INTERNATIONAL MANAGEMENT MANAGING
ACROSS BORDERS AND CULTURES 2026
PRACTICE TEST SHEET FULL SOLUTIONS
CORRECT ANSWERS GUARANTEED PASS
◉ What are some important differences in negotiation?
Answer: Differences include amount and type of preparation, tasks
versus interpersonal relationships, general principles versus specific
issues, and the number of people present and their influence.
◉ What are the stages of the negotiation process?
Answer: The stages are Preparation, Relationship Building,
Exchange of task-related information, Persuasion, and Concessions
and Arguments.
◉ What is involved in the preparation stage of negotiation?
Answer: Developing a profile of counterparts, understanding likely
demands, team composition, counterpart authority, and choosing a
negotiation site.
◉ What is the goal of the relationship building stage in negotiation?
Answer: To get to know one's contacts and build mutual trust.
, ◉ What cultural differences should be considered during the
exchange of task-related information?
Answer: Cultural differences can affect communication styles, such
as the French enjoying debate, Mexicans being suspicious and
indirect, and the Chinese providing ambiguous information.
◉ What are some tactics used in the persuasion stage of
negotiation?
Answer: Tactics include using dirty tricks, false information,
ambiguous authority, nonverbal messages, and understanding
individualism versus collectivism.
◉ How do Russians and Chinese typically start negotiations?
Answer: They often start with extreme positions.
◉ What negotiation style is common in Japan?
Answer: Japanese negotiation style involves hiding emotions, subtle
power plays, and a step-by-step approach with a focus on group
good.
◉ What is a key characteristic of North American negotiation style?
Answer: North Americans deal impersonally, often favoring litigation
over conciliation, with a focus on profit.
ACROSS BORDERS AND CULTURES 2026
PRACTICE TEST SHEET FULL SOLUTIONS
CORRECT ANSWERS GUARANTEED PASS
◉ What are some important differences in negotiation?
Answer: Differences include amount and type of preparation, tasks
versus interpersonal relationships, general principles versus specific
issues, and the number of people present and their influence.
◉ What are the stages of the negotiation process?
Answer: The stages are Preparation, Relationship Building,
Exchange of task-related information, Persuasion, and Concessions
and Arguments.
◉ What is involved in the preparation stage of negotiation?
Answer: Developing a profile of counterparts, understanding likely
demands, team composition, counterpart authority, and choosing a
negotiation site.
◉ What is the goal of the relationship building stage in negotiation?
Answer: To get to know one's contacts and build mutual trust.
, ◉ What cultural differences should be considered during the
exchange of task-related information?
Answer: Cultural differences can affect communication styles, such
as the French enjoying debate, Mexicans being suspicious and
indirect, and the Chinese providing ambiguous information.
◉ What are some tactics used in the persuasion stage of
negotiation?
Answer: Tactics include using dirty tricks, false information,
ambiguous authority, nonverbal messages, and understanding
individualism versus collectivism.
◉ How do Russians and Chinese typically start negotiations?
Answer: They often start with extreme positions.
◉ What negotiation style is common in Japan?
Answer: Japanese negotiation style involves hiding emotions, subtle
power plays, and a step-by-step approach with a focus on group
good.
◉ What is a key characteristic of North American negotiation style?
Answer: North Americans deal impersonally, often favoring litigation
over conciliation, with a focus on profit.
