Arab negotiators will most likely make concessions because of their interest in __________
Answer: forming long-term relationships
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International Management
- Which of the following is true about Arab negotiators?
- Which of the following is true about the negotiating tactics used by the Russians?
- In the __________ culture, negotiators tend to use the word "no" repeatedly, and they are best described as spontaneous and talkative.
- In which of the following countries do people typically begin the concessions and agreement stage of negotiation with what they are prepared to accept rather than take extreme positions?
- What forms the basis for the enforcement of most business contracts in Mexico and China?
- During the exchange of task-related information, who among the following people would most likely ask many questions of their counterparts, delve specifically and repeatedly into the details at hand, and provide only vague and ambiguous material during a presentation?
- T/F Many Arab negotiators, following Islamic tradition, use mediators to settle disputes
- When preparing for cross-cultural negotiations, managers should first evaluate their own negotiation styles in order to __________
- Which of the following is most likely to be true about negotiators in the Far East?
- T/F during the stage of concessions and agreement, Russians and Chinese generally take extreme positions
- Which of the following is most likely a subtle and complex behavior that makes cross-cultural negotiations difficult?
- In the American culture, which of the following is most likely to be considered a "dirty trick" during cross-cultural negotiations?
- Which of the following terms refers to general, polite conversation and informal communication before meetings?
- One of the primary purposes of relationship building during the negotiation process is to __________
- ____ is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.
- T/F the relationship-building process during negotiation is over as soon as a negotiation is done exchanging task-related information.
- T/F relationship building is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.
- Which of the following variables is LEAST relevant to the profile of an opposing party in a cross-cultural negotiation?
- Which of the following is one of the stages of the negotiation process?
- A French businessman has a meeting scheduled with a Brazilian to negotiate terms of a joint venture. The Frenchman prepares for the meeting in the way he always does when negotiating with French firms. The Frenchman assumes that the Brazilian will perceive and reason the way he does. What term best describes the Frenchman's mistake?
- For long-term positive relations, the goal of negotiation should most likely be to ____________
- Which of the following is most likely to be a reason for ineffective international business negotiations?
- Which of the following terms refers to the process by which two or more parties meet to try to reach an agreement regarding conflicting interests?
- Jerry, a representing U.S. firm, is sent to Saudi Arabia to negotiate his company's contracts. Which of the following should Jerry keep in mind when negotiating with the Arabs?