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InternationalMarketing,18e(Cateora)

Chapter19InventiveNegotiationswithInternationalCustomers,Partners,andRegulators

1)IntheageoftheInternetandvirtualconferencing,face-to-facenegotiationsarerare.

Answer:FALSE

Explanation:Face-to-facenegotiationsareanomnipresentactivityininternationalcommerce.Ininternationalbusiness,strategicplansarealmostalwaysimplementedthroughface-to-facenegotiationswithbusinesspartnersandcustomersfromforeigncountries.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-01Theproblemsassociatedwithculturalstereotypes.

Bloom's:Remember

AACSB:Communication

Accessibility:KeyboardNavigation

2)Individualpersonalitiesandbackgroundsareofnorelevanceattheinternationalnegotiationtable.

Answer:FALSE

Explanation:Individualpersonalitiesandbackgroundsandavarietyofsituationalfactorsheavilyinfluencebehavioratthenegotiationtable—anditisthemanager'sresponsibilitytoconsiderthesefactors.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-01Theproblemsassociatedwithculturalstereotypes.

Bloom's:Remember

AACSB:AnalyticalThinking

Accessibility:KeyboardNavigation

3)Ageandexperienceareknowntoaffectthenegotiationbehaviorsofindividuals.

Answer:TRUE

Explanation:Ageandexperiencecanmakeimportantdifferencesintermsofnegotiationbehaviors.Forexample,anolderChineseexecutivewithnoexperienceindealingwithforeignersislikelytobehavequitedifferentlyfromheryoungassistantwithundergraduateandMBAdegreesfromAmericanuniversities.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-01Theproblemsassociatedwithculturalstereotypes.

Bloom's:Remember

AACSB:AnalyticalThinking

Accessibility:KeyboardNavigation

4)Generalizationsaboutthenegotiationstyleofaregionareusuallycorrect.

Answer:FALSE

Explanation:Regionalgeneralizationsveryoftenarenotcorrect.Forexample,JapaneseandKoreannegotiationstylesarequitesimilarinsomeways,butinotherways,theycouldnotbemoredifferent.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-02Howcultureinfluencesbehaviorsatthenegotiationtable.

Bloom's:Remember

AACSB:AnalyticalThinking

Accessibility:KeyboardNavigation

5)Japan'snegotiationstyleisunique.Onalmosteverydimensionofnegotiationstyleconsideredinastudyof17countries,theJapaneseareonorneartheendofthescale.

Answer:TRUE

Explanation:Japanisanexceptionalplace:Onalmosteverydimensionofnegotiationstyleconsidered,theJapaneseareonorneartheendofthescale.SometimesAmericansareontheotherend.Butactually,mostofthetimeAmericansaresomewhereinthemiddle.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-02Howcultureinfluencesbehaviorsatthenegotiationtable.

Bloom's:Remember

AACSB:AnalyticalThinking

Accessibility:KeyboardNavigation

6)Culturaldifferencescausefourkindsofproblemsininternationalbusinessnegotiations,andtheseproblemsoccuratthelevelsoflanguage,nonverbalbehaviors,verbalstyles,andvalues.

Answer:FALSE

Explanation:Culturaldifferencescausefourkindsofproblemsininternationalbusinessnegotiations,andtheseproblemsoccuratthelevelsoflanguage,nonverbalbehaviors,values,andthinkinganddecision-makingprocesses.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-02Howcultureinfluencesbehaviorsatthenegotiationtable.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

7)Culturaldifferencesinnonverbalbehaviorsarealmostalwayshiddenbelowourawareness.

Answer:TRUE

Explanation:Culturaldifferencesinnonverbalbehaviorsarealmostalwayshiddenbelowourawareness.Thatistosay,inaface-to-facenegotiation,participantsnonverbally—andmoresubtly—giveoffandtakeinagreatdealofinformation.Someexpertsarguethatthisinformationismoreimportantthanverbalinformation.Almostallthissignalinggoesonbelowourlevelsofconsciousness.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-03Commonkindsofproblemsthatcropupduringinternationalbusinessnegotiations.

