Question : 38.Whereas a _____ table tends to lead negotiators to behave : 1302985

38.Whereas a _____ table tends to lead negotiators to behave more competitively, a _____ table usually creates a more cooperative climate.

a.round; rectangular

b.round; square

c.rectangular; round (page 91, moderate)

d.dark colored; light colored

39.Negotiators from the US, Switzerland, and Germany all tend to view _____ as a commodity that must be used efficiently.

a.time (page 92, easy)

b.goodwill

c.cooperation

d.friendship

40.Chinese and Russian negotiators typically begin negotiations with initial offers that are _____, whereas those from US and Sweden tend to make initial offers that are _____.

a.realistic; unrealistic

b.close to actual expectations; extreme

c.extreme; close to actual expectations (page 92, moderate)

d.overly generous; overly aggressive

41.A German manager, making a negotiating presentation to an American, a Japanese, and a Brazilian, is frequently interrupted by “no’s”.  The interrupter is probably the _____.

a.American

b.Brazilian (page 92, easy)

c.Japanese

42.Negotiators engaging in indirect confrontation and information strategies typically _____.

a.use louder and more abusive verbal language

b.use nonverbal tactics more extensively (page 93, easy)

c.tend to settle for whatever the other party offers them

d.fail to reach agreement at all

43.The tendency to make direct and extended eye contact during negotiations is greatest among the _____ and least among the _____.

a.Japanese; Americans

b.Americans; Brazilians

c.Brazilians; Americans

d.Brazilians; Japanese (page 94, moderate)

44.Research that compared intra-cultural negotiations with inter-cultural ones has conclusively shown _____.

a.that there are no differences in behaviors

b.that behaviors are always different

c.that satisfaction was always lower after inter-cultural negotiations

d.none of the above (page 94, difficult)

45.Using Hall’s low vs. high context framework, Ting-Toomey’s theory says that conflict in a high-context culture is _____, because people do not separate the person from the issue at stake.

a.instrumental-oriented

b.expressive-oriented (page 95, moderate)

c.impossible to resolve

d.easier to resolve

46.People in _____ context cultures are action oriented, resulting in direct, confrontational responses to conflict, with everyone wanting quick resolution.

a.medium

b.low (page 95, moderate)

c.high

d.expressive

47.Low-context cultures often use the _____ style of conflict management, which reasons from the general to the specific, establishing basic ideas from which implications are drawn.

a.factual inductive

b.affective-intuitive

c.axiomatic-deductive (page 95, difficult)

d.synthetic-expressive

48.To become a better cross-cultural negotiator, the text recommends all of the following, except to _____.

a.use books and articles to gain an understanding of your negotiating partner

b.consider the experience, needs, interests, and possible goals of the specific individuals and organization you’re facing

c.try as best as you can to imitate the same negotiating behaviors and tactics that your partner’s culture uses (page 97, moderate)

d.make some allowances for the fact that cultural differences exist between you and your partner

49.Which of Weiss’ eight culturally responsive strategies is appropriate when neither party is familiar with the other’s culture?

a.coordinate adjustment of both parties

b.involve a mediator (page 97, moderate)

c.embrace the counterpart’s script

d.“effect symphony”

50.A significant force for divergence in terms of negotiating is _____.

a.the tendency for negotiators to study and try to understand other cultures

b.the evidence to suggest that moderate adaptation to each other’s culture may be more effective than complete or no adaptation

c.the evidence that cultural patterns of behavior are fairly easy to change

d.the perception that a particular culture’s negotiation style is more effective than that of other cultures (page 98, moderate)