MGT 405 STUDY QUESTIONS WITH
100% CORRECT ANSWERS
Which of the following is most likely to be a reason for ineffective international business
negotiations? - Answer- differences in cultural values and problem-solving techniques
Which of the following is most likely a subtle and complex behavior that makes cross-
cultural negotiations difficult? - Answer- nonverbal communication
For long-term positive relations, the goal of negotiation should most likely be to
________. - Answer- reach a settlement that benefits all parties
Which aspect of the negotiation process will most likely occur on a continuous basis? -
Answer- relationship building
According to Adler, in order to understand the perspectives of both sides and to prepare
for meetings effectively, a negotiator must ________. - Answer- practice role reversal
Which of the following stages of negotiations is most likely to take place immediately
after the exchange of task-related information? - Answer- persuasion
Research in the United States indicates that during the final stage of negotiations, it is
best to start with ________ - Answer- extreme positions
Which of the following is most likely to be true about negotiators in the Far East? -
Answer- Negotiators approach issues in a holistic manner, deciding on the whole deal
at the end
Which of the following statements is true regarding a negotiation process? - Answer-
The cultural norms of the place determine the order of the negotiation process stages
During which stage of the negotiations process does hard bargaining begin? - Answer-
persuasion
According to the GLOBE project, a coworker or subordinate from Sweden, a country
ranking low on assertiveness, would most likely prefer ________. - Answer- two way
dialogue
100% CORRECT ANSWERS
Which of the following is most likely to be a reason for ineffective international business
negotiations? - Answer- differences in cultural values and problem-solving techniques
Which of the following is most likely a subtle and complex behavior that makes cross-
cultural negotiations difficult? - Answer- nonverbal communication
For long-term positive relations, the goal of negotiation should most likely be to
________. - Answer- reach a settlement that benefits all parties
Which aspect of the negotiation process will most likely occur on a continuous basis? -
Answer- relationship building
According to Adler, in order to understand the perspectives of both sides and to prepare
for meetings effectively, a negotiator must ________. - Answer- practice role reversal
Which of the following stages of negotiations is most likely to take place immediately
after the exchange of task-related information? - Answer- persuasion
Research in the United States indicates that during the final stage of negotiations, it is
best to start with ________ - Answer- extreme positions
Which of the following is most likely to be true about negotiators in the Far East? -
Answer- Negotiators approach issues in a holistic manner, deciding on the whole deal
at the end
Which of the following statements is true regarding a negotiation process? - Answer-
The cultural norms of the place determine the order of the negotiation process stages
During which stage of the negotiations process does hard bargaining begin? - Answer-
persuasion
According to the GLOBE project, a coworker or subordinate from Sweden, a country
ranking low on assertiveness, would most likely prefer ________. - Answer- two way
dialogue
