Question 1

Cultures differ with respect to their values and beliefs.In negotiation,sacred values refer to:

Accepted Answer

A)  the values prevalent in individualistic cultures
B)  the customs and beliefs that change frequently
C)  the beliefs that people regard to be so fundamental that they are not discussable or debatable
D)  the values that can make your counterparty highly competitiveE) B) and C)
F) None of the above

Question 2

In some cases,intercultural negotiations may fail,not because negotiators stay anchored to their own cultural assumptions and styles,but rather because they try to adjust to their counterparty's cultural assumptions about negotiating,also known as __________.

Accepted Answer

A)  an attribution error
B)  the quality of communication experience
C)  naïve realism
D)  schematic overcompensationE) A) and B)
F) A) and C)

Question 3

When football fans watch a game,they believe the other side commits more infractions on the field than does their own team.This favoritism can best be termed:

Accepted Answer

A)  the affiliation bias
B)  ethnocentrism
C)  marginalization
D)  fundamental attribution errorE) A) and B)
F) A) and C) A

Question 4

Consider Exhibit 10-6.How is power distance related to individualism and collectivism?

Accepted Answer

In Exhibit 10-6,coun...

Question 5

Which of the following best describes the differences between individualism and collectivism as cultural values in negotiation?

Accepted Answer

A)  Individualists focus on relationships; collectivists focus on money
B)  Individualists see themselves as autonomous entities; collectivists see themselves in relation to others
C)  Individualists prefer to work in groups; collectivists prefer to work alone
D)  Individualists are cooperative; collectivists are competitiveE) A) and C)
F) B) and C)

Question 6

Culture is defined as the personality of a group.A group who is concerned about how the results of their behaviors affect the other in-group members,share resources with in-group members,and feel interdependent with in-group members hold what type of cultural value?

Accepted Answer

A)  Individualism
B)  Egalitarianism
C)  Collectivism
D)  DispositionalismE) All of the above
F) A) and B)

Question 7

What are some key differences between individualistic and collectivistic cultural values? What are the implications for negotiation?

Accepted Answer

People in individualistic cultures give ...

Question 8

With regard to resolving conflict in collectivistic cultures,what statement is most true?

Accepted Answer

A)  Disputants see large distances between those in the upper part of the social structure and those in the lower part of that structure and prefer high status people to resolve disputes for low status people
B)  Disputants prefer to use a random-device,such as a coin-toss,to resolve disputes
C)  The disputants prefer to involve attorneys to make legal arguments on their behalf
D)  Disputants see each other as equals and openly and directly address each other in order to resolve a disputeE) None of the above
F) B) and C) A

Question 9

With regard to cultural differences in negotiation,a stereotype is___________; a prototype is ___________

Accepted Answer

A)  a belief that members of a given culture are largely all the same ; the recognition that members of a given culture might have a central tendency,but there is variation within the culture
B)  the recognition that members of a given culture might have a central tendency,but there is variation within the culture ; a belief that members of a given culture are largely all the same
C)  an act of discrimination ; a scientific or technical invention that is in its initial form (i.e.,before refinement) 
D)  a form of racial prejudice ; a form of belief prejudiceE) A) and D)
F) None of the above

Question 10

Which of the following best describes the differences between egalitarianism and hierarchy as cultural values in negotiation?

Accepted Answer

A)  Egalitarian cultures divide things equally; hierarchical cultures divide things according to merit and status
B)  Egalitarian cultures treat people equally; hierarchical cultures discriminate among people
C)  Egalitarian cultures believe that status is permeable through effort and achievement; hierarchical cultures believe that superiors should take care of the needs of subordinates
D)  Egalitarian cultures communicate directly; hierarchical cultures communicate indirectlyE) None of the above
F) A) and C)

Question 11

Collectivistic cultures are rooted in social groups.Why is accountability pressure effective in collectivistic cultures?

Accepted Answer

A)  People want to save face and are concerned with their personal outcomes
B)  People are answerable to others within their group for conducting themselves in a certain manner
C)  People want to seem ethical to out-group members
D)  The desire for influence and control pushes the individual to take actions that demonstrate their knowledge of their native cultural valuesE) All of the above
F) A) and B)

Question 12

Traditional Chinese businesspeople tend to build trust networks typically based on familial lines,making it difficult for outsiders to enter into these networks.What term best describes this type of relationship culture?

Accepted Answer

A)  Social networks
B)  Dispositionalism
C)  Egalitarianism
D)  Guanxi networkE) None of the above
F) A) and C) D

Question 13

Which of the following is an example of in-group favoritism in negotiation?

