Chapter+05 - Cross Culture Management test bank PDF

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International Management, 7e (Deresky) Chapter 5: Cross-Cultural Negotiation and Decision Making 1) Which of the following factors was LEAST responsible for the strained relationship that developed between British and Russian partners in TNL-BP? A) political issues B) resource nationalism C) insufficient financial funding D) cross-cultural misunderstandings Answer: C Diff: 3 Page Ref: 151 Chapter: 5 Skill: Concept 2) As illustrated by TNK-BP, problems associated with cross-cultural negotiations and decision making styles are the primary reasons for ________. A) lawsuits filed against MNCs by angry shareholders B) decreasing numbers of international joint ventures C) increasing regulations within the European Union D) economic hardships in former socialist countries Answer: B Diff: 3 Page Ref: 151 Chapter: 5 Skill: Concept 3) Which of the following terms refers to the process by which two or more parties meet to try to reach agreement regarding conflicting interests? A) codetermination B) differentiation C) globalization D) negotiation Answer: D Diff: 1 Page Ref: 152 Chapter: 5 Skill: Concept 4) Which of the following is the primary reason for ineffective cross-cultural business negotiations? A) insufficient knowledge about native bargaining rituals B) highly restrictive government legislation C) poorly planned business strategies D) language differences Answer: A Diff: 3 Page Ref: 152 Chapter: 5 Skill: Concept 1 Copyright © 2011 Pearson Education, Inc.

5) For long-term positive relations, the goal of negotiation should most likely be to ________. A) attain the lowest price for a service or product B) reach a settlement that benefits all parties C) pressure all parties involved D) make an easy profit Answer: B Diff: 2 Page Ref: 152 Chapter: 5 Skill: Concept 6) A French businessman has a meeting scheduled with a Brazilian businessman to negotiate terms of a joint venture. The Frenchman prepares for the meeting in the way he always does when negotiating with French firms. The Frenchman assumes that the Brazilian will perceive and reason the way he does. Which of the following terms best describes the Frenchman's mistake? A) cognitive dissonance B) moral idealism C) parochialism D) projective cognitive similarity 投射认知相似度

Answer: D Diff: 3 Page Ref: 152-153 Chapter: 5 Skill: Application 7) Which aspect of the negotiation process will most likely occur on a continuous basis? A) agreement B) relationship building C) preparation D) concessions Answer: B Diff: 2 Page Ref: 153 Chapter: 5 Skill: Concept 8) The different stages of the negotiation process are ________. A) preparation, relationship building, exchange of task-related information, persuasion, and concessions and agreement B) relationship building, proposal, exchange of task-related information, persuasion, and concessions and agreement C) preparation, relationship building, proposal, circulation, and approval D) proposal, circulation, persuasion, approval, and relationship building Answer: A Diff: 2 Page Ref: 153 Chapter: 5 Skill: Concept 2 Copyright © 2011 Pearson Education, Inc.

9) Which of the following is a true statement regarding the negotiation process? A) The negotiation process consists of six different stages. B) The stages of the negotiation process are distinctly separate. C) The concession stage typically occurs before the preparation stage. D) Cultural norms determine the order of the negotiation process stages. Answer: D Diff: 3 Page Ref: 153 Chapter: 5 Skill: Concept 10) When preparing for cross-cultural negotiations, managers should first evaluate their own negotiation styles in order to ________. A) understand the reasons for failing or succeeding in domestic negotiations B) make a comparison with negotiating norms in other countries C) analyze the various stages of the negotiation process D) assess any cognitive and emotional influences Answer: B Diff: 3 Page Ref: 153 Chapter: 5 Skill: Concept 11) Which of the following variables is LEAST relevant to a profile of the opposing party in a cross-cultural negotiation? A) decision-making system B) concern with protocol C) risk-taking propensity D) location of the negotiating sessions Answer: D Diff: 2 Page Ref: 154 Chapter: 5 Skill: Concept 12) Which stage of the negotiation process is most likely to be overlooked by managers from the U.S.? A) concessions and agreement B) relationship building C) preparation D) persuasion Answer: B Diff: 2 Page Ref: 154-155 Chapter: 5 Skill: Concept

