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WorksheetsChapter 5 Cross-cultural negotiation and decision making
Total questions: 15
Worksheet time: 8mins
The negotiation process includes:
1 step
2 steps
4 steps
5 steps
Negotiation is the process of:
one or two parties aim for mutually acceptable agreement
two parties aim for mutually acceptable agreement
two or more parties aim for mutually acceptable agreement
three parties aim for mutually acceptable agreement
One of the advantages of E-negotiations:
more travel
speed
Nonverbal nuances are lost
All are correct
What does cross-cultural negotiation mean?
When you negotiate with French customers
when you negotiate in another country
when you negotiate with foreigners
when you negotiate with companies
What do most the Europeans do compared to the Asians when negotiating?
They agree on all
They insist on giving their opinion
They are never happy with the proposals
They don't negotiate
What is mainly influencing the Asians when negotiating?
The food
The language
Confucianism
Politics
Stages of Chinese negotiation:
commercial
technical
technical and commercial
None of the above
Culturally based differences influence the negotiation process at:
Stage 1,2,3
Stage 4,5
Stage 4
Every stage
Which of the following is the primary reason for ineffective cross-cultural business negotiations?
insufficient knowledge about native bargaining rituals
highly restrictive government legislation
poorly planned business strategies
language differences
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?
cognitive dissonance
moral idealism
parochialism
projective cognitive similarity
Which stage of the negotiation process is most likely to be overlooked by managers from the U.S.?
concessions and agreement
relationship building
preparation
persuasion
Which of the following is a common aspect of negotiations in the Far East?
beginning negotiations by providing false information
providing specific, detailed information to opponents
asking no questions about data presented by opponents
working out agreements before official negotiations begin
Research shows that managers from ____ have the highest tolerance for risk
America
Germany
Belgium
Austria
Which of the following is a typical characteristic of a Japanese work group?
open expression of conflicts
decision making based on a patient, long-term perspective
lack of cooperation
lack of mutual confidence
The term "polarization" describes the process of discussion by which two or more parties aim
to reach a mutually acceptable agreement.
FALSE
TRUE
