Chapter 13 International Negotiation and Cross-Cultural Communication
MULTIPLE CHOICE
1. International negotiation
a.
Is the process of making business deals across national and cultural boundaries.
b.
Is less complex than domestic negotiation.
c.
Can be successful regardless of ease of communication.
d.
All of the above
2. All of the following are true about international negotiation EXCEPT
a.
International negotiations are more complex than domestic negotiations.
b.
Differences in national cultures and differences in political, legal, and economic systems
often separate potential business partners.
c.
Most successful international negotiators use their home country negotiation styles.
d.
All of the above are true.
3. The Whorf hypothesis
a.
Suggests that language determines the nature of culture.
b.
Suggests that nonverbal communication determines cultural patterns.
c.
Culture comes first and requires the development of certain concepts and thus certain
words.
d.
None of the above
4. High context languages
a.
Are languages in which people state things directly and explicitly.
b.
Include most northern European languages including German, English, and the
Scandinavian languages.
c.
Are languages in which people state things indirectly and implicitly.
d.
Are languages where the words provide most of the meaning.
5. Languages in which people state things directly and explicitly where the words provide most of the
meaning are
a.
Moral languages.
b.
High context languages.
c.
Low context languages.
d.
None of the above
6. Which of the following statements is true regarding high context languages?
a.
Most Northern European languages, including German, English, and the Scandinavian
languages are high context languages.
b.
Words provide most of the meaning in high context languages.
c.
In high context languages, what is left unsaid is often as important as what is said.
d.
All of the above are true.
7. The degree of formal communication refers to
a.
Whether people speak directly or indirectly.
b.
Communication without words.
c.
Communication through formal body movements.
d.
None of the above
8. Nonverbal communication
a.
Is part of face-to-face communication.
b.
Occurs through such things as body posture, facial expression, hand gestures, and the use
of personal space.
c.
May also create (purposefully or not) situations that make a negotiator uncomfortable.
d.
All of the above
9. Kinesics is
a.
Communicating through body movements.
b.
A form of verbal communication.
c.
Focuses on how people use space to communicate.
d.
The type of touching that is deemed appropriate in different cultures.
10. Proxemics
a.
Refers to the use of body movements to communicate.
b.
Represents the degree of formality in communication styles.
c.
Means communicating with and without words.
d.
Focuses on how people use space to communicate.
11. Touch
a.
Is related to proxemics and is a basic form of human interaction.
b.
Refers to communication through body movements.
c.
Represents the degree of directness in communication.
d.
Is similar to kinesics.
12. Attribution
a.
Is the process by which we interpret the meaning and intent of spoken words or nonverbal
exchanges.
b.
Is communication through body movements.
c.
Focuses on how people use space to communicate.
d.
A form of verbal communication.
13. When communicating with nonnative speakers, which of the following would make communication
harder and less accurate?
a.
Strictly following basic rules of grammar
b.
Using words that have numerous alternative meanings
c.
Using slang
d.
Using most common words with their most common meanings
14. Gathering of extensive information on the negotiation issues, on the setting in which the negotiation
will take place, and on the firm and people involved occurs in which stage of the steps in international
negotiation?
a.
Preparation
b.
Building the relationship
c.
Persuasion
d.
Concession
15. In the relationship building stage of the International Negotiation Process
a.
The negotiator focuses seriously on business issues.
b.
Usually takes place at the formal negotiation place.
c.
Is not as important as the other steps.
d.
None of the above
16. All of the following are true about the steps in the Negotiation Process EXCEPT
a.
Although each international negotiation is unique and may combine two or more steps or
repeat some, the negotiation process involves five steps leading to the final step, an
agreement.
b.
The negotiation steps include preparation, building the relationship, exchanging
information and the first offer, persuasion, and the agreement.
c.
Most experts agree that the process of international negotiation includes several steps.
d.
All of the above are true.
17. At the __________ stage in the negotiation, both parties exchange the specifics of their needs for the
agreement.
a.
Exchanging Information and the First Offer
b.
Building the relationship
c.
Persuasion
d.
Concession
18. All of the following are true about the Exchanging Information and the First Offer Step of the
International Negotiation process EXCEPT
a.
Both parties exchange information on their needs for the agreement.
b.
Parties exchange information that is task-related.
c.
Both sides usually present their final offer.
d.
Both sides present offers that often differ from what they hope to achieve eventually.
19. In the _____ stage, each side in the negotiation attempts to get the other side to agree to its position.
a.
Exchanging Information and the First Offer
b.
Building the relationship
c.
Persuasion
d.
Concession
20. All of the following is true about the persuasion stage EXCEPT
a.
Each side in the negotiation attempts to get the other side to agree to its position.
b.
It is the heart of the negotiation processes.
c.
Numerous tactics are available to international negotiators to persuade the other side.
d.
The emphasis and mix of tactics do not vary by the cultural background of the negotiators.
21. Dirty Tricks in International Negotiations refer to
a.
The most common tactics in international negotiations that people use to gain an upper
hand.
b.
Negotiation tactics that pressure opponents to accept unfair or undesirable agreements or
concessions.
c.
Face-to-face communication that is not oral.
d.
None of the above
22. Deliberate deception, one example among some common ploys in international negotiations, refers to
a.
Negotiators presenting flagrant untruths either in the facts they present or in their
intentions for the negotiation.
b.
Negotiators waiting to the last minute before the international negotiation team plans to go
home.
c.
Negotiators making an agreement then reveal that it must be approved by senior managers
or the government.
d.
One negotiator acting agreeable and friendly while his or her partner makes outrageous or
unreasonable demands.
