Thẻ ghi nhớ: IBC201 | Quizlet

All of the following are accurate depictions of the Japanese approach to leadership except:

a. management's concern for its employees extends to the whole life, business and social, of the worker.

b. decision making is carried out via group decision-making techniques.

c. employment is often for life; layoffs are rare.

d. control mechanisms are very explicit; people know exactly what to control and how to do it.

d. control mechanisms are very explicit; people know exactly what to control and how to do it.

What consequences do negotiators from high uncertainty-avoidance cultures bring to negotiations?

a. Negotiators will strongly depend on cultivating and sustaining a long-term relationship.

b. Negotiators may be more likely to "swap" negotiators, using whatever short-term criteria seem appropriate.

c. Negotiators may need to seek approval from their supervisors more frequently.

d.Negotiators may not be comfortable with ambiguous situations and may be more likely to seek stable rules and procedures when they negotiate

d.Negotiators may not be comfortable with ambiguous situations and may be more likely to seek stable rules and procedures when they negotiate

Which of the following statements about conflict is true?

A. Conflict is the result of tangible factors.

B. Conflict can occur when two parties are working toward the same goal and generally want the same outcome.

C. Conflict only occurs when both parties want a very different settlement.

D. Conflict has a minimal effect on interdependent relationships.

B. Conflict can occur when two parties are working toward the same goal and generally want the same outcome.

Hardball tactics are designed to _

A. be used primarily against powerful negotiators.

B. clarify the user's adherence to a distributive bargaining approach.

C. pressure targeted parties to do things they would not otherwise do.

D. eliminate risk for the person using the tactic.

C. pressure targeted parties to do things they would not otherwise do.

According to Salacuse, which of the following is not a factor in the environmental context of negotiations?

A. Political and legal pluralism

B. Foreign governments and bureaucracies

C. Relative bargaining power

D. International economic factors

C. Relative bargaining power

A moderator who sends out a questionnaire to all parties asking for input is one strategy used to avoid destructive conflict and emotion. That strategy is known as

A. nominal group technique.

B. the Delphi technique.

C. brainstorming.

D. the consensus technique.

B. the Delphi technique.

Which of the following statements is true about restrained societies?

A. People give importance to freedom of speech.

B. People are more likely to remember positive emotions.

C. People experience a perception of helplessness.

D. People are less likely to give importance to law and order.

C. People experience a perception of helplessness.

Which of the following statements is true about French workers?

A. They are known to have an intense work ethic.

B. They have a reputation for high productivity.

C. They are willing to sacrifice their leisure time.

D. They derive motivation from professional accomplishment.

B. They have a reputation for high productivity.

In intragroup conflict, ___

A. sources of conflict can include ideas, thoughts, emotions, values, predispositions, or drives that are in conflict with each other.

B. conflict occurs between individual people.

C. conflict affects the ability of the group to resolve differences and continue to achieve its goals effectively.

D. conflict is quite intricate because of the large number of people involved and possible interactions between them.

C. conflict affects the ability of the group to resolve differences and continue to achieve its goals effectively.

Which of the following types of organizational cultures is power-oriented and headed by a leader who is regarded as a caring parent?

A. The family culture

B. The Eiffel Tower culture

C. The guided missile culture

D. The incubator culture

A. The family culture

Which of the following are the three degrees of communication quantity?

A. Elaborate, exacting, and succinct

B. Unified, equivocal, and refined

C. Succinct, affective, and precise

D. Flexible, detailed, and fixed

A. Elaborate, exacting, and succinct

Which of the following statements about negotiation is false?

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 environments.

D. It can be used as an approach to conflict management.

B. It is a learnable skill that is imperative for the international manager but not for the domestic manager.

_______________are emergent interest groups that have not yet formed into an operating coalition.

A. Informal coalitions

B. Formal coalitions

C. Latent coalitions

D. Dormant coalitions

C. Latent coalitions

Which of the following types of organizational cultures can be considered a fulfillment-oriented culture?

A. The family culture

B. The Eiffel Tower culture

C. The guided missile culture

D. The incubator culture

D. The incubator culture

"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.

c. both parties making mutual adjustments to find a common process for negotiation.

Identify a true statement about third-country national (TCN) managers.

A. They frequently have a deep understanding of a corporation's policies from the perspective of a foreigner.

B. They are often incapable of achieving corporate objectives more effectively than expatriates or local nationals.

C. They are most effective when they are in charge of subsidiaries located in developing countries or those that relied on a local customer base.

