国际市场营销学 （原书第18版）测试题 Chapter 19 – Negotiating with International Customers,Partners,and Regulators

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Chapter19InventiveNegotiationswithInternationalCustomers,Partners,andRegulators

1)IntheageoftheInternetandvirtualconferencing,face-to-facenegotiationsarerare.

2)Individualpersonalitiesandbackgroundsareofnorelevanceattheinternationalnegotiationtable.

3)Ageandexperienceareknowntoaffectthenegotiationbehaviorsofindividuals.

4)Generalizationsaboutthenegotiationstyleofaregionareusuallycorrect.

5)Japan'snegotiationstyleisunique.Onalmosteverydimensionofnegotiationstyleconsideredinastudyof17countries,theJapaneseareonorneartheendofthescale.

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

7)Culturaldifferencesinnonverbalbehaviorsarealmostalwayshiddenbelowourawareness.

8)Americansarelackinginforeignlanguageskillsmorethanmostcountriesininternationalbusinessnegotiations.

9)Disagreementsamongforeignteammembers,intheformofsideconversations,areoftenfollowedbyconcessionstotheothernegotiatingparty.

10)Verbaltacticsusedduringnegotiationsdiffervastlyacrossdiversecultures.

11)Thevariationacrossculturesisgreaterwhencomparinglinguisticaspectsoflanguagethanwhentheverbalcontentofnegotiationsisconsidered.

12)TheJapanesebusinessnegotiationstylecomprisesaninfrequentuseofnoandyouandfacialgazing,aswellasmorefrequentsilentperiods.

13)ThebehaviorofthebusinesspeopleinAsiancountriestendstobesimilarinstyle.

14)ThestyleofUnitedKingdomnegotiatorsisthemostaggressiveofallcultures.

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

16)TheBritish,German,andAmericanbusinesspeoplearefoundtofallinthemiddleofmostscalesfordimensionsofnegotiatingbehaviors.

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

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

19)ObjectivityiskeyfornegotiatorsworkinginChina.

20)TheegalitarianvaluesofAmericansocietydictatethatAmericansellersgivecompletedeferencetotheneedsandwishesofbuyers.

21)AmericanbuyersachievebetterresultsthanJapanesebuyers.

22)TheJapanesetendtoemphasizehierarchicalrelationshipsthatleadstohamperedinternalcommunications.

23)Whenfacedwithacomplexnegotiationtask,mostAsiansdividethelargetaskupintoaseriesofsmallertasks.

24)Thesinglemostimportantactivityofinternationalbusinessnegotiationsissummarizing.

25)Duetothegreatdifferencesintherolesplayedbywomenacrosscultures,gendershouldbeusedasaselectioncriterionforinternationalnegotiationteams.

26)Bargainingskillisatthetopofalmosteveryone'slistofnegotiatortraits.

27)Thoroughpreliminaryresearcheliminatestheneedfornegotiatorstofocusonkeyfactstoreconfirmatthenegotiationtable.

28)Thefirststageofthebusinessnegotiationprocessisnontasksounding,whichincludesallthoseactivitiesthatmightbedescribedasestablishingrapportorgettingtoknowoneanother.

29)SinceformalityisawayoflifeintheUnitedStates,eventhesmallestcontractsbetweencompaniesofteninvolvesaformalsigningceremony.

30)Inhigh-contextcultures,personalrelationshipsarecrucialandhigh-levelbusinessexecutivesstayintouchwiththeirforeigncounterparts.

31)TheJapaneseapproachtointernationalbusinessnegotiationstendstobeinnovativeinspiteoftheircollectivisttendencies.

32)Ininternationalbusiness,globalmarketingstrategiesarealmostalwaysimplementedthrough________withbusinesspartnersandcustomersfromforeigncountries.

A)telephoneconversations

B)face-to-facenegotiations

C)videochats

D)mailandcourier

E)e-mail

33)WhichimageisaculturalstereotypethatismostlikelyattributedtoAmericannegotiatorsbyforeignbusinessnegotiators?

