CHAP 16

QN=281
We use the term "culture" to refer to the ___________.
a.
religious beliefs of a group of people.
b.
ethnicity of a group of people.
c.
geographic nationality of a group of people.
d.
shared values and beliefs of a group of people.
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QN=281
We use the term "culture" to refer to the ___________.
a.
religious beliefs of a group of people.
b.
ethnicity of a group of people.
c.
geographic nationality of a group of people.
d.
shared values and beliefs of a group of people.
D
QN=282
According to Salacuse, which of the following is not a factor in the environmental context of negotiations?
a.
political and legal pluralism
b.
foreign governments and bureaucracies
c.
relative bargaining power
d.
international economic factors
C
QN=283
Which of the following is an immediate context factor in cross-cultural negotiations?
a.
external stakeholders
b.
instability
c.
international economic factors
d.
relationship between negotiators
D
QN=284
Which of the following factors most influences relative bargaining power?
a.
the extent to which negotiators frame the negotiation differently
b.
tangible and intangible factors
c.
management control
d.
personal motivations of external stakeholders
C
QN=285
Which of the following is not one of Janosik's four ways that culture is used in international negotiation?
a.
culture as learned behavior
b.
culture as economic indicator
c.
culture as shared values
d.
culture as dialectic
B
QN=286
The "culture-as-shared-value" approach ___________.
a.
concentrates on documenting the systematic negotiation behavior of people in different cultures.
b.
concentrates on understanding the central values and norms of a culture and then building a model for how these norms and values influence negotiations within that culture.
c.
recognizes that all cultures contain dimensions or tensions among their different values.
d.
recognizes that no human behavior is determined by a single cause.
B
QN=287
The individualism/collectivism dimension describes ___________.
a.
the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally.
b.
the extent to which the society is organized around individuals or the group.
c.
the extent to which cultures hold values that were traditionally perceived as masculine or feminine.
d.
the extent to which a culture programs its members to feel either uncomfortable or comfortable in unstructured situations.
B
QN=288
Power distance describes ___________.
a.
the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally.
b.
the extent to which the society is organized around individuals or the group.
c.
the extent to which cultures hold values that were traditionally perceived as masculine or feminine.
d.
the extent to which a culture programs its members to feel either uncomfortable or comfortable in unstructured situations.
A
QN=289
What consequences do negotiators from high uncertainty-avoidance cultures bring to negotiations?
a.
Negotiators will strongly depend on cultivating and sustaining a long-term relationship.
b.
Negotiators may be more likely to "swap" negotiators, using whatever short-term criteria seem appropriate.
c.
Negotiators may need to seek approval from their supervisors more frequently.
d.
Negotiators may not be comfortable with ambiguous situations and may be more likely to seek stable rules and procedures when they negotiate.
D
QN=290
Risk-avoiding cultures will ___________.
a.
be willing to move early on a deal.
b.
generally take more chances.
c.
seek further information.
d.
be less likely to take a wait-and-see stance.
C
QN=291 In group-oriented cultures ___________. a. the individual comes before the group's needs. b. decisions are primarily made by senior executives. c. decision making is an efficient, streamlined process. d. negotiators may be faced with a series of discussions over the same issues and materials with many different people.DQN=292 According to Graham, which of the following statements would be characteristic of a Japanese negotiator? a. Higher profits are associated with making opponents feel uncomfortable. b. Higher profits are achieved by making opponents feel comfortable. c. The use of powerful and deceptive strategies is more likely to receive higher outcomes. d. Representational strategies are negatively related to profits.BQN=293 According to Weiss, when choosing a strategy, negotiators should ___________. a. choose one strategy and stick with it throughout the entire negotiation. b. be aware of their own culture, but minimize the other culture's norms. c. not try to predict or influence the other party's approach. d. understand the specific factors in the current relationship.DQN=294 Which of the following strategies should negotiators with a low familiarity with the other culture choose? a. employ agents or advisers b. adapt to the other party's approach c. coordinate adjustment d. embrace the other party's approachAQN=295 Which of the following lists only joint strategies for cross-cultural negotiations? a. employ agents or advisors, bring in a mediator, adapt to the other party's approach, improvise an approach b. employ agents or advisors, adapt to the other party's approach, embrace the other party's approach, effect symphony c. bring in a mediator, coordinate adjustment, improvise an approach, effect symphony d. coordinate adjustment, improvise an approach, adapt to the other party's approach, embrace the other party's approachCQN=296 "Adapting to the other party's approach" is best used by parties with ___________. a. no familiarity. b. low familiarity. c. moderate familiarity. d. high familiarity.CQN=297 "Coordinating adjustment" involves ___________. a. adopting completely the approach of the other party. b. making conscious changes to your approach so that it is more appealing to the other party. c. both parties making mutual adjustments to find a common process for negotiation. d. crafting an approach that is specifically tailored to the negotiation situation.CQN=298 The "embrace the other party's approach" strategy involves ___________. a. adopting completely the approach of the other party. b. both parties making mutual adjustments to find a common process for negotiation. c. creating a new approach that may include aspects of either home culture or practices from a third culture. d. persuading the other party to use your approach.AQN=299 When working to create a new approach that may include aspects of either home culture or adopt practices from a third culture, negotiators are using what approach? a. effect symphony b. improvise an approach c. embrace the other party's approach d. employ agents or advisorsA