising.
d. consumers, advertising, competition, and profit.
30. Which of the following is not covered by the U.S. Department of
Commerce’s 1993 booklet, International Business Practices, concerning
distributor agreements?
a. If possible, state the jurisdiction that will handle
disagreements.
b. What is legal in the United States may not be legal in another
country.
c. Benefits to both parties should be stated.
d. The agreement can be either oral or written.
31. Which of the following Acts is an example of extraterritoriality?
a. Trading with the Enemy Act
b. Doctrine of Sovereign Compliance
c. Maquiladoras
d. Act of State Doctrine
32. The most important document to carry when traveling outside your native
country is your
a. visa.
b. consulate papers.
c. passport.
d. birth certificate.
33. If you break the law in another country, you may
a. not call anyone other than a lawyer.
b. only be tried for a crime according to the laws of your home
country.
c. ask the consulate for legal, medical, or financial advice.
d. ask the consulate to get you out of jail.
1. Ethnocentric management does not account for cultural differences in the
work force.
2. International business is increasing in the United States.
3. Cultural synergy takes place when a larger culture breaks apart to form
two or more separate cultures.
4. A nuclear family consists of parents, children, grandparents, aunts,
uncles, and cousins.
5. Mexicans view social reciprocity as very important.
6. The Japanese educational system stresses pragmatic thinking.
7. People from countries with weak uncertainty avoidance are more likely to
remain close friends in spite of differing opinions.
8. U.S. Americans place great importance on individuality and self-
reliance.
9. People of Latin cultures do not place as great an emphasis on history as
do people of the United States.
10. People in the U.S. are less concerned with saving face than are people
in Asia.
11. The term sojourners refer to people who visit or reside temporarily in
another country.
12. NAFTA is a trade agreement between the U.S., Mexico, and Canada.
13. Maintaining ties with the home culture may cushion the shock associated
with reentry.
14. The cooperative pragmatist is concerned with the outcome for all parties
concerned.
15. Negotiation tactics are concerned with your counterpart’s comforts.
16. People of the United States tend to need less space than do people in
Latin America.
17. In the Middle East, eye contact is so intense that it exceeds the
comfort zone for people in the United States.
18. The Japanese use silence as a bargaining tool when negotiating with
persons from the United States.
19. Latin Americans avoid negative news completely in their correspondence.
20. In many countries, the facsimile is more dependable than the mail
service.
21. French laws prevent age discrimination.
22. Syntactic errors are errors in the content and meaning of words in a
sentence.
23. The Japanese language teaches people to think in a non-linear mode.
24. The primary difference between an argot and a foreign language is the
relationship between sounds and meanings.
25. Restricted codes involve messages that are low in predictability.
26. In most European countries, avoid a gift of carnations as they are for
cemeteries only.
27. Etiquette includes manners and behavior considered acceptable in social
and business situations.
28. In India, the particular caste system a person belongs to is determined
by profession.
29. The general rule for business dress in most cultures is to wear jackets
at all times.
30. When visiting Japan, tip cab drivers generously.
31. Sociolinguistics refers to the effect of education on status in a
culture.
32. All cultures do not share the idea of a “middle class.”
33. Superstitions are treated casually in most Asian cultures.
34. One-word expressions such as “sure” and “okay” are perceived as blunt
and abrupt by persons of other cultures.
35. The maquiladora program allowed the duty-free import of equipment,
machinery, and materials to assemble parts of products that
are then returned to the home country.
36. In Japan, the number of persons involved in negotiations is larger than
in the United States.
37. Japan and the United States have a common work ethic; hard work is
applauded.
38. Telling jokes is a recommended tactic to relieve tension in
intercultural negotiations as people of most cultures find
the same things humorous.
39. The World Court is a body of the United Nations that provides a way to
settle international disagreements between countries.
40. Written business laws are also called drawer regulations.
41. A U.S. manager working in Canada may trade with Cuba even though it is
illegal to do so in the United States because of the
Doctrine of Sovereign Compliance.