Chapter 7 - Cross-Cultural Communication and Negotiation

The primary purpose of downward communication flow is to _____. obtain assistance from higher management provide feedback ask questions convey orders and information

convey orders and information

Perception varies from person to person, and it influences people's judgment and decision making. True False

True

The process of bargaining with one or more parties for the purpose of arriving at a solution acceptable to all is called _________________.

negotiation

The transfer of meaning through means such as body language and the use of physical space is called _________ _______________.

nonverbal communication

In the context of cross-cultural negotiations, a distinguishing characteristic of U.S. negotiators is that they _____. seek to create a general framework that limits the discussions adopt a factual and objective approach toward negotiations tend to simultaneously negotiate final agreements on all issues treat deadlines as general guidelines for wrapping up negotiations

adopt a factual and objective approach toward negotiations

In the context of international business, a way to improve the effectiveness of cross-cultural communication is to _____. ensure the downward flow of communication enforce the home country's culture open up feedback systems insist on the use of English for official communication

open up feedback systems

The process of transferring meanings from sender to receiver is known as "____________________________".

Communication

Information that surrounds a communication and helps convey the message is called "____________________".

Context

Which of the following is true of the personal style of communication? It is characterized by receiver-focused language. It requires the listener to carefully observe how the sender is presenting the message. It focuses on the speaker and relationship of the parties. It is commonly used in low-power-distance, individualistic, low-context cultures.

It is commonly used in low-power-distance, individualistic, low-context cultures.

Select all that apply Identify the various dimensions of nonverbal communication. (Check all that apply.) Multiple select question. Onomastics Proxemics Paralinguistics Morphemics Kinesics

Proxemics Paralinguistics Kinesics

Bargaining that occurs when two parties with opposing goals compete over a set value is known as ____________ ______________.

distributive negotiation

The transmission of information from manager to subordinate is called _________________ ______________________.

downward communication

The study of communication through body movement and facial expression is called _____________________.

kinesics

The study of the way people use physical space to convey messages is called ___________________.

proxemics

In the initial rounds of negotiations, Chinese negotiators tend to _____. show a sense of urgency to get things resolved work toward a consensus on the focus of the meetings set forth an extreme initial position on critical issues make early concessions to show their flexibility

work toward a consensus on the focus of the meetings

A person's view of reality is called _______________________.

perception

In order to reach mutually beneficial solutions during negotiations, managers should _____. take steps to maintain a positive bargaining atmosphere overlook their emotional concerns give in to intense emotional impulses avoid vocalizing their interpretation of the other side's proposals

take steps to maintain a positive bargaining atmosphere

Match the basic steps involved in the cross-cultural negotiation process (in the left column) with their descriptions (in the right column). Agreement Exchanging task-related information Planning Persuasion Interpersonal relationship building -This phase indicates participants' desire to determine those who are reasonable and those who are not. -It involves making concessions and reaching a final settlement or entering a contract that is approved by both parties. -Negotiators study the possible options for attaining their objectives. -In this phase, participants express their positions on critical issues and attempt to learn the goals of the other party and what it is willing to give up. -This is viewed as the most important phase in the negotiation process.

Agreement -It involves making concessions and reaching a final settlement or entering a contract that is approved by both parties. Exchanging task-related information -In this phase, participants express their positions on critical issues and attempt to learn the goals of the other party and what it is willing to give up. Planning -Negotiators study the possible options for attaining their objectives. Persuasion -This is viewed as the most important phase in the negotiation process. Interpersonal relationship building -This phase indicates participants' desire to determine those who are reasonable and those who are not.

Select all that apply Identify the best practices that help improve the effectiveness of communication in international business. Expatriate managers should insist on the use of English by executives if the language of the home office is different. Nonnative speakers of English should be given language training. Efforts should be made to increase flexibility and cooperation by all parties. Feedback systems should exclusively be personal as opposed to using impersonal feedback systems. Executives who communicate with individuals from other cultures should be given cultural training.

Efforts should be made to increase flexibility and cooperation by all parties. Nonnative speakers of English should be given language training. Executives who communicate with individuals from other cultures should be given cultural training.

Match the communication styles (in the left column) with their characteristics (in the right column). Elaborate style Exacting style Succinct style -People are precise and use the right amount of words to convey a message. -People repeat themselves and include much detail in their descriptions. -People use few words and employ understatements, pauses, and silence to convey meaning.

Elaborate style -People repeat themselves and include much detail in their descriptions. Exacting style -People are precise and use the right amount of words to convey a message. Succinct style -People use few words and employ understatements, pauses, and silence to convey meaning.

