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Features that are unique or require tailoring to across culture negotiations

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
a.
be open to new perspectives and resisting the urge to impose one's own values on the host culture
b.
maintain optimism in the face of new challenges and effectively handling stress
c.
communicate informally to build rapport and future cooperation in negotiations
d.
ask questions and seek to understand before reacting


ANS:  C                 

103.   Features that are unique or require tailoring to across culture negotiations include all of the following except:
a.
time
b.
dealing with people
c.
commitment to interests
d.
managing issues


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:
a.
managing issues
b.
process time
c.
communication
d.
deal orientations


ANS:  D                   

105.   In the Across Cultures Competency: “Business Negotiations in Germany and Italy,” the Italian styles
a.
can vary from being obliging to abrasive.
b.
are consistently more hospitable than most cultures.
c.
are generally very stern and forceful.
d.
can make negotiations easier than with other cultures.


ANS:    A

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