MGMT 309 - Chapter 5 Exam Questions With 100% Correct Answers 2020/2025

MGMT 309 - Chapter 5 Exam Questions With 100% Correct Answers 2020/2025 Which of the following terms refers to the process by which two or more parties meet to try to reach an agreement regarding conflicting interests? - answernegotiation Which of the following is most likely to be a reason for ineffective international business negotiations? - answerdifferences in cultural values and problem-solving techniques For long-term positive relations, the goal of negotiation should most likely be to ________. - answerreach a settlement that benefits all parties A French businessman has a meeting scheduled with a Brazilian 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? - answerprojective cognitive similarity Which aspect of the negotiation process will most likely occur on a continuous basis? - answerrelationship building Which of the following is one of the stages in the negotiation process? - answerpreparation Which of the following statements is true regarding a negotiation process? - answerThe cultural norms of the place determine the order of the negotiation process stages. When preparing for cross-cultural negotiations, managers should first evaluate their own negotiation styles in order to ________. - answerdetermine how they differ from the norm in other countries Which of the following variables is LEAST relevant to the profile of an opposing party in a cross-cultural negotiation? - answerlocation of the negotiation ________ is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions. - answerRelationship building One of the primary purposes of relationship building during the negotiation process is to ________. - answerbuild mutual trust What forms the basis for the enforcement of most business contracts in Mexico and China? - answerpersonal commitments to individuals In the negotiation process, participation in social events, tours, ceremonies, and informal conversation is a characteristic of the ________ stage. - answerrelationship building Which of the following aspects of negotiating is most closely associated with nontask sounding? - answerrelationship building Which of the following terms refers to general, polite conversation and informal communication before meetings? - answernontask sounding Which of the following serves as a bridge from relationship building to the more formal stages of negotiating? - answerposturing From an American perspective, the ________ stage of negotiation is straightforward, objective, efficient, and direct. - answerexchanging task-related information During the exchange of task-related information, who among the following people would most likely ask many questions of their counterparts, delve specifically and repeatedly into the details at hand, and provide only vague and ambiguous material during a presentation? - answerChinese Which of the following cultural groups enjoys debate and conflicts and will often interrupt presentations to argue about an issue even if it has little relevance to the topic being presented? - answerFrench Yu Fei, a negotiator for Tama Inc., has a conference with an American competitor's officials. Her seniors advise her to completely understand the Americans' viewpoint during the conference. Which of the following benefits will be most likely achieved by Yu Fei if she listens to her seniors' advice? - answerIt will encourage Yu Fei to assess a wide range of alternatives for a resolution. According to Adler, in order to understand the perspectives of both sides and to prepare for meetings effectively, a negotiator must ________. - answerpractice role reversal During which stage of the negotiations process does hard bargaining begin? - answerpersuasion In the Far East, details are likely to be worked out ahead of time through the "backdoor" approach. Which of the following terms refers to this approach? - answerhoumani In the American culture, which of the following is most likely to be considered a "dirty trick" during cross-cultural negotiations? - answerdeliberately distorting facts In the American culture, which of the following is most likely considered a rough tactic used during negotiations? - answeruncomfortable room temperatures