Which of the following is true about Arab negotiators?

Which of the following is true about Arab negotiators?

A. Arab negotiators do not use conferences as mediating devices
B. Arab negotiators generally use factual rather than affective devices
C. Arab negotiators prefer short-term relationships to long-term relationships
D. Arab negotiators use mediators to settle disputes


Answer: D. Arab negotiators use mediators to settle disputes

Arab negotiators will most likely make concessions because of their interest in __________

Arab negotiators will most likely make concessions because of their interest in __________

Answer: forming long-term relationships

Which of the following is true about the negotiating tactics used by the Russians?

Which of the following is true about the negotiating tactics used by the Russians?

A. they are quick decision makers
B. the believe that "time is money"
C. they stall for time
D. they are outwardly expressive


Answer: C. they stall for time

In the __________ culture, negotiators tend to use the word "no" repeatedly, and they are best described as spontaneous and talkative.

In the __________ culture, negotiators tend to use the word "no" repeatedly, and they are best described as spontaneous and talkative.

Answer: Brazilian

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?

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?

A. China
B. Sweden
C. Russia
D. United States


Answer: B. Sweden

What forms the basis for the enforcement of most business contracts in Mexico and China?

What forms the basis for the enforcement of most business contracts in Mexico and China?

Answer: personal commitments to individuals

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?

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?

A. Chinese
B. Arabs
C. Americans
D. Mexicans


Answer: A. Chinese

T/F Many Arab negotiators, following Islamic tradition, use mediators to settle disputes

T/F Many Arab negotiators, following Islamic tradition, use mediators to settle disputes

Answer: True

When preparing for cross-cultural negotiations, managers should first evaluate their own negotiation styles in order to __________

When preparing for cross-cultural negotiations, managers should first evaluate their own negotiation styles in order to __________

Answer: determine how they differ from the norm in other countries

Which of the following is most likely to be true about negotiators in the Far East?

Which of the following is most likely to be true about negotiators in the Far East?

A. negotiators avoid building relationships
B. negotiators approach issues in a holistic manner, deciding on the whole deal at the end
C. negotiators begin the discussions by pointing out proposals that they are prepared to accept
D. negotiators are particular about formal contracts and insist on specific clauses


Answer: B. negotiators approach issues in a holistic manner, deciding on the whole deal at the end

T/F during the stage of concessions and agreement, Russians and Chinese generally take extreme positions

T/F during the stage of concessions and agreement, Russians and Chinese generally take extreme positions

Answer: False

Which of the following is most likely a subtle and complex behavior that makes cross-cultural negotiations difficult?

Which of the following is most likely a subtle and complex behavior that makes cross-cultural negotiations difficult?

A. developing goals of negotiation
B. nonverbal communication
C. exchanging objective information
D. employing information technology


Answer: B. nonverbal communication

In the American culture, which of the following is most likely to be considered a "dirty trick" during cross-cultural negotiations?

In the American culture, which of the following is most likely to be considered a "dirty trick" during cross-cultural negotiations?

A. establishing personal relationships
B. deliberately distorting facts
C. kinesics behavior
D. exchanging irrelevant information


Answer: B. deliberately distorting facts

Which of the following terms refers to general, polite conversation and informal communication before meetings?

Which of the following terms refers to general, polite conversation and informal communication before meetings?

A. task sounding
B. cultural noise
C. kinesics behavior
D. nonverbal behavior

Answer: A

One of the primary purposes of relationship building during the negotiation process is to __________

One of the primary purposes of relationship building during the negotiation process is to __________

Answer: build mutual trust

____ 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.

____ 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.

Answer: relationship building

T/F the relationship-building process during negotiation is over as soon as a negotiation is done exchanging task-related information.

T/F the relationship-building process during negotiation is over as soon as a negotiation is done exchanging task-related information.

Answer: False

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.

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.

Answer: True

Which of the following variables is LEAST relevant to the profile of an opposing party in a cross-cultural negotiation?

Which of the following variables is LEAST relevant to the profile of an opposing party in a cross-cultural negotiation?

A. bases of trust
B. value and uses of time
C. risk-taking propensity
D. location of the negotiation

Answer: D

Which of the following is one of the stages of the negotiation process?

Which of the following is one of the stages of the negotiation process?

A. preparation
B. link building
C. feedback
D. orientation

Answer: A