A)cowboy

B)suave,smooth-talker

C)pretentiousconnoisseur

D)"stiffupperlip"

E)samurai

34)IfanegotiatorfromanothercountryweretolabelSpanishnegotiatorsasbullsandassociatetheSwisswiththeimageofalamb,theseareexamplesof

A)nationalicons.

B)linguisticidentifiers.

C)socialhierarchy.

D)classdistinction.

E)culturalstereotypes.

35)Whenitcomestointernationalnegotiation,

A)regionalgeneralizationsveryoftenarenotcorrect.

B)theJapanesetendtobeinthemiddleofthescaleonalmosteverydimensionofnegotiationstyle.

C)thenegotiationstylesoftheKoreansandJapanesearethesameineverydimension.

D)onalmosteverydimensionofnegotiationstyleconsidered,theAmericansareonorneartheendofthescale.

E)Asiannegotiationstylestendtobecollectivelysimilaracrossalldimensions.

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

A)communicationchannels.

B)values.

C)socialresponsibility.

D)communicationstyle.

E)stereotypes.

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

A)thinkingprocesses.

B)values.

C)language.

D)nonverbalbehaviors.

E)decision-makingprocesses.

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

A)arealmostalwayshiddenbelowourawareness.

B)werenotimportanttoSandra.

C)onlyapplytosocialbehaviors;businessbehaviorsareuniversal.

D)arelessimportantthanverbalbehaviors.

E)werenotimportanttoJamal.

39)WhatisthemostcommoncomplaintheardfromAmericanmanagersintermsofthenegotiationbehaviorofforeignclients?

A)theinsistenceonexchangingbusinesscardstoestablishtherankofthenegotiators

B)theovertemphasislaidonpunctualityandthetendencytowastetime

C)thelackoffeedback,positiveaswellasnegative,regardingthenegotiations

D)foreignclientsandpartnersbreakingintosideconversationsintheirnativelanguages

E)frequentinstancesoffacialgazingandtouchingthatdistracttheircounterparts

40)Whatisthemostlikelyreasonforsideconversationsamongforeignnegotiatorsintheirnativelanguages?

A)stallingthenegotiations

B)sortingoutatranslationproblem

C)divertingattentionfromanactualissue

D)sharingsecrets

E)gesturingdisapproval

41)Whichgroupofnegotiatorsisconsideredtobethemostreticentaboutgivinginformationaboutthemselves(self-disclosure)?

A)Israelis

B)Canadians

C)Germans

D)Americans

E)Chinese

42)Whichcultureisconsideredtobetheleastaggressive,ormostpolite,initsnegotiationbehavior?

A)French

B)German

C)Chinese

D)Taiwanese

E)Japanese

43)WhichstatementistrueaboutthenegotiationbehaviorofKoreannegotiators?

A)Theyusemoresilentperiodsthananyothergroup.

B)Theyaskthegreatestnumberofquestions.

C)Theyarethemostreticentaboutdisclosinginformation.

D)TheyusethewordnoandinterruptmorefrequentlythantheJapanese.

E)Theyusethelowestpercentageofaggressivepersuasivetactics.

44)ThenegotiationstyleoftheRussiansisfoundtobequitesimilarinmanyrespectstothatofthe

A)Germans.

B)Japanese.

C)British.

D)Koreans.

E)Israelis.

45)Israelinegotiatorsaremostlikelytobeblamedforthe"pushy"stereotypeoftenusedbyAmericanstodescribetheirIsraelicounterpartsbecausethey

A)interruptoneanothermorefrequentlythananyothergroup.

B)usethelowestpercentageofself-disclosures.

C)usethehighestpercentageofpromisesandrecommendations.

D)usethehighestpercentageofpunishmentsthananyothergroup.

E)useahigherpercentageofcommandsthananyothergroup.

46)Spanishnegotiatorsuseahighpercentageofcommands,asdemonstratedbywhichbehavior?

