Global Business Management 427
In terms of cultural adaptation from most difficult to least difficult which is the correct order
Values, norms, attitudes, behavior
Which of the following are accurate
- Some cultures are much more dependent on certain cues/signs in the context to understand what the appropriate behavior is than other cultures are - A high context person would normally try to determine how her/his in-group feels about something before stating a personal opinion
From a sellers point of view, the following is correct in regards to price
- The bottom line is the same as the walkaway - Reservation point is higher than the bottom line - Target point is higher than reservation point
Based on studies done in the past which of the following typically accounts for most how the message is recieved
- The way one uses body language
When planning a negotiating meeting, which one is the least relevant
- Time of the day
In negotiations the primary objective should be
- To identify the other party's interest
Negotiating Terminology;select the correct answer
- Bottom Line and walk away point are the same thing
Which of the following is not a "perceptual bias"
- Cultural Identification
For parties who need to engage in recurring regularly scheduled negotiations, which of the following is the most important
- Focus on the long term relationship
Which of the following are not synonymous with each other
- Hagglers and accomodators
Sources of power
- Information and expertise - Location in the organization - Control over resources
The concept of "enlarging the pie" is best described as
- Integrative Bargaining
Which of the following is the most appropriate answer
- Listening is an element of actively negotiating
The following is correct in regards to bargaining styles
- Most negotiation are entered assuming the outcome will be distributive - Integrative bargaining may not be required in the bargaining zone is positive
To maximize the chance for a successful negotiation with a person one has never met before it is most important
- Prepare questions
When thinking of culture which characteristics does not apply
- culture is negotiable
A society that reflects collectivism is best described as
- emphasizing harmony in relationships and obedience to the hierarchy - Making decisions to ensure continuity and influenced heavily by the organization with which you identify
Which of the following is not a threat to trust
- few rules
The following is / are generally true of all low context cultures
-They tend to be more mobile and loyal to their careers - They often share information more easily with other people
Which of the following is an element of communication
-View of truth - View of style - View of logic - View of words
Which of the following will be least effective in repairing broken trust
Explain your position
Which of the following should negotiations focus on
Focus on creating opinions
Comparing negotiating strategies which of the the following statements is correct ?
Forcing and suppressing are about equally poor methods for negotiating
Which statements is correct
Having a BATNA is more powerful than knowing your bottom line
Which is correct in regards to the 5 negotiation styles
There are three styles that lead to an outcome in which at least on party wins
Losing repairing trust in the context of business negotiations has the highest impact on
Time and monetary cost
The most important prerequisite for a successful negotiation is
Trust