Bloom's:Remember

AACSB:Communication

Accessibility:KeyboardNavigation

8)Americansarelackinginforeignlanguageskillsmorethanmostcountriesininternationalbusinessnegotiations.

Answer:TRUE

Explanation:Americansareclearlynearthebottomofthelanguagesskillslist.However,Americanundergradsrecentlyhavebeguntoseethelightandareflockingtolanguageclassesandstudy-abroadprograms.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-04Thesimilaritiesanddifferencesincommunicationbehaviorsinseveralcountries.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

9)Disagreementsamongforeignteammembers,intheformofsideconversations,areoftenfollowedbyconcessionstotheothernegotiatingparty.

Answer:TRUE

Explanation:Theusualpurposeofsideconversationsistostraightenoutatranslationproblemorthesideconversationcanregardadisagreementamongtheforeignteammembers.BothcircumstancesshouldbeseenaspositivesignsbyAmericans—thatis,gettingtranslationsstraightenhancestheefficiencyoftheinteractions,andconcessionsoftenfollowinternaldisagreements.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-04Thesimilaritiesanddifferencesincommunicationbehaviorsinseveralcountries.

Bloom's:Remember

AACSB:Communication

Accessibility:KeyboardNavigation

10)Verbaltacticsusedduringnegotiationsdiffervastlyacrossdiversecultures.

Answer:FALSE

Explanation:Inastudy,theverbalbehaviorsofnegotiatorsin15ofthe21cultures(sixnegotiatorsineachofthe15groups)werevideotaped.Overall,theverbaltacticsusedweresurprisinglysimilaracrossthediversecultures.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-04Thesimilaritiesanddifferencesincommunicationbehaviorsinseveralcountries.

Bloom's:Remember

AACSB:Communication

Accessibility:KeyboardNavigation

11)Thevariationacrossculturesisgreaterwhencomparinglinguisticaspectsoflanguagethanwhentheverbalcontentofnegotiationsisconsidered.

Answer:TRUE

Explanation:Thevariationacrossculturesisgreaterwhencomparinglinguisticaspectsoflanguageandnonverbalbehaviorsthanwhentheverbalcontentofnegotiationsisconsidered.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-04Thesimilaritiesanddifferencesincommunicationbehaviorsinseveralcountries.

Bloom's:Remember

AACSB:Communication

Accessibility:KeyboardNavigation

12)TheJapanesebusinessnegotiationstylecomprisesaninfrequentuseofnoandyouandfacialgazing,aswellasmorefrequentsilentperiods.

Answer:TRUE

Explanation:TheJapanesestyleofinteractionisamongtheleastaggressive(ormostpolite).Particularlyindicativeoftheirpoliteconversationalstyleistheirinfrequentuseofnoandyouandfacialgazing,aswellasmorefrequentsilentperiods.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-04Thesimilaritiesanddifferencesincommunicationbehaviorsinseveralcountries.

Bloom's:Remember

AACSB:Communication

Accessibility:KeyboardNavigation

13)ThebehaviorofthebusinesspeopleinAsiancountriestendstobesimilarinstyle.

Answer:FALSE

Explanation:ThebehaviorofthebusinesspeopleinTaiwanisquitedifferentfromthatinChinaandJapanbutsimilartothatinKorea.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-04Thesimilaritiesanddifferencesincommunicationbehaviorsinseveralcountries.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

14)ThestyleofUnitedKingdomnegotiatorsisthemostaggressiveofallcultures.

Answer:FALSE

Explanation:ThestyleofFrenchnegotiatorsisperhapsthemostaggressiveofallthegroups.Inparticular,theyusethehighestpercentageofthreatsandwarnings.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-04Thesimilaritiesanddifferencesincommunicationbehaviorsinseveralcountries.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

15)Israelibusinessnegotiatorsusethelowestpercentageofself-disclosure,yettheyalsouse,byfar,thehighestpercentagesofpromisesandrecommendations.

