1) Which of the following is an immediate context factor in cross-cultural negotiations? a) A) external stakeholders b) B) instability c) C) international economic factors d) D) relationship between negotiators e) E) All of the above are immediate context factors in cross-cultural negotiations. 2) The individualism/collectivism dimension describes a) A) the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally. b) B) the extent to which the society is organized around individuals or the group. c) C) the extent to which cultures hold values that were traditionally perceived as masculine or feminine. d) D) the extent to which a culture programs its members to feel either uncomfortable or comfortable in unstructured situations. e) E) None of the above describes the individualism/collectivism dimension. 3) Power distance describes a) A) the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally. b) B) the extent to which the society is organized around individuals or the group. c) C) the extent to which cultures hold values that were traditionally perceived as masculine or feminine. d) D) the extent to which a culture programs its members to feel either uncomfortable or comfortable in unstructured situations. e) E) None of the above describes power distance. 4) What consequences do negotiators from high uncertainty-avoidance cultures bring to negotiations? a) A) Negotiators will strongly depend on cultivating and sustaining a long-term relationship. b) B) Negotiators may be more likely to "swap" negotiators, using whatever short-term criteria seem appropriate. c) C) Negotiators may need to seek approval from their supervisors more frequently. d) D) Negotiators may not be comfortable with ambiguous situations and may be more likely to seek stable rules and procedures when they negotiate. e) E) All of the above are consequences of high uncertainty avoidance cultures. 5) Which of the following strategies should negotiators with a low familiarity with the other culture choose? a) A) employ agents or advisers b) B) adapt to the other party's approach c) C) coordinate adjustment d) D) embrace the other party's approach e) E) Negotiators with a low familiarity with the other culture should not choose any of the above strategies. 6) Which of the following lists only joint strategies for cross-cultural negotiations? a) A) employ agents or advisors, bring in a mediator, adapt to the other party's approach, improvise an approach b) B) employ agents or advisors, adapt to the other party's approach, embrace the other party's approach, effect symphony c) C) bring in a mediator, coordinate adjustment, improvise an approach, effect symphony d) D) coordinate adjustment, improvise an approach, adapt to the other party's approach, embrace the other party's approach e) E) None of the above list only joint strategies for cross cultural negotiations. 7) "Coordinating adjustment" involves a) A) adopting completely the approach of the other party. b) B) making conscious changes to your approach so that it is more appealing to the other party. c) C) both parties making mutual adjustments to find a common process for negotiation. d) D) crafting an approach that is specifically tailored to the negotiation situation. e) E) "Coordinating adjustment" involves all of the above. 8) When working to create a new approach that may include aspects of either home culture or adopt practices from a third culture, negotiators are using what approach? a) A) effect symphony b) B) improvise an approach c) C) embrace the other party's approach d) D) employ agents or advisors e) E) Negotiators are using all of the above approaches. 9) Which of the following is not an immediate context factor in international negotiations? a) A) Relative bargaining power b) B) Immediate stakeholders c) C) Culture d) D) Level of conflict 10) How does an "Individualistic" culture affect the negotiation process? a) A) Focus on long-term relationships b) B) Use short-term criteria for selecting negotiators c) C) Keep the same negotiator for many years d) D) Avoid ambiguous situations 11) Which of the following is an environmental context the factor that make international negotiations more challenging than domestic negotiations ? a) Relative bargaining power  b) Relationship between negotiators c) External stakeholders d) Desired outcomes e) Immediate stakeholders 12) "Adapting to the other party's approach" is best used by parties with ___________. a) no familiarity.  b) low familiarity.  c) moderate familiarity. d) high familiarity. e) Ideology 13) Hofstede's model of cultural dimensions includes: a) Individualism/collectivism  b) Power distance c) Career success/quality of life d) Uncertainty avoidance e) All are correct 14) What is the topic of the chapter? a) International and Cross-Cultural Negotiation b) Perception, Cognition, and Emotion c) Negotiation Strategy and Planning d) Strategy and Tactics of Distributive Bargaining e) All are incorrect 15) Definition of Career Success/Quality of Life: a) All are incorrect b) The extent to which the society is organized around individuals or the group. c) Cultures differ in the extent to which they hold values that promote career success or quality of life. d) Indicates to what extent a culture programs its members to feel either uncomfortable or comfortable in unstructured situations. e) All behavior may be understood at many different levels simultaneously

IBC201

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