Cross-Cultural Negotiation and Decision Making Quiz

Eron and Melanie are trying to decide on a restaurant for dinner. What is this process called?

• The process of Eron making a unilateral decision

• The process of Melanie avoiding any discussion with Eron

• The process of Eron imposing his will on Melanie

• The process of discussion by which Eron and Melanie aim to reach a mutually acceptable agreement

Answer explanation

Negotiation is the process of discussion by which two or more parties aim to reach a mutually acceptable agreement.

Eron and Kushal are about to negotiate a deal for their startup. What is the first stage of their negotiation process?

• Building a relationship with each other

• Making concessions and agreements

• Exchanging task related information

• Persuading each other

Answer explanation

The first stage of the negotiation process is relationship building, where parties establish rapport and trust.

In a business meeting, how would you describe Navneet, an American negotiator?

• Navneet is able to step back, remain silent, and learn from the situation

• Navneet is able to resist any kind of pressure that the other attendees, such as Carla and Rubinder, could try to exert on him

• Navneet seeks solutions that will satisfy all the parties involved, including Jose and Jovelyn

• Navneet refuses to make concessions beforehand

Answer explanation

A profile of an American negotiator is someone who refuses to make concessions beforehand.

Christine, Ronna, Kushal, Ranfelle, and Melanie are participating in a negotiation competition. Vaishnavi is their team leader. Which of the following best describes Vaishnavi's strategy as an Indian negotiator?

• Takes a firm stand at the beginning of the negotiation

• Seeks solutions that will please all the team members involved

• Is able to withdraw, use silence, and learn from within

• Is able to resist any kind of pressure that the opponents, Wendel and Olga, could try to exercise on her

Answer explanation

An Indian negotiator seeks solutions that please all parties involved, demonstrating flexibility and adaptability.

During a school science fair, Ira is chosen as the negotiator for her team. What is a profile of Ira as an Arab negotiator?

• She protects all the team members’ honor, self-respect, and dignity, including Eron, Dee, and Luis

• She takes a firm stand at the beginning of the negotiation with the judges

• She seeks solutions that will please all the team members involved

• She is able to resist any kind of pressure that the opponents, Melanie and her team, could try to exercise on her

Answer explanation

The profile of an Arab negotiator includes protecting all parties' honor, self-respect, and dignity.

Ira and Vanessa are planning a business presentation for a client from Japan. What is crucial for them to succeed in their cross-cultural communication?

• Being confrontational

• Being manipulative

• Being aggressive

• Being innovative

Answer explanation

Successful cross-cultural negotiations require being innovative, not confrontational, manipulative, or aggressive.

In a business meeting, Honey and Kyle are using a Negotiation Support System (NSS) to discuss the terms of a new project contract. What does this system provide support for in their discussion?

• Maximizing the chances for suboptimal outcomes

• Increasing the likelihood that an agreement is reached when a zone of agreement exists

• Decreasing the likelihood of reaching an agreement

• Increasing the direct and indirect costs of negotiations

Answer explanation

Negotiation Support Systems (NSS) provide support for increasing the likelihood of reaching an agreement when a zone of agreement exists.

In a recent school project, Dee and Vanessa were assigned to negotiate the terms and conditions for a mock business deal between two tech companies. They discovered that the range of terms or conditions within which they could find common ground and reach a mutually satisfactory outcome was called the zone of ​ (a)  

• Zone of Agreement

• Zone of Conflict

• Zone of Negotiation

• Zone of Influence

Answer explanation

The zone of agreement refers to the range of terms or conditions where parties in a negotiation can find common ground and reach a mutually satisfactory outcome.

Dee and Ira are in the process of finalizing a business deal with a renowned Chinese tech company. What are the two major areas of conflict they might encounter during this process?

• Amount of detail about the tech product's characteristics and apparent insincerity about reaching an agreement

• Lack of understanding of Chinese cultural traits and impatience

• Amount of detail about the tech product's characteristics and lack of interest in reaching an agreement

• Exaggerated expectations and lack of patience

Answer explanation

The two major areas of conflict when negotiating with the Chinese are the amount of detail about product characteristics and the apparent insincerity about reaching an agreement.

Rational Decision Making Model has 5 stages. Reorder them starting from the first to the fifth.

• Defining the problem

• Deciding on the best solution

• Implementing the decision

• Considering alternative solutions

• Gathering and analyzing relevant data