MGMT 309 - CHAPTER 5 EXAM
QUESTIONS AND ANSWERS GRADED A+
2025/2026
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? - ANS negotiation
Which of the following is most likely to be a reason for ineffective international business
negotiations? - ANS differences in cultural values and problem-solving techniques
For long-term positive relations, the goal of negotiation should most likely be to ________. -
ANS reach 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? -
ANS projective cognitive similarity
Which aspect of the negotiation process will most likely occur on a continuous basis? -
ANS relationship building
Which of the following is one of the stages in the negotiation process? - ANS preparation
1 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
, Which of the following statements is true regarding a negotiation process? - ANS The 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 ________. - ANS determine 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? - ANS location 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. - ANS Relationship building
One of the primary purposes of relationship building during the negotiation process is to
________. - ANS build mutual trust
What forms the basis for the enforcement of most business contracts in Mexico and China? -
ANS personal commitments to individuals
In the negotiation process, participation in social events, tours, ceremonies, and informal
conversation is a characteristic of the ________ stage. - ANS relationship building
Which of the following aspects of negotiating is most closely associated with nontask sounding?
- ANS relationship building
Which of the following terms refers to general, polite conversation and informal communication
before meetings? - ANS nontask sounding
Which of the following serves as a bridge from relationship building to the more formal stages
of negotiating? - ANS posturing
2 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
QUESTIONS AND ANSWERS GRADED A+
2025/2026
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? - ANS negotiation
Which of the following is most likely to be a reason for ineffective international business
negotiations? - ANS differences in cultural values and problem-solving techniques
For long-term positive relations, the goal of negotiation should most likely be to ________. -
ANS reach 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? -
ANS projective cognitive similarity
Which aspect of the negotiation process will most likely occur on a continuous basis? -
ANS relationship building
Which of the following is one of the stages in the negotiation process? - ANS preparation
1 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
, Which of the following statements is true regarding a negotiation process? - ANS The 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 ________. - ANS determine 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? - ANS location 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. - ANS Relationship building
One of the primary purposes of relationship building during the negotiation process is to
________. - ANS build mutual trust
What forms the basis for the enforcement of most business contracts in Mexico and China? -
ANS personal commitments to individuals
In the negotiation process, participation in social events, tours, ceremonies, and informal
conversation is a characteristic of the ________ stage. - ANS relationship building
Which of the following aspects of negotiating is most closely associated with nontask sounding?
- ANS relationship building
Which of the following terms refers to general, polite conversation and informal communication
before meetings? - ANS nontask sounding
Which of the following serves as a bridge from relationship building to the more formal stages
of negotiating? - ANS posturing
2 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
