Chapter 10

T/F "Culture" is a characteristic that is generally synonymous with a person's home country.

False

T/F Under the Foreign Corrupt Practices Act, an American executive is prohibited from paying both bribes and facilitation payments (or "grease payments") to government officials from other countries.

False

In ____________________ cultures, negotiators may not have the authority to close the deal and may need to get a superior's approval before making a commitment. a.) low power distance b.) high power distance c.) low uncertainty avoidance d.) high uncertainty avoidance e.) a or c

High power distance

Hall defines two time systems in the world: monochromic ("M-time") and polychromic time ("P-time"). Those in M-time are low-context cultures and prefer to deal with things one at a time in a linear fashion and those in P-time are in high-context cultures and are comfortable with the simultaneous occurrence of many things. Which of the following countries is more likely to operate on M-time? a.) Brazil b.) Spain c.) United States d.) Italy e.) Nigeria

United States

Which of the following statements about gender and negotiations is true? a.) Men have been shown to claim more value in zero-sum negotiations than women. b.) Women may not claim as much value as men in zero-sum negotiations because they do not generally set their aspirations as high as men. c.) Babcock's research suggests that women may be less willing than men to initiate negotiations when it comes to employment offers. d.) Women may be hesitant to initiate negotiations due to a fear of being seen in a negative light for doing so. e.) All of the above

all of the above

Which of the following statements about global negotiations is true? a.) Effective international negotiators tend to have good listening skills and high "social intelligence" - the ability to get along with other people. b.) "Culture" affects many different aspects of international negotiations, including the specific people present at the bargaining table, the sequence of issues to be negotiated and the length of the actual negotiation. c.) An American involved in international business negotiations should avoid agreeing to local customs (e.g., a local custom of paying bribes to government or company officials) that conflict with his/her own ethical standards or with American law. d.) International negotiators must accept and value cultural differences of the other negotiators at the bargaining table. e.) All of the above

all of the above

Cultures that value Salacuse's cultural dimensions of ______________ and _____________ tend to see negotiations as a zero-sum distributive situation. a.) assertiveness; egalitarianism b.) assertiveness; competition c.) harmony; egalitarianism d.) harmony; assertiveness e.) competition; egalitarianism

assertiveness; competition

A comparison of the country cultures of Japan and the United States using the GLOBE dimensions of cultural differences shows the differences between the two countries has/have: a.) stayed the same since the Hofstede study. b.) diminished since the Hofstede study.

diminished since Hofstede study

Negotiators from the United States tend to use a/an _____________ communication style. a.) direct b.) indirect

direct

Traditional male and female skills and stereotypes would associate men with _____________________ and women with ________________________. a.) integrative negotiation; distributive bargaining b.) distributive bargaining; integrative negotiation

distributive bargaining; integrative negotiation

T/F Research suggests that men set higher aspiration levels then women in unambiguous negotiation situations, i.e., negotiations where there is a clear zone of potential agreement.

false

The United States scores high on Hofstede's dimension of: a.) ambiguity tolerance. b.) uncertainty avoidance. c.) individualism. d.) feminity. e.) collectivism.

individualism

Hofstede studied over 100,000 IBM employees in 66 countries and found that the culture of the countries varied along four dimensions. Of these, which dimension has proved the most useful for evaluating and predicting the extent of cultural differences in international commerce? a.) Power distance b.) Masculinity-feminity c.) Individualism-collectivism d.) Uncertainty avoidance e.) None of the above

individualism - collectivism

The United States scores low on Hofstede's dimension of: a.) ambiguity tolerance. b.) feminity. c.) power distance. d.) individualism. e.) long-term orientation.

long term orientation

When comparing the United States to Japan on Hofstede's dimensions of cultural differences: a.) Japan scores higher than the United States on the dimension of uncertainty avoidance. b.) the United States scores higher than Japan on the dimension of long-term orientation. c.) Japan scores higher than the United States on the dimension of individualism. d.) a and b e.) a and c

Japan scores higher than the United States on the dimension of uncertainty avoidance

Which of the following is not one of Hofstede's dimensions that differentiate culture? a.) Power distance b.) Uncertainty avoidance c.) Tolerance for ambiguity d.) Individualism-collectivism e.) All of the above are Hofstede's dimensions of cultural differences

Tolerance for ambiguity

Which of the following cultural variables or dimensions are included in both Hofstede's study and the GLOBE study? a.) Humane orientation. b.) Performance orientation. c.) Future orientation. d.) Power distance. e.) All of the above

power distance

T/F Women who are asked to negotiate on behalf of someone else generally set higher pre-negotiation targets and make higher initial offers compared to situations when they are negotiating on their own behalf.

true