Answer:TRUE

Explanation:ThebehaviorsofIsraelinegotiatorsaredistinctiveinthreerespects.Theyusethelowestpercentageofself-disclosures,apparentlyholdingtheircardsrelativelyclosely.Yettheyalsouse,byfar,thehighestpercentagesofpromisesandrecommendations.Theyarealsoattheendofthescaleforthepercentageofnormativeappealsat5percent,withthemostfrequentreferencesbeingtocompetitors'offers.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-04Thesimilaritiesanddifferencesincommunicationbehaviorsinseveralcountries.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

16)TheBritish,German,andAmericanbusinesspeoplearefoundtofallinthemiddleofmostscalesfordimensionsofnegotiatingbehaviors.

Answer:TRUE

Explanation:LiketheGermansandtheBritish,theAmericansfallinthemiddleofmostcontinua.Theydidinterruptoneanotherlessfrequentlythanalltheothers,butthatwastheirsoledistinction.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-04Thesimilaritiesanddifferencesincommunicationbehaviorsinseveralcountries.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

17)Fivevalues—relationships,objectivity,competitiveness,equality,andpunctuality—thatareheldstronglyanddeeplybymostAmericansseemtofrequentlycausemisunderstandingsandbadfeelingsininternationalbusinessnegotiations.

Answer:TRUE

Explanation:ThesefivevaluesareheldstronglyanddeeplybymostAmericansandseemtofrequentlycausemisunderstandingsandbadfeelingsininternationalbusinessnegotiations.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-05Howdifferencesinvaluesandthinkingprocessesaffectinternationalnegotiations.

Bloom's:Remember

AACSB:AnalyticalThinking

Accessibility:KeyboardNavigation

18)Inthecontextofinternationalbusinessnegotiations,inmostplacesintheworld,collectivistic,high-contextculturesdonotconsiderpersonalitiesandsubstanceasseparateissues.

Answer:TRUE

Explanation:Everynegotiatorhastwokindsofinterests:inthesubstanceandintherelationship.Inmostplacesintheworld,particularlyincollectivistic,high-contextcultures,personalitiesandsubstancearenotseparateissuesandcannotbemadeso.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-05Howdifferencesinvaluesandthinkingprocessesaffectinternationalnegotiations.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

19)ObjectivityiskeyfornegotiatorsworkinginChina.

Answer:FALSE

Explanation:Guanxi,theChinesewordforpersonalconnections,iskeyfornegotiatorsworkinginChina.Long-termreciprocityisthebasisofcommercialinteractionsthere,andWesternconceptslikeobjectivityalmostalwaystakeabackseat.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-05Howdifferencesinvaluesandthinkingprocessesaffectinternationalnegotiations.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

20)TheegalitarianvaluesofAmericansocietydictatethatAmericansellersgivecompletedeferencetotheneedsandwishesofbuyers.

Answer:FALSE

Explanation:Bynature,AmericanshavelittleunderstandingoftheJapanesepracticeofgivingcompletedeferencetotheneedsandwishesofbuyers.ThatisnotthewaythingsworkinAmerica.AmericansellerstendtotreatAmericanbuyersmoreasequals,andtheegalitarianvaluesofAmericansocietysupportthisbehavior.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-05Howdifferencesinvaluesandthinkingprocessesaffectinternationalnegotiations.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

21)AmericanbuyersachievebetterresultsthanJapanesebuyers.

Answer:FALSE

Explanation:NotonlydoJapanesebuyersachievebetterresultsthanAmericanbuyers,butcomparedwithAmericansellers($4,350),Japanesesellersalsogetmoreofthecommercialpie($4,430).

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-05Howdifferencesinvaluesandthinkingprocessesaffectinternationalnegotiations.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

22)TheJapanesetendtoemphasizehierarchicalrelationshipsthatleadstohamperedinternalcommunications.