D. They are often unable to offer different perspectives that can complement the narrowly focused viewpoints

A. They frequently have a deep understanding of a corporation's policies from the perspective of a foreigner.

In which type of frame would parties be more likely to engage primarily in distributive (win-lose or lose-lose) negotiations than in other types?

a. Identity

b. Loss-gain

c. Outcome

d. Process

c. Outcome

________is a pattern of shared basic assumptions that a group learns as it solves its problems of external adaptation and internal integration, and that has worked well enough to be considered valid and, therefore, is

taught to new members as the correct way to perceive, think, and feel in relation to these problems.

A. Organizational culture

B. Organizational learning

C. Organizational change

D. Organizational structure

A. Organizational culture

Projection occurs when

a. attributes are assigned to an individual solely on the basis of his or her membership in a particular social or demographic group.

b. people generalize about a variety of attributes based on the knowledge of one attribute of an individual.

c. the perceiver singles out certain information that supports or reinforces a prior belief, and filters out information that does not confirm that belief.

d. people ascribe to others the characteristics or feelings that they possess themselves.

d. people ascribe to others the characteristics or feelings that they possess themselves.

Work motivation in terms of what arouses, energizes, or initiates employee behavior are explained by _

A. extrinsic

B. content

C. intrinsic

D. process

B. content

When confronted with complex problems, or a large number of alternative options, which of the following steps is necessary?

A. broaden the range of solution options

B. evaluate solutions on the basis of quality, standards, and acceptability

C. decide on criteria while evaluating options

D. maintain a focus on the influence of tangibles in selecting options

B. evaluate solutions on the basis of quality, standards, and acceptability

In which of the following steps of the negotiation process does each group set forth its position on critical issues?

A. Persuasion

B. Exchanging task-related information

C. Interpersonal relationship building

D. Planning

B. Exchanging task-related information

Which of the following is a characteristic of a high-context culture?

a. Deep personal involvement with others is not valued greatly.

b. Individuals are taught from a very early age to say exactly what they mean.

c. Insiders and outsiders are not readily distinguishable.

d.Agreements tend to be spoken rather than written.

d.Agreements tend to be spoken rather than written.

Research shows that small firms undertaking international business generally rely on _____.

a. standard training programs

b. strategic alliances

c. trade zones

d. uniform commercial codes

a. standard training programs

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

c. management control

Some believe that _____ are born, but _____ can be shaped.

a. leaders; managers

b. managers; directors

c. directors; controllers

d. managers; leaders

a. leaders; managers

Successful logrolling requires

a. that the parties establish more than one issue in conflict and then agree to trade off among these issues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue.

b. no additional information about the other party than his/her interests, and assumes that simply enlarging the resources will solve the problem.

c. that one party is allowed to obtain his/her objectives and he/she then "pays off" the other party for accommodating his/her interests.

d. a fundamental reformulation of the problem such that the parties are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs.

a. that the parties establish more than one issue in conflict and then agree to trade off among these issues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue.

Which of the following fundamental questions is not included in the specific objectives of the GLOBE project?

a. Are there leader behaviors, attributes, and organizational practices that are accepted and effective in only some cultures?

b. What is the effect of violating cultural norms that are relevant to leadership and organizational practices?

c. What is the relative standing of each of the cultures studied on each of the nine core dimensions of culture?

d. How do attributes of societal and organizational cultures affect the behaviors of lower-level workers in an organization?

d. How do attributes of societal and organizational cultures affect the behaviors of lower-level workers in an organization?

Parties feel better about a settlement when negotiations involve a(n)

a. immediate settlement.

b. single round of concessions.

c. progression of concessions.

d. fait accomplish.

c. progression of concessions.

Negotiators who make threats

a. are perceived as more powerful than negotiators who do not use threats.

b. receive higher outcomes than negotiators who do not use threats.

c. are perceived as more cooperative in distributive negotiations.

d. should use detailed, complex statements of demands, conditions and consequences.

a. are perceived as more powerful than negotiators who do not use threats.

The two most common selection procedures used by multinational corporations (MNCs) are _____.

a. assessment centers and tests

b. references and interviews

c. application forms and assessment centers

d.tests and interviews

d.tests and interviews

Coalitions build by

a. organizing members through formal meetings .

b. adding one member at a time.

c. mobilizing departments or divisions.

d.unification in a single, defining event

b. adding one member at a time.

