Question : 51. (p. 562) Which of the following statements reflects the American decision-making style : 1242177

51. (p. 562) Which of the following statements reflects the American decision-making style in business negotiations? 
A. A business negotiation is a time to develop a business relationship with the goal of long-term mutual benefit.
B. The economic issues are the context, not the content, of the business negotiation talks.
C. A business negotiation is a problem-solving activity, the best deal for both parties being the solution.
D. The business issues are akin to the journey, and resolving them is to reach the destination, with the journey being more important than the destination.
E. Interpersonal and inter-organizational bonds take precedence over the bottom-line in business negotiations.

52. (p. 564) Which of the following can be considered as a signal of progress in a business negotiation with foreigners? 
A. Questions beginning to focus on general areas of the deal
B. A hardening of attitudes and positions on some of the issues
C. Lower incidences of talk among themselves in their own language
D. Higher-level foreigners being included in the discussions
E. Use of the higher-level and formal channels of communication

53. (p. 564) Phil, a buyer for a chain of departmental stores in the U.S., and his team are engaged in negotiations with a Brazilian supplier. Which of the following signals would indicate that Phil’s team has been making progress in the negotiations with the Brazilians? 
A. Lowered bargaining by the Brazilians
B. Including executives of lower rank than those present, to continue the discussions
C. A noticeable decrease in instances of private conversations among the Brazilians
D. Questions that focus on the more general areas of the deal
E. Taking more time to discuss particular issues

54. (p. 564) Which of the following is the first step towards initiating efficient and effective international business negotiations? 
A. Management of preliminaries such as training and location of talks
B. Preparation and manipulation of negotiation settings
C. Selecting an appropriate negotiation team
D. Managing the process of negotiations
E. Appropriate follow-up procedures and practices

55. (p. 564) Which of the following factors is responsible for global business successes? 
A. Standardization of negotiation procedures
B. Emergence of the English language as the chief medium of negotiations
C. Increased homogenization of cultures across the world
D. Large numbers of skillful international negotiators
E. Increased use of technology in all areas related to business negotiations

56. (p. 565) Which of the following traits is important for marketing executives involved in international negotiations? 
A. Optimism
B. Altruism
C. Nihilism
D. Dogmatism
E. Nepotism

57. (p. 565) In studies conducted at Ford Motor Company and AT&T, three additional traits were found to be important predictors of negotiator success with international clients and partners. One of these was: 
A. ability to function without team assistance.
B. influence at headquarters.
C. appreciation of external factors in negotiations.
D. ability to command attention from an audience.
E. willingness to take copious and meticulous notes on the process.

58. (p. 565) Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. What cultural heritage of Americans can this behavior be attributed to? 
A. Collectivism
B. Chivalry
C. Information-orientation
D. Pragmatism
E. Independence

59. (p. 565) Which of the following factors often gets in the way of American team negotiations? 
A. A cultural heritage of interdependence and collectivism
B. Emphasis on careful note taking and training via observation
C. Compensation schemes overly emphasizing individual performance
D. Preference for split commissions for negotiation teams
E. Strictly hierarchical structure of American organizations

60. (p. 565) In relationship-oriented cultures, ____ speaks quite loudly in both persuasion and the demonstration of interest in the business relationship. 
A. bottom line
B. profit
C. team strength
D. secrecy
E. rank