Answer:TRUE

Explanation:TheJapaneseemphasisonhierarchicalrelationshipsseemstohamperinternalcommunications;subordinatesdon'tpassalongbadnews,forexample.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-05Howdifferencesinvaluesandthinkingprocessesaffectinternationalnegotiations.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

23)Whenfacedwithacomplexnegotiationtask,mostAsiansdividethelargetaskupintoaseriesofsmallertasks.

Answer:FALSE

Explanation:Whenfacedwithacomplexnegotiationtask,mostWesternersdividethelargetaskupintoaseriesofsmallertasks.InAsia,however,adifferentapproachismoreoftentakenwhereinalltheissuesarediscussedatonce,innoapparentorder,andconcessionsaremadeonallissuesattheendofthediscussion.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-05Howdifferencesinvaluesandthinkingprocessesaffectinternationalnegotiations.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

24)Thesinglemostimportantactivityofinternationalbusinessnegotiationsissummarizing.

Answer:FALSE

Explanation:Thesinglemostimportantactivityofnegotiationsislistening.Anegotiator'sprimaryjobiscollectinginformationwiththegoalofenhancingcreativity.Thisgoalmaymeanassigningoneteammemberthesoleresponsibilityoftakingcarefulnotesandnotworryingaboutspeakingduringthemeetings.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-06Importantfactorsinselectinganegotiationteam.

Bloom's:Remember

AACSB:Communication

Accessibility:KeyboardNavigation

25)Duetothegreatdifferencesintherolesplayedbywomenacrosscultures,gendershouldbeusedasaselectioncriterionforinternationalnegotiationteams.

Answer:FALSE

Explanation:Gendershouldnotbeusedasaselectioncriterionforinternationalnegotiationteams,despitethegreatdifferencesintherolesofwomenacrosscultures.Evenincountrieswherewomendonotparticipateinmanagement,Americanfemalenegotiatorsaretreatedasforeignersfirst.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-06Importantfactorsinselectinganegotiationteam.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

26)Bargainingskillisatthetopofalmosteveryone'slistofnegotiatortraits.

Answer:FALSE

Explanation:Preparationandplanningskillisatthetopofalmosteveryone'slistofnegotiatortraits,yetitseemsmanyAmericansarestillplanningstrategiesduringover-oceanflightswhentheyshouldbetryingtorest.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-07Howtoprepareforinternationalnegotiations.

Bloom's:Remember

AACSB:AnalyticalThinking

Accessibility:KeyboardNavigation

27)Thoroughpreliminaryresearcheliminatestheneedfornegotiatorstofocusonkeyfactstoreconfirmatthenegotiationtable.

Answer:FALSE

Explanation:Nomatterhowthoroughthepreliminaryresearch,negotiatorsshouldalwaysmakealistofkeyfactstoreconfirmatthenegotiationtable.Informationgatheredaboutforeigncustomersandmarketsalmostalwaysincludeserrors,andthingscanchangeduringthoselongairlineflights.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-07Howtoprepareforinternationalnegotiations.

Bloom's:Remember

AACSB:AnalyticalThinking

Accessibility:KeyboardNavigation

28)Thefirststageofthebusinessnegotiationprocessisnontasksounding,whichincludesallthoseactivitiesthatmightbedescribedasestablishingrapportorgettingtoknowoneanother.

Answer:TRUE

Explanation:Thefirststage,nontasksounding,includesactivitiesthatmightbedescribedasestablishingrapportorgettingtoknowoneanother,butnotinformationrelatedtothe"business"ofameeting.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-08Managingallaspectsofthenegotiationprocess.

Bloom's:Remember

AACSB:AnalyticalThinking

Accessibility:KeyboardNavigation

29)SinceformalityisawayoflifeintheUnitedStates,eventhesmallestcontractsbetweencompaniesofteninvolvesaformalsigningceremony.

Answer:FALSE

Explanation:InformalitybeingawayoflifeintheUnitedStates,eventhelargestcontractsbetweencompaniesareoftensentthroughthemailforsignature.Butwhenamajoragreementisreachedwithforeigncompanies,theirexecutivesmayexpectaformalsigningceremonyinvolvingCEOsoftherespectivecompanies.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-09Theimportanceoffollow-upcommunicationsandprocedures.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

30)Inhigh-contextcultures,personalrelationshipsarecrucialandhigh-levelbusinessexecutivesstayintouchwiththeirforeigncounterparts.