A)extensiveuseofsilentperiods

B)highestincidenceoftouchinganothernegotiator

C)greetingcallersonthephonewith"diga"(speak)

D)shunningeyecontactwithothers

E)greetingotherswitha"hola"or"bueno"

47)Whichgroupofnegotiatorswasfoundtohavethemostaggressivenegotiationstyle?

A)Spaniards

B)Israelis

C)Americans

D)Koreans

E)French

48)WhichstatementreflectstheAmericannotionoftheimportanceofobjectivity?

A)Americanbusinessisthehotbedofnepotism.

B)Americansplaceemphasisoneconomicsandperformanceratherthanpeople.

C)Inbusiness,favoritismmattersanditiskeytoasuccessfulnegotiation.

D)Americanshavelittleregardfordecisionsbaseduponthebottomline.

E)Americanbusinessisheavilyskewedagainstmeritocracy.

49)InJapanesebusinessorganizations,subordinatesdonotsharebadnewswiththeirsuperiors.Thislackofinternalcommunicationscanbeattributedto

A)theJapaneseemphasisonindividualism.

B)theJapaneseemphasisonhierarchicalrelationships.

C)theJapaneseemphasisoncompetitionandindividualism.

D)theinsistenceonsolvingproblemsatthepointoforiginandnotescalatingthem.

E)Guanxi,theJapanesepracticeofpersonalconnections.

50)Accordingtoforeignnegotiators,whichnegotiationtacticisthemostusefulwhendealingwithAmericans?

A)offeringcutbacksondeals

B)includinghigher-levelexecutivesintalks

C)providinglotsofself-disclosures

D)highfirst-offers,followedimmediatelywithdeeplydiscountedsecond-offers

E)takingtimewiththenegotiations

51)WhichapproachisusuallyadoptedbyWesternerswhenfacedwithacomplexnegotiationtask?

A)dividingthelargetaskintoaseriesofsmallertasks

B)analyzingthetaskinaholisticmannerwithforeignanddomesticexperts

C)discussingallissuesatonce,innoapparentorder

D)makinglargerthannormalconcessionsinabidtopushthedealthrough

E)buyingtimebytacklingperipheralissuesfirst,andthentacklingthemaintask

52)Whatistrueregardingthedecision-makingprocessesininternationalbusinessnegotiations?

A)Asiannegotiatorsprefertobreakupacomplex,largetaskintoaseriesofsmallertasks.

B)TheAmericanapproachtoacomplexnegotiationtaskistodiscussallissuesatonce,innoapparentorder.

C)Americannegotiatorstendtomakelargerconcessionsafteragreementsareannounced.

D)Americanstackleissuessuchasprices,delivery,andwarrantyoneatatime,withthefinalagreementbeingthesumofsmalleragreements.

E)TheWesternsequentialapproachandtheEasternholisticapproachtodecision-makingarefoundtocomplementeachother.

53)Whatistrueofthedecision-makingprocesswithrespecttotheAmericanandJapanesenegotiators?

A)TheWesternsequentialapproachandtheEasternholisticapproacharefoundtomixwell.

B)AmericansoftenmakeunnecessaryconcessionsrightbeforeagreementsareannouncedbytheJapanese.

C)AllissuesarediscussedatoncebytheAmericans,innoapparentorder,andconcessionsaremadeonallissuesattheendofthediscussion.

D)AmericanmanagersfinditeasytomeasuretheprogressofnegotiationswiththeirJapanesecounterparts.

E)WhennegotiatingwiththeJapanese,Americansfindthattheprogressofnegotiationsiscloselylinkedtothenumberofissuesresolved.

54)Whichstatementreflectsthedecision-makingstyleoftheAmericansinbusinessnegotiations?

A)Abusinessnegotiationisanopportunitytodevelopabusinessrelationshipwiththegoaloflong-termmutualbenefit.

B)Theeconomicissuesarethecontext,notthecontent,ofthebusinessnegotiationtalks.

C)Abusinessnegotiationisaproblem-solvingactivity,thebestdealforbothpartiesbeingthesolution.

D)Businessissuesarediscussedatonce,innoapparentorder,andconcessionsaremadeonallissuesattheendofthediscussion.

