a. How you initially address the receiver of the telephone call.
b. The conciseness of the message; avoid rambling to get your message across.
c. Vocal quality.
d. None of the above, it is based on the words spoken.
14.Which of the following is not a “netiquette” to avoid?
a. Flaming
b. Manners
c. Shouting
d. Dissing
15.____________ culture dines in a kneeling position on a tatami mat.
a. Chinese
b. Japanese
c. Indian
d. French
16.The Asian countries place a great importance on gift giving. When choosing an appropriate
gift in an Asian country, it is important to avoid any gift depicting this animal because it is
a symbol of cruelty and greed.
a. Tiger
b. Pig
c. Wolf
d. Lion
17.In this culture it is typical that a 10-15% service charge is automatically added to the bill.
a. China
b. Germany
c. France
d. All of the above
18.Tipping in this country can offend or insult the people of that culture.
a. Japan
b. The Netherlands
c. France
d. Finland
19.____________ and ___________ have impacts on the success of intercultural communication
encounters.
a. Netiquette; gender
b. Position; gift giving
c. Money; status
d. Position; status
20.______________ place the fork in the left hand and the knife in the right; they use the knife
to push food onto the back of the fork, and then move the food into the mouth with the
tines of the fork down.
a. Asian eating style
b. U.S. eating style
c. Continental eating style
d. International eating style
21.Which of the following is NOT a proper pairing of handshakes by culture?
a. Asian; gentle
b. Latin American; moderate grasp repeated frequently
c. Middle eastern; gentle and repeated frequently
d. British; firm
22.In ___________ and ____________ it is not only appropriate to inquire about the health of
family members but also to have lengthy discussions about their well being.
a. Latin America; Mexico
b. Latin America; Saudi Arabia
c. Mexico; Saudi Arabia
d. Germany; Saudi Arabia
23._____ percent of U.S. women of employment age work, they still do not receive equal pay
and responsibility.
a. 85
b. 70
c. 60
d. 75
24.Superstitions are?
a. Beliefs that are inconsistent with the known laws of science or what a society
considers to be true and rational.
b. Practices considered by a society as unacceptable.
c. Beliefs that are not proven to be accurate.
d. None of the above
25.What is the general rule for business dress everywhere?
a. Pin strip professional
b. Black and white color scheme
c. Buttoned up
d. None of the above
26._____________ has one of the longest work weeks in the world: 48 hours with businesses
open at least six days a week.
a. Peru
b. Mexico
c. Argentina
d. Singapore
27.The highest percentage of people who would not show their emotions openly were from?
a. Ethiopia
b. Japan
c. Poland
d. All of the above
28.Companies in the United States found guilty of paying bribes to foreign officials can be fined
up to ______________, and guilty employees may be fined up to ________.
a. $1,000,000;$10,000
b. $500,000; $1,000
c. $1,000,000; $1,000
d. None of the above
29.In the Japanese culture, this food is symbolic of happiness and served at New Year’s.
a. Green vegetables
b. Dried squid
c. Pork
d. Salmon
30.____________involves a person’s conduct or deportment and is influenced by culture.
a. Demeanor
b. Behavior
c. Personality
d. Communication
31.____________ involves discussions of common and conflicting interests between persons of
different cultural backgrounds who work to reach an agreement of mutual benefit.
a. Bargaining
b. Intercultural negotiation
c. Barter
d. None of the above
32.Which of the following is NOT a step in the negotiation process?
a. Team selection
b. Research
c. Opening talks
d. Relationship building
33.To be successful in distributor agreements, Axtell suggests you do all except?
a. Agreed-on sales quotas
b. Provisions for secrecy
c. Get payment in one lump sum
d. Responsibility for taxes
34.According to the textbook, which of the following are commonly used problem-solving
techniques?
a. Problem-solving approach; compromise agreement
b. Compromise agreement; integrative agreement
c. Problem-solving approach; integrative agreement
d. Problem-solving approach; competitive approach
35.Which is one of the five methods of reaching integrative agreements?
a. Nonspecific compensation
b. Price fixing
c. Specified compensation
d. None of the above
36._________________ is reached when two parties find a common ground between their
individual goals; the result is a lower joint benefit.
a. Legal agreement
b. Reverse agreement
c. Integrative agreement
d. Compromise agreement
37. U.S. Americans tend to make ________ adjustments to their opponent’s behavior, and they
change their negotiation strategy________ than other cultures when dealing interculturally.
a. Fewer; less
b. Fewer; more
c. More; more
d. No; less
38.All exports are controlled by the government of the country ____________.
a. Where they are shipped.
b. Where they are produced.
c. Where the raw materials were received.