The most common approach to formulating a compensation package of an expat is the _____, which involves ensuring that the expat is "made whole" and does not lose money by taking the assignment.

a. regional system approach

b. balance-sheet approach

c. cafeteria approach

d. localization approach

b. balance-sheet approach

Which of the following tactics is the least preferable method of responding to another party's distributive tactics or "dirty tricks"?

a. ignoring the tactic

b. "calling" the tactic

c. responding in kind

d. discussing what you see and offer to help them change to more honest behaviors

c. responding in kind

To prevent the other party from establishing a committed position, a negotiator could ___________.

a. give them the opportunity to evaluate the matter fully.

b. acknowledge the other's commitment.

c. reiterate the commitment.

d. make a joke about the commitment.

d. make a joke about the commitment.

U.S. managers believe that to motivate workers, it is necessary to satisfy their:

a. higher-order needs.

b. safety needs.

c. lower-order needs.

d.physiological needs.

a. higher-order needs.

____ distance is used to handle most business transactions while communicating on a face-to-face basis.

a. Social

b. Public

c. Personal

d. Intimate

a. Social

Power distance describes ___________.

a. the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally.

b. the extent to which the society is organized around individuals or the group.

c. the extent to which cultures hold values that were traditionally perceived as masculine or feminine.

d. the extent to which a culture programs its members to feel either uncomfortable or comfortable in unstructured situations.

a. the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally.

Which of the following describes the relationships between employees in the family culture?

a. Diffuse relationships to organic whole to which one is bonded

b. Specific role in mechanical system of required interaction

c. Specific tasks in cybernetic system targeted on shared objectives

d.Diffuse, spontaneous relationships growing out of shared creative process

a. Diffuse relationships to organic whole to which one is bonded

According to Weiss, when choosing a strategy, negotiators should ___________.

a. choose one strategy and stick with it throughout the entire negotiation.

b. be aware of their own culture, but minimize the other culture's norms.

c. not try to predict or influence the other party's approach.

d. understand the specific factors in the current relationship.

d. understand the specific factors in the current relationship.

Distributive bargaining strategies ___________.

a. are the most efficient negotiating strategies to use.

b. are used in all interdependent relationships.

c. are useful in maintaining long term relationships.

d. can cause negotiators to ignore what the parties have in common.

d. can cause negotiators to ignore what the parties have in common.

Communication is the process of:

a. transferring meanings from sender to receiver.

b. choosing a course of action among alternatives.

c. giving teams the resources they need to develop ideas and effectively implement them.

d. using reports and other written forms to control business operations.

a. transferring meanings from sender to receiver.

Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn.

a. preparation

b. cooperation

c. communication

d. process

c. communication

Which of the following is not an intangible factor in a negotiation?

a. the need to look good

b. final agreed price on a contract

c. the desire to book more business

d. fear of setting a precedent

b. final agreed price on a contract

The irrational escalation of commitment bias refers to

a. the standard against which subsequent adjustments are measured during negotiation.

b. the perspective or point of view that people use when they gather information and solve problems.

c. how easily information can be recalled and used to inform or evaluate a process of a decision.

d. a negotiator's commitment to a course of action, even when that commitment constitutes irrational behavior on his/her part.

d. a negotiator's commitment to a course of action, even when that commitment constitutes irrational behavior on his/her part.

Societal collectivism refers to the degree to which:

a. individuals express pride, loyalty, and cohesiveness in their organizations or families.

b. individuals in organizations or societies encourage and reward individuals for being fair.

c. organizational and societal institutional practices encourage and reward collective distribution of resources and collective action.

d.individuals in organizations or societies are confrontational.

c. organizational and societal institutional practices encourage and reward collective distribution of resources and collective action.

A common goal is one in which ___________.

a. all parties share the result equally

b. the parties work toward a common end but benefit differently

c. all parties work together to achieve some output that will be shared

d. individuals with different personal goals agree to combine them in a collective effort.

b. the parties work toward a common end but benefit differently

Which of the following is not an element of integrative negotiations?

a. a focus on commonalities

b. an attempt to address positions

c. a required exchange of information and ideas

d.the use of objective criteria for standards of performance

b. an attempt to address positions

It is important negotiators consider the shadow negotiation carefully before meeting with the other party so they ___________.

a. understand where the boundaries of the current negotiations are and should be.

b. are clear in their own minds about the scope of the negotiations.

c. understand how they would ideally like to work with the other party.

d. determine what ground the negotiation is going to cover and how the negotiators are going to work together

b. are clear in their own minds about the scope of the negotiations.

