Reading...
Play button
Play button
Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
15 Cards in this Set
- Front
- Back
|
In low-context societies, messages are often highly coded and implicit
|
False
|
|
|
The affective communication style is characterized by language, which requires the listener to
carefully note what is being said and to observe how the sender is presenting the message. |
True
|
|
|
Timing and pauses within verbal behaviour are one of the many common forms of nonverbal
communication. |
True
|
|
|
Time limits cannot be used tactically if the negotiators meet at a neutral site.
|
False
|
|
|
When negotiators make a definitive decision before engaging in discussion, they may soon find out
that the terms never even surface. |
True
|
|
|
Messages are implicit and often highly coded in:
A. Low-context societies C. High-context societies B. Moderate-context societies D. Variable-context societies |
C
|
|
|
In terms of communication styles, which of the following countries has a low-context society?
A. The United States B. Japan C. Italy D. Arab countries |
A
|
|
|
Researchers have found that the contextual style is often associated with:
A. Low-power distance, collective, high-context cultures B. Low-power distance, individualistic, high-context cultures C. High-power distance, individualistic, low-context cultures D. High-power distance, collective, high-context cultures |
D
|
|
|
In contrast to the contextual style, the personal style is more popular in:
A. Low-power distance, collective, high-context cultures B. Low-power distance, individualistic, low-context cultures C. High-power distance, individualistic, low-context cultures D. High-power distance, collective, high-context cultures |
B
|
|
|
Which of the following is a persuasion tool generally used by the Japanese during negotiations?
A. Time pressure B. Intergroup connections C. Hospitality D. Emphasis on family |
B
|
|
|
All of the following are true of negotiation except:
A. It is used in creating joint ventures with local firms and in getting the operation off the ground B. It is a learnable skill that is imperative for the international manager but not for the domestic manager C. It often follows assessing political risk D. It can be used as an approach to conflict management |
B
|
|
|
Which of the following steps in the negotiation process is considered by many to be the most
important? A. Interpersonal relationship building B. Planning C. Exchanging task-related information D. Persuasion |
D
|
|
|
In the context of negotiation, Trompenaars and Hampden-Turner have noted that U.S. negotiators:
A. Tend to open negotiations with an extreme initial position B. Tend to use an emotional appeal in their negotiation style C. Typically have authority to bind their party to an agreement D. Treat deadlines as only general guidelines for wrapping up negotiations |
C
|
|
|
Research by Trompenaars and Hampden-Turner shows that Arab negotiators:
A. Tend to open negotiations with a neutral initial position B. Analyze things subjectively and treat deadlines as only general guidelines for wrapping up negotiations C. Do not believe in making concessions and never reciprocate an opponent's concessions D. Never use an emotional appeal in their negotiation style |
B
|
|
|
All of the following are true of an extreme bargaining position except:
A. It shows the other party that the bargainer will not be exploited B. It extends the negotiation and gives the bargainer a better opportunity to gain information on the opponent C. It lets the bargainer gain less than would probably be possible if a more extreme initial position had been taken D. It modifies the opponent's beliefs about the bargainer's preferences |
C
|
