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Exam 19: Negotiating With International Customers, Partners, and Regulators

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Question 21

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With respect to verbal negotiation tactics,negotiators from which of the following countries would use promises most often as part of a negotiation style?

A) Japan
B) China
C) United Kingdom
D) France
E) United States

F) A) and C)
G) B) and D)

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Question 22

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The first step in leading to a more efficient and effective international business negotiation is to __________________.

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Question 23

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The verbal negotiation study presented in the text concludes:

A task-related information exchange implies a two-way communication process.

The text mentions twelve different verbal negotiation tactics that are classed as bargaining behaviors (stances).Pick any four of these and explain the tactic.

Negotiators from which of the following Asian countries have,as negotiation characteristics,a high incidence of facial gazing,asking few questions,and providing more detailed information (self-disclosures) about themselves than their other Asian counterparts?

A general conclusion of the verbal negotiating tactics data in the text suggests that variation across cultures is greatest when comparing nonlinguistic aspects of language and verbal behaviors.

Americans must gauge the quality of a business relationship in negotiations.According to the text,which of the following is an important signal of progress in that business relationship?

In negotiations,Japanese businesspeople value speaking one's mind and buyer/seller relationships tend to be horizontal.

Amos Russell is about to enter into a business negotiation with a foreign company for the first time and is unsure as to the normal and expected sequence of events.Write a short paragraph for Mr.Russell that would indicate the four phases that most negotiations follow and what he might expect at each stage.Be specific in your comments.

In most places in the world,particularly in relationship-oriented cultures,__________ and ______________are not separate issues.

The single most important activity of negotiations is:

Physical arrangements for negotiations can affect cooperativeness in subtle ways.Which of the following are most sensitive to the physical arrangements of the negotiations?

_____________ (country)is clearly near the bottom of the languages skills list.

The power in negotiations is best measured by the notion of the best alternative to a negotiated agreement (BATNA).

One of the aspects of a negotiation setting that should be manipulated is location.

Negotiators from which of the following countries are characterized as have negotiation behavior that is most similar to that of the United States?

According to the authors of a famous book on business negotiations,every negotiator has two kinds of interests,________________ and ________________.

Tabitha always checks the Monday sports page before an important business negotiation.She wants to be able to make small-talk before getting into detailed negotiations.Tabitha is preparing herself for:

Americans must gauge the quality of a business relationship in negotiations.According to the text,which of the following is an important signal of progress in that business relationship?