Match the communication styles (in the left column) with the cultures where they are found (in the right column). Elaborate style Exacting style Succinct style -Low-context cultures with a low degree of uncertainty avoidance -High-context cultures with a moderate degree of uncertainty avoidance -High-context cultures that have considerable uncertainty avoidance

Elaborate style-High-context cultures with a moderate degree of uncertainty avoidance Exacting style-Low-context cultures with a low degree of uncertainty avoidance Succinct style-High-context cultures with a moderate degree of uncertainty avoidance

Match the types of cultures (in the left column) with the associated descriptions of indirect and direct communication styles (in the right column). High-context cultures Low-context cultures -An individual focuses on the environment in which a meeting will take place. -An individual focuses on the objectives he or she wants to achieve by attending a meeting.

High-context cultures-An individual focuses on the environment in which a meeting will take place. Low-context cultures-An individual focuses on the objectives he or she wants to achieve by attending a meeting.

Match the types of societies (in the left column) with the descriptions of their communication styles (in the right column). High-context societies Low-context societies -Messages are often highly coded and implied. -Messages are often explicit.

High-context societies-Messages are often highly coded and implied. Low-context societies-Messages are often explicit.

Match the communication styles (in the left column) with their descriptions (in the right column). Indirect style Direct style -This is found in collective, high-context societies. -This is found in individualistic, low-context societies.

Indirect style-This is found in collective, high-context societies. Direct style-This is found in individualistic, low-context societies.

In the context of proxemics, match the distances used in face-to-face communication (in the left column) with their descriptions (in the right column). Intimate distance Personal distance Social distance Public distance -It is used when calling across a room or addressing a group. -It is used to share confidential information. -It is used to handle most business transactions. -It is used for conversing with family and close friends.

Intimate distance -It is used to share confidential information. Personal distance -It is used for conversing with family and close friends. Social distance -It is used to handle most business transactions. Public distance -It is used to share confidential information.

Select all that apply According to critics, what are the disadvantages of the dramatic change in the communication process in recent decades? (Check all that apply.) Multiple select question. It has made communication impersonal . It has added delays and filters in interpersonal communication. It has made rapid communication impossible. It has rendered communication less meaningful than before.

It has made communication impersonal It has rendered communication less meaningful than before.

Select all that apply Which of the following are true of negotiation? (Check all that apply.) Multiple select question. It is the use of defined structures and systems in decision making. It is often followed by an assessment of political environments. It is a usual tactic for conflict management. It is the process of choosing a course of action among alternatives.

It is often followed by an assessment of political environments. It is a usual tactic for conflict management.

Select all that apply In the context of bargaining behaviors, which of the following are true of the use of extreme offers or requests by a bargainer? (Check all that apply.) Multiple select question. It reveals to the opponent that the bargainer will not be taken advantage of. It changes the opponent's views on the bargainer's preferences. It offers the bargainer a better opportunity to study the opponent by extending the negotiation. It shows the opponent that the bargainer is reluctant to follow the usual norms of bargaining. It considerably reduces the chance of reaching a mutually beneficial agreement.

It reveals to the opponent that the bargainer will not be taken advantage of. It changes the opponent's views on the bargainer's preferences. It offers the bargainer a better opportunity to study the opponent by extending the negotiation.

Match the types of time schedules (in the left column) with their descriptions (in the right column). Monochronic time schedule Polychronic time schedule -It refers to a time schedule in which things are done in a linear fashion. -It refers to a time schedule in which people tend to do several things at the same time and place higher value on personal involvement than on getting things done on time.

Monochronic time schedule-It refers to a time schedule in which things are done in a linear fashion. Polychronic time schedule-It refers to a time schedule in which people tend to do several things at the same time and place higher value on personal involvement than on getting things done on time.

Match the primary areas of kinesics (in the left column) with their descriptions (in the right column). Oculesics Haptics -Communicating through the use of bodily contact -Communicating through the use of eye contact and gaze

Oculesics-Communicating through the use of eye contact and gaze Haptics-Communicating through the use of bodily contact

Select all that apply Which of the following are the advantages of using a neutral site for international business negotiations? (Check all that apply.) Multiple select question. Participants avoid prolonging discussions unnecessarily to reduce the cost of staying at the site. Participants have a greater likelihood of reaching an impasse as they are unfamiliar with the location. Participants are motivated to take home some results rather than returning empty-handed. Both parties take more time for establishing a rapport and reaching a consensus on specific issues as they enjoy a balance of power at the site. Both parties have limited access to their home offices, and their chances of receiving information and advice for negotiation are balanced.

Participants avoid prolonging discussions unnecessarily to reduce the cost of staying at the site. Participants are motivated to take home some results rather than returning empty-handed. Both parties have limited access to their home offices, and their chances of receiving information and advice for negotiation are balanced.

Identify the style of verbal communication that concentrates on the speaker and the reduction of barriers between the parties. Indirect style Personal style Elaborate style Contextual style

Personal style

Click and drag on elements in order Arrange the basic steps involved in the cross-cultural negotiation process in the correct order of occurrence. (Place the first step at the top.) Exchanging task-related information Agreement Persuasion Interpersonal relationship building Planning

Planning Interpersonal relationship building Exchanging task-related information Persuasion Agreement

Which of the following is true of a contextual style of communication in an organizational setting? Speakers focus on precision and the use of the right amount of words to convey the message. Speakers encourage the development of an informal environment. Speakers choose words that indicate their status relative to the status of their listeners. Speakers tend to be direct and focused in their communications.

