MGT 4073 CHAPTER 5 QUESTIONS AND ANSWERS | MGT 4073 CH 5 STUDY
GUIDE & PRACTICE TEST 2026/2027
1. Although the steps involved in the negotiation process do vary somewhat according to cultural norms,
which step generally follows persuasion? - ANS ✔✔Concessions and agreement
2. Which step would least likely be part of the preparation phase of a negotiation meeting? - ANS
✔✔Engaging in general, polite conversations and informal communication
3. According to the author, Brazilians are far more likely to use the word ______ in negotiations than
Americans or Japanese. - ANS ✔✔No
4. Which variable in the negotiation process would involve determining the importance of procedures
and social behaviors in the negotiation process? - ANS ✔✔Concern with protocol
5. American compassion for efficiency also leads to problems with which stage of the negotiation
process? - ANS ✔✔Relationship building
6. Which phase in the general negotiation process usually involves social events, tours, and ceremonies?
- ANS ✔✔Relationship building
7. Based on research conducted on bargaining behaviors between different countries, compared to
Americans, South Americans are much more likely to use which behavior? - ANS ✔✔Use misleading or
false information
8. When looking at negotiation strategies, which two countries are most likely to act similarly? - ANS
✔✔None of these countries act similarly
9. What would be considered the primary purpose underlying all stages of the negotiation process? -
ANS ✔✔Persuasion
10. Based on research examining negotiation styles in Japanese, North American, and Latin American
cultures, which behavior would be most consistent with a Japanese culture? - ANS ✔✔Not
argumentative, quiet when right
11. According to research conducted by Pierre Casse, a successful American negotiator would be most
likely to exhibit which behavior? - ANS ✔✔Keeps a maximum of options open before negotiation
12. According to Husted's study on Mexican negotiators' perceptions of the reasons for the failure of
their negotiations with U.S. teams, the Mexicans viewed which factor as the most important reason for
failed negotiations? - ANS ✔✔U.S. team's cold, blunt communicative style
13. In order to successfully negotiate intercultural negotiations, a manager has to: - ANS ✔✔All of these
factors are important for successful intercultural negotiations.
GUIDE & PRACTICE TEST 2026/2027
1. Although the steps involved in the negotiation process do vary somewhat according to cultural norms,
which step generally follows persuasion? - ANS ✔✔Concessions and agreement
2. Which step would least likely be part of the preparation phase of a negotiation meeting? - ANS
✔✔Engaging in general, polite conversations and informal communication
3. According to the author, Brazilians are far more likely to use the word ______ in negotiations than
Americans or Japanese. - ANS ✔✔No
4. Which variable in the negotiation process would involve determining the importance of procedures
and social behaviors in the negotiation process? - ANS ✔✔Concern with protocol
5. American compassion for efficiency also leads to problems with which stage of the negotiation
process? - ANS ✔✔Relationship building
6. Which phase in the general negotiation process usually involves social events, tours, and ceremonies?
- ANS ✔✔Relationship building
7. Based on research conducted on bargaining behaviors between different countries, compared to
Americans, South Americans are much more likely to use which behavior? - ANS ✔✔Use misleading or
false information
8. When looking at negotiation strategies, which two countries are most likely to act similarly? - ANS
✔✔None of these countries act similarly
9. What would be considered the primary purpose underlying all stages of the negotiation process? -
ANS ✔✔Persuasion
10. Based on research examining negotiation styles in Japanese, North American, and Latin American
cultures, which behavior would be most consistent with a Japanese culture? - ANS ✔✔Not
argumentative, quiet when right
11. According to research conducted by Pierre Casse, a successful American negotiator would be most
likely to exhibit which behavior? - ANS ✔✔Keeps a maximum of options open before negotiation
12. According to Husted's study on Mexican negotiators' perceptions of the reasons for the failure of
their negotiations with U.S. teams, the Mexicans viewed which factor as the most important reason for
failed negotiations? - ANS ✔✔U.S. team's cold, blunt communicative style
13. In order to successfully negotiate intercultural negotiations, a manager has to: - ANS ✔✔All of these
factors are important for successful intercultural negotiations.
