MCQ - Cross Cultural Negotiations

Question 1

Locus of control is least likely to impact which step in the decision-making process?

1. Data gathering.
2. Consideration of alternative solutions.
3. Decision making.
4. Implementation.

Answer 1

Locus of control is least likely to impact which step in the decision-making process?

1. Data gathering.
2. Consideration of alternative solutions.
3. Decision making.
4. Implementation.

Question 2

For the sake of a lasting relationship, the goal of any negotiation should be:

1. to minimise compromises.
2. relationship building.
3. to make a quick agreement.
4. a win-win outcome.

Answer 2

For the sake of a lasting relationship, the goal of any negotiation should be:

1. to minimise compromises.
2. relationship building.
3. to make a quick agreement.
4. a win-win outcome.

Question 3

What would be considered the primary purpose underlying all stages of the negotiation process?

1. Concession and agreement.
2. Bargaining.
3. Exchange of information.
4. Relationship building.

Answer 3

What would be considered the primary purpose underlying all stages of the negotiation process?

1. Concession and agreement.
2. Bargaining.
3. Exchange of information.
4. Relationship building.

Question 4

In following the rational decision-making model, which step usually comes first?

1. Gathering and analysing relevant data.
2. Defining the problem.
3. Determining who should be involved in the decision-making process.
4. Considering alternative solutions.

Answer 4

In following the rational decision-making model, which step usually comes first?

1. Gathering and analysing relevant data.
2. Defining the problem.
3. Determining who should be involved in the decision-making process.
4. Considering alternative solutions.

Question 5

Negotiators from cultures high on Trompenarrs’ affective dimension might be expected to:

1. use more gesturing during negotiations.
2. act cool and self-possessed.
3. argue from a rational stance.
4. be less intuitive.

Answer 5

Negotiators from cultures high on Trompenarrs’ affective dimension might be expected to:

1. use more gesturing during negotiations.
2. act cool and self-possessed.
3. argue from a rational stance.
4. be less intuitive.

Question 6

Negotiators from high-context cultures are more likely to:

1. explain things in detail.
2. rely on careful use of language to make their point.
3. get straight to the point.
4. use contextual elements to convey understanding.

Answer 6

Negotiators from high-context cultures are more likely to:

1. explain things in detail.
2. rely on careful use of language to make their point.
3. get straight to the point.
4. use contextual elements to convey understanding.

Question 7

Which of the following is a ‘dirty trick’ that might be used by a negotiator?

1. Giving wrong or misleading information.
2. Make threats to stop negotiating.
3. Being rude and interruptive.
4. All of the above.

Answer 7

Which of the following is a ‘dirty trick’ that might be used by a negotiator?

1. Giving wrong or misleading information.
2. Make threats to stop negotiating.
3. Being rude and interruptive.
4. All of the above.

Question 8

In respecting the views of the other party skilled negotiators:

1. get straight down to business.
2. treat the other side as equals.
3. focus on the facts of the negotiation.
4. strike a balance between formality and informality.

Answer 8

In respecting the views of the other party skilled negotiators:

1. get straight down to business.
2. treat the other side as equals.
3. focus on the facts of the negotiation.
4. strike a balance between formality and informality.

Question 9

The use of non-verbal messages such as voice intonation, facial and body expressions, eye contact and timing:

1. are unlikely to cause misunderstandings.
2. do not play a significant role in the negotiation process.
3. are generally understood by all parties to the negotiation.
4. are subtle behaviours important to the negotiation.

Answer 9

The use of non-verbal messages such as voice intonation, facial and body expressions, eye contact and timing:

1. are unlikely to cause misunderstandings.
2. do not play a significant role in the negotiation process.
3. are generally understood by all parties to the negotiation.
4. are subtle behaviours important to the negotiation.

Question 10

Which of the following statements is incorrect regarding the influence of culture on decisions?

1. Collectivist cultures would be expected to practise group decision making.
2. Australian managers are generally decisive making quick decisions.
3. Japanese managers tend to take utilitarian decisions.
4. Arabs would consider that a quick decision reflects a low regard for the relationship and deal.

Answer 10

Which of the following statements is incorrect regarding the influence of culture on decisions?

1. Collectivist cultures would be expected to practise group decision making.
2. Australian managers are generally decisive making quick decisions.
3. Japanese managers tend to take utilitarian decisions.
4. Arabs would consider that a quick decision reflects a low regard for the relationship and deal.

Question 11

Which variable in the negotiation process would involve determining the importance of procedures and social standing in the negotiation process?

1. Bargaining and persuasion.
2. Respecting other’s views.
3. Concern with status and protocol.
4. Keeping the balance.

Answer 11

Which variable in the negotiation process would involve determining the importance of procedures and social standing in the negotiation process?

1. Bargaining and persuasion.
2. Respecting other’s views.
3. Concern with status and protocol.
4. Keeping the balance.

Question 12

A polychronic perspective of the negotiation process means that:

1. the negotiation will be characterised by patience and persistence.
2. timetables and setting agendas are important.
3. efficiency is the primary focus.
4. the task and leisure co-exist.

Answer 12

A polychronic perspective of the negotiation process means that:

1. the negotiation will be characterised by patience and persistence.
2. timetables and setting agendas are important.
3. efficiency is the primary focus.
4. the task and leisure co-exist.

Question 13

Which of the following is not recommended for face-to-face negotiations?

1. Take time, don’t be in a hurry to conclude a deal.
2. Maintain a consistent negotiating strategy.
3. Understand some history and culture of the other party.
4. Respect the importance of maintaining face.

Answer 13

Which of the following is not recommended for face-to-face negotiations?

1. Take time, don’t be in a hurry to conclude a deal.
2. Maintain a consistent negotiating strategy.
3. Understand some history and culture of the other party.
4. Respect the importance of maintaining face.

Question 14

Which would be expected of negotiators from a low-context culture?

1. They prefer to act in a more impersonal way.
2. They take a long-term view.
3. They act within a rich network of interdependent relations.
4. They focus on cultivating and improving relationships.

Answer 14

Which would be expected of negotiators from a low-context culture?

1. They prefer to act in a more impersonal way.
2. They take a long-term view.
3. They act within a rich network of interdependent relations.
4. They focus on cultivating and improving relationships.