Question :
61. (p. 565) The single most important activity of negotiations ____. A. orationB. listeningC. presentationD. etiquetteE. self-disclosure
62. (p. 56 : 1242178
61. (p. 565) The single most important activity of negotiations is ____.
A. oration
B. listening
C. presentation
D. etiquette
E. self-disclosure
62. (p. 565) The negotiator’s primary job is collecting information with the goal of enhancing creativity. In a business negotiation, this may mean:
A. appointing different members of the team to provide self-disclosures and appropriate replies to queries.
B. bringing along junior executives for the purpose of training through observation and participation.
C. providing additional information to the other party when a silent period occurs.
D. delegating the responsibility of taking notes to a team member.
E. including higher-rank executives and using informal channels of communication.
63. (p. 565) What is the importance of bringing along a senior executive to a business negotiation?
A. Influence at headquarters is crucial to success
B. Indicating the flexible position of the organization
C. Focusing on the specific and technical details of the deal
D. Collecting information with the goal of enhancing creativity
E. A larger number of nodding heads can exercise greater influence than even the best arguments
64. (p. 565) According to the text, _____ should not be used as a selection criterion for international negotiation teams.
A. stamina
B. listening skills
C. education
D. rank
E. gender
65. (p. 565) In countries where women do not participate in management, American female negotiators are first treated as ____.
A. distractions
B. ignorant
C. incompetent
D. foreigners
E. inexperienced
66. (p. 565) Which of the following statements on roles of men and women in international business negotiations is true?
A. In general, women are more comfortable speaking up in a meeting to maintain intimacy with their foreign counterparts.
B. Men are more comfortable talking one-on-one than women, owing to the social stigma associated with such practices.
C. American women’s negotiation style is a lot closer to the Japanese style than to American men’s.
D. In countries where women do not participate in management, American female negotiators are treated as incompetent first.
E. It is not particularly important for female executives to establish personal rapport at restaurants and other informal settings.
67. (p. 566) According to the text, which of the following areas is found to be lacking in the curriculum of most schools of diplomacy?
A. Language skills
B. Diplomatic history and international relations
C. Foreign policies
D. Social and diplomatic skills
E. Cultural differences in negotiation styles
68. (p. 566-567) Which of the following is one of the items on the checklist recommended by the text to ensure proper preparation and planning for international negotiations?
A. Facts to confirm prior to the negotiation
B. Concession strategies
C. Nontask sounding
D. Facts to confirm after the negotiation
E. Task-related exchange of information
69. (p. 567) According to the text, what skills are at the top of almost everyone’s list of negotiator traits?
A. Preparation and planning
B. Observational and oratory
C. Linguistic and social
D. Persuasion and intellectual
E. Informational and interpretation
70. (p. 567) The _____ notion relates to how power in negotiations is best measured.
A. what you see is what you get
B. ombudsman for international business negotiation
C. best alternative to a negotiated agreement
D. failure to build from source
E. general purpose standard for business hierarchy
