MGMT 309 - Chapter 5 Exam Questions With
100% Correct Answers 2020/2025
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?
negotiation
Which of the following is most likely to be a reason for ineffective international business negotiations?
differences in cultural values and problem-solving techniques
For long-term positive relations, the goal of negotiation should most likely be to ________.
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?
projective cognitive similarity
Which aspect of the negotiation process will most likely occur on a continuous basis?
relationship building
Which of the following is one of the stages in the negotiation process?
preparation
Which of the following statements is true regarding a negotiation process?
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 ________.
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?
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.
Relationship building
One of the primary purposes of relationship building during the negotiation process is to ________.
build mutual trust
What forms the basis for the enforcement of most business contracts in Mexico and China?
personal commitments to individuals
, In the negotiation process, participation in social events, tours, ceremonies, and informal
conversation is a characteristic of the ________ stage.
relationship building
Which of the following aspects of negotiating is most closely associated with nontask sounding?
relationship building
Which of the following terms refers to general, polite conversation and informal communication
before meetings?
nontask sounding
Which of the following serves as a bridge from relationship building to the more formal stages of
negotiating?
posturing
From an American perspective, the ________ stage of negotiation is straightforward, objective,
efficient, and direct.
exchanging task-related information
During the exchange of task-related information, who among the following people would most likely
ask many questions of their counterparts, delve specifically and repeatedly into the details at hand,
and provide only vague and ambiguous material during a presentation?
Chinese
Which of the following cultural groups enjoys debate and conflicts and will often interrupt
presentations to argue about an issue even if it has little relevance to the topic being presented?
French
Yu Fei, a negotiator for Tama Inc., has a conference with an American competitor's officials. Her
seniors advise her to completely understand the Americans' viewpoint during the conference. Which
of the following benefits will be most likely achieved by Yu Fei if she listens to her seniors' advice?
It will encourage Yu Fei to assess a wide range of alternatives for a resolution.
According to Adler, in order to understand the perspectives of both sides and to prepare for meetings
effectively, a negotiator must ________.
practice role reversal
During which stage of the negotiations process does hard bargaining begin?
persuasion
In the Far East, details are likely to be worked out ahead of time through the "backdoor" approach.
Which of the following terms refers to this approach?
houmani
100% Correct Answers 2020/2025
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?
negotiation
Which of the following is most likely to be a reason for ineffective international business negotiations?
differences in cultural values and problem-solving techniques
For long-term positive relations, the goal of negotiation should most likely be to ________.
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?
projective cognitive similarity
Which aspect of the negotiation process will most likely occur on a continuous basis?
relationship building
Which of the following is one of the stages in the negotiation process?
preparation
Which of the following statements is true regarding a negotiation process?
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 ________.
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?
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.
Relationship building
One of the primary purposes of relationship building during the negotiation process is to ________.
build mutual trust
What forms the basis for the enforcement of most business contracts in Mexico and China?
personal commitments to individuals
, In the negotiation process, participation in social events, tours, ceremonies, and informal
conversation is a characteristic of the ________ stage.
relationship building
Which of the following aspects of negotiating is most closely associated with nontask sounding?
relationship building
Which of the following terms refers to general, polite conversation and informal communication
before meetings?
nontask sounding
Which of the following serves as a bridge from relationship building to the more formal stages of
negotiating?
posturing
From an American perspective, the ________ stage of negotiation is straightforward, objective,
efficient, and direct.
exchanging task-related information
During the exchange of task-related information, who among the following people would most likely
ask many questions of their counterparts, delve specifically and repeatedly into the details at hand,
and provide only vague and ambiguous material during a presentation?
Chinese
Which of the following cultural groups enjoys debate and conflicts and will often interrupt
presentations to argue about an issue even if it has little relevance to the topic being presented?
French
Yu Fei, a negotiator for Tama Inc., has a conference with an American competitor's officials. Her
seniors advise her to completely understand the Americans' viewpoint during the conference. Which
of the following benefits will be most likely achieved by Yu Fei if she listens to her seniors' advice?
It will encourage Yu Fei to assess a wide range of alternatives for a resolution.
According to Adler, in order to understand the perspectives of both sides and to prepare for meetings
effectively, a negotiator must ________.
practice role reversal
During which stage of the negotiations process does hard bargaining begin?
persuasion
In the Far East, details are likely to be worked out ahead of time through the "backdoor" approach.
Which of the following terms refers to this approach?
houmani
