INT 6200 Module 6 Final Assessment |
Questions and Answers | 2026 Updated |
100% Correct.
1. In a high-context culture, which negotiation tactic is most effective for building
long-term trust?
A. Direct and explicit written contracts
B. Indirect communication and relationship building
C. Aggressive competitive bidding
D. Strict adherence to time schedules
Answer: B. Indirect communication and relationship building
Rationale: High-context cultures rely on implicit communication and personal
relationships, making indirect communication and relationship building crucial for trust.
Direct contracts and aggressive tactics are less effective in such settings.
2. When applying Hofstede's dimension of 'uncertainty avoidance' to a negotiation,
what behavior is likely in a high uncertainty-avoidant culture?
A. Preference for flexible, open-ended agreements
B. Reluctance to deviate from established rules and procedures
C. Willingness to take high risks for potential gains
D. Emphasis on spontaneous decision-making
Answer: B. Reluctance to deviate from established rules and procedures
Rationale: High uncertainty avoidance cultures prefer structure, rules, and predictability,
leading to reluctance to deviate from established procedures. Other options reflect low
uncertainty avoidance tendencies.
Page 1 of 51
,3. Which of the following best illustrates the 'integrative' negotiation strategy in an
international joint venture?
A. Each party maximizes its own share of fixed resources
B. Parties collaborate to expand the pie by identifying shared interests
C. One party dominates the negotiation to secure favorable terms
D. Parties avoid discussing contentious issues to maintain harmony
Answer: B. Parties collaborate to expand the pie by identifying shared interests
Rationale: Integrative negotiation focuses on collaboration and creating value by
addressing shared interests, expanding the pie. Distributive strategies (A, C) focus on
claiming value, while avoidance (D) is not integrative.
4. In the context of the 'prisoner's dilemma' applied to international trade
negotiations, what is the primary risk of adopting a purely self-interested strategy?
A. Mutual cooperation leading to suboptimal outcomes
B. Escalation of conflict and retaliatory measures
C. Increased transparency and trust
D. Unilateral gains without consequences
Answer: B. Escalation of conflict and retaliatory measures
Rationale: In a prisoner's dilemma, self-interested strategies often lead to mutual defection,
escalating conflict and retaliation. Cooperation, though risky, can yield better collective
outcomes.
Page 2 of 51
,5. Which cultural dimension from the GLOBE study is most directly associated with
the expectation that power should be shared equally?
A. Power distance
B. Institutional collectivism
C. Gender egalitarianism
D. Assertiveness
Answer: A. Power distance
Rationale: Power distance in GLOBE measures the extent to which a society expects power
to be distributed equally. Low power distance indicates a preference for shared power.
6. In a negotiation with a counterpart from a polychronic culture, which scheduling
approach is most appropriate?
A. Strict adherence to a pre-set agenda with fixed times
B. Flexible timing and allowance for relationship-building
C. Parallel meetings to maximize efficiency
D. Insistence on punctuality as a sign of respect
Answer: B. Flexible timing and allowance for relationship-building
Rationale: Polychronic cultures view time fluidly and prioritize relationships over strict
schedules. Flexibility and relationship-building are key, whereas monochronic cultures
value punctuality and agendas.
Page 3 of 51
, 7. Which of the following is a key ethical challenge in international business
negotiations?
A. Balancing profit maximization with social responsibility
B. Adhering to universal ethical standards
C. Avoiding cultural imperialism
D. All of the above
Answer: D. All of the above
Rationale: All listed are key ethical challenges: balancing profit and responsibility,
applying universal standards in diverse contexts, and avoiding imposing one's cultural
values. Thus, D is correct.
8. When using the 'BATNA' concept in a cross-border acquisition, what is the primary
benefit?
A. It provides a fallback option that strengthens negotiating position
B. It guarantees a successful deal
C. It eliminates cultural differences
D. It speeds up the negotiation process
Answer: A. It provides a fallback option that strengthens negotiating position
Rationale: BATNA (Best Alternative to a Negotiated Agreement) offers a fallback if
negotiations fail, enhancing leverage. It does not guarantee success or eliminate cultural
factors.
