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Multiple Choice Quiz
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1
High-conflict situations that are based on ethnicity, identity or geography are most easy to resolve.
A)True
B)False
2
The "culture-as-shared-values" approach has advantages over the "culture-as-dialectic" approach because it can explain variations within cultures.
A)True
B)False
3
Risk-oriented cultures will be more willing to move early on a deal and will generally take more chances.
A)True
B)False
4
Research suggests that negotiators may naturally negotiate differently when they are with people from their own culture than when they are with people from other cultures.
A)True
B)False
5
To use the "improvise an approach" strategy, both parties to the negotiation need to have high familiarity with the other party's culture and a strong understanding of the individual characteristics of the other party.
A)True
B)False
6
We use the term "culture" to refer to
A)the religious beliefs of a group of people.
B)the ethnicity of a group of people.
C)the geographic nationality of a group of people.
D)the shared values, beliefs and behaviors of a group of people.
E)none of the above.
7
Political and legal pluralism can make cross cultural negotiations more complex because
A)there may be implications for the taxes that the organization pays.
B)there may be implications for the labor codes or standards that the organization must meet.
C)there may be different codes of contract law and standards of enforcement.
D)political considerations may enhance or detract from the conduct of business negotiations in various countries at different times.
E)all of the above.
8
Which of the following factors most influences relative bargaining power?
A)The extent to which negotiators frame the negotiation differently.
B)Tangible and intangible factors
C)Management control.
D)Personal motivations of external stakeholders.
E)None of the above.
9
Risk-avoiding cultures will
A)be willing to move early on a deal.
B)generally take more chances.
C)seek further information.
D)be less likely to take a wait-and-see stance.
E)generally take all of the above actions.
10
"Coordinating adjustment" involves
A)adopting completely the approach of the other party.
B)making conscious changes to your approach so that it is more appealing to the other party.
C)both parties making mutual adjustments to find a common process for negotiation.
D)crafting an approach that is specifically tailored to the negotiation situation.
E)"Coordinating adjustment" involves all of the above.





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