Which of the following styles of communication focuses on precision and the use of the right amount of words to convey the message?

a. Flexible

b. Succinct

c. Elaborate

d.Exacting

d.Exacting

Which of the following statements is true about localization as an approach to formulating compensation packages?

a. According to Mercer's findings, localization is practiced in Latin America and Asia Pacific more than Europe and North America.

b. Localization is a direct consequence of increasing corporate growth and profitability, as well as a stable economic environment.

c. The increasing trend toward localization reflects companies' efforts to either tap into the local talents or to offer less generous packages to locally hired foreign workers.

d.The trend toward localization failed in emerging markets because the local compensation and benefits packages are more generous than home-country plans.

c. The increasing trend toward localization reflects companies' efforts to either tap into the local talents or to offer less generous packages to locally hired foreign workers.

What questions can be asked to facilitate nonspecific compensation?

a. What are the other party's goals and values?

b. How can both parties get what they are demanding?

c. What issues are of higher and lower priority to me?

d. What risks and costs does my proposal create for the other?

a. What are the other party's goals and values?

Which of the following statements is true about cultures with high communitarianism?

a. Negotiations are typically made on the spot by a representative.

b. People jointly assume responsibility.

c. Entrepreneurial spirit is most likely high.

d. People give more importance to personal and individual matters

b. People jointly assume responsibility.

Which of the following strategies should negotiators with a low familiarity with the other culture choose?

a. employ agents or advisers

b. adapt to the other party's approach

c. coordinate adjustment

d. embrace the other party's approach

a. employ agents or advisers

Which of the following cultures is characterized by a universal method of greeting an equal by pressing one's palms together in front of the chest and saying, "namaste"?

a. The Russian culture

b. The Indian culture

c. The Arabian culture

d. The Brazilian culture

b. The Indian culture

In the context of the smartphone industry, which of the following helps Apple differentiate itself from its competitors?

a. Product innovation

b. Low-cost strategy

c. Group achievement

d. Collective approach to design

a. Product innovation

Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process:

a. preparation

b. information gathering

c. relationship building

d. information using

c. relationship building

A basic assumption of Maslow's theory is that:

a. lower-level needs must be satisfied before higher-level needs become motivators.

b. higher-level needs must be satisfied before lower-level needs become motivators.

c. there are more ways to satisfy lower-level needs than there are ways to satisfy higher-level needs.

d.a need that has been satisfied can continue to serve as a motivator.

a. lower-level needs must be satisfied before higher-level needs become motivators.

A partially completed contingency matrix for international human resource management shows that recruitment and selection processes in Mexico should _____.

a. encourage use of sophisticated selection procedures based on recent public policy shifts

b. use expatriates sparingly and recruit home country nationals at U.S. colleges

c. obtain skilled labor from government subsidized apprenticeship program

d. prepare for a long process; ensure that your firm is "here to stay"; and develop trusting relationship with recruits

b. use expatriates sparingly and recruit home country nationals at U.S. colleges

Which of the following is the identity dimension of corporate culture?

a. To put the demands of the job before the needs of the individual

b. To put the needs of the individual before the needs of the job

c. To identify with and uphold the expectations of the employing organizations

d. To strive for accuracy and attention to detai

c. To identify with and uphold the expectations of the employing organizations

The resistance point is established by the ____________ expected from a particular outcome, which is in turn the product of the ____________ and ____________ of an outcome.

a. cost, value, worth

b. value, worth, cost

c. value, cost and timeliness

d. cost, importance, value

b. value, worth, cost

As firms begin exporting to foreign clients and become what Adler calls "international corporations," they must:

a. increase the standardization of products and services.

b. adapt their products but not their approach to those of the local market.

c. adapt their approach and products to those of the local market.

d. adapt their approach but not their products to those of the local market.

c. adapt their approach and products to those of the local market.

Those advocating a need allocation standard argue that

a. those who contributed more should receive more, in proportion to the magnitude of their contribution.

b. everyone should receive the same outcome.

c. parties should receive more in proportion to some demonstrated need for the resource.

d. decision rules in coalitions should be made on an individual, case-by-case basis.

c. parties should receive more in proportion to some demonstrated need for the resource.

