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51) Which approach is usually adopted by Westerners when faced with a complex negotiation
task?
A) dividing the large task into a series of smaller tasks
B) analyzing the task in a holistic manner with foreign and domestic experts
C) discussing all issues at once, in no apparent order
D) making larger than normal concessions in a bid to push the deal through
E) buying time by tackling peripheral issues first, and then tackling the main task
52) What is true regarding the decision-making processes in international business negotiations?
A) Asian negotiators prefer to break up a complex, large task into a series of smaller tasks.
B) The American approach to a complex negotiation task is to discuss all issues at once, in no
apparent order.
C) American negotiators tend to make larger concessions after agreements are announced.
D) Americans tackle issues such as prices, delivery, and warranty one at a time, with the final
agreement being the sum of smaller agreements.
E) The Western sequential approach and the Eastern holistic approach to decision-making are
found to complement each other.
53) What is true of the decision-making process with respect to the American and Japanese
negotiators?
A) The Western sequential approach and the Eastern holistic approach are found to mix well.
B) Americans often make unnecessary concessions right before agreements are announced by the
Japanese.
C) All issues are discussed at once by the Americans, in no apparent order, and concessions are
made on all issues at the end of the discussion.
D) American managers find it easy to measure the progress of negotiations with their Japanese
counterparts.
E) When negotiating with the Japanese, Americans find that the progress of negotiations is
closely linked to the number of issues resolved.
54) Which statement reflects the decision-making style of the Americans in business
negotiations?
A) A business negotiation is an opportunity to develop a business relationship with the goal of
long-term mutual benefit.
B) The economic issues are the context, not the content, of the business negotiation talks.
C) A business negotiation is a problem-solving activity, the best deal for both parties being the
solution.
D) Business issues are discussed at once, in no apparent order, and concessions are made on all
issues at the end of the discussion.
E) Interpersonal and interorganizational bonds take precedence over the bottom line in business
negotiations.
55) What do Americans consider to be a signal of progress in a business negotiations with
foreigners?
A) absence of questions on specific areas of a deal
B) a hardening of attitudes and positions on some issues
C) a lesser frequency of talk among themselves in their own language
D) higher-level foreigners being included in the discussions
E) decreased bargaining and use of the higher-level and formal channels of communication
56) Fred, a purchasing manager at a department store in the United States, is engaged in
negotiations with a Brazilian supplier. What behavior would indicate that Fred has been making
progress in the negotiations with the Brazilians?
A) decreased bargaining by the Brazilians
B) the involvement of Brazilian executives of lower ranks to continue the discussions
C) a noticeable decrease in instances of private conversations among the Brazilians
D) questions by Brazilians that focus primarily on the more general areas of the deal
E) a softening of attitudes and positions by the Brazilians on some of the issues
57) What is the first step toward initiating efficient and effective international business
negotiations?
A) managing preliminaries such as training and location of talks
B) preparing and manipulating negotiation settings
C) selecting an appropriate negotiation team
D) managing the process of negotiations
E) following up on procedures and practices
58) Global business success is the result of many factors, including
A) standardization rather than customization of negotiation procedures across all cultures.
B) the emergence of the English language as the chief medium of negotiations.
C) increased homogenization of cultures across the world.
D) the availability of large numbers of skillful international negotiators.
E) avoidance of the use of technology in all areas related to business negotiations.
59) Which trait is important for marketing executives involved in international negotiations and
technical experts who accompany them?
A) optimism
B) altruism
C) resistance
D) culturally apathy
E) aggressiveness
60) In studies conducted at Ford Motor Company and AT&T, three traits were found to be
important predictors of negotiator success with international clients and partners, including
A) ability to function without team assistance.
B) influence at headquarters.
C) appreciation of external factors in negotiations.
D) ability to command attention from an audience.
E) willingness to take on additional responsibilities.
61) Americans often make the mistake of going it alone against a greater number of foreigners in
business negotiations. This is likely related to what American trait?
A) collectivism
B) chivalry
C) information-orientation
D) pragmatism
E) independence
62) What factor can get in the way of American team negotiations?
