Question : 71. (p. 567) Even small companies can possess great power in negotiations if : 1242179

71. (p. 567) Even small companies can possess great power in negotiations if they have: 
A. influence at headquarters.
B. a larger negotiating team.
C. less to lose and more to gain from the deal.
D. more good alternatives than their larger counterparts.
E. the advantage of location, time limits, and communications channels.

72. (p. 567) According to the text, at least seven aspects of the negotiation setting should be manipulated ahead time if possible. Which of the following is NOT one of them? 
A. Location
B. Compensation schemes
C. Number of parties
D. Communications channels
E. Number of participants

73. (p. 568) Which of the following statements regarding the participants in a negotiation is true? 
A. Russians prefer to talk to everyone separately, then, once everyone agrees, to schedule inclusive meetings.
B. Japanese tend toward a cumulative approach, meeting with one party and reaching an agreement, then both parties calling on a third party.
C. The social reality is that a superlative argument can exercise greater influence than even a larger number of nodding heads.
D. Americans tend to want to get everyone together to “hammer out an agreement” even if opinions and positions are divergent.
E. Japanese tend to eschew the practice of higher level executives being included in negotiation to indicate interest in the deal.

74. (p. 567) Which of the following aspects is an important consideration in setting negotiations as it may eventually determine legal jurisdiction if disputes arise? 
A. Time limits
B. Communications channels
C. Number of participants
D. Physical arrangements
E. Location

75. (p. 568) According to the text, which of the following methods is the most efficient way to communicate with clients and partners in places like Mexico, Malaysia, and China? 
A. Conversations over long dinners
B. Negotiations carried out through video-conferencing
C. Conversations over the telephone
D. Negotiations through electronic mail
E. Negotiations between lower- to mid-ranking executives

76. (p. 569) Which of the following aspects of international business negotiations is considered to be the most difficult, according to the text? 
A. Agreeing on the number of participants in the negotiation
B. Finding the best alternative to a negotiated agreement
C. Conduct of the face-to-face meeting
D. Deciding on the location and physical arrangements
E. Selection of the appropriate negotiation team

77. (p. 570) _____ includes all those activities that might be described as establishing rapport or getting to know one another, but it does not include information related to the “business” of the meeting. 
A. Persuasion
B. Concession
C. Negotiation setting
D. Dataflow
E. Nontask sounding

78. (p. 570-571) An American buyer is negotiating with a British supplier for the purchase of raw materials for production of heavy machinery in the U.S. Before exchanging any information pertaining to the business of the meeting, he spends a few minutes talking to the British negotiator on topics such as World Cup soccer, the recently concluded general elections, and the fickle English weather. The American buyer is engaging in: 
A. persuasion.
B. nontask sounding.
C. setting an agenda.
D. assessment of business terms.
E. appraisal of current affairs.

79. (p. 571) Which of the following is one of the possible objectives of engaging in nontask sounding? 
A. Determining if a client’s attention is focused on business
B. Obtaining negative feedback on information supplied
C. “Draining” information from one’s negotiation counterparts
D. Gathering personal data about the other side to leverage in discussions
E. Providing clients with more information

80. (p. 571) In which of the following aspects do the approaches of Americans and Japanese differ in terms of nontask sounding? 
A. Topic of discussion
B. Determining the trustworthiness of the client
C. Learning about the culture of the client
D. Duration of the process
E. Goals and objectives