Speakers choose words that indicate their status relative to the status of their listeners.

Select all that apply What are the characteristics of distributive negotiation? The relationship in this form of negotiation focuses on the individual and is short term. It involves a win-lose situation. It involves overlapping interests. Parties involved often have a friendly relationship.

The relationship in this form of negotiation focuses on the individual and is short term. It involves a win-lose situation.

Select all that apply In the context of cross-cultural negotiations, what are the typical characteristics of Arab negotiators? (Check all that apply.) Multiple select question. They tend to use a factual and objective negotiation style. They are open to making concessions throughout the bargaining process. They adopt an emotional approach toward negotiations. They strive to create a long-term relationship with their counterparts. They seek agreement on the general focus of the meetings to limit and focus discussions.

They adopt an emotional approach toward negotiations. They strive to create a long-term relationship with their counterparts. They are open to making concessions throughout the bargaining process.

In the context of cross-cultural negotiations, which of the following is true of Arab negotiators? They believe in the subjective analysis of issues. They adopt a logical approach toward negotiations. They are task oriented and prefer to get issues resolved immediately. They use language to convey a sense of urgency.

They believe in the subjective analysis of issues.

Select all that apply In the context of cross-cultural negotiations, identify the characteristics of U.S. negotiators. (Check all that apply.) Multiple select question. They make early concessions to establish their flexibility and reasonability. They seek agreement on the general focus of the meetings. They often adopt an emotional approach. They lay great emphasis on deadlines.

They make early concessions to establish their flexibility and reasonability. They lay great emphasis on deadlines.

Select all that apply What should negotiators do when they aim to find mutually beneficial solutions during business negotiations? They should avoid being open to hearing and accepting emotional concerns of the other party. They should focus on both parties' interests rather than their positions on critical issues. They should form a large number of proposals that the other side is likely to accept. They should try to overlook any intangible tension during discussions.

They should form a large number of proposals that the other side is likely to accept. They should focus on both parties' interests rather than their positions on critical issues.

Which of the following is one of the best practices that negotiators should follow to reach mutually beneficial agreements? They should look for objective options when the parties lack common interests. They should avoid distinguishing the problem from the individual. They should reduce the number of proposals when bargaining with a group that does not consider time constraints. They should show more consideration for the other side's interests than for their own concerns.

They should look for objective options when the parties lack common interests.

Identify a true statement about Chinese negotiators. They strive to limit and focus discussions by reaching an agreement on the framework of negotiation in the initial meetings They employ a logical approach toward negotiation and make early concessions to show that they are flexible and reasonable. They analyze things subjectively and treat deadlines as general guidelines for wrapping up negotiations. They prolong discussions by employing rhetoric and general conversations throughout the negotiation process.

They strive to limit and focus discussions by reaching an agreement on the framework of negotiation in the initial meetings

Select all that apply Identify the purposes of upward communication in an organization. (Check all that apply.) Multiple select question. To get help from higher-level management To ask questions To influence the social behavior of employees To assert managerial authority in areas unrelated to work To give feedback

To ask questions To give feedback To get help from higher-level management

In the context of international business negotiations, businesses often prefer a neutral location when they want to discuss critical issues. True False

True

Match the groups of negotiators (in the left column) with the descriptions of their bargaining behaviors (in the right column). U.S. negotiators Japanese negotiators Brazilian negotiators -They tend to say "no" more often than their opponents. -They make initial offers that have lower profit levels than their opponents'. -They depend heavily on recommendations and commitment.

U.S. negotiators -They make initial offers that have lower profit levels than their opponents'. Japanese negotiators -They depend heavily on recommendations and commitment. Brazilian negotiators -They tend to say "no" more often than their opponents.

Select all that apply Identify the best practices that negotiators should follow in order to reach mutually beneficial solutions. (Check all that apply.) Multiple select question. Avoid being open to accepting emotional concerns of the other party Use sympathetic gestures to alleviate tension Avoid giving in to intense impulses Respond to the other party in a defensive manner Avoid placing blame on the other party

Use sympathetic gestures to alleviate tension Avoid placing blame on the other party Avoid giving in to intense impulses

The way in which time is used in a culture is known as _____. chronemics proxemics oculesics kinesics

chronemics

According to Hall, _____ plays a significant role in explaining many communication differences. channel context language noise

context

A _____ communication style concentrates on the speaker and relationship of the participants. personal contextual direct succinct

contextual

Communication styles in low-context societies are different from those of high-context societies because speakers in low-context societies _____. often give cryptic messages use a style of talking that involves repetition and detail often say exactly what they intend to convey use words that reflect their hierarchical relationship with the listeners

often say exactly what they intend to convey

The transfer of meaning from subordinate to superior is called _____________ _____________________.

upward communication