E)Interpersonalandinterorganizationalbondstakeprecedenceoverthebottomlineinbusinessnegotiations.

55)WhatdoAmericansconsidertobeasignalofprogressinabusinessnegotiationswithforeigners?

A)absenceofquestionsonspecificareasofadeal

B)ahardeningofattitudesandpositionsonsomeissues

C)alesserfrequencyoftalkamongthemselvesintheirownlanguage

D)higher-levelforeignersbeingincludedinthediscussions

E)decreasedbargaininganduseofthehigher-levelandformalchannelsofcommunication

56)Fred,apurchasingmanageratadepartmentstoreintheUnitedStates,isengagedinnegotiationswithaBraziliansupplier.WhatbehaviorwouldindicatethatFredhasbeenmakingprogressinthenegotiationswiththeBrazilians?

A)decreasedbargainingbytheBrazilians

B)theinvolvementofBrazilianexecutivesoflowerrankstocontinuethediscussions

C)anoticeabledecreaseininstancesofprivateconversationsamongtheBrazilians

D)questionsbyBraziliansthatfocusprimarilyonthemoregeneralareasofthedeal

E)asofteningofattitudesandpositionsbytheBraziliansonsomeoftheissues

57)Whatisthefirststeptowardinitiatingefficientandeffectiveinternationalbusinessnegotiations?

A)managingpreliminariessuchastrainingandlocationoftalks

B)preparingandmanipulatingnegotiationsettings

C)selectinganappropriatenegotiationteam

D)managingtheprocessofnegotiations

E)followinguponproceduresandpractices

58)Globalbusinesssuccessistheresultofmanyfactors,including

A)standardizationratherthancustomizationofnegotiationproceduresacrossallcultures.

B)theemergenceoftheEnglishlanguageasthechiefmediumofnegotiations.

C)increasedhomogenizationofculturesacrosstheworld.

D)theavailabilityoflargenumbersofskillfulinternationalnegotiators.

E)avoidanceoftheuseoftechnologyinallareasrelatedtobusinessnegotiations.

59)Whichtraitisimportantformarketingexecutivesinvolvedininternationalnegotiationsandtechnicalexpertswhoaccompanythem?

A)optimism

B)altruism

C)resistance

D)culturallyapathy

E)aggressiveness

60)InstudiesconductedatFordMotorCompanyandAT&T,threetraitswerefoundtobeimportantpredictorsofnegotiatorsuccesswithinternationalclientsandpartners,including

A)abilitytofunctionwithoutteamassistance.

B)influenceatheadquarters.

C)appreciationofexternalfactorsinnegotiations.

D)abilitytocommandattentionfromanaudience.

E)willingnesstotakeonadditionalresponsibilities.

61)Americansoftenmakethemistakeofgoingitaloneagainstagreaternumberofforeignersinbusinessnegotiations.ThisislikelyrelatedtowhatAmericantrait?

A)collectivism

B)chivalry

C)information-orientation

D)pragmatism

E)independence

62)WhatfactorcangetinthewayofAmericanteamnegotiations?

A)culturalheritageofinterdependenceandcollectivism

B)emphasisoncarefulnotetakingandtrainingviaobservation

C)compensationschemesthatoverlyemphasizeindividualperformance

D)preferenceforsplitcommissionsfornegotiationteams

E)hierarchicalstructuresofAmericanorganizations

63)Inrelationship-orientedcultures,________speaksquiteloudlyinbothpersuasionandthedemonstrationofinterestinabusinessrelationship.

A)thebottomline

B)profit

C)teamstrength

D)secrecy

E)rank

64)Thesinglemostimportantactivityofinternationalbusinessnegotiationsis

A)organization.

B)listening.

C)presentation.

D)etiquette.

E)self-disclosure.

65)Aninternationalbusinessnegotiator'sprimaryjobiscollectinginformationwiththegoalofenhancingcreativity.Whichstepmaybetakenduringameetingtoensurethatthenegotiatorisabletodohisjobwell?

