Which of the following is a part of the rational decision-making process?

Question options:

  

Comparison of competitor products

 

Marketing the respective products   or services

 

Background check on individuals   involved in decision-making

 

Gathering and analyzing relevant   data

 

Question 2

What is the best method for avoiding miscommunication?

Question options:
  

Learning foreign phrases and   idioms

 

Practicing projective listening

 

Taking detailed notes of the   messages

 

Relying on technology to interpret   meanings

 

Question 3

Which of the following tips is most likely to lead to effective intercultural communication?

Question options:
  

Messages need to be encoded   carefully.

 

Avoid being culturally sensitive   over the Internet, as it might result in discrimination.

 

It is always better to use long   and descriptive sentences.

 

Communication processes should be   made quicker by removing feedback systems.

 

Question 4

When encoding a message during cross-cultural communication, it is most effective for senders to:

Question options:
  

make gestures.

 

rely on personal interpretations.

 

speak slowly and loudly in their   native language.

 

use idioms and expressions.

 

Question 5

Which of the following is a true statement regarding kinesic behavior?

Question options:
  

Facial expressions have the same   meaning across cultures.

 

Hand gestures are universally   interpreted.

 

Minor variations in body language   are insignificant.

 

The meaning of body movements   varies by culture.

 

Question 6

Larry is a top-level manager at Smart-Tech, an American semiconductor
firm. Larry is involved in the negotiation procedures between Smart-Tech
and a Saudi Arabian financial group. Larry has recently arrived in Saudi
Arabia for the purpose of negotiating the final terms of the contract.
 

Which of the following statements undermines the argument that Larry
should adhere to a strict agenda when negotiating with the Arabs?

Question options:
  

Saudi Arabia is a

polychronic

  culture.

 

Saudi Arabia is a

monochronic

  culture.

 

Both Saudi Arabia and the

U.S.

are   

low-contact

cultures.

 

Both Saudi Arabia and the U.S. are   high-contact cultures.

 

Question 7

In which of the following countries do people typically begin the concessions and agreement stage of negotiation with what they are prepared to accept rather than take extreme positions?

Question options:
  

Sweden

 

China

 
U.S.
 

Russia

 

Question 8

Which of the following is a cultural variable in the communication process?

Question options:
  

Communication medium

 

Technology

 

Location

 

Attitude

 

Question 9

Which of the following cultures views formal contracts as insulting and wasteful, and prefers to make agreements based on mutual understanding and trust?

Question options:
  

Japanese

 

Americans

 

Russians

 

Swedes

 

Question 10

What forms the basis for the enforcement of most business contracts in Mexico and China?

Question options:
  

Legal systems

 

Scientific research

 

Personal commitments to   individuals

 

International regulations

 

Question 11

Japanese negotiators tend to:

Question options:
  

hide emotions.

 

be argumentative.

 

lack commitment to their   employers.

 

lack emotional sensitivity.

 

Question 12

Communication to managers is of vital importance because it:

Question options:
  

immediately results in an increase   of revenue.

 

demonstrates the manager’s depth   of knowledge.

 

indicates technological   advancement.

 

greatly helps in negotiating   future plans.

 

Question 13

From an American perspective, the __________ stage of negotiation is straightforward, objective, efficient, and direct.

Question options:
  

exchanging task-related   information

 

motivation

 

nonverbal communication

 

relationship building

 

Question 14

As manager with an international trade firm, John Smith frequently travels between Europe and Saudi Arabia. On John’s most recent trip to Saudi Arabia, he noticed that Tariq, his business associate, not only talked about business matters but also talked about several other things, such as upcoming events in Saudi Arabia and the associated impact on the economy. This most likely indicates that Tariq is from a __________ culture.

Question options:
  
low-contact
 

low-context

 
polychronic
 

high power-distance

 

Question 15

Which of the following types of decision making is generally used in China, Germany, Turkey, and India?

Question options:
  

Theocratic

 

Participative

 

Totalitarian

 

Autocratic

 

Question 16

Jerry, representing a U.S firm, is sent to Saudi Arabia to negotiate his company’s contracts. Which of the following should Jerry keep in mind when negotiating with the Arabs?

Question options:
  

Get to the point when presenting   and negotiating.

 

Business should be conducted   personally and not via telephone or email.

 

Be explicit and express doubts   wherever the subject’s feasibility comes into question.

 

Arabs value time, and deadlines   are to be kept at all costs.

 

Question 17

Larry is a top-level manager at Smart-Tech, an American semiconductor firm. Larry is involved in the negotiation procedures between Smart-Tech and a Saudi Arabian financial group. Larry arrives in Saudi Arabia hoping to quickly conclude the business deal. However, to his surprise the Arabs show no great interest in coming to a decision, despite several rounds of discussion. This type of behavior from the Saudi Arabian financial group is most likely attributed towards its __________ culture.

Question options:
  
monochronic
 

monotheistic

 

high-context

 
low-contact
 

Question 18

One of the primary purposes of relationship building during the negotiation process is to:

Question options:
  

create formal contracts.

 

exchange task-related information.

 

build mutual trust.

 

avoid direct confrontations.

 

Question 19

Business people report two major areas of conflict in negotiating with the Chinese––their apparent insincerity about reaching an agreement and:

Question options:
  

the use of bureaucratic mechanisms   to stall negotiations.

 

their insistence on a compromise   whenever progress becomes difficult.

 

the amount of details desired   about product characteristics.

 

their unwillingness to develop   relationships beyond a superficial level.

 

Question 20

__________ is the process of translating the received symbols into the interpreted message.

Question options:
  

Fragmenting

 

Transmitting

 

Encoding

 

Decoding