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| 1 | |
Akio Taki is a Japanese negotiator who has been assigned the task of negotiating a new trade agreement with the United States in the field of plywood lumber products. After the first round on negotiations, Mr. Taki tells a fellow Japanese negotiator, "These Americans negotiate just like John Wayne-no small talk, just fight." Which of the following best characterizes what Mr. Taki has done with respect to his interface with U.S. negotiators? |
| | A) | he has decided that all U.S. negotiators are cowboys |
| | B) | he used a cultural stereotype to describe U.S. negotiators |
| | C) | he has decided that he must avoid any future negotiations with his U.S. counterparts |
| | D) | he has decided that a samurai approach is the best rebuttal to the U.S. negotiators |
| | E) | none of the above |
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| 2 | |
Cultural differences cause four kinds of problems in international business negotiations. These problems occur at the levels of language, values, thinking and decision-making process, and ________________. |
| | A) | pricing strategies. |
| | B) | religious attention. |
| | C) | nonverbal behaviors. |
| | D) | political sophistication. |
| | E) | advertising savvy. |
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| 3 | |
Three Japanese negotiators have just broken aside from a negotiation and are engaged in a conversation in Japanese. One of the American negotiators comments to his fellow negotiator, "They're plotting or telling secrets." The American negotiator is reacting to which of the following kinds of problems that occur when negotiating with someone from another country? |
| | A) | language barriers |
| | B) | nonverbal behaviors |
| | C) | values |
| | D) | thinking and decision-making behaviors |
| | E) | politeness and formality |
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| 4 | |
All of the following are considered to be bargaining behaviors as described in the text EXCEPT: |
| | A) | the promise. |
| | B) | the threat. |
| | C) | self-disclosure. |
| | D) | positive normative appeal. |
| | E) | suicide. |
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| 5 | |
A statement in which the source predicts that a pleasant environmental consequence will occur to the target; its occurrence is not under the source's control. Such a statement might be attributed to which of the following bargaining behaviors? |
| | A) | the promise |
| | B) | the threat |
| | C) | self-disclosure |
| | D) | positive normative appeal |
| | E) | recommendation |
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| 6 | |
Which of the following bargaining behaviors is used most often by the United States in its negotiations with international business concerns? |
| | A) | the promise |
| | B) | the threat |
| | C) | self-disclosure |
| | D) | punishment |
| | E) | negative normative appeal |
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| 7 | |
Which of the following countries is notorious for its number of interruptions during another country's negotiator's comments? |
| | A) | Spain |
| | B) | United States |
| | C) | Japan |
| | D) | Germany |
| | E) | France |
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| 8 | |
When a British negotiation team characterized an American negotiation team as "American's don't play favorites" and to these people "Business is business," the team was characterizing the American's based on: |
| | A) | objectivity. |
| | B) | competitiveness and equality. |
| | C) | time value. |
| | D) | thinking differences. |
| | E) | decision making styles. |
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| 9 | |
In order to get an American negotiation team to relinquish a rather strong position during a negotiation round, a Mexican negotiation team adopted the attitude of "Just make them wait" to win their point. Which of the following negotiation variables was the Mexican team relying on to win in negotiations? |
| | A) | objectivity |
| | B) | competitiveness and equality |
| | C) | time value |
| | D) | thinking differences |
| | E) | decision making styles |
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| 10 | |
Which of the following is a good indication that progress is being made at the negotiation table in a negotiation between two international business concerns? |
| | A) | higher-level foreigners are being included in the discussions |
| | B) | there is increased bargaining and use of lower level, informal, and other channels of communication |
| | C) | the negotiators begin to talk among themselves in their native languages |
| | D) | there is a softening of negotiators' attitudes and positions on some of the issues |
| | E) | all of the above are signs of progress |
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| 11 | |
Given the time constraints of international negotiations, preparations must be accomplished efficiently. The first step in the preparation process should be to: |
| | A) | examine the agenda. |
| | B) | review concession strategies. |
| | C) | review facts to be confirmed during the negotiation. |
| | D) | assess the situation and the people involved. |
| | E) | develop the best alternative to a negotiated agreement. |
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| 12 | |
How is power in negotiations best measured? |
| | A) | who has the most money |
| | B) | who has the most patience |
| | C) | who has the best negotiators |
| | D) | who has the best liars |
| | E) | who posses the most good alternatives |
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| 13 | |
Which of the following is considered to be the most difficult aspect of international business negotiations? |
| | A) | the language barrier |
| | B) | the objectives of the negotiators |
| | C) | the setting of the negotiation |
| | D) | the cost of the negotiation |
| | E) | the actual conduct of the face-to-face meeting |
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| 14 | |
Japanese negotiators often are indirect and face saving is very important. This is an indication of which of the following categories of negotiation styles that is important to the Japanese? |
| | A) | language |
| | B) | nonverbal behaviors |
| | C) | values |
| | D) | nontask sounding |
| | E) | persuasion |
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| 15 | |
It seems that when Americans negotiate with negotiators from other lands Americans give away more information than they get. This would mean that information flow can be characterized as being: |
| | A) | multidirectional. |
| | B) | dual directional. |
| | C) | non-existent. |
| | D) | unidirectional. |
| | E) | none of the above is appropriate. |
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