Haptics refers to communicating through the use of _____.

a. eye contact and gaze

b. physical space

c. bodily contact

d. artifacts and charts

c. bodily contact

To most people the words "bargaining" and "negotiation" are ___________.

a. mutually exclusive.

b. interchangeable.

c. not related.

d. interdependent.

b. interchangeable.

Satisfaction with a negotiation is determined by ___________.

a. the process through which an agreement is reached and the dollar value of concessions made by each party.

b. the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators.

c. the process through which an agreement is reached and by the actual outcome obtained by the negotiation.

d. the total dollar value of concessions made by each party.

c. the process through which an agreement is reached and by the actual outcome obtained by the negotiation.

Experienced travelers report that the primary criterion for doing business in China is _____.

a. a persuasive top management

b. savvy marketing

c. technical competence

d. hard currency

c. technical competence

Promises and offers can be made more attractive in what way?

a. minimizing the attractive qualities of the offer

b. showing how the offer meets your own needs

c. increasing the disadvantages of accepting the offer

d. setting deadlines on offers

d. setting deadlines on offers

Which of the following is a content theory of work motivation?

a. The hierarchy-of-needs theory

b. The goal-setting theory

c. The expectancy theory

d. The equity theory

a. The hierarchy-of-needs theory

How can negotiators prevent the other party from making public commitments?

a. emphasize statements of commitment

b. respond to all statements of commitment

c. look for a rationale to explain why the commitment does not apply at this time

d.make pubic commitments of their own

c. look for a rationale to explain why the commitment does not apply at this time

Which of the following describes the ways of thinking and learning in the guided missile culture?

a. Process-oriented, creative, ad hoc, and inspirational

b. Problem centered, professional, practical, and cross-disciplinary

c. Logical, analytical, vertical, and rationally efficient

d. Intuitive, holistic, lateral, and error correcting

b. Problem centered, professional, practical, and cross-disciplinary

_____ is the acquisition of skills, knowledge, and abilities that result in a relatively permanent change in behavior.

a. Learning

b. Development

c. Motivation

d. Controlling

a. Learning

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.

c. seek further information.

Frames are important in negotiation because

a. they allow parties to develop separate definitions of the issues

b. they can be avoided

c. disputes are often nebulous and open to different interpretations

d. do not allow negotiators to articulate an aspect of a complex social situation

c. disputes are often nebulous and open to different interpretations

When successive concessions get smaller, the most obvious message is that

a. the negotiator is reaching the fatigue point.

b. the resistance point is being reached.

c. the concession maker's position is weakening.

d. the negotiator has passed the resistance point.

b. the resistance point is being reached.

The leadership process used by Japanese managers places a strong emphasis on _____ goals.

a. distinct

b. indeterminate

c. ambiguous

d. specific

c. ambiguous

The "culture-as-shared-value" approach ___________.

a. concentrates on documenting the systematic negotiation behavior of people in different cultures.

b. concentrates on understanding the central values and norms of a culture and then building a model for how these norms and values influence negotiations within that culture.

c. recognizes that all cultures contain dimensions or tensions among their different values.

d. recognizes that no human behavior is determined by a single cause.

b. concentrates on understanding the central values and norms of a culture and then building a model for how these norms and values influence negotiations within that culture.

The organizational input into anticipatory adjustment is most directly related and concerned with the _____.

a. motivation process

b. selection process

c. compensation plan

d.quality of leadership

b. selection process

_____ leadership is very popular in many technologically advanced countries.

a. Narcissistic

b. Participative

c. Paternalistic

d. Transactional

b. Participative

Hofstede's research shows that _____ needs rank highest for professionals and managers.

a. safety and social

b. social and esteem

c. esteem and self-actualization

d. social and physiological

c. esteem and self-actualization

Which of the following processes is central to achieving almost all integrative agreements?

a. moderating the free flow of information to ensure that each party's position is accurately stated

b. exchanging information about each party's position on key issues

c. emphasizing the commonalities between the parties

d.searching for solutions that maximize the substantive outcome for both parties

c. emphasizing the commonalities between the parties

Norms of an organization are reflected by:

a. the rituals, common language, and terminology used.

b. the way employees and customers are treated.

c. the amount of work to be done.

d. the way participants feel about the way they are treated by higher-level management

c. the amount of work to be done.

Which leadership style typically centers its attention on work progress, work procedures, and obstacles that hinder goal achievement?