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13) One of the primary purposes of relationship building during the negotiation process is to ________. A) build mutual trust B) learn about a culture C) establish clear objectives D) share personal information Answer: A Diff: 1 Page Ref: 155 Chapter: 5 Skill: Concept 14) What forms the basis for the enforcement of most business contracts in Mexico and China? A) legal systems B) scientific research C) personal relationships D) international regulations Answer: C Diff: 2 Page Ref: 155 Chapter: 5 Skill: Concept 15) In the negotiation process, participation in social events, tours, ceremonies, and light conversation is characteristic of the ________ stage. A) preparation B) information exchange C) relationship building D) concessions and agreement Answer: C Diff: 1 Page Ref: 155 Chapter: 5 Skill: Concept 16) "Nontask sounding" is most closely associated with which aspect of negotiating? A) relationship building B) concession granting C) information analysis D) signing of the final document Answer: A Diff: 2 Page Ref: 155 Chapter: 5 Skill: Concept

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17) Which of the following terms refers to general, polite conversation and informal communication before meetings? A) nontask sounding B) cultural noise C) negotiation D) nonverbal behavior Answer: A Diff: 1 Page Ref: 155 Chapter: 5 Skill: Concept 18) Which of the following serves as a bridge from relationship building to the more formal stages of negotiating? A) mediating B) posturing C) conceding D) assessing Answer: B Diff: 1 Page Ref: 155 Chapter: 5 Skill: Concept 19) Most ________ negotiators view the "exchanging task-related information" stage of the negotiation process as straightforward, objective, efficient, and direct. A) Mexican B) American C) Chinese D) French Answer: B Diff: 2 Page Ref: 155 Chapter: 5 Skill: Concept AACSB: Multicultural and Diversity 20) The opposing negotiating team asks many questions and delves specifically and repeatedly into details of your presentation. In contrast, their presentation is vague and contains ambiguous information. Most likely you are negotiating with individuals from ________. A) China B) Russia C) U.S.A. D) Mexico Answer: A Diff: 2 Page Ref: 155 Chapter: 5 Skill: Application AACSB: Multicultural and Diversity 5 Copyright © 2011 Pearson Education, Inc.

21) Which cultural group is most likely to use an intermediary during the negotiating process? A) Latin Americans B) Middle Easterners C) Americans D) Russians Answer: B Diff: 2 Page Ref: 155 Chapter: 5 Skill: Concept AACSB: Multicultural and Diversity 22) How will negotiators most likely benefit from exhibiting an understanding of the opponents' viewpoint during presentations? A) Opponents succumb quicker to concession strategies than to aggressive bargaining tactics. B) Considering both sides promotes the assessment of a wide range of resolution alternatives. C) Emotional appeals not backed by information will be more persuasive to skeptical opponents. D) Cultural norms demand that each side share their weaknesses during the negotiation process. Answer: B Diff: 3 Page Ref: 156 Chapter: 5 Skill: Concept 23) Experts suggest that negotiators practice ________ in order to understand the perspectives of both sides and to prepare effectively for meetings. A) oculesics B) proxemics C) role reversal D) projective cognitive similarity Answer: C Diff: 1 Page Ref: 156 Chapter: 5 Skill: Concept 24) During which stage of the negotiations process does hard bargaining begin? A) persuasion B) relationship building C) information gathering D) use of intermediaries Answer: A Diff: 1 Page Ref: 156 Chapter: 5 Skill: Concept

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25) Which of the following is a common aspect of negotiations in the Far East? A) beginning negotiations by providing false information B) providing specific, detailed information to opponents C) asking no questions about data presented by opponents D) working out agreements before official negotiations begin Answer: D Diff: 3 Page Ref: 156 Chapter: 5 Skill: Concept 26) Which of the following is considered a "dirty trick" of cross-cultural negotiations? A) exhibiting rude behavior B) deliberately distorting facts C) asking many difficult questions D) remaining silent for long periods Answer: B Diff: 2 Page Ref: 156 Chapter: 5 Skill: Concept 27) All of the following are examples of rough tactics used in negotiations EXCEPT ________. A) interrupting frequently B) using emotional appeals C) having very bright lights in the room D) providing a room that is too warm or cold Answer: B Diff: 2 Page Ref: 156 Chapter: 5 Skill: Concept 28) In some South American countries, it is common to start negotiations with ________. A) high-pressure sales tactics B) misleading or false information C) needless delays and long periods of silence D) presentation of highly technical information Answer: B Diff: 2 Page Ref: 156 Chapter: 5 Skill: Concept AACSB: Multicultural and Diversity

