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Negotiation 101 Practice Test: International and Cross-Cultural Negotiation
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Negotiation 101 Practice Test: International and Cross-Cultural Negotiation
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25 Questions

1. Which of the following factors most influences relative bargaining power?
2. According to Weiss, when choosing a strategy, negotiators should
3. Power distance describes
4. The relationship the principal negotiating parties develop before the actual negotiations willhave an important impact on the negotiation process and outcome.
5. The 'culture-as-shared-value' approach
6. Francis found that negotiators from a familiar culture (Japan) who made no attempt to adapt to American ways were perceived more positively than negotiators who made moderate adaptations.
7. The best approach to manage cross-cultural negotiations is to be insensitive to the culturalnorms of the other negotiator's approach.
8. 'Adapting to the other party's approach' is best used by parties with
9. Which of the following strategies should negotiators with a low familiarity with the other culture choose?
10. Which of the following is an immediate context factor in cross-cultural negotiations?
11. Which of the following lists only joint strategies for cross-cultural negotiations?
12. When working to create a new approach that may include aspects of either home culture oradopt practices from a third culture, negotiators are using what approach?
13. Which of the following is not one of Janosik's four ways that culture is used in internationalnegotiation?
14. The individualism/collectivism dimension describes
15. What consequences do negotiators from high uncertainty-avoidance cultures bring tonegotiations?
16. According to Salacuse, which of the following is not a factor in the environmental context ofnegotiations?
17. Political and legal pluralism can make cross cultural negotiations more complex because
18. The 'embrace the other party's approach' strategy involves
19. Risk-oriented cultures will be more willing to move early on a deal and will generally take morechances.
20. Many popular books and articles on international negotiation treat culture as expected behavior, providing lists of dos and don'ts to obey when negotiating with people from different cultures.
21. Weiss states that a negotiator should only use one strategy throughout an entire negotiation.
22. Risk-avoiding cultures will
23. Research suggests that negotiators may naturally negotiate differently when they are withpeople from their own culture than when they are with people from other cultures.
24. High-conflict situations that are based on ethnicity, identity or geography are most easy toresolve.
25. The 'culture-as-shared-values' approach has advantages over the 'culture-as-dialectic' approach because it can explain variations within cultures.

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