int busa 7.0 (communication and negotiation)

In the context of the basic steps in the cross-cultural negotiation process, the success of persuasion is dependent on participants' _____.

ability to make new options

In the context of cross-cultural negotiations, a distinguishing characteristic of U.S. negotiators is that they _____.

adopt a factual and objective approach toward negotiations

Arrange the basic steps involved in the cross-cultural negotiation process in the correct order of occurrence. (Place the first step at the top.)

1. planning 2.interpersonal relationship building 3.exchanging task related information 4.persuasion 5.agreement

Match the basic steps involved in the cross-cultural negotiation process (in the left column) with their descriptions (in the right column).

Agreement matches Choice, It involves making concessions and reaching a final settlement or entering a contract that is approved by both parties. It involves making concessions and reaching a final settlement or entering a contract that is approved by both parties. Exchanging task-related information matches Choice, 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. 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 matches Choice, Negotiators study the possible options for attaining their objectives. Negotiators study the possible options for attaining their objectives. Persuasion matches Choice, This is viewed as the most important phase in the negotiation process. This is viewed as the most important phase in the negotiation process. Interpersonal relationship building matches Choice, This phase indicates participants' desire to determine those who are reasonable and those who are not. This phase indicates participants' desire to determine those who are reasonable and those who are not.

Which of the following is a typical American perspective on buyer-seller relations in international business negotiations?

American negotiators tend to be objective and often approve trading favors.

The use of colors to communicate messages is known as

Blank 1: chromatics

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

Blank 1: communication

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

Blank 1: context

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

Blank 1: distributive Blank 2: negotiation

The transmission of information from manager to subordinate is called

Blank 1: downward Blank 2: communication

Bargaining that involves cooperation between two groups to assimilate interests, create value, and invest in the agreement is called

Blank 1: integrative Blank 2: negotiation

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

Blank 1: kinesics

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

Blank 1: nonverbal Blank 2: communication

A person's view of reality is called

Blank 1: perception

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

Blank 1: proxemics

The transfer of meaning from subordinate to superior is called

Blank 1: upward Blank 2: communication

How are Brazilian negotiators different from their American and Japanese counterparts? (Check all that apply.)

Brazilian negotiators are more likely to make concessions in the early stages of bargaining. Brazilian negotiators often make fewer promises and commitments than their counterparts.

Identify the best practices that help improve the effectiveness of communication in international business. (Check all that apply.)

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 the cultures where they are found (in the right column).

Elaborate style matches Choice, High-context cultures with a moderate degree of uncertainty avoidance High-context cultures with a moderate degree of uncertainty avoidance Exacting style matches Choice, Low-context cultures with a low degree of uncertainty avoidance Low-context cultures with a low degree of uncertainty avoidance Succinct style matches Choice, High-context cultures that have considerable uncertainty avoidance High-context cultures that have considerable uncertainty avoidance

Match the communication styles (in the left column) with their characteristics (in the right column).

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

True or false: Colors communicate universal meanings across cultures.

False

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 matches Choice, An individual focuses on the environment in which a meeting will take place. An individual focuses on the environment in which a meeting will take place. Low-context cultures matches Choice, An individual focuses on the objectives he or she wants to achieve by attending a meeting. 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 matches Choice, Messages are often highly coded and implied. Messages are often highly coded and implied. Low-context societies matches Choice, Messages are often explicit. Messages are often explicit.

Identify the features of integrative negotiation. (Check all that apply.)

In this form of negotiation, the parties involved attempt to create and distribute maximum benefits for both sides. In this form of negotiation, the relationship focuses on the group and is long term. It is also known as the win-win scenario.

Match the communication styles (in the left column) with their descriptions (in the right column).

Indirect style matches Choice, This is found in collective, high-context societies. This is found in collective, high-context societies. Direct style matches Choice, This is found in individualistic, low-context societies. 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 matches Choice, It is used to share confidential information. It is used to share confidential information. Personal distance matches Choice, It is used for conversing with family and close friends. It is used for conversing with family and close friends. Social distance matches Choice, It is used to handle most business transactions. It is used to handle most business transactions. Public distance matches Choice, It is used when calling across a room or addressing a group. It is used when calling across a room or addressing a group.

How does planning begin in the cross-cultural negotiation process?

It begins with negotiators identifying the objectives they want to achieve.

According to critics, what are the disadvantages of the dramatic change in the communication process in recent decades? (Check all that apply.)

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

Which of the following is true of negotiation?

It is a usual tactic for conflict management.

Which of the following is true of the personal style of communication?

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

What are the characteristics of the instrumental style of communication? (Check all that apply.)

It is goal-oriented. It focuses on the sender.

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.)

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.

Identify the typical positions of the Japanese on buyer-seller relations in international business negotiations. (Check all that apply.)

Japanese negotiators hold that buyers should get most of their demands fulfilled. Japanese negotiators believe that buyers should ensure that the seller should be given reciprocal favors.

