Management 434 - Business Negotiation » Spring 2022 » Chapter 10 Quiz
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Question #1
It’s generally best to adopt a ______ posture when it comes to hierarchy and status and then shift to ______ only if the situation warrants it, when negotiating internationally.
A.
formal, informal
B.
informal, formal
C.
competitive, cooperative
D.
cooperative, competitive
Question #2
Those who often defer making a decision until all concerned parties are informed, provide their input, and reach agreement are ________ negotiators.
A.
individualistic
B.
collectivistic
C.
masculine
D.
feminine
Question #3
When preparing for an international negotiation, which of the following is not a good source for information?
A.
Other countries who do business in that country
B.
U.S. Department of Labor
C.
All are good sources
D.
U.S. State Department
Question #4
When an offer is presented, ______ negotiators are empowered representatives who can accept or reject it.
A.
individualistic
B.
feminine
C.
collectivistic
D.
masculine
Question #5
Those with a(n) ___________ orientation are likely less concerned about instant and equal reciprocity than those with a(n)__________ orientation.
A.
long-term, short-term
B.
short-term, long-term
C.
individualistic, collectivistic
D.
collectivistic, individualistic
Question #6
Negotiators who prefer clear agendas and procedures are high in ___________.
A.
masculinity
B.
uncertainty avoidance
C.
power distance
D.
long-term orientation
Question #7
Cultural differences affect which of the following?
A.
All are correct
B.
Approach to negotiating
C.
Communication patterns
D.
How decisions are made
Question #8
There is less need to rely on nonverbal cues to interpret what is being said in ________ cultures, where the words used are direct and to the point.
A.
formal
B.
high-context
C.
informal
D.
low-context
Question #9
Negotiators who approach the negotiation informally with the expectation that all present have the same power to decide and are willing to question the process and rules of the negotiation have ___________.
A.
high uncertainty avoidance
B.
low uncertainty avoidance
C.
high-power-distance
D.
low-power-distance
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