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29) What are the most subtle and complex behaviors that make cross-cultural negotiations difficult? A) language differences B) nonverbal messages C) incorrect information D) technical terminology Answer: B Diff: 2 Page Ref: 156 Chapter: 5 Skill: Concept 30) The final stage of the negotiating process involves ________. A) analysis and assessment of mutual positions B) bargaining and presentation of mutual needs C) concessions and agreement D) mediation and cooperation Answer: C Diff: 1 Page Ref: 156 Chapter: 5 Skill: Concept 31) Research in the United States indicates that during the final stage of negotiations, it is best to start with ________. A) extreme positions B) neutral selection criteria C) mutual needs assessments D) minimum acceptance guidelines Answer: A Diff: 2 Page Ref: 156 Chapter: 5 Skill: Concept 32) Negotiators from ________ typically begin the concessions and agreement stage with what they are prepared to accept rather than an extreme position. A) China B) Sweden C) Russia D) America Answer: B Diff: 1 Page Ref: 156 Chapter: 5 Skill: Concept

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33) Negotiators in the Far East tend to approach issues in a(n) ________ manner. A) incremental B) direct C) holistic D) linear Answer: C Diff: 2 Page Ref: 157 Chapter: 5 Skill: Concept AACSB: Multicultural and Diversity 34) The method of using extreme positions during the concessions and agreement stage of negotiation involves ________. A) disclosing information gradually B) focusing on the entire picture C) agreeing to terms in advance D) revealing no new information Answer: A Diff: 2 Page Ref: 156-157 Chapter: 5 Skill: Concept 35) Which of the following views formal contracts as insulting and wasteful and prefers to make agreements based on mutual understanding and trust? A) Germans B) Japanese C) Russians D) Americans Answer: B Diff: 2 Page Ref: 158 Chapter: 5 Skill: Concept 36) All of the following most likely contributed to problems with the Danone-Wahaha joint venture EXCEPT ________. A) poor communication during and after the negotiation process B) lack of trust and familiarity between the management teams C) inadequate input from public relations and media experts D) insufficient time spent building relationships Answer: C Diff: 3 Page Ref: 158 Chapter: 5 Skill: Concept

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37) ________ negotiators tend to use the word "no" repeatedly, and they are best described as spontaneous and talkative. A) Brazilian B) Arabian C) American D) Japanese Answer: A Diff: 1 Page Ref: 158 Chapter: 5 Skill: Concept 38) Which of the following best describes most Japanese negotiators? A) confrontational B) outwardly emotional C) boastful and proud D) quiet and reflective Answer: D Diff: 2 Page Ref: 159 Chapter: 5 Skill: Concept 39) Fundamental to the Japanese culture is the ________. A) loyalty of others B) show of emotions C) welfare of the group D) welfare of the individual Answer: C Diff: 2 Page Ref: 159 Chapter: 5 Skill: Concept AACSB: Multicultural and Diversity 40) Which of the following is a similarity between the negotiation styles of both North Americans and Latin Americans? A) Emotional sensitivity is highly valued. B) A strong commitment is shown to the employer. C) Significant importance is given to documentation. D) Negotiators are argumentative when they think they are right. Answer: D Diff: 3 Page Ref: 159 Chapter: 5 Skill: Concept AACSB: Multicultural and Diversity

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41) ________ are based on what people believe is objective information, presented with the assumption that it is understood by the other side on a logical basis. A) Factual appeals B) Affective appeals C) Axiomatic appeals D) Virtual appeals Answer: A Diff: 1 Page Ref: 160 Chapter: 5 Skill: Concept 42) Which of the following types of appeals is based on emotions and subjective feelings? A) factual appeals B) affective appeals 情感诉求 C) axiomatic appeals D) virtual appeals Answer: B Diff: 1 Page Ref: 160 Chapter: 5 Skill: Concept 43) Axiomatic appeals are based on ________. A) socially accepted ideals B) media survey results C) subjective feelings D) objective information Answer: A Diff: 1 Page Ref: 160 Chapter: 5 Skill: Concept 44) One of the most common negotiating tactics used by Russians is ________. A) calling opponents dishonest B) questioning information C) stalling for time D) being emotional Answer: C Diff: 2 Page Ref: 160 Chapter: 5 Skill: Concept

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45) Arab negotiators will most likely make concessions because of their interest in ________. A) saving valuable time B) preventing embarrassment C) forming long-term relationships D) implementing spontaneous decisions Answer: C Diff: 3 Page Ref: 160 Chapter: 5 Skill: Concept 46) American negotiators perceived as successful by fellow Americans do all of the following EXCEPT ________. A) compromising when deadlocked B) building personal relationships C) operating in good faith D) delegating detail work Answer: B Diff: 2 Page Ref: 160 Chapter: 5 Skill: Concept 47) Which of the following behaviors is inconsistent with Casse's profile of successful American negotiators? A) refusing to make concessions in advance B) exhibiting a good sense of timing C) being quiet and not arguing D) understanding the issues Answer: C Diff: 3 Page Ref: 160 Chapter: 5 Skill: Concept 48) According to Casse, which of the following is NOT a typical characteristic of successful Indian negotiators? A) speaking truthfully B) trusting the opponent C) showing persistence D) relying on mediators Answer: D Diff: 2 Page Ref: 160-161 Chapter: 5 Skill: Concept AACSB: Multicultural and Diversity