Which of the following characterize the affective communication style? (Check all that apply.)

Listeners are required to use their intuitive skills to decode the intended meaning of a message. Quite often, senders convey the meaning nonverbally.

Match the types of time schedules (in the left column) with their descriptions (in the right column).

Monochronic time schedule matches Choice, It refers to a time schedule in which things are done in a linear fashion. It refers to a time schedule in which things are done in a linear fashion. Polychronic time schedule matches Choice, 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. 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 matches Choice, Communicating through the use of eye contact and gaze Communicating through the use of eye contact and gaze Haptics matches Choice, Communicating through the use of bodily contact Communicating through the use of bodily contact

Which of the following are the best practices that can be adopted by negotiators representing the weaker side in a discussion? (Check all that apply.)

Opting for a principled angle that entails calm behavior and a focus on the issues Asking about the other side's reasoning and attempting to take negative statements as constructive

Which of the following are the advantages of using a neutral site for international business negotiations? (Check all that apply.)

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.

In the context of the basic steps in the cross-cultural negotiation process, identify the factors that influence the success of persuasion. (Check all that apply.)

Participants' ability to determine areas of similarity and difference Participants' understanding of each other's views Participants' willingness to find a solution that convinces them that they have attained their objectives

In the context of the basic steps in the cross-cultural negotiation process, identify the factors that influence the success of persuasion. (Check all that apply.)

Participants' understanding of each other's views Participants' willingness to find a solution that convinces them that they have attained their objectives Participants' ability to determine areas of similarity and difference

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

Personal style

Identify the various dimensions of nonverbal communication. (Check all that apply.)

Proxemics Kinesics Paralinguistics

Identify the important areas of planning in the cross-cultural negotiation process. (Check all that apply.)

Setting limits on single-point objectives Determining the sequence for discussing various issues Dividing issues into short- and long-term considerations and determining how to handle each

Which of the following is true of a contextual style of communication in an organizational setting?

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

Which of the following communication styles is characterized by language that needs the listener to focus on what is being said and to observe how the speaker is presenting the message?

The affective style

What are the characteristics of distributive negotiation? (Check all that apply.)

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

Which of the following is true of the instrumental style of communication?

The speaker clearly conveys the message to the listener.

In the context of cross-cultural negotiations, what are the typical characteristics of Arab negotiators? (Check all that apply.)

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.

Which of the following statements are true about societies that follow monochronic time schedules in comparison with those that follow polychronic time schedules? (Check all that apply.)

They hold that time is a factor that can be controlled. They believe that time should be used wisely. They have an individualistic culture. Monochronic societies consider time schedules important.

Identify the purposes of upward communication in an organization. (Check all that apply.)

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

In the context of cross-cultural negotiations, identify the characteristics of U.S. negotiators. (Check all that apply.)

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

What should negotiators do when they aim to find mutually beneficial solutions during business negotiations? (Check all that apply.)

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.

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.

True or false: Developing the best alternative to a negotiated agreement (BATNA) enables the weaker party in a negotiation to determine a minimally acceptable agreement.

True

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

True

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

True

In the context of negotiation styles from a cross-cultural perspective, match the groups of negotiators (in the left column) with their typical space orientations (in the right column).

U.S. negotiators matches Choice, Confrontational and competitive Confrontational and competitive Arab negotiators matches Choice, Status Status Mexican negotiators matches Choice, Close and friendly Close and friendly Japanese negotiators matches Choice, Displaying harmonious relationship Displaying harmonious relationship

In the context of negotiation styles from a cross-cultural perspective, match the groups of negotiators (in the left column) with their typical group compositions (in the right column).

U.S. negotiators matches Choice, Marketing oriented Marketing oriented Arab negotiators matches Choice, Committee of specialists Committee of specialists Mexican negotiators matches Choice, Friendship oriented Friendship oriented Japanese negotiators matches Choice, Function oriented Function oriented

Match the groups of negotiators (in the left column) with the descriptions of their bargaining behaviors (in the right column).

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

Identify the best practices that negotiators should follow in order to reach mutually beneficial solutions. (Check all that apply.)

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

The way in which time is used in a culture is known as _____.

chronemics

According to Hall, _____ plays a significant role in explaining many communication differences.

context

A _____ communication style concentrates on the speaker and relationship of the participants.

contextual

The primary purpose of downward communication flow is to _____.

convey orders and information

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

negotiation

Communication styles in low-context societies are different from those of high-context societies because speakers in low-context societies _____.

often say exactly what they intend to convey

In the context of international business, a way to improve the effectiveness of cross-cultural communication is to _____.

open up feedback systems

In order to reach mutually beneficial solutions during negotiations, managers should _____.

take steps to maintain a positive bargaining atmosphere

Unlike societies that follow monochronic time schedules, societies that follow polychronic time schedules are characterized by _____.

the greater value placed on personal relationships than on getting things done on time

In the initial rounds of negotiations, Chinese negotiators tend to _____.

work toward a consensus on the focus of the meetings