STUDOCU-Chapter16_TF_Multiple Choice

Countries can have only one culture; however cultures can span national borders.

• TRUE

• FALSE

The notion that negotiation is both art and science is especially valid at the cross-cultural or international level.

• TRUE

• FALSE

There are six factors in the environmental context that make international negotiations more

challenging than domestic negotiations and these factors can act to limit or constrain

organizations that operate internationally, whether negotiators understand or appreciate their

effects.

• TRUE

• FALSE

Political considerations may enhance or detract from the conduct of business negotiations in various countries at different times.

• TRUE

• FALSE

Ideological clashes increase the communication challenges in cross-border negotiations in the

broadest sense because the parties may disagree on the most fundamental levels about what

is being negotiated.

• TRUE

• FALSE

In all cross-cultural negotiations, both parties approach the negotiation deductively.

• TRUE

• FALSE

High-conflict situations that are based on ethnicity, identity, or geography are most easy to resolve.

• TRUE

• FALSE

The relationship the principal negotiating parties develop before the actual negotiations will have an important impact on the negotiation process and outcome.

• TRUE

• FALSE

Tangible and intangible factors play only a minor role in determining the outcomes of cross- border negotiations.

• TRUE

• FALSE

Many popular books and articles on international negotiation treat culture as expected

behavior, providing lists of dos and don'ts to obey when negotiating with people from different cultures.

• TRUE

• FALSE