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 Your Results for "Chapter Quiz" http://wps.prenhall.com/wps/grader 1 of 7 5/19/2013 11:43 PM 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 Your Results for "Chapter Quiz" http://wps.prenhall.com/wps/grader 2 of 7 5/19/2013 11:43 PM 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 Your Results for "Chapter Quiz" http://wps.prenhall.com/wps/grader 3 of 7 5/19/2013 11:43 PM 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. Your Results for "Chapter Quiz" http://wps.prenhall.com/wps/grader 4 of 7 5/19/2013 11:43 PM 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 Your Results for "Chapter Quiz" http://wps.prenhall.com/wps/grader 5 of 7 5/19/2013 11:43 PM 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 Your Results for "Chapter Quiz" http://wps.prenhall.com/wps/grader 6 of 7 5/19/2013 11:43 PM
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. E-mail Your Results My name is (first last): E-mail my results to: E-mail address: Send as: Me Instructor TA Other Help Copyright 1995 - 2013 Pearson Education . All rights reserved. Pearson Prentice Hall is an imprint of Pearson . Legal Notice | Privacy Policy | Permissions Your Results for "Chapter Quiz" http://wps.prenhall.com/wps/grader 7 of 7 5/19/2013 11:43 PM