MGMT 4660 - Test 3, Ch. 13 Questions
With Correct Answers
___________ is the process of making business deals across cultures and
precedes many projects - ANSWER international negotiation
* All of the following are true about international negotiation EXCEPT:
a. international negotiations are more complex than domestic negotiations
b. Differences in national cultures and differences in political, legal, and
economic systems often separate potential business partners
c. most successful international negotiators use their home country negotiation
styles - ANSWER c. most successful international negotiators use their home
country negotiation styles
* Which is true about competitive negotiation?
a. competitive negotiators use dirty tricks and any plot that leads to their
advantage
b. competitive negotiators search for possible win situations where the outcome
of the negotiation is mutually satisfactory to both sides
c. competitive negotiators view negotiation as a win-win game
d. negotiators seek out mutually satisfactory ground that is beneficial that allows
both companies to win - ANSWER a. competitive negotiators use dirty tricks and
any plot that leads to their advantage
* High context languages:
a. are languages in which people state things directly and explicitly
b. include most northern European languages including German, English, and
the Scandinavian languages
c. are languages in which people state things indirectly and implicitly
d. are languages where the words provide most of the meaning - ANSWER c. are
languages in which people state things indirectly and implicitly
* Kinesics is:
a. a form of verbal communication
b. communicating through body movements
c. focuses on how people use space to communicate
, d. the type of touching that is deemed appropriate in different cultures -
ANSWER b. communicating through body movements
* All of the following are true about the steps in the negotiation process EXCEPT:
a. although each international negotiation is unique and may combine two or
more steps or repeat some, the negotiation process involves steps leading to
the agreement and post agreement
b. the negotiation steps include preparation, building the relationship,
exchanging information and the first offer, persuasion, concession, and the
agreement/postagreement
c. most experts agree that the process of international negotiation includes
several steps
d. all of the above are true - ANSWER d. all of the above are true
* The theory that society's language determines the nature of its culture is called
the ____________ - ANSWER Whorf hypothesis
_________ is the process by which we interpret the meaning of spoken words or
nonverbal exchanges - ANSWER attribution
_________ provide the concepts of understanding the world while _______
structures the way we think about it - ANSWER words
language
* Describe low-context language - ANSWER people state things directly and
explicitly
* In high/low context language, you do not need to understand the context -
ANSWER low
* Most northern European languages including German, English, and the
Scandinavian languages are high/low context - ANSWER low
* Describe high context language - ANSWER people state things indirectly and
implicitly
* In high/low context language, communications may have multiple meanings
depending on the context - ANSWER high
* Asian and Arabic languages are high/low context - ANSWER high
What are the 3 basic styles of communication? - ANSWER direct
indirect
formal
With Correct Answers
___________ is the process of making business deals across cultures and
precedes many projects - ANSWER international negotiation
* All of the following are true about international negotiation EXCEPT:
a. international negotiations are more complex than domestic negotiations
b. Differences in national cultures and differences in political, legal, and
economic systems often separate potential business partners
c. most successful international negotiators use their home country negotiation
styles - ANSWER c. most successful international negotiators use their home
country negotiation styles
* Which is true about competitive negotiation?
a. competitive negotiators use dirty tricks and any plot that leads to their
advantage
b. competitive negotiators search for possible win situations where the outcome
of the negotiation is mutually satisfactory to both sides
c. competitive negotiators view negotiation as a win-win game
d. negotiators seek out mutually satisfactory ground that is beneficial that allows
both companies to win - ANSWER a. competitive negotiators use dirty tricks and
any plot that leads to their advantage
* High context languages:
a. are languages in which people state things directly and explicitly
b. include most northern European languages including German, English, and
the Scandinavian languages
c. are languages in which people state things indirectly and implicitly
d. are languages where the words provide most of the meaning - ANSWER c. are
languages in which people state things indirectly and implicitly
* Kinesics is:
a. a form of verbal communication
b. communicating through body movements
c. focuses on how people use space to communicate
, d. the type of touching that is deemed appropriate in different cultures -
ANSWER b. communicating through body movements
* All of the following are true about the steps in the negotiation process EXCEPT:
a. although each international negotiation is unique and may combine two or
more steps or repeat some, the negotiation process involves steps leading to
the agreement and post agreement
b. the negotiation steps include preparation, building the relationship,
exchanging information and the first offer, persuasion, concession, and the
agreement/postagreement
c. most experts agree that the process of international negotiation includes
several steps
d. all of the above are true - ANSWER d. all of the above are true
* The theory that society's language determines the nature of its culture is called
the ____________ - ANSWER Whorf hypothesis
_________ is the process by which we interpret the meaning of spoken words or
nonverbal exchanges - ANSWER attribution
_________ provide the concepts of understanding the world while _______
structures the way we think about it - ANSWER words
language
* Describe low-context language - ANSWER people state things directly and
explicitly
* In high/low context language, you do not need to understand the context -
ANSWER low
* Most northern European languages including German, English, and the
Scandinavian languages are high/low context - ANSWER low
* Describe high context language - ANSWER people state things indirectly and
implicitly
* In high/low context language, communications may have multiple meanings
depending on the context - ANSWER high
* Asian and Arabic languages are high/low context - ANSWER high
What are the 3 basic styles of communication? - ANSWER direct
indirect
formal
