CH 10

A compromise agreement is when two parties reach a common ground between both of their goals.

• True

• False

In which culture is relationship building an integral part of business?

• United States

• European

• Asian

• African

It’s usually unimportant to understand someone else's culture before entering into a negotiation with them.

• True

• False

A __________ is a plan organized to achieve the desired objective.

• Tactics

• Negotiation Strategy

• Mediation

• Integrative Agreement

Matching the number of people on your team to the number on your opponent's team is an important part of the negotiation process.

• True

• False

In what country is it considered rude to open a negotiation with a joke?

• Brazil

• Nigeria

• Sweden

• The United States

Constant evaluation of verbal, nonverbal, and group interaction is necessary to negotiate from the best position possible.

• True

• False

Which culture presents an “I can handle this by myself” negotiation approach?

• United Kingdom

• Taiwan

• Singapore

• United States

The _________ people can be tough and ruthless; they excel at intelligence gathering and political blackmail.

• British

• South Korean

• American

• Russian

In ______, negotiation in the form of bargaining in the marketplace is practiced from childhood.

• Russia

• NIgeria

• Latin America

• The Netherlands