Answer:TRUE

Explanation:Follow-upcommunicationsareanimportantpartofbusinessnegotiationswithpartnersandclientsfrommostforeigncountries.Particularlyinhigh-contextcultures,wherepersonalrelationshipsarecrucial,high-levelexecutivesmuststayintouchwiththeircounterparts.Letters,pictures,andmutualvisitsremainimportantlongaftercontractsaresigned.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-09Theimportanceoffollow-upcommunicationsandprocedures.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

31)TheJapaneseapproachtointernationalbusinessnegotiationstendstobeinnovativeinspiteoftheircollectivisttendencies.

Answer:TRUE

Explanation:Themorewehearaboutinnovationandcreativeprocesses,themorewearebeginningtoappreciatethattheJapaneseapproachtointernationalbusinessnegotiations,bynature,usesmanyofthetechniquescommonlyemphasizedinanydiscussionofinventiveprocesses.TheJapanesehavebeenabletobuildasuccessfulsociety,despitetheirlackofnaturalresourcesandrelativeisolation.Japanesesocietyhasitsownobstaclestoinvention—hierarchyandcollectivismaretwo.But,theyhavedevelopedanegotiationstylethatinmanywaysobviatessuchdisadvantages.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-10Thebasicsofinventiveinternationalnegotiations.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

32)Ininternationalbusiness,globalmarketingstrategiesarealmostalwaysimplementedthrough________withbusinesspartnersandcustomersfromforeigncountries.

A)telephoneconversations

B)face-to-facenegotiations

C)videochats

D)mailandcourier

E)e-mail

Answer:B

Explanation:Face-to-facenegotiationsareanomnipresentactivityininternationalcommerce.Onceglobalmarketingstrategieshavebeenformulated,oncemarketingresearchhasbeenconductedtosupportthosestrategies,andonceproduct/service,pricing,promotion,andplacedecisionshavebeenmade,thenthefocusofmanagersturnstoimplementationoftheplans.Ininternationalbusiness,suchplansarealmostalwaysimplementedthroughface-to-facenegotiationswithbusinesspartnersandcustomersfromforeigncountries.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-01Theproblemsassociatedwithculturalstereotypes.

Bloom's:Remember

AACSB:AnalyticalThinking

Accessibility:KeyboardNavigation

33)WhichimageisaculturalstereotypethatismostlikelyattributedtoAmericannegotiatorsbyforeignbusinessnegotiators?

A)cowboy

B)suave,smooth-talker

C)pretentiousconnoisseur

D)"stiffupperlip"

E)samurai

Answer:A

Explanation:TheimagesofJohnWayne,thecowboy,andthesamurai,thefiercewarrior,oftenareusedasculturalstereotypesindiscussionsofinternationalbusinessnegotiations.Suchrepresentationsalmostalwaysconveyagrainoftruth—anAmericancowboykindofcompetitivenessversusasamuraikindoforganizational(company)loyalty.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-01Theproblemsassociatedwithculturalstereotypes.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

34)IfanegotiatorfromanothercountryweretolabelSpanishnegotiatorsasbullsandassociatetheSwisswiththeimageofalamb,theseareexamplesof

A)nationalicons.

B)linguisticidentifiers.

C)socialhierarchy.

D)classdistinction.

E)culturalstereotypes.

Answer:E

Explanation:Negotiationsarenotconductedbetweennationalstereotypes;negotiationsareconductedbetweenpeople,andculturalfactorsoftenmakehugedifferences.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-01Theproblemsassociatedwithculturalstereotypes.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

35)Whenitcomestointernationalnegotiation,

A)regionalgeneralizationsveryoftenarenotcorrect.

B)theJapanesetendtobeinthemiddleofthescaleonalmosteverydimensionofnegotiationstyle.

