Question 1

Face-to-face negotiations are not the usual course of events in international commerce.

Accepted Answer

Face-to-face negotiations are often a necessary component of international commerce, particularly in cultures where building relationships and personal connections is important. However, due to factors such as distance, language barriers, and cultural differences, negotiations are often conducted through virtual means such as email, phone calls, or video conferences.

Question 2

Cultural problems cause four kinds of problems in international business negotiations,at the levels of language,nonverbal behaviors,values,and thinking and decision-making processes.

Accepted Answer

Cultural differences can cause challenges in communication, interpretation of body language, differences in values, and decision-making processes. These challenges may affect the outcome of business negotiations.

Question 3

Japanese negotiators exchange business cards at the beginning of a meeting,in part to establish the relative status of each person.

Accepted Answer

This is true. In Japan, exchanging business cards (meishi) is a crucial part of business etiquette and protocol. It is seen as a way to establish the identity and hierarchy of the people involved in the meeting. The exchange of business cards is often accompanied by a bow and the recipient should take the time to look at the business card carefully and acknowledge its importance before putting it away.

Question 4

The first stage of business negotiations can be characterized as being one where there is a task-related exchange of information.

Accepted Answer

The first stage of business negotiations is typically characterized by relationship building and establishing trust, rather than exchanging task-related information.

Question 5

One of the most valuable negotiation tactics that can be used against American negotiators is to make them wait as Americans value time highly.

Accepted Answer

This statement is true. Americans value time highly and therefore may become impatient and more willing to compromise if they are forced to wait for a long time during negotiations.

Question 6

American marketers frequently think their international counterparts are plotting or telling secrets when they switch to their native language in side conversations.

Accepted Answer

This is a common misconception and stereotype held by some American marketers, who may feel left out or excluded when others speak in a different language. However, it is important to recognize that switching languages in a conversation is not necessarily a sign of secrecy or plotting, but rather a way for people to communicate more comfortably or efficiently in their preferred language. It is important to approach international colleagues with an open mind and respect for their cultural differences.

Question 7

Differences in the expectations held by parties from different cultures are one of the major difficulties in any international business negotiation.

Accepted Answer

Yes, it is true that cultural differences can create a gap between the expectations of parties involved in international business negotiations. These differences can lead to misunderstandings, misinterpretations, and even conflicts. It is crucial for negotiators to be aware of and sensitive to these differences in order to achieve successful outcomes.

Question 8

Surprisingly,the U.S.government's diplomacy training program far exceeds business training with regard to cultural differences in negotiation and communication styles.

Accepted Answer

The answer of Surprisingly,the U.S.government's diplomacy training program far exceeds...

Question 9

"Americans make decisions based upon the bottom line and on cold,hard facts." This is a reflection of American negotiators view of objectivity.

Accepted Answer

American negotiators are known to value objectivity and facts in their decision-making processes, which reflects the statement in the question.

Question 10

Preparation and planning skill are at the top of almost everyone's list of negotiator traits.

Accepted Answer

This statement is true. Preparation and planning are essential skills for negotiators and are highly valued in negotiation scenarios.

Question 11

A general conclusion of the verbal negotiating tactics data in the text suggests that variation across cultures is greatest when comparing nonlinguistic aspects of language and verbal behaviors.

Accepted Answer

The answer of A general conclusion of the verbal negotiating...

Question 12

A crucial aspect of all international commercial relationships is the negotiation of the initial agreement.

Accepted Answer

Negotiating the initial agreement is critical to establishing the terms and conditions of the international commercial relationship, including pricing, delivery, and other important details. Failure to reach a satisfactory agreement can result in conflict or termination of the relationship.

Question 13

It is OK to be outnumbered (one party has more negotiators)in a negotiation as long as the negotiator is a good one.

Accepted Answer

The answer of It is OK to be outnumbered (one...

Question 14

With respect to industrialized countries,negotiators from the UK are at the top of the list of countries that often make promises as part of their bargaining behavior.

Accepted Answer

Negotiators from the UK are known for their bargaining behavior and making promises in the context of international negotiations, particularly in regards to economic agreements and trade deals. However, other countries such as the US and Japan also engage in this behavior.

Question 15

The most difficult aspect of international business negotiations is the actual conduct of the face-to-face meeting.

Accepted Answer

The actual conduct of face-to-face meetings in international business negotiations can be challenging due to cultural differences, language barriers, differing negotiation styles, and other complex factors.

Question 16

With respect to language skills in international commerce,Americans are considered to be above average.

Accepted Answer

Americans are not considered to be above average in terms of language skills in international commerce. In fact, many American business people rely on English as the primary language of international commerce, which can sometimes hinder their ability to effectively communicate with partners and clients who speak other languages.

Question 17

The first important step in conducting a successful negotiation at the international level is to be willing to manage what goes on at the negotiation table.

Accepted Answer

The first important step is preparation, which includes understanding cultural differences, setting clear objectives, and researching the other party's background and interests.

Question 18

A good indication that a business meeting is important is if higher-level executives are included in the discussion.

Accepted Answer

Higher-level executives are typically involved in important business meetings that have significant implications for the company. Therefore, their presence can be a good indication of the meeting's importance.

Question 19

One of the aspects of a negotiation setting that should be manipulated is location.

Accepted Answer

Location can have a significant impact on the negotiation process, as it can affect the power dynamics, level of comfort or familiarity, and the ability to communicate effectively. Therefore, selecting the appropriate location for a negotiation can be a strategic move to improve the chances of reaching a favorable agreement.

Question 20

The power in negotiations is best measured by the notion of the best alternative to a negotiated agreement (BATNA).

Accepted Answer

The concept of BATNA refers to the ability to walk away from a negotiation and pursue other options. The stronger one's BATNA, the more power they have in the negotiation. Therefore, the power in negotiations is best measured by the concept of BATNA.

Quiz 19: Negotiating With International Customers, Partners, and Regulators