A. Participative

B. Authoritarian

C. Paternalistic

D. Laissez-faire

B. Authoritarian

The guided missile culture is characterized by _____.

a. individual expertise

b. a formal hierarchy

c. personal orientation

d. a paternal relationship with management

a. individual expertise

_____ are managers who are citizens of countries other than the one in which a multinational corporation (MNC) is headquartered or the one in which they are assigned to work by the multinational corporation (MNC).

a. Multipatriates

b. Home-country nationals

c. Inpatriates

d. Third-country nationals

d. Third-country nationals

Which of the following is a factor that is moving companies to facilitate the development of unique strategies for different cultures?

a. The lack of diversity of worldwide industry standards

b. A continual demand by local customers for differentiated products

c. The importance of being an outsider

d. The need to restrain subsidiaries from using their own abilities and talents

b. A continual demand by local customers for differentiated products

What are the most critical precursors for achieving negotiation objectives?

a. Effective strategizing, planning and preparation

b. goal setting and target planning

c. defining frames and setting goals

d. framing and strategizing

a. Effective strategizing, planning and preparation

This leader avoids intervening or accepting responsibility for follower actions.

a. A passive management-by-exception leader

b. A laissez-faire leader

c. A contingent reward leader

d. An active management-by-exception leader

b. A laissez-faire leader

____ is a belief that one worldwide approach to doing business is the key to both efficiency and effectiveness.

a. International complacency

b. Globalization imperative

c. Worldwide indifference

d. Cross-cultural contentment

b. Globalization imperative

Expatriate salaries typically are set according to the base pay of:

A. an index of firms maintained by the United Nations.

B. the home country.

C. the host-country.

D. a neutral third-country determined by the expatriate and his/her company.

B. the home country.

In the United States, it is common to wear black when one is in mourning, while in some locations in India people wear white when they are in mourning. This is an example of:

a. chronemics.

b. chromatics.

c. proxemics.

d.haptics.

b. chromatics.

Which of the following terms refers to the quality of being effective and producing the desired results?

A. Capacity

B. Validity

C. Reliability

D. Stability

B. Validity

Canadians shake hands, Japanese bow, and Middle Easterners of the same sex kiss on the cheek. These gestures are examples of _____.

a. chromatics

b. haptics

c. chronemics

d. proxemics

b. haptics

What are the two dilemmas of negotiation?

a. the dilemma of cost and the dilemma of profit margin

b. the dilemma of honesty and the dilemma of profit margin

c. the dilemma of trust and the dilemma of cost

d. the dilemma of honesty and the dilemma of trust

d. the dilemma of honesty and the dilemma of trust

_are basic convictions that people have regarding what is right and wrong, good and bad, and important or unimportant.

A. Tenets

B. Edicts

C. Norms

D. Values

D. Values

According to Graham, which of the following statements would be characteristic of a Japanese negotiator?

a. Higher profits are associated with making opponents feel uncomfortable.

b. Higher profits are achieved by making opponents feel comfortable.

c. The use of powerful and deceptive strategies is more likely to receive higher outcomes.

d. Representational strategies are negatively related to profits.

b. Higher profits are achieved by making opponents feel comfortable.

Which is not true of limits?

a. Are the point where you should stop the negotiation

b. Are also called resistance point

c. Establishing them is a critical part of planning

d. They should be ignored in a bidding war

d. They should be ignored in a bidding war

All of the following are correct with regard to the impact of age, experience, and education on expatriate managers except:

a. there is universal agreement that degrees in marketing or engineering are the most desirable for expatriate managers.

b. most multinational corporations (MNCs) strive for a balance between age and experience.

c. many companies consider an academic degree, preferably a graduate degree, to be of critical importance to an international executive.

d. there is evidence that younger managers are more eager for international assignments than older managers.

a. there is universal agreement that degrees in marketing or engineering are the most desirable for expatriate managers.

In multiparty negotiations, research shows that parties who approached multiple issues simultaneously:

a. achieved lower quality agreements.

b. increased the likelihood of achieving agreement.

c. exchanged less information.

d.have less insight into the preferences and priorities of the other parties at the table.

b. increased the likelihood of achieving agreement.

Traditionally, multinational corporations (MNCs) relied only on _____ as an important selection criterion for overseas assignments.

a. trainability

b. technical competence

c. previous experience

d. education

a. trainability