C)thenegotiationstylesoftheKoreansandJapanesearethesameineverydimension.

D)onalmosteverydimensionofnegotiationstyleconsidered,theAmericansareonorneartheendofthescale.

E)Asiannegotiationstylestendtobecollectivelysimilaracrossalldimensions.

Answer:A

Explanation:Lookingbroadlyacrosstheseveralcultures,twoimportantlessonsstandout.Thefirstisthatregionalgeneralizationsveryoftenarenotcorrect.Forexample,JapaneseandKoreannegotiationstylesarequitesimilarinsomeways,butinotherways,theycouldnotbemoredifferent.ThesecondlessonlearnedfromthisstudyisthatJapanisanexceptionalplace:Onalmosteverydimensionofnegotiationstyleconsidered,theJapaneseareonorneartheendofthescale.

Difficulty:2Medium

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-02Howcultureinfluencesbehaviorsatthenegotiationtable.

Bloom's:Understand

AACSB:Diversity

Accessibility:KeyboardNavigation

36)Fourkindsofproblemsarecausedbyculturaldifferencesininternationalbusinessnegotiations:language,nonverbalbehaviors,thinkinganddecision-makingprocesses,and

A)communicationchannels.

B)values.

C)socialresponsibility.

D)communicationstyle.

E)stereotypes.

Answer:B

Explanation:Culturaldifferencescausefourkindsofproblemsininternationalbusinessnegotiations:language,nonverbalbehaviors,values,andthinkinganddecision-makingprocesses.

Difficulty:1Easy

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-02Howcultureinfluencesbehaviorsatthenegotiationtable.

Bloom's:Remember

AACSB:Diversity

Accessibility:KeyboardNavigation

37)OnatourtoAustraliain1992,GeorgeBushSr.flashedthevictorysignattheAustralianpublic,withthepalmfacinginwards,whichwasconsideredarudegesture.Thisisanexampleofculturaldifferencescausingproblemsatthelevelof

A)thinkingprocesses.

B)values.

C)language.

D)nonverbalbehaviors.

E)decision-makingprocesses.

Answer:D

Explanation:Inthiscase,thegesturebyGeorgeBushSr.isanexampleofculturaldifferencescausingproblemsatthelevelofnonverbalbehaviors.Whenthenonverbalsignalsfromforeignpartnersaredifferent,negotiatorsaremostlikelytomisinterpretthemwithoutevenbeingconsciousofthemistake.

Difficulty:2Medium

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-03Commonkindsofproblemsthatcropupduringinternationalbusinessnegotiations.

Bloom's:Apply

AACSB:KnowledgeApplication

Accessibility:KeyboardNavigation

38)WhenSandrawasnegotiatingwithJamal,shelookedhimintheeyeandshookhishandfirmly.Jamalfeltuncomfortableanddidn'tentirelytrustSandraafterthat,althoughhecouldnotactuallyarticulatewhy.Thisislikelybecauseculturaldifferencesinnonverbalbehaviors

A)arealmostalwayshiddenbelowourawareness.

B)werenotimportanttoSandra.

C)onlyapplytosocialbehaviors;businessbehaviorsareuniversal.

D)arelessimportantthanverbalbehaviors.

E)werenotimportanttoJamal.

Answer:A

Explanation:Culturaldifferencesinnonverbalbehaviorsarealmostalwayshiddenbelowourawareness.Whenthenonverbalsignalsfromforeignpartnersaredifferent,negotiatorsaremostlikelytomisinterpretthemwithoutevenbeingconsciousofthemistake.

Difficulty:2Medium

Topic:CulturalDifferencesinNegotiating

LearningObjective:19-03Commonkindsofproblemsthatcropupduringinternationalbusinessnegotiations.

Bloom's:Apply

AACSB:KnowledgeApplication

Accessibility:KeyboardNavigation

39)WhatisthemostcommoncomplaintheardfromAmericanmanagersintermsofthenegotiationbehaviorofforeignclients?

A)theinsistenceonexchangingbusinesscardstoest