d. All of the above
39.Detailed outlines of the items in the negotiation process that need to be constantly observed,
analyzed, and evaluated include which of the following?
a. Physical location of the negotiations
b. Agenda or policy issues in the negotiation
c. Preliminary statements and limitation consideration
d. All of the above
40.Which of the following is an objective of NAFTA?
a. To promote fair competition.
b. Reduce the amount of money needed for investors.
c. To allow companies to operate globally without the concern of violating another
country’s work laws.
d. None of the above
41.Nonverbal messages, such as body language, space, and gift giving that can impede the
negotiation process is an example of?
a. Perceptual noise
b. Disruptive noise
c. Cultural noise
d. Nonverbal noise
42.Balanced authority?
a. Allows each partner to share the decision making role.
b. Exists when two different people hold opposing views which balance each other
out.
c. Allows the decisions to be made after weighing different options.
d. Allows a person to distribute power in a balanced manner to others in the
organization.
43.A positive side of using interpreters and translators is?
a. The translator can anticipate the other cultures reaction and alter the message
accordingly.
b. There is another party involved which can help mediate any arguments that may
arise.
c. You have more time to think about your next statement while your previous
statement is being translated.
d. None of the above
44._____________are maneuvers used for gaining advantage.
a. Mediation
b. Tactics
c. Business positions
d. None of the above
45.________________are zones of international commerce where the foreign or domestic
merchandise may enter without formal customs duties.
a. Free trade zones
b. No barrier zones
c. Trade blocs
d. A & C
e. All of the above
46.According to Graham and Herberger which of the following is not a characteristic of the U.S.
style of negotiation?
a. “I can handle this by myself” (to express individualism)
b. “Address me as Mr. or Ms.” (to appear professional)
c. “Speak up; what do you think?” (to avoid silence)
d. All of the above are characteristics
47.For negotiations to be considered successful, it should?
a. Allow both parties to gain something.
b. Allow a decision to be made swiftly.
c. Allow the negotiator ample time to discuss the conditions to both parties.
d. None of the above
48._________________ culture has a sense of pride that is sometimes interpreted as supremacy
when conducting business.
a. French
b. German
c. Japanese
d. None of the above
49.Some face-to-face negotiation behaviors include?
a. Counterproposals
b. Argument dilution
c. Irritators
d. All of the above
50.Which of the following best describes common interest?
a. Considers that both parties in the negotiation share, have, or want something that
the other party has.
b. Outcomes which both parties are satisfied with.
c. Allows both parties to discuss openly about a common subject.
d. All of the above
51.______________ promotes intellectual property rights worldwide and currently administers
23 treaties for 185 member nations.
a. Property Right of the World
b. International property Association
c. World Property Rights
d. World Intellectual Property Organization
52.Which of the following is not one of the four governance structures?
a. Market governance
b. Unified governance
c. Universal governance
d. Bilateral governance
53.Foreign Corrupt Practices Act of 1977
a. Requires U.S. companies to account for and report international transactions
accurately and prohibits bribes that are used to gain a business advantage.
b. Requires the duty-free import of equipment, machinery, and materials to assemble
parts of products that are used by the home company.
c. Requires that foreign trade be conducted according to the guidelines outlined by
this act.
d. All of the above
54.Which is one of the three dimensions of negotiation ethics?
a. Means/ends
b. Relativism/absolutism
c. Truth telling
d. All of the above
55.__________________ are rules for the relationship between legal entities and the state that do
not have national status, such as private corporations.
a. Quasi-international laws
b. Macaulay’s Thesis
c. Sanctions
d. None of the above
56.Antidiversion requirements
a. Must state the address at which the company participating in the negotiation is
located.
b. States that the bill of lading and the invoice must clearly display that the carrier
cannot divert the shipment to a country the U.S. government considers restricted.
c. Cannot participate in negotiation with a company that is located outside of the
regulations and laws of the U.S. government.
d. All of the above
57.______________ requires federal licensing of technical information in business
correspondence.
a. Arms Export Control Act of 1968
b. Trading with the Enemy Act of 1917
c. Export Administration Act of 1968
d. International Emergency Economic Powers Act of 1977
58.The world, with ____ nations, has numerous laws that affect international business.
a. 209
b. 191
c. 199
d. 185
59.Which act states, each nation can legally do as it wishes within its own boundaries without
interference from other nations?
a. Global Rights Act
b. Act of State Doctrine
c. Reigning Nation Act
d. Act of Homeland Boundaries
60.Which is a body of the United Nations that provides a way to settle international
disagreements between countries rather than corporations?
a. International Court of Justice
b. Global Justice court
c. Justice International
d. Court of the World
61.Discuss the negotiation process and describe three components that may hinder intercultural
negotiation.
