Which of the following is a part of the rational decision-making process?
Comparison of competitor products
Marketing the respective products or services
Background check on individuals involved in decision-making
Gathering and analyzing relevant data
What is the best method for avoiding miscommunication?
Learning foreign phrases and idioms
Practicing projective listening
Taking detailed notes of the messages
Relying on technology to interpret meanings
Which of the following tips is most likely to lead to effective intercultural communication?
Messages need to be encoded carefully.
Avoid being culturally sensitive over the Internet, as it might result in discrimination.
It is always better to use long and descriptive sentences.
Communication processes should be made quicker by removing feedback systems.
When encoding a message during cross-cultural communication, it is most effective for senders to:
rely on personal interpretations.
speak slowly and loudly in their native language.
use idioms and expressions.
Which of the following is a true statement regarding kinesic behavior?
Facial expressions have the same meaning across cultures.
Hand gestures are universally interpreted.
Minor variations in body language are insignificant.
The meaning of body movements varies by culture.
Larry is a top-level manager at Smart-Tech, an American semiconductor
firm. Larry is involved in the negotiation procedures between Smart-Tech
and a Saudi Arabian financial group. Larry has recently arrived in Saudi
Arabia for the purpose of negotiating the final terms of the contract.
Which of the following statements undermines the argument that Larry
should adhere to a strict agenda when negotiating with the Arabs?
Saudi Arabia is a polychronic culture.
Saudi Arabia is a monochronic culture.
Both Saudi Arabia and the U.S. are low-contact cultures.
Both Saudi Arabia and the U.S. are high-contact cultures.
In which of the following countries do people typically begin the concessions and agreement stage of negotiation with what they are prepared to accept rather than take extreme positions?
Which of the following is a cultural variable in the communication process?
Which of the following cultures views formal contracts as insulting and wasteful, and prefers to make agreements based on mutual understanding and trust?
What forms the basis for the enforcement of most business contracts in Mexico and China?
Personal commitments to individuals
Japanese negotiators tend to:
lack commitment to their employers.
lack emotional sensitivity.
Communication to managers is of vital importance because it:
immediately results in an increase of revenue.
demonstrates the manager’s depth of knowledge.
indicates technological advancement.
greatly helps in negotiating future plans.
From an American perspective, the __________ stage of negotiation is straightforward, objective, efficient, and direct.
exchanging task-related information
As manager with an international trade firm, John Smith frequently travels between Europe and Saudi Arabia. On John’s most recent trip to Saudi Arabia, he noticed that Tariq, his business associate, not only talked about business matters but also talked about several other things, such as upcoming events in Saudi Arabia and the associated impact on the economy. This most likely indicates that Tariq is from a __________ culture.
Which of the following types of decision making is generally used in China, Germany, Turkey, and India?
Jerry, representing a U.S firm, is sent to Saudi Arabia to negotiate his company’s contracts. Which of the following should Jerry keep in mind when negotiating with the Arabs?
Get to the point when presenting and negotiating.
Business should be conducted personally and not via telephone or email.
Be explicit and express doubts wherever the subject’s feasibility comes into question.
Arabs value time, and deadlines are to be kept at all costs.
Larry is a top-level manager at Smart-Tech, an American semiconductor firm. Larry is involved in the negotiation procedures between Smart-Tech and a Saudi Arabian financial group. Larry arrives in Saudi Arabia hoping to quickly conclude the business deal. However, to his surprise the Arabs show no great interest in coming to a decision, despite several rounds of discussion. This type of behavior from the Saudi Arabian financial group is most likely attributed towards its __________ culture.
One of the primary purposes of relationship building during the negotiation process is to:
create formal contracts.
exchange task-related information.
build mutual trust.
avoid direct confrontations.
Business people report two major areas of conflict in negotiating with the Chinese––their apparent insincerity about reaching an agreement and:
the use of bureaucratic mechanisms to stall negotiations.
their insistence on a compromise whenever progress becomes difficult.
the amount of details desired about product characteristics.
their unwillingness to develop relationships beyond a superficial level.
__________ is the process of translating the received symbols into the interpreted message.
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