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102. When
negotiating across cultures, a high level of social skill in emotional
intelligence of the negotiator may increase cross-cultural effectiveness
because the negotiator will
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a.
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be open to new perspectives and
resisting the urge to impose one's own values on the host culture
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b.
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maintain optimism in the face of new
challenges and effectively handling stress
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c.
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communicate informally to build rapport
and future cooperation in negotiations
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d.
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ask questions and seek to understand
before reacting
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ANS: C
103. Features
that are unique or require tailoring to across culture negotiations include all
of the following except:
|
a.
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time
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|
b.
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dealing with people
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c.
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commitment to interests
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d.
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managing issues
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ANS: C
104. One
of the features that require tailoring to across culture negotiations is
developing relationships. A major concern is to balance the relationship and:
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a.
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managing issues
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b.
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process time
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c.
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communication
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d.
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deal orientations
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ANS: D
105. In
the Across Cultures Competency: “Business Negotiations in Germany and Italy,”
the Italian styles
|
a.
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can vary from being obliging to
abrasive.
|
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b.
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are consistently more hospitable than
most cultures.
|
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c.
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are generally very stern and forceful.
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d.
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can make negotiations easier than with
other cultures.
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ANS: A
