Question : 81. (p. 571) “Draining” information from one’s negotiation counterparts considered an excellent negotiation : 1242167

81. (p. 571) “Draining” information from one’s negotiation counterparts is considered an excellent negotiation tactic. But the oft-reported behaviors of Chinese, Japanese, and Russians may not necessarily represent a sophisticated negotiation ploy. What nonverbal behavior specific to the negotiation styles of these cultures might explain the above statements? 
A. High incidences of conversational overlaps
B. Longer durations of facial glazing
C. Frequent silent periods
D. High rates of self-disclosures
E. Greater use of normative appeals and commands

82. (p. 572) Which of the following methods can be used to minimize inevitable errors that crop up while exchanging information across language barriers? 
A. Using silent periods more frequently
B. Prolonging the duration of nontask sounding
C. Using more promises and recommendations in lieu of threats and warnings
D. Agreeing to use English as the common language for communication
E. Using multiple communication channels during presentations

83. (p. 572) Negotiating from which of the following countries would be reluctant to voice objections lest they damage the all-important personal relationships? 
A. Mexico
B. U.S.A
C. Germany
D. England
E. Israel

84. (p. 572) Negotiators from which of the following countries is more likely to provide brutally frank negative feedback to foreign presenters? 
A. U.S.A
B. Japan
C. China
D. Germany
E. Mexico

85. (p. 573) Which of the following statements regarding the persuasion tactics used by various groups of negotiators is true? 
A. In Japan, a clear separation exists between task-related information exchange and persuasion.
B. Americans tend to hold their cards close to their chests and delay the information exchange.
C. Only Japanese buyers use threats and warnings and usually only in informal circumstances.
D. Americans use the least aggressive persuasive approach as compared to any other group.
E. Americans rarely ever get angry during negotiations and do not express emotions that may be completely inappropriate in foreign countries.

86. (p. 572) According to the text, the most powerful persuasive tactic is to: 
A. use more promises and recommendations.
B. enforce more punishments and use more commands.
C. use more self-disclosures.
D. ask more questions.
E. use more rewards and normative appeals.

87. (p. 574) One of the indispensable media of persuasion in the more relationship-oriented countries is: 
A. recommendations.
B. rewards.
C. threats.
D. warnings.
E. third parties.

88. (p. 574) Which of the following media of persuasion are instrumental in delivering difficult messages and saving face? 
A. Third parties and informal means of communication
B. Self-disclosures and promises
C. Recommendations and normative appeals
D. Questions and self-disclosures
E. Conversational overlaps and rewards

89. (p. 574) In which of the following countries would legal systems NOT be depended upon to settle disputes? 
A. U.S.A
B. China
C. Britain
D. Germany
E. Canada

90. (p. 575) Which of the following is an obstacle to creativity for the Japanese? 
A. Individualism
B. Civility
C. Lack of natural resources
D. Hierarchy
E. Relative isolation from the world

91. (p. 575) Which of the following statements reflects the author’s views on approaching negotiations? 
A. Terms like “win-win” indicate the passage of the old era of competitive thinking.
B. The problem solving metaphor for describing business negotiations helps enhance creativity.
C. A business negotiation is not something that can be won or lost.
D. Talking about “making deals” and “solving problems” signals that we are moving forwards in our approach to negotiations.
E. Resolving issues and ensuring mutually beneficial deals should take precedence over creativity in negotiations.