Question 1

Which of the following is a part of the rational decision-making process?

Question options:

Comparison of competitor products

Marketing the respective products or services

Background check on individuals involved in decision-making

Gathering and analyzing relevant data

Question 2

What is the best method for avoiding miscommunication?

Question options:

Learning foreign phrases and idioms

Practicing projective listening

Taking detailed notes of the messages

Relying on technology to interpret meanings

Question 3

Which of the following tips is most likely to lead to effective intercultural communication?

Question options:

Messages need to be encoded carefully.

Avoid being culturally sensitive over the Internet, as it might result in discrimination.

It is always better to use long and descriptive sentences.

Communication processes should be made quicker by removing feedback systems.

Question 4

When encoding a message during cross-cultural communication, it is most effective for senders to:

Question options:

make gestures.

rely on personal interpretations.

speak slowly and loudly in their native language.

use idioms and expressions.

Question 5

Which of the following is a true statement regarding kinesic behavior?

Question options:

Facial expressions have the same meaning across cultures.

Hand gestures are universally interpreted.

Minor variations in body language are insignificant.

The meaning of body movements varies by culture.

Question 6

Larry is a top-level manager at Smart-Tech, an American semiconductor 

firm. Larry is involved in the negotiation procedures between Smart-Tech 

and a Saudi Arabian financial group. Larry has recently arrived in Saudi 

Arabia for the purpose of negotiating the final terms of the contract. 

Which of the following statements undermines the argument that Larry 

should adhere to a strict agenda when negotiating with the Arabs?

Question options:

Saudi Arabia is a polychronic culture.

Saudi Arabia is a monochronic culture.

Both Saudi Arabia and the U.S. are low-contact cultures.

Both Saudi Arabia and the U.S. are high-contact cultures.

Question 7

In which of the following countries do people typically begin the concessions and agreement stage of negotiation with what they are prepared to accept rather than take extreme positions?

Question options:

Sweden

China

U.S.

Russia

Question 8

Which of the following is a cultural variable in the communication process?

Question options:

Communication medium

Technology

Location

Attitude

Question 9

Which of the following cultures views formal contracts as insulting and wasteful, and prefers to make agreements based on mutual understanding and trust?

Question options:

Japanese

Americans

Russians

Swedes

Question 10

What forms the basis for the enforcement of most business contracts in Mexico and China?

Question options:

Legal systems

Scientific research

Personal commitments to individuals

International regulations

Question 11

Japanese negotiators tend to:

Question options:

hide emotions.

be argumentative.

lack commitment to their employers.

lack emotional sensitivity.

Question 12

Communication to managers is of vital importance because it:

Question options:

immediately results in an increase of revenue.

demonstrates the manager’s depth of knowledge.

indicates technological advancement.

greatly helps in negotiating future plans.

Question 13

From an American perspective, the __________ stage of negotiation is straightforward, objective, efficient, and direct.

Question options:

exchanging task-related information

motivation

nonverbal communication

relationship building

Question 14

As manager with an international trade firm, John Smith frequently travels between Europe and Saudi Arabia. On John’s most recent trip to Saudi Arabia, he noticed that Tariq, his business associate, not only talked about business matters but also talked about several other things, such as upcoming events in Saudi Arabia and the associated impact on the economy. This most likely indicates that Tariq is from a __________ culture.

Question options:

low-contact

low-context

polychronic

high power-distance

Question 15

Which of the following types of decision making is generally used in China, Germany, Turkey, and India?

Question options:

Theocratic

Participative

Totalitarian

Autocratic

Question 16

Jerry, representing a U.S firm, is sent to Saudi Arabia to negotiate his company’s contracts. Which of the following should Jerry keep in mind when negotiating with the Arabs?

Question options:

Get to the point when presenting and negotiating.

Business should be conducted personally and not via telephone or email.

Be explicit and express doubts wherever the subject’s feasibility comes into question.

Arabs value time, and deadlines are to be kept at all costs.

Question 17

Larry is a top-level manager at Smart-Tech, an American semiconductor firm. Larry is involved in the negotiation procedures between Smart-Tech and a Saudi Arabian financial group. Larry arrives in Saudi Arabia hoping to quickly conclude the business deal. However, to his surprise the Arabs show no great interest in coming to a decision, despite several rounds of discussion. This type of behavior from the Saudi Arabian financial group is most likely attributed towards its __________ culture.

Question options:

monochronic

monotheistic

high-context

low-contact

Question 18

One of the primary purposes of relationship building during the negotiation process is to:

Question options:

create formal contracts.

exchange task-related information.

build mutual trust.

avoid direct confrontations.

Question 19

Business people report two major areas of conflict in negotiating with the Chinese––their apparent insincerity about reaching an agreement and:

Question options:

the use of bureaucratic mechanisms to stall negotiations.

their insistence on a compromise whenever progress becomes difficult.

the amount of details desired about product characteristics.

their unwillingness to develop relationships beyond a superficial level.

Question 20

__________ is the process of translating the received symbols into the interpreted message.

Question options:

Fragmenting

Transmitting

Encoding

Decoding