A)appointingdifferentmembersoftheteamtoprovideself-disclosuresandappropriaterepliestoqueries

B)bringingalongjuniorexecutivesforthepurposeoftrainingthroughobservationandparticipation

C)providingadditionalinformationtotheotherpartywhenallthemembersfallsilentduringthemeeting

D)assigningoneteammemberthesoleresponsibilityoftakingcarefulnotesandnotworryingaboutspeaking

E)includinghigher-rankexecutivesandusinginformalchannelsofcommunication

66)Whyisitimportanttobringalongaseniorexecutivetoaninternationalbusinessnegotiation?

A)Influenceatheadquartersiscrucialtosuccess.

B)Theflexiblepositionoftheorganizationisindicated.

C)Thespecifictechnicaldetailsofthedealcanbediscussed.

D)Informationcanbecollectedthroughnotetakingwiththegoalofenhancingcreativity.

E)Alargernumberofnoddingheadscanreduceinfluence.

67)________shouldnotbeusedasaselectioncriterionforinternationalnegotiationteams.

A)Stamina

B)Maturity

C)Ethnicity

D)Breadthofknowledge

E)Gender

68)Inthecontextofinternationalbusinessnegotiations,evenincountrieswherewomendonotparticipateinmanagement,Americanfemalenegotiatorsarefirsttreatedas

A)distractions.

B)ignorantpeople.

C)inappropriate.

D)foreigners.

E)inexperiencedpeople.

69)Withrespecttotherolesofmenandwomenininternationalbusinessnegotiations,

A)ingeneral,womenaremorecomfortablespeakingupinameetingthanmentomaintainintimacywiththeirforeigncounterparts.

B)menaremorecomfortabletalkingone-on-onethanwomen,owingtothesocialstigmaassociatedwithsuchpractices.

C)thenegotiationstyleofAmericanwomenisalotclosertothatoftheJapanesethanthatofAmericanmen.

D)incountrieswherewomendonotparticipateinmanagement,Americanfemalenegotiatorsarefirstconsideredincompetent.

E)itisnotparticularlyimportantforfemaleexecutivestoestablishpersonalrapportatrestaurantsandotherinformalsettings.

70)Inthecontextofinternationalnegotiations,whatisfoundtobelackinginthecurriculaofmostschoolsofdiplomacy?

A)languageskills

B)diplomatichistoryandinternationalrelations

C)foreignpolicies

D)socialanddiplomaticskills

E)culturaldifferencesincommunicationstyles

71)Ford'sprogramformanagersworkingwithJapanese,"ManagingNegotiations:Japan,"includes

A)classesintheJapaneselanguage.

B)traininginovercomingJapaneseculturaltraits.

C)tapesofpastnegotiationmistakes.

D)face-to-facepracticewithJapanesenegotiators.

E)rehearsalsofupcomingnegotiations.

72)Whatactionmustbetakenbyanegotiatorbeforeinternationalnegotiationsbegin?

A)askingquestionsonspecificareasofthedeal

B)planningconcessionstrategies

C)makingconcessionsbeforereachinganagreement

D)rushingtheforeignnegotiatortocometoadecision

E)relyingonlyoninformationobtainedfromexternalsources

73)MikehadbeennegotiatingwithaJapanesecompanyfordistributionrightsforfivedays.Hewasafraidhewasgoingtolosethecontract,soatthelastminutehedecidedtolowertheprice.Theyacceptedthenextday.WhatmistakedidMikemake?

A)Heshouldhavecomeinwithalowpriceattheoutset.

B)Heshouldhavehadawrittenconcessionplanbeforehebeganthenegotiation.

C)HeshouldhavegiventheJapanesenegotiatorsamenuofoptionsincludingthelowerprice.

D)Heshouldhaveavoidedallconcessions.

E)Heshouldhavedeferredtohissuperiors.

74)Whatskillstypicallytopthelistofinternationalnegotiatortraits?

