Problem 1: Ignorance of __________, more than any other single factor, accounts for the United States' unimpressive foreign sales efforts.
A. native bargaining rituals
B. domestic industry structure
C. negotiation strategy
D. cultural communication processes
Problem 2: Projective cognitive similarity is:
A. assuming the people feel they understand you.
B. assuming that people from different cultures negotiate in different ways.
C. assuming that cognitive information is more important than emotional appeals in negotiating.
D. assuming that others perceive, think, and reason the same way you do.
Problem 3: 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.
C. the five stages of the negotiation process.
D. cognitive versus emotional influences on negotiation.
Problem 4: Participation in social events, tours, ceremonies, and light conversations are generally forms of:
A. relationship building.
B. concessions and agreement.
C. preparation.
D. persuasion.
Problem 5: Japanese negotiators are likely to be evasive or even leave the room rather than:
A. be confrontational.
B. be emotional.
C. embarrass the other party.
D. give a direct negative answer.
Problem 6: One of the most common tough negotiating tactics used by Russians is:
A. calling Americans dishonest.
B. ridiculing information provided by American negotiators.
C. stalling for time and haggling.
D. faking emotion.
Problem 7: Which of the following is INCONSISTENT with the cultural profile of a successful American negotiator?
A. Keeps cards close to the chest
B. Has a good sense of timing and is consistent
C. Very quiet and thoughtful
D. Takes a firm stand at the beginning of the negotiation
Problem 8: Arab negotiators:
A. use affective appeals based on emotions and subjective feelings.
B. are more interested in long-term relationships.
C. are more likely to make concessions.
D. All of the above
Problem 9: Husted's study found that many culture-based differences in negotiation reflected differences between:
A. rich and poor countries.
B. aggressive and passive individuals.
C. high-context and low-context cultures.
D. male and female negotiators.
Problem 10: Skillful negotiators tend to make twice as many comments regarding __________ than less skillful negotiators.
A. short-term issues
B. non-financial issues
C. marketing issues
D. long-term issues
Problem 11: Negotiators report two major areas of conflict in negotiating with the Chinese: their apparent insincerity about reaching an agreement and:
A. the amount of detail desired about product characteristics.
B. their insistence on compromise whenever the going gets tough.
C. unwillingness to develop relationships beyond a superficial level.
D. their use of bureaucratic mechanisms to stall.
Problem 12: Which of the following approaches to conflict handles a situation indirectly and implicitly and also does not have a delineation of the situation from the person handling it?
A. Expressive-oriented
B. Instrumental-oriented
C. Axiomatic-oriented
D. Objective-oriented
Problem 13: The __________ approach to conflict tends to deal on the basis of factual information and logical analysis.
A. expressive-oriented
B. instrumental-oriented
C. axiomatic-oriented
D. objective-oriented
Problem 14: Which of the following is NOT a step in the decision-making process?
A. Define the problem.
B. Gather and analyze relevant data.
C. Consider alternative solutions.
D. Gather feedback from subordinates.
Problem 15: Research shows that American managers have the highest __________, a cultural variable that greatly influences decision making.
A. success with negotiation
B. amount of patience
C. tolerance for risk
D. All of the above
Problem 16: In China, which is a highly collectivist society, employees expect __________ because their value system presupposes the superior to be automatically the most wise.
A. participative leadership
B. autocratic leadership
C. democratic leadership
D. laissez-faire leadership
Problem 17: American managers tend to exhibit more of which of the following characteristics than their foreign counterparts?
A. External locus of control
B. Diffused locus of control
C. Internal locus of control
D. Body language
Problem 18: The "ringi-sho" is the:
A. primary negotiator for the Japanese team.
B. highest ranking member of a Japanese negotiating team.
C. final written document produced in the decision-making process.
D. original written proposal.
Problem 19: The culture of __________ and __________ underlies the Japanese "ringi" system of decision making.
A. collectivism; shared responsibility
B. obedience; loyalty
C. authoritarianism; devotion
D. individual responsibility; lifetime employment
Problem 20: The four stages of the ringi system are:
A. preparation, relationship building, exchange of task-related information, and persuasion.
B. proposal, circulation, approval, and record.
C. preparation, relationship building, proposal, and circulation.
D. relationship building, exchange of task-related information, persuasion, and circulation.