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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 strategies should negotiators with a low familiarity with the other culture choose?
2. Political and legal pluralism can make cross cultural negotiations more complex because
3. 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.
4. We use the term 'culture' to refer to the
5. Outside of North America there appears to be a great deal of variation across cultures in theextent to which negotiation situations are initially perceived as distributive or integrative.
6. The 'embrace the other party's approach' strategy involves
7. 'Coordinating adjustment' involves
8. The best approach to manage cross-cultural negotiations is to be insensitive to the culturalnorms of the other negotiator's approach.
9. The individualism/collectivism dimension describes
10. Research studies suggest that culture does have an effect of negotiation outcomes, although it may not be direct and it likely has an influence through differences in the negotiation process in different cultures.
11. 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?
12. Risk-avoiding cultures will
13. According to Salacuse, which of the following is not a factor in the environmental context ofnegotiations?
14. Ideological clashes increase the communication challenges in cross-border negotiations in the broadest sense because the parties may disagree on the most fundamental levels about what is being negotiated.
15. Countries can have only one culture; however cultures can span national borders.
16. Which of the following lists only joint strategies for cross-cultural negotiations?
17. Which of the following factors most influences relative bargaining power?
18. 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.
19. The notion that negotiation is both art and science is especially valid at the cross-cultural orinternational level.
20. 'Adapting to the other party's approach' is best used by parties with
21. The relationship the principal negotiating parties develop before the actual negotiations willhave an important impact on the negotiation process and outcome.
22. Which of the following is an immediate context factor in cross-cultural negotiations?
23. In group-oriented cultures
24. 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.
25. Power distance describes

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