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78) Which statement regarding the physical arrangements of an international negotiation setting
is true?
A) Russians prefer to talk to everyone separately, and once everyone agrees, to schedule
inclusive meetings.
B) Japanese tend toward a cumulative approach, meeting with one party and reaching an
agreement, then both parties calling on a third party.
C) In high-context cultures, the physical arrangements of rooms are taken casually.
D) Americans tend to want to get everyone together to quickly reach an agreement even if
opinions and positions are divergent.
E) Americans adopt a formal approach to seating and room arrangement.
79) Which method is the most efficient way to communicate with clients and partners in places
like Mexico, Malaysia, and China?
A) conversation over a long dinner
B) negotiation through video-conferencing
C) conversation over a phone call
D) negotiation through e-mail
E) negotiation with lower- and mid-ranking executives
80) Which aspect of international business negotiations is considered to be the most difficult?
A) agreeing on the number of participants in the negotiation
B) finding the best alternative to a negotiated agreement
C) actual conduct of the face-to-face meeting
D) deciding on the location and physical arrangements
E) selection of the appropriate negotiation team
81) ________ includes all those activities that might be described as establishing rapport, but it
does not include information related to the "business" of a meeting.
A) Persuasion
B) Concessions and agreement
C) Negotiation setting
D) Task-related exchange of information
E) Nontask sounding
82) An American buyer is negotiating with a British supplier for the purchase of raw materials
for production of heavy machinery in the United States. Before exchanging any information
pertaining to the business of the meeting, he spends a few minutes talking to the British
negotiator on topics such as World Cup soccer, the recently concluded general elections, and the
English weather. The American buyer is engaging in the first stage of a business negotiation
known as
A) chit chat.
B) nontask sounding.
C) setting an agenda.
D) assessment of business terms.
E) appraisal of current affairs.
83) What is one of the objectives of engaging in nontask sounding?
A) determining if a client's attention is focused on business
B) obtaining negative feedback on information supplied
C) draining information from one's negotiation counterparts
D) handling objections
E) preventing loss of face
84) What aspect of nontask sounding most likely differs between the Americans and the
Chinese?
A) topic of discussion
B) determining the trustworthiness of a client
C) learning about the culture of a client
D) duration of the nontask sounding process
E) goals and objectives
85) Which method can be used to minimize the inevitable errors that crop up while exchanging
information across language barriers?
A) using silent periods more frequently
B) prolonging the duration of nontask sounding
C) using more promises and recommendations instead of threats and warnings
D) agreeing to use a common language for communication
E) using multiple communication channels during presentations
86) ________ negotiators are often reluctant to voice objections during negotiations lest they
damage the all-important personal relationships.
A) Mexican
B) American
C) German
D) British
E) Israeli
87) ________ negotiators are more likely to provide brutally frank negative feedback to foreign
presenters.
A) American
B) Japanese
C) Chinese
D) German
E) Mexican
88) In business negotiations, the most powerful persuasive tactic is to
A) provide more promises and recommendations.
B) enforce more punishments and use more commands.
C) use more self-disclosures.
D) ask more questions.
E) offer more rewards and normative appeals.
89) What is one of the two obstacles to inventive negotiation techniques for Japanese
negotiators?
A) individualism
B) civility
C) frankness
D) hierarchy
E) relative integration
90) What step should be taken once negotiators have "gotten to yes" in order to generate new
ideas and improve the business relationship?
A) change the provisions of the signed contract.
B) conduct a formal signing ceremony.
C) schedule a review of the agreement.
D) maintain a flow of communication through letters.
E) push for signing of the next business deal.
91) Explain the meaning of this sentence: Negotiations are not conducted between national
stereotypes.
92) What are the four kinds of problems caused by cultural differences in international business
negotiations? Give examples of how misunderstandings could occur for each one.
Answer: Cultural differences cause four kinds of problems in international business
negotiations, at the levels of language, nonverbal behaviors, values, and thinking and decision-
93) Give a brief description of the styles of negotiation of the Japanese, the Koreans, and the
French.
94) Compare and contrast approaches to complex negotiation tasks between Westerners and
Asians.
Answer: When faced with a complex negotiation task, most Westerners divide the large task up
into a series of smaller tasks. Issues such as prices, delivery, warranty, and service contracts may
95) How should American businesspeople approach the decision-making process in negotiations
with their Asian counterparts? What are the important signals of progress in a business
negotiation?
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96) Name three traits that are important when selecting international business negotiators, and
explain why how these traits may increase the chances for success.
97) Name three reasons why team work is particularly important for American negotiators.
Answer: Willingness to use team assistance is particularly important for American negotiators.
Because of a cultural heritage of independence and individualism, Americans often make
the mistake of going it alone against greater numbers of foreigners. One American sitting
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98) List the seven aspects of the negotiation setting that must be manipulated ahead of time, if
possible.
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99) Compare the American and Japanese approaches during the four stages of business
negotiations.
Answer: A comparison of the American and Japanese approaches during the four stages of
business negotiations is given below:
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100) What is the importance of follow-up communications and procedures in international
business negotiations, and what are some ways to manage this?
