Question :
41. (p. 560) Which of the following groups of negotiators was found to : 1242176
41. (p. 560) Which of the following groups of negotiators was found to have the most aggressive style of all groups, according to Exhibits 19.1 and 19.2?
A. The Spaniards
B. The Israelis
C. The Americans
D. The Koreans
E. The French
42. (p. 561) Which of the following statements reflect American notions of the importance of objectivity?
A. American business is the hotbed of nepotism.
B. Americans do not play favorites.
C. People count for more than economics and performance in business.
D. Americans have little regard for decisions based upon the bottom line.
E. American business is heavily skewed against meritocracy.
43. (p. 561) Which of the following forms the basis of commercial interactions in countries such as China, Spain, Mexico, and the Philippines?
A. Objectivity
B. Focus on bottom line
C. International cooperation
D. Corporate social responsibility
E. Long-term reciprocity
44. (p. 562) Which of the following statements about buyer-seller relationships is true?
A. American sellers tend to treat American buyers more as equals.
B. Japanese ideals dictate that buyers give complete deference to the wishes and needs of sellers.
C. American buyers will generally “take care of” American sellers or Japanese sellers more than any others do.
D. Most Americans will, by nature, treat Japanese buyers less frequently as equals.
E. Americans score the lowest among all the cultural groups on the individualism scale.
45. (p. 562) According to the text, even though American sellers make lower profits than the Japanese, many American managers apparently prefer lower profits if those profits are yielded from a more equal split of the joint profits. This demonstrates that Americans and Japanese have different views about ____.
A. favoritism
B. competitiveness
C. individualism
D. fairness
E. morality
46. (p. 562) In Japanese business organizations, subordinates are often hesitant to pass along bad news to their superiors. This lack of internal communications can be attributed to:
A. the inherently shy nature of Japanese people.
B. the Japanese emphasis on hierarchical relationships.
C. the practice of omerta or solemn oath-taking.
D. the insistence on solving problems at the point of origin and not escalating them.
E. Quanxi, the Japanese practice of personal connections.
47. (p. 563) Which negotiation tactic, according to foreign negotiators, is the most useful with Americans?
A. Offering cutbacks on deals
B. Including higher-level executives in talks
C. Providing lots of self-disclosures
D. High first-offers, followed immediately with deeply discounted second-offers
E. Making them wait
48. (p. 563) What approach is adopted by Westerners when faced with a complex negotiation task?
A. Dividing the large task into a series of smaller tasks
B. Consulting external experts for their assessment of the task and implementing a composite solution
C. Discussing all issues at once, in no apparent order
D. Making larger than normal concessions in a bid to push the deal through
E. Buying time by tackling peripheral issues first and then tackling the main task, having gained a ringside view of the problem at hand
49. (p. 563) Which of the following statements is true regarding decision-making processes in international business negotiations?
A. Asian negotiators prefer to break up a complex, large task into a series of smaller tasks.
B. The American approach to a complex negotiation task is to discuss all issues at once, in no apparent order.
C. American negotiators tend to give up larger concessions during complex negotiation tasks at the end of discussion.
D. Americans tackle issues such as prices, delivery, and warranty one at a time, with the final agreement being the sum of smaller agreements.
E. The Western sequential approach and the Eastern holistic approach are found to dovetail each other perfectly, reflecting the success in global trade.
50. (p. 563) Which of the following is one of the offshoots of the sequential approach of Westerners to complex negotiation tasks?
A. The Western sequential approach and the Eastern holistic approach are found to dovetail each other perfectly, reflecting the success in global trade.
B. Americans often make unnecessary concessions right before agreements are announced by the Japanese.
C. All the issues are discussed at once, in no apparent order, and concessions are made on all issues at the end of the discussion.
D. American managers find it easier to measure the progress of negotiations with their Japanese counterparts.
E. When negotiating with the Japanese, Americans find that the progress of negotiations is closely linked to the number of issues resolved.