Page 4 of 51
Questions and Answers | 2026 Updated |
100% Correct.
1. In a high-context culture, which negotiation tactic is most effective for building
long-term trust?
A. Direct and explicit written contracts
B. Indirect communication and relationship building
C. Aggressive competitive bidding
D. Strict adherence to time schedules
Answer: B. Indirect communication and relationship building
Rationale: High-context cultures rely on implicit communication and personal
relationships, making indirect communication and relationship building crucial for trust.
Direct contracts and aggressive tactics are less effective in such settings.
2. When applying Hofstede's dimension of 'uncertainty avoidance' to a negotiation,
what behavior is likely in a high uncertainty-avoidant culture?
A. Preference for flexible, open-ended agreements
B. Reluctance to deviate from established rules and procedures
C. Willingness to take high risks for potential gains
D. Emphasis on spontaneous decision-making
Answer: B. Reluctance to deviate from established rules and procedures
Rationale: High uncertainty avoidance cultures prefer structure, rules, and predictability,
leading to reluctance to deviate from established procedures. Other options reflect low
uncertainty avoidance tendencies.
Page 1 of 51
,3. Which of the following best illustrates the 'integrative' negotiation strategy in an
international joint venture?
A. Each party maximizes its own share of fixed resources
B. Parties collaborate to expand the pie by identifying shared interests
C. One party dominates the negotiation to secure favorable terms
D. Parties avoid discussing contentious issues to maintain harmony
Answer: B. Parties collaborate to expand the pie by identifying shared interests
Rationale: Integrative negotiation focuses on collaboration and creating value by
addressing shared interests, expanding the pie. Distributive strategies (A, C) focus on
claiming value, while avoidance (D) is not integrative.
4. In the context of the 'prisoner's dilemma' applied to international trade
negotiations, what is the primary risk of adopting a purely self-interested strategy?
A. Mutual cooperation leading to suboptimal outcomes
B. Escalation of conflict and retaliatory measures
C. Increased transparency and trust
D. Unilateral gains without consequences
Answer: B. Escalation of conflict and retaliatory measures
Rationale: In a prisoner's dilemma, self-interested strategies often lead to mutual defection,
escalating conflict and retaliation. Cooperation, though risky, can yield better collective
outcomes.
Page 2 of 51
,5. Which cultural dimension from the GLOBE study is most directly associated with
the expectation that power should be shared equally?
A. Power distance
B. Institutional collectivism
C. Gender egalitarianism
D. Assertiveness
Answer: A. Power distance
Rationale: Power distance in GLOBE measures the extent to which a society expects power
to be distributed equally. Low power distance indicates a preference for shared power.
6. In a negotiation with a counterpart from a polychronic culture, which scheduling
approach is most appropriate?
A. Strict adherence to a pre-set agenda with fixed times
B. Flexible timing and allowance for relationship-building
C. Parallel meetings to maximize efficiency
D. Insistence on punctuality as a sign of respect
Answer: B. Flexible timing and allowance for relationship-building
Rationale: Polychronic cultures view time fluidly and prioritize relationships over strict
schedules. Flexibility and relationship-building are key, whereas monochronic cultures
value punctuality and agendas.
Page 3 of 51
, 7. Which of the following is a key ethical challenge in international business
negotiations?
A. Balancing profit maximization with social responsibility
B. Adhering to universal ethical standards
C. Avoiding cultural imperialism
D. All of the above
Answer: D. All of the above
Rationale: All listed are key ethical challenges: balancing profit and responsibility,
applying universal standards in diverse contexts, and avoiding imposing one's cultural
values. Thus, D is correct.
8. When using the 'BATNA' concept in a cross-border acquisition, what is the primary
benefit?
A. It provides a fallback option that strengthens negotiating position
B. It guarantees a successful deal
C. It eliminates cultural differences
D. It speeds up the negotiation process
Answer: A. It provides a fallback option that strengthens negotiating position
Rationale: BATNA (Best Alternative to a Negotiated Agreement) offers a fallback if
negotiations fail, enhancing leverage. It does not guarantee success or eliminate cultural
factors.
Page 4 of 51