Accepted Answer

A)  The belief that the members of one's own group are better or more deserving than members of another group
B)  The belief that people should only be members of a single group and avoid joint membership
C)  A person works less hard when part of a group effort than they would individually
D)  A person interprets their interactions with their adversaries in an altruistic wayE) C) and D)
F) All of the above

Question 14

Several types of dispute resolution procedures characterize how different cultures resolve disputes.In a procedure called _______,disputants retain full control over the final negotiated decision,but a third party guides the negotiation process.

Accepted Answer

A)  bargaining
B)  mediation
C)  adversarial adjudication
D)  inquisitorial adjudicationE) C) and D)
F) A) and D)

Question 15

Dispute resolution preferences vary from culture to culture.One way negotiators from indirect cultures communicate their disapproval is:

Accepted Answer

A)  by fining the offender
B)  by shaming the offender
C)  by telling the offender what he did wrong
D)  yelling at the offenderE) None of the above
F) All of the above

Question 16

One of the key challenges in intercultural negotiation is ethnocentrism which refers to:

Accepted Answer

A)  genocide (i.e.,the killing of people from different cultures) 
B)  the unwarranted positive beliefs about one's own group relative to other groups
C)  separatism (i.e.,the tendency for a culture to withdraw from other cultures and act independently) 
D)  the blending of different cultures in a way that creates a "melting pot," or mix of different culturesE) B) and D)
F) All of the above

Question 17

Negotiators have more difficulty expanding the pie when negotiating across cultures than within a culture.One reason for this is because it is difficult for negotiators to resolve conflicts that involve _______,or the beliefs,customs,and assumptions that form the basis of a group's or culture's belief system.

Accepted Answer

A)  taboo trade-offs
B)  stifling values
C)  sacred values
D)  fixed knowledgeE) B) and D)
F) All of the above

Question 18

If a person from Brazil is late for a negotiation with someone from the United States and the U.S.person concludes that the Brazilian negotiator is unreliable and disrespectful,such a belief may be due to people's tendency to:

Accepted Answer

A)  evaluate the other party's actions on the basis of their affiliations rather than on the merits or faults of the behavior itself.
B)  apply the philosophy of mind rooted in a theory of perception that claims that the senses provide us with a direct awareness of the external world
C)  relegate the other party to an unimportant or powerless position within their group
D)  explain the causes of the other party's behavior in terms of their underlying disposition and discount situational factorsE) B) and C)
F) A) and B)

Question 19

Which of the following best describes the differences between direct and indirect communication with regard to culture and how it affects negotiation?

Accepted Answer

A)  Direct communicators express their intent in words; indirect communicators convey meaning and intention through story and inference
B)  Direct communicators address others by their first name; indirect communicators address others by their formal title
C)  Direct communicators always speak the truth; indirect communicators never say what they really mean
D)  Direct communicators are honest; indirect communicators often lie or misrepresent informationE) None of the above
F) A) and D)

Question 20

When a group member contributes less effort and works less hard when working in a group as compared to working alone,this is known as:

Accepted Answer

A)  social striving
B)  affiliation bias
C)  marginalization
D)  social loafingE) A) and D)
F) None of the above

Exam 10: Cross-Cultural Negotiation

Cultures differ with respect to their values and beliefs.In negotiation,sacred values refer to:

Correct Answer
verified

In some cases,intercultural negotiations may fail,not because negotiators stay anchored to their own cultural assumptions and styles,but rather because they try to adjust to their counterparty's cultural assumptions about negotiating,also known as __________.

Correct Answer
verified

When football fans watch a game,they believe the other side commits more infractions on the field than does their own team.This favoritism can best be termed:

Correct Answer
verified
A

Consider Exhibit 10-6.How is power distance related to individualism and collectivism?

Correct Answer
verified
In Exhibit 10-6,coun...
View Answer

Which of the following best describes the differences between individualism and collectivism as cultural values in negotiation?

Correct Answer
verified

Culture is defined as the personality of a group.A group who is concerned about how the results of their behaviors affect the other in-group members,share resources with in-group members,and feel interdependent with in-group members hold what type of cultural value?

Correct Answer
verified

What are some key differences between individualistic and collectivistic cultural values? What are the implications for negotiation?

Correct Answer
verified
People in individualistic cultures give ...
View Answer

With regard to resolving conflict in collectivistic cultures,what statement is most true?

Correct Answer
verified
A

With regard to cultural differences in negotiation,a stereotype is_; a prototype is _

Correct Answer
verified

Which of the following best describes the differences between egalitarianism and hierarchy as cultural values in negotiation?