A)preparationandplanning

B)observationalandoratory

C)linguisticandsocial

D)persuasionandintellectual

E)informationalandinterpretation

75)InGettingtoYes,thenotionof________relatestohowpowerinnegotiationsisbestmeasured.

A)whatyounegotiateiswhatyouget

B)aface-to-facecommunication

C)thebestalternativetoanegotiatedagreement

D)thefailuretolistenduringnegotiations

E)astandardforbusinessnegotiations

76)Evensmallcompaniescanpossessgreatpowerinnegotiationsiftheyhave

A)littleinfluenceatheadquarters.

B)alargernegotiatingteam.

C)moretoloseandlesstogainfromadeal.

D)moregoodalternativesthantheirlarge-companycounterparts.

E)theadvantageofnegotiatinginaforeignland.

77)Whichaspectofthenegotiationsettingisanimportantconsiderationasitmayeventuallydeterminelegaljurisdictionifdisputesarise?

A)preliminaryresearch

B)communicationschannels

C)numberofparticipants

D)numberoftranslators

E)location

78)Whichstatementregardingthephysicalarrangementsofaninternationalnegotiationsettingistrue?

A)Russiansprefertotalktoeveryoneseparately,andonceeveryoneagrees,toscheduleinclusivemeetings.

B)Japanesetendtowardacumulativeapproach,meetingwithonepartyandreachinganagreement,thenbothpartiescallingonathirdparty.

C)Inhigh-contextcultures,thephysicalarrangementsofroomsaretakencasually.

D)Americanstendtowanttogeteveryonetogethertoquicklyreachanagreementevenifopinionsandpositionsaredivergent.

E)Americansadoptaformalapproachtoseatingandroomarrangement.

79)WhichmethodisthemostefficientwaytocommunicatewithclientsandpartnersinplaceslikeMexico,Malaysia,andChina?

A)conversationoveralongdinner

B)negotiationthroughvideo-conferencing

C)conversationoveraphonecall

D)negotiationthroughe-mail

E)negotiationwithlower-andmid-rankingexecutives

80)Whichaspectofinternationalbusinessnegotiationsisconsideredtobethemostdifficult?

A)agreeingonthenumberofparticipantsinthenegotiation

B)findingthebestalternativetoanegotiatedagreement

C)actualconductoftheface-to-facemeeting

D)decidingonthelocationandphysicalarrangements

E)selectionoftheappropriatenegotiationteam

81)________includesallthoseactivitiesthatmightbedescribedasestablishingrapport,butitdoesnotincludeinformationrelatedtothe"business"ofameeting.

A)Persuasion

B)Concessionsandagreement

C)Negotiationsetting

D)Task-relatedexchangeofinformation

E)Nontasksounding

82)AnAmericanbuyerisnegotiatingwithaBritishsupplierforthepurchaseofrawmaterialsforproductionofheavymachineryintheUnitedStates.Beforeexchanginganyinformationpertainingtothebusinessofthemeeting,hespendsafewminutestalkingtotheBritishnegotiatorontopicssuchasWorldCupsoccer,therecentlyconcludedgeneralelections,andtheEnglishweather.TheAmericanbuyerisengaginginthefirststageofabusinessnegotiationknownas

A)chitchat.

B)nontasksounding.

C)settinganagenda.

D)assessmentofbusinessterms.

E)appraisalofcurrentaffairs.

83)Whatisoneoftheobjectivesofengaginginnontasksounding?

A)determiningifaclient'sattentionisfocusedonbusiness

B)obtainingnegativefeedbackoninformationsupplied

C)draininginformationfromone'snegotiationcounterparts

D)handlingobjections

E)preventinglossofface

84)WhataspectofnontasksoundingmostlikelydiffersbetweentheAmericansandtheChinese?

A)topicofdiscussion

B)determiningthetrustworthinessofaclient

C)learningaboutthecultureofaclient

D)durationofthenontasksoundingprocess

E)goalsandobjectives

85)Whichmethodcanbeusedtominimizetheinevitableerrorsthatcropupwhileexchanginginformationacrosslanguagebarriers?

A)usingsilentperiodsmorefreq