Question :
31. (p. 555) At which of the following levels do cultural differences cause : 1242175
31. (p. 555) At which of the following levels do cultural differences cause problems in international business negotiations?
A. Economy
B. Values
C. Leadership
D. Motivation
E. Resources
32. (p. 555) On a tour to Australia in 1992, George Bush Sr. flashed the victory sign at the Australian public, with the palm facing inwards, which was considered a rude gesture. This is an example of cultural differences causing problems at the level of:
A. thinking processes.
B. values.
C. language.
D. nonverbal behaviors.
E. decision-making processes.
33. (p. 555) Which of the following is the most common complaint heard from American managers in terms of business negotiation behaviors?
A. The insistence on exchanging business cards to establish the rank of the negotiators
B. The overt emphasis laid on punctuality and tendency to waste time
C. The lack of feedback, positive as well as negative, regarding the negotiations
D. Foreign clients and partners breaking into side conversations in their native languages
E. Frequent instances of facial gazing and touching that distract their counterparts
34. (p. 556) Which of the following alternatives represents a possible purpose or cause of side conversations among foreign negotiators in their native languages?
A. Stalling the negotiations
B. Internal disagreement
C. Diversionary tactics
D. Telling secrets
E. Gesture of disapproval
35. (p. 556) Which of the following groups of negotiators are considered the most reticent about giving information about themselves?
A. Israelis
B. Japanese
C. Germans
D. Americans
E. Chinese
36. (p. 556) Which of the following would be the most accurate description of the Japanese negotiation style in international commerce?
A. Very informative, yet aggressive
B. Highly bottom-line oriented and verbose
C. Friendly and information-oriented
D. Poker-faced and aggressive
E. Polite and committed
37. (p. 559) Which of the following statements is true about the negotiation behaviors of Korean negotiators, as per Exhibit 19.1?
A. They use more silent periods than any other group
B. They ask the greatest percentage of questions
C. They use the lowest percentage of self-disclosures
D. They use considerably more commands than the Japanese
E. They use the lowest percentage of aggressive persuasive tactics
F. Feedback: Korean negotiators used considerably more punishments and commands than did the Japanese. Koreans used the word no and interrupted more than three times as frequently as the Japanese. Moreover, no silent periods occurred between Korean negotiators.
38. (p. 559) The negotiation style of the Russians is found to be the most similar to that of:
A. the Germans.
B. the Japanese.
C. the British.
D. the Koreans.
E. the Israelis.
39. (p. 560) What nonverbal behavior of the Israeli negotiators is most likely to be blamed for American negotiators using the “pushy” stereotype to describe their Israeli counterparts?
A. They interrupt one another more frequently than any other group
B. They used the lowest percentage of self-disclosures
C. They used the highest percentages of promises and recommendations
D. They used the second-highest percentages of threats and warnings
E. They used a higher percentage of commands than any other group
40. (p. 560) The data from Exhibit 19.1 shows that Spaniards used the highest percentage of commands of any of the groups. Which of the following behaviors of the Spaniards reinforces the view of the Spanish approach to negotiations?
A. Extensive use of silent periods
B. Highest incidence of touching another negotiator
C. Greeting callers with “diga” (speak)
D. Shunning eye contact with others
E. Wishing others with a “hola” or “bueno”
