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tif_ch05 - Chapter 5 Cross-Cultural Negotiation and...

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Chapter 5 – Cross-Cultural Negotiation and Decision Making Multiple Choice Questions 1. Ignorance of ____________, more than any other single factor, accounts for America’s unimpressive sales efforts with Japan. a. native bargaining rituals (moderate, page 158) b. domestic industry structure c. negotiation strategy d. cultural communication processes 2. Which of the following is NOT a major difference in the negotiation process from country to country? a. reliance on general principles rather than specific issues b. number of people present and the extent of their influence c. relative emphasis on tasks versus interpersonal relationship d. All of the above are major differences. (difficult, page 158) 3. What is projective cognitive similarity? a. assuming that cognitive information is more important than emotional appeals in negotiating b. assuming that others perceive, think, and reason the way you do (difficult, page 159) c. assuming that people feel they understand you d. assuming that people from different cultures negotiate in different ways 4. The negotiation process comprises ____________ stages. a. three b. four c. five (easy, page 159) d. six 5. The five stages of the negotiation process are ____________. a. preparation, relationship building, exchange of task-related information, persuasion, concessions & agreements (difficult, page 159) b. preparation, relationship building, proposal, circulation, approval c. relationship building, proposal, exchange of task-related information, persuasion d. proposal, circulation, persuasion, approval, record 6. To understand differences in negotiating styles of people from other cultures, managers first need to understand____________. a. the other negotiator’s culture b. their own negotiating style (moderate, page 160) c. the five stages of the negotiation process d. cognitive versus emotional influences on negotiating success 7. All of the following are variables in the negotiation process EXCEPT: a. significance of type of issues b. concern with protocol c. risk-taking propensity d. location of the negotiating sessions (moderate, page 161) 245
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8. In many countries, it is personal commitments to individuals that form the basis for enforcement of contracts, rather than ____________, as in America. a. information and analysis b. scientific research results c. the legal system (moderate, page 162) d. commitments to the bureaucracy 9. Which of the following is a bridge from relationship building to the more formal stages of negotiating? a. mediating b. posturing (moderate, page 162) c. conceding d. assessing 10. People from what nation tend to put a lot of emphasis on protocol and expect to deal only with top executives? a. Japan
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tif_ch05 - Chapter 5 Cross-Cultural Negotiation and...

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