Correct Answer
verified

Collectivistic cultures are rooted in social groups.Why is accountability pressure effective in collectivistic cultures?

Correct Answer
verified

Traditional Chinese businesspeople tend to build trust networks typically based on familial lines,making it difficult for outsiders to enter into these networks.What term best describes this type of relationship culture?

Correct Answer
verified
D

Which of the following is an example of in-group favoritism in negotiation?

Correct Answer
verified

Several types of dispute resolution procedures characterize how different cultures resolve disputes.In a procedure called _______,disputants retain full control over the final negotiated decision,but a third party guides the negotiation process.

Correct Answer
verified

Dispute resolution preferences vary from culture to culture.One way negotiators from indirect cultures communicate their disapproval is:

Correct Answer
verified

One of the key challenges in intercultural negotiation is ethnocentrism which refers to:

Correct Answer
verified

Correct Answer
verified

If a person from Brazil is late for a negotiation with someone from the United States and the U.S.person concludes that the Brazilian negotiator is unreliable and disrespectful,such a belief may be due to people's tendency to:

Correct Answer
verified

Which of the following best describes the differences between direct and indirect communication with regard to culture and how it affects negotiation?

Correct Answer
verified

When a group member contributes less effort and works less hard when working in a group as compared to working alone,this is known as:

Correct Answer
verified

Exam 10: Cross-Cultural Negotiation

Cultures differ with respect to their values and beliefs.In negotiation,sacred values refer to:

Correct AnswerverifiedShow Answer

In some cases,intercultural negotiations may fail,not because negotiators stay anchored to their own cultural assumptions and styles,but rather because they try to adjust to their counterparty's cultural assumptions about negotiating,also known as __________.

Correct AnswerverifiedShow Answer

When football fans watch a game,they believe the other side commits more infractions on the field than does their own team.This favoritism can best be termed:

Correct AnswerverifiedA

Consider Exhibit 10-6.How is power distance related to individualism and collectivism?

Correct AnswerverifiedIn Exhibit 10-6,coun...View AnswerShow Answer

Which of the following best describes the differences between individualism and collectivism as cultural values in negotiation?

Correct AnswerverifiedShow Answer

Culture is defined as the personality of a group.A group who is concerned about how the results of their behaviors affect the other in-group members,share resources with in-group members,and feel interdependent with in-group members hold what type of cultural value?

Correct AnswerverifiedShow Answer

What are some key differences between individualistic and collectivistic cultural values? What are the implications for negotiation?

Correct AnswerverifiedPeople in individualistic cultures give ...View AnswerShow Answer

With regard to resolving conflict in collectivistic cultures,what statement is most true?

Correct AnswerverifiedA

With regard to cultural differences in negotiation,a stereotype is___________; a prototype is ___________

Correct AnswerverifiedShow Answer

Which of the following best describes the differences between egalitarianism and hierarchy as cultural values in negotiation?

Correct AnswerverifiedShow Answer

Collectivistic cultures are rooted in social groups.Why is accountability pressure effective in collectivistic cultures?

Correct AnswerverifiedShow Answer

Traditional Chinese businesspeople tend to build trust networks typically based on familial lines,making it difficult for outsiders to enter into these networks.What term best describes this type of relationship culture?

Correct AnswerverifiedD

Which of the following is an example of in-group favoritism in negotiation?

Correct AnswerverifiedShow Answer

Several types of dispute resolution procedures characterize how different cultures resolve disputes.In a procedure called _______,disputants retain full control over the final negotiated decision,but a third party guides the negotiation process.

Correct AnswerverifiedShow Answer

Dispute resolution preferences vary from culture to culture.One way negotiators from indirect cultures communicate their disapproval is:

Correct AnswerverifiedShow Answer

One of the key challenges in intercultural negotiation is ethnocentrism which refers to:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

If a person from Brazil is late for a negotiation with someone from the United States and the U.S.person concludes that the Brazilian negotiator is unreliable and disrespectful,such a belief may be due to people's tendency to:

Correct AnswerverifiedShow Answer

Which of the following best describes the differences between direct and indirect communication with regard to culture and how it affects negotiation?

Correct AnswerverifiedShow Answer

When a group member contributes less effort and works less hard when working in a group as compared to working alone,this is known as:

Correct AnswerverifiedShow Answer

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A

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In Exhibit 10-6,coun...
View Answer

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People in individualistic cultures give ...
View Answer

Correct Answer
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A

With regard to cultural differences in negotiation,a stereotype is_; a prototype is _

Correct Answer
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D

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