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49) According to Casse, Arab negotiators are LEAST likely to ________. A) use affective appeals based on emotions and subjective feelings B) focus on developing long-term relationships C) avoid confronting opponents directly D) show concern about punctuality Answer: D Diff: 2 Page Ref: 160-161 Chapter: 5 Skill: Concept AACSB: Multicultural and Diversity 50) According to Casse, ________ negotiators are perceived as quiet, thoughtful, flexible, straightforward, conceited, and punctual. A) American B) Swedish C) Italian D) Arab Answer: B Diff: 1 Page Ref: 161 Chapter: 5 Skill: Concept AACSB: Multicultural and Diversity 51) Which of the following distinguishes Arab negotiators from negotiators from most other countries? A) Arab negotiators are fluent in numerous languages. B) Arab negotiators handle confrontations tactfully. C) Arab negotiators are highly aware of time. D) Arab negotiators are hired mediators. Answer: D Diff: 2 Page Ref: 162 Chapter: 5 Skill: Concept 52) The ________ of negotiation is the nature and appearance of the relationship between the people pursuing common goals. A) software B) hardware C) objectivity D) transparency Answer: A Diff: 1 Page Ref: 162 Chapter: 5 Skill: Concept

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53) Husted's study found that many culture-based differences in negotiation reflected differences between ________. A) rich vs. poor countries B) aggressive vs. passive individuals C) high vs. low-context cultures D) male vs. female negotiators Answer: C Diff: 2 Page Ref: 162 Chapter: 5 Skill: Concept 54) Using a problem-solving approach during cross-cultural negotiations requires a negotiator to ________. A) minimize specific details and facts B) avoid focusing on long-term issues C) make frequent counterproposals D) avoid criticizing the other party Answer: D Diff: 2 Page Ref: 163 Chapter: 5 Skill: Concept 55) A negotiation support system provides support to the negotiation process in all of the following ways EXCEPT by ________. A) increasing the number of potentially acceptable solutions B) increasing the ability to communicate nonverbally C) decreasing costs associated with time delays D) decreasing fees paid to attorneys Answer: B Diff: 2 Page Ref: 164 Chapter: 5 Skill: Concept 56) People from which city in China are viewed as business-savvy, confident, and obsessed with the progression of their careers? A) Beijing B) Chengdu C) Shanghai D) Guangzhou Answer: C Diff: 1 Page Ref: 165 Chapter: 5 Skill: Concept

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57) Businesspeople report two major areas of conflict in negotiating with the Chinese — their apparent insincerity about reaching an agreement and ________. A) their unwillingness to develop relationships beyond a superficial level B) their insistence on compromise whenever progress becomes difficult C) the amount of detail desired about product characteristics D) the use of bureaucratic mechanisms to stall negotiations Answer: C Diff: 3 Page Ref: 166 Chapter: 5 Skill: Concept AACSB: Multicultural and Diversity 58) Which of the following is NOT considered an antecedent factor influences Western-Chinese business negotiations? A) etiquette B) harmony C) economic conditions D) adaptive orientation Answer: D Diff: 2 Page Ref: 166 Chapter: 5 Skill: Concept 59) According to research, which of the following is the most frequent cause of tension during Chinese-American negotiations? A) perceived American misrepresentations B) inflexibility from both Americans and Chinese C) Chinese disinterest in forming interpersonal relationships D) lack of decision-making power held by both Americans and Chinese Answer: B Diff: 3 Page Ref: 167 Chapter: 5 Skill: Concept 60) Which of the following best defines guanxi? A) personal reputation B) common group goals C) network of personal relations D) unacceptable negotiating tactics Answer: C Diff: 1 Page Ref: 167 Chapter: 5 Skill: Concept

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61) Fizzy is an American firm that manufactures carbonated soft drinks. Fizzy executives want to enter the global market, and they are considering the idea of a joint venture with a beverage company located overseas. After conducting research on different beverage firms, Fizzy executives have narrowed the list of possibilities to a large beverage manufacturer located in China. Kevin Washburn and three other top-level executives at Fizzy have been assigned to the negotiating team. The team has flown to China to negotiate the details of the joint venture. Which of the following supports the argument that Kevin should make token concessions to the Chinese throughout the negotiations process? A) Fizzy executives hope to have other business deals with the Chinese firm in the future. B) Fizzy executives adhere to the guanxi rules of exchan...