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Site Title: International Management: Managing
Across Borders and Cultures, 8/e
Book Title: International Management: Managing
Across Borders and Cultures, 8/e
Book Author: Deresky
Location on
Site:
Chapter 5 > Chapter Quiz
Date/Time
Submitted:
May 20, 2013 at 3:42 AM (UTC/GMT)
Summary of Results
16% Correct of 31 Scored items:
5 Correct: 16%
26 Incorrect: 84%
3 questions not scored. 31 scored questions.
More information about scoring
1.
Although the steps involved in the negotiation process do vary somewhat according
to cultural norms, which step generally follows persuasion?
Your Answer: relationship building
Correct Answer: concessions and agreement
2.
Which step would likely be part of the preparation phase of a negotiation meeting?
Your Answer: engaging in general, polite conversations and informal
communication
Correct Answer: familiarizing with the entire context and background of the
counterparts
3.
________ 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.
Your Answer: Relationship building
4.
________ is based on emotions and subjective feelings.
Your Answer: Affective appeals
Correct Answer: Axiomatic appeals
5.
American compassion for efficiency also leads to problems with which stage of the
negotiation process?
Your Answer: preparation
Correct Answer: relationship building
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6.
Which phase in the general negotiation process usually involves social events,
tours, and ceremonies?
Your Answer: concession and agreement
Correct Answer: relationship building
7.
Based on research conducted on bargaining behaviors between different countries,
compared to Americans, South Americans are much more likely ________.
Your Answer: question the purpose of the negotiation
Correct Answer: use misleading or false information
8.
In the concessions and agreement stage, taking extreme positions involves
________.
Your Answer: revealing no new information
Correct Answer: careful timing of the disclosure of information
9.
Which of the following stages is considered as the primary purpose underlying all
stages of the negotiation process?
Your Answer: concession and agreement
Correct Answer: 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?
Your Answer: Argumentative when right or wrong and passionate
Correct Answer: Not argumentative and quiet when right
11.
According to research conducted by Pierre Casse, which behavior would a successful
American negotiator most likely exhibit?
Your Answer: is humble and trusts the opponent
Correct Answer: takes a firm stand at the beginning of the negotiation
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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?
Your Answer: lack of authority with Americans to make decisions
Correct Answer: American's cold and blunt communicative style
13.
Which of the following refers to the nature and appearance of the relationship
between people pursuing common goals?
Your Answer: the hardware of negotiation
Correct Answer: the software of negotiation
14.
In following the rational decision-making process, which stage most likely comes
first?
Your Answer: gathering and analyzing relevant data
Correct Answer: defining the problem
15.
The ________ process is one of gaining approval on a proposal by circulating
documents to those concerned throughout the company, during decision-making in
Japanese companies.
Your Answer: shinyo
Correct Answer: ringi
16.
Which aspect of the decision-making process does a futuristic orientation most
likely to impact?
Your Answer: data gathering
Correct Answer: consideration of alternative solutions
17.
The negotiation process is comprised of five steps beginning with preparation and
ending with persuasion.
Your Answer: True
Correct Answer: False
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18.
The negotiation process outside the U.S. typically involves getting to know one's
contacts in the host country and building mutual trust before embarking on
business discussions and transactions.
Your Answer: False
Correct Answer: True
19.
As part of the relationship building phase of the negotiation process, general, polite
conversations and informal communication before meetings is generally referred to
as non-task sounding.
Your Answer: False
Correct Answer: True
20.
When examining the negotiating behavior of various countries, the behaviors of
Japanese and Brazilian managers are very similar.
Your Answer: True
Correct Answer: False
21.
When negotiating, rough tactics would include putting opposing negotiators in
stressful situations so that they may become more pliant.
Your Answer: True
22.
Research indicates that in order to maximize negotiation results in the U.S., it is
best to start with extreme positions.
Your Answer: False
Correct Answer: True
23.
In general, for Arabs, negotiations are businesslike and their factual appeals are
based on what they believe is objective information, presented with the assumption
that it is understood by the other side on a logical basis.
Your Answer: True
Correct Answer: False
24.
In general, Russians are tough negotiators that stall for time until they unnerve
Western negotiators by continuously delaying and haggling.
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Your Answer: False
Correct Answer: True
25.
Based on Husted's research on Mexican negotiator's perceptions of the reasons for
the failure of their negotiations with U.S. teams, Americans need to approach
negotiations with Mexicans with greater patience and tolerance and refrain from
attacking the Mexicans' ideas.
Your Answer: False
Correct Answer: True
26.
Modern technological improvements have, in effect, eliminated the need for the
face-to-face elements previously required in most negotiations.
Your Answer: True
Correct Answer: False
27.
In high-context cultures, the approach to conflict could typically be considered
expressive-oriented.
Your Answer: True
28.
Negotiation can be seen as a series of explicit and implicit decisions.
Your Answer: True
29.
In general, countries with an objective approach would be more likely to base their
decisions on rationality.
Your Answer: False
Correct Answer: True
30.
If a country were more individualistic oriented, they would be more likely to use
participative decision making.
Your Answer: True
Correct Answer: False
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31.
If a country were more utilitarian, they would be more likely to follow a short-term,
cost-benefit approach to decision making.
Your Answer: True
32.
Explain the negotiation process. Also, describe the various elements of the process
that impact the various negotiation styles found in different cultures.
Your Answer:
bla

The negotiation process comprises five stages, the ordering of which may vary
according to the cultural norms. The steps include: (1) preparation; (2) relationship
building; (3) the exchange of task-related information; (4) persuasion; and (5)
concession and agreement
It is helpful to managers to understand the deep-rooted cultural and national
motivations and traditional processes underlying negotiations with people from
other countries.
In some cultures much more time is spent in relationship building; and in other
countries negotiation takes place mostly through intermediaries. Other countries'
managers exchange task-related information in a more indirect way than
Americans, and in some countries the host country negotiators will place the foreign
negotiators into very stressful situations to make them give in more readily.
Contracts are ignored, taken very seriously or not used very much at all -
depending on the culture.
33.
Much of the negotiation process is filled with conflict. Discuss the different
approaches to conflict resolutions and how conflict is handled in different cultures.
Your Answer:
bla

Approaches to handling conflict:
Instrumental oriented - negotiate on the basis of factual information and logical
analysis.
Expressive oriented - the situation is handled indirectly and implicitly, without clear
delineation of the situation by the person handling it.
When handling conflict in different cultures, managers must be prepared by
developing an understanding of the cultural contexts in which they will be
operating. It is important to bear in mind one's own expectations and negotiating
style, as well as to be aware of the other parties' expectations.
34.
Explain the rational decision-making process. Discuss how culture can influence the
decision-making process.
Your Answer:
bla
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The rational decision-making process includes the following stages: (1) defining the
problem; (2) gathering and analyzing relevant data; (3) considering alternative
solutions, (4) deciding on the best solution; and (5) implementing the decision.
Cultural variables can influence the decision making process through the following:
whether a country assumes a subjective or objective approach, the level of risk
tolerance, the manager's locus of control over outcomes, and the degree to which
the manager wants to stay with familiar solutions or try new ones.
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