23. Negotiators who make an agreement and then reveal that it must be approved by senior managers or
the government is an example of which type of dirty trick?
a.
Escalating authority
b.
Good guy, bad guy routine
c.
You are wealthy and we are poor
d.
Old friends
24. If negotiators are using deliberate deception as a dirty tricks, the best way to deal with the deception is
a.
Not to make any concessions.
b.
To ignore the ploy and focus on the agreement.
c.
To not reveal your negotiation plans.
d.
To point out directly what you believe is happening.
25. All of the following are true about the final agreement EXCEPT
a.
The final agreement is the signed contract, agreeable to all sides.
b.
Successful negotiations do not necessarily result in the final agreement.
c.
The final agreement must be consistent with the chosen legal system or systems.
d.
All of the above are true.
26. The sequential approach to concession-making
a.
Is very popular in Asian cultures.
b.
Is similar to the holistic approach.
c.
Implies that concession making begins only after all participants discuss all issues.
d.
Implies that negotiators expect each side to give and take on individual issues in sequence.
27. All of the following are true about the holistic concession-making approach EXCEPT
a.
Is very popular in Asian cultures.
b.
Each side makes very few, if any, concession during discussions of each point in potential
agreement.
c.
Implies that concession making begins only after all participants discuss all issues.
d.
Implies that negotiators expect each side to give and take on individual issues in sequence.
28. In competitive negotiation
a.
Negotiators seek out mutually satisfactory ground that is beneficial that allows both
companies to win.
b.
Competitive negotiators view the negotiation as a win-win game.
c.
Competitive negotiators use dirty tricks and any plot that leads to their advantage.
d.
Competitive negotiators search for possible win situations where the outcome of the
negotiation is mutually satisfactory to both sides.
29. __________ negotiators search for possible win-win situations where the outcome of the negotiation is
mutually satisfactory to both sides.
a.
Problem-solving
b.
Concession-making
c.
Competitive
d.
None of the above
30. All of the following are personal characteristics of the successful international negotiator EXCEPT
a.
Be a competitive negotiator.
b.
Can tolerate ambiguous situations.
c.
Has stamina, good sense of humor.
d.
Is flexible, creative, curious, and can empathize.
31. Olfactics
a.
Is the use of smells as a means of nonverbal communication.
b.
Refers to communication through eye contact or gazing.
c.
Communication through the use of space.
d.
Communication through body contact.
32. Communication through eye contact or gaze is known as
a.
Proxemics.
b.
Haptics.
c.
Oculesics.
d.
Olfactics.
33. Which of the following is NOT one of the suggestions for proper use of interpreters?
a.
Spend time with the interpreter so that he/she can understand your accent.
b.
Insist on minimization of interruptions and have the interpreter translate after you end each
statement.
c.
Go over technical and other complex issues with your interpreter.
d.
Request that your interpreter apologizes for your inability to speak the local language.
34. Which phase of the negotiation process consists of an evaluation of the success of the completed
negotiation?
a.
The post relationship building phase
b.
The agreement phase
c.
The post agreement phase
d.
The performance feedback phase
35. Which one of the following is NOT one of the personal success characteristics of successful
international negotiators as discussed in the text?
a.
Tolerance of ambiguity and curiosity
b.
Focus on achieving negotiation goals without making concessions
c.
Flexibility, creativity, and sense of humor
d.
All of the above are personal success characteristics
36. Haptics
a.
Refers to communication through body contact.
b.
Refers to communication through smell.
c.
Refers to communication through eye contact.
d.
None of the above
37. Which of the following represents one possible solution to the “Old Friends” dirty trick?
a.
Ignore the ploy and focus on mutual benefits.
b.
Keep a psychological distance that reflects the true nature of the relationship.
c.
Walk out of negotiations.
d.
Reveal when you plan to leave negotiations.
38. Which of the following regarding proxemics is FALSE?
a.
Proxemics focuses on how people use space to communicate.
b.
North Americans are more comfortable with a personal bubble of space of 20 inches.
c.
Latin and Arab cultures prefer closer spacing than North Americans.
d.
North Americans prefer closer spacing than the Latin and Arab cultures.
39. Which of the following statements regarding interpreters is FALSE?
a.
The interpreter’s role is to provide a simultaneous translation of a foreign language while a
person is speaking.
b.
Good interpreters have the technical knowledge and vocabulary to deal with such details
common in business transactions.
c.
Interpreters are not needed if some of the negotiators can understand both languages.
d.
All of the above are true.
40. Which of the following statements regarding formal communication is FALSE?
a.
U.S. Americans have the highest degree of formal communication.
b.
Compared to the U.S., most other business cultures acknowledge rank and titles when
addressing each other.
c.
There is more formality of dress for both genders for most other cultures compared to the
U.S.
d.
All of the above are true.
ESSAY
1. Discuss the steps in the negotiation process. Which step is at the heart of the process and why?
2. Compare and contrast the two basic negotiation strategies. Which would you prefer to use, and why?
3. What is the difference between a high- and a low-context language? Discuss some of the potential
problems a person with a low-context language may face when negotiating with people from a high-
context language.
4. Provide an example of how nonverbal negotiation tactics may be interpreted differently by people of
varying cultural backgrounds.
5. What is the Whorf hypothesis? Explain.
6. Identify some cultural differences in body movements (kinesics). How might these influence a
negotiation session?
7. Identify and describe some common dirty tricks in international negotiation. What can be done to
counteract these dirty tricks?
8. Describe several forms of nonverbal communication. If you were a negotiator, how might you prepare
for differences in these forms?
9. What are interpreters? What can managers do to ensure appropriate use of interpreters?