A) cultural heritage of interdependence and collectivism
B) emphasis on careful note taking and training via observation
C) compensation schemes that overly emphasize individual performance
D) preference for split commissions for negotiation teams
E) hierarchical structures of American organizations
63) In relationship-oriented cultures, ________ speaks quite loudly in both persuasion and the
demonstration of interest in a business relationship.
A) the bottom line
B) profit
C) team strength
D) secrecy
E) rank
64) The single most important activity of international business negotiations is
A) organization.
B) listening.
C) presentation.
D) etiquette.
E) self-disclosure.
65) An international business negotiator's primary job is collecting information with the goal of
enhancing creativity. Which step may be taken during a meeting to ensure that the negotiator is
able to do his job well?
A) appointing different members of the team to provide self-disclosures and appropriate replies
to queries
B) bringing along junior executives for the purpose of training through observation and
participation
C) providing additional information to the other party when all the members fall silent during the
meeting
D) assigning one team member the sole responsibility of taking careful notes and not worrying
about speaking
E) including higher-rank executives and using informal channels of communication
66) Why is it important to bring along a senior executive to an international business
negotiation?
A) Influence at headquarters is crucial to success.
B) The flexible position of the organization is indicated.
C) The specific technical details of the deal can be discussed.
D) Information can be collected through note taking with the goal of enhancing creativity.
E) A larger number of nodding heads can reduce influence.
67) ________ should not be used as a selection criterion for international negotiation teams.
A) Stamina
B) Maturity
C) Ethnicity
D) Breadth of knowledge
E) Gender
68) In the context of international business negotiations, even in countries where women do not
participate in management, American female negotiators are first treated as
A) distractions.
B) ignorant people.
C) inappropriate.
D) foreigners.
E) inexperienced people.
69) With respect to the roles of men and women in international business negotiations,
A) in general, women are more comfortable speaking up in a meeting than men to maintain
intimacy with their foreign counterparts.
B) men are more comfortable talking one-on-one than women, owing to the social stigma
associated with such practices.
C) the negotiation style of American women is a lot closer to that of the Japanese than that of
American men.
D) in countries where women do not participate in management, American female negotiators
are first considered incompetent.
E) it is not particularly important for female executives to establish personal rapport at
restaurants and other informal settings.
70) In the context of international negotiations, what is found to be lacking in the curricula of
most schools of diplomacy?
A) language skills
B) diplomatic history and international relations
C) foreign policies
D) social and diplomatic skills
E) cultural differences in communication styles
71) Ford's program for managers working with Japanese, "Managing Negotiations: Japan,"
includes
A) classes in the Japanese language.
B) training in overcoming Japanese cultural traits.
C) tapes of past negotiation mistakes.
D) face-to-face practice with Japanese negotiators.
E) rehearsals of upcoming negotiations.
72) What action must be taken by a negotiator before international negotiations begin?
A) asking questions on specific areas of the deal
B) planning concession strategies
C) making concessions before reaching an agreement
D) rushing the foreign negotiator to come to a decision
E) relying only on information obtained from external sources
73) Mike had been negotiating with a Japanese company for distribution rights for five days. He
was afraid he was going to lose the contract, so at the last minute he decided to lower the price.
They accepted the next day. What mistake did Mike make?
A) He should have come in with a low price at the outset.
B) He should have had a written concession plan before he began the negotiation.
C) He should have given the Japanese negotiators a menu of options including the lower price.
D) He should have avoided all concessions.
E) He should have deferred to his superiors.
74) What skills typically top the list of international negotiator traits?
A) preparation and planning
B) observational and oratory
C) linguistic and social
D) persuasion and intellectual
E) informational and interpretation
75) In Getting to Yes, the notion of ________ relates to how power in negotiations is best
measured.
A) what you negotiate is what you get
B) a face-to-face communication
C) the best alternative to a negotiated agreement
D) the failure to listen during negotiations
E) a standard for business negotiations
76) Even small companies can possess great power in negotiations if they have
A) little influence at headquarters.
B) a larger negotiating team.
C) more to lose and less to gain from a deal.
D) more good alternatives than their large-company counterparts.
E) the advantage of negotiating in a foreign land.
77) Which aspect of the negotiation setting is an important consideration as it may eventually
determine legal jurisdiction if disputes arise?
A) preliminary research
B) communications channels
C) number of participants
D) number of translators
E) location
