Cross-Cultural Negotiation Question Bank
Course Introduction
This course explores the principles and practices of negotiation in a global context, focusing on how cultural differences impact communication, decision-making, and conflict resolution. Students will learn to analyze cultural dimensions, adapt negotiation strategies to diverse environments, and develop skills for successful cross-cultural interactions. Through case studies, simulations, and interactive exercises, participants will gain practical experience in recognizing and overcoming cultural barriers, enhancing their ability to negotiate effectively in international and multicultural settings.
Recommended Textbook
Essentials of Negotiation 6th Edition by Roy J Lewicki
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12 Chapters
774 Verified Questions
774 Flashcards
Source URL: https://quizplus.com/study-set/3163 Page 2
Chapter 1: The Nature of Negotiation
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79 Verified Questions
79 Flashcards
Source URL: https://quizplus.com/quiz/62620
Sample Questions
Q1) What are the three ways that characterize most relationships between parties?
Answer: Most relationships between parties may be characterized in one of three ways:independent,dependent,and interdependent.
Q2) The mix of convergent and conflicting goals characterizes many ____________ relationships.
Answer: interdependent
Q3) Negotiation is a process reserved only for the skilled diplomat,top salesperson,or ardent advocate for an organized lobby.
A)True
B)False
Answer: False
Q4) Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _______.
Answer: alternative
Q5) Negotiating parties always negotiate by __________.
Answer: choice
Q6) Negotiation is a ____________ that transforms over time.
Answer: process
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Chapter 2: Strategy and Tactics of Distributive Bargaining
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96 Verified Questions
96 Flashcards
Source URL: https://quizplus.com/quiz/167436
Sample Questions
Q1) Aggressive behavior tactics include
A)the relentless push for further concessions.
B)asking for the best offer early in negotiations.
C)asking the other party to explain and justify their proposals item by item.
D)forcing the other side to make many concessions to reach an agreement.
E)Aggressive behavior tactics include all of the abovE.
Answer: E
Q2) What statement about concessions is false?
A)Concessions are central to negotiations.
B)Concessions is another word for adjustments in position.
C)Concession making exposes the concession maker to some risk.
D)Reciprocating concessions is a haphazard process.
E)All of the above statements are truE.
Answer: D
Q3) Define calculated incompetence.
Answer: The negotiating agent is not given all of the necessary information,making it impossible for information to be leaked.
Q4) Channeling all communication through a ____________ ____________ reduces inadvertent revelation of information.
Answer: team spokesperson
Page 4
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Chapter 3: Strategy and Tactics of Integrative Negotiation
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90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/167437
Sample Questions
Q1) People who are interdependent but do not trust each other will act ____________ or __________.
Answer: tentatively,defensively
Q2) Substantive interests
A)are the interests that relate to the focal issues under negotiation.
B)are related to the way we settle the dispute.
C)mean that one or both parties value their relationship with each other and do not want to take actions that will damage the relationship.
D)regard what is fair,what is right,what is acceptable,what is ethical,or what has been done in the past and should be done in the future.
E)All of the above relate to substantive interests.
Answer: A
Q3) When people trust each other,they are more likely to share _____________ and to _____________ accurately their needs,positions,and the facts of the situation.
Answer: information,communicate
Q4) _________ interests are related to how the negotiations unfold.
Answer: Process
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Chapter 4: Negotiation: Strategy and Planning
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90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/62617
Sample Questions
Q1) What specific steps are entailed in effective planning?
Q2) Which represents the best deal we can possibly hope to achieve?
A)Specific target point
B)Resistance point
C)Alternative
D)Asking price
E)None of the above
Q3) In a ____________ negotiation,the other party may be less likely to disclose information,and/or may misrepresent their limits and alternatives.
Q4) Large bargaining mixes allow many possible components and arrangements for settlement.
A)True
B)False
Q5) Distributive strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight.
A)True
B)False
Q6) What are the four types of initial strategies for negotiators?
Q7) Define goal.
Page 6
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Chapter 5: Perception,cognition,and Emotion
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71 Verified Questions
71 Flashcards
Source URL: https://quizplus.com/quiz/62616
Sample Questions
Q1) The frames of those who hear or interpret communication may create ____________ of their own.
Q2) One of the most important aspects of framing as issue development is the process of reframing,or the manner in which the thrust,tone,and focus of a conversation change as the parties engage in it.Reframing is or occurs:
A)the way parties challenge each other,as they present their own case or refute the other's.
B)a dynamic process that may occur many times in a conversation.
C)when using metaphors,analogies,or specific cases to illustrate a point.
D)and may be used intentionally by one side or the other.
E)all of the above apply to reframing as parties often propose new ways to approach a problem.
Q3) Frames shape what the parties define as the ____________ ____________ and how they talk about them.
Q4) Explain "irrational escalation of commitment."
Q5) Define perceptual distortion by generalization.
Q6) Parties who focus on ____________ in a dispute are often able to find ways to resolve that dispute.
Q7) Disputes settled by ____________ usually create clear winners and losers.
Page 7
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Chapter 6: Communication
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35 Verified Questions
35 Flashcards
Source URL: https://quizplus.com/quiz/62615
Sample Questions
Q1) Which of the following is not one of the five linguistic dimensions of making threats?
A)The use of polarized language
B)The conveyance of verbal immediacy
C)The degree of lexical diversity
D)The extent of low-power language style
E)All of the above are elements of the five linguistic dimensions of making threats.
Q2) _____________ questions cause attention,get information and start thinking.
Q3) Questions can be used to
A)manage difficult or stalled negotiations.
B)pry or lever a negotiation out of a breakdown or an apparent dead end.
C)assist or force the other party to face up to the effects or consequences of their behaviors.
D)collect and diagnose information.
E)Questions can be used for all of the abovE.
Q4) Define "reframing explanations."
Q5) In negotiations,language operates at two levels: the _____________ level (for proposals or offers)and the _____________ level (for semantics,syntax,and style).
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Page 8
Chapter 7: Finding and Using Negotiation Power
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52 Verified Questions
52 Flashcards
Source URL: https://quizplus.com/quiz/167441
Sample Questions
Q1) One of the major sources of power,____________ power can be defined as power that is derived from the context in which negotiations take place.
Q2) The effective use of power requires a sensitive and deft touch,and its consequences may not vary greatly from one person to the next.
A)True
B)False
Q3) If enough people begin to distrust the authority or discredit its legitimacy,they will begin to defy it and thereby undermine its potential as a source of power.
A)True
B)False
Q4) In an organizational hierarchy network the "star" is in the center position between a "gatekeeper" and a "linking pin."
A)True
B)False
Q5) The available labor supply,staff that can be allocated to a problem or task,temporary help is called ____________ __________.
Q6) Define legitimate power.
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Page 9
Chapter 8: Ethics in Negotiation
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51 Verified Questions
51 Flashcards
Source URL: https://quizplus.com/quiz/62613
Sample Questions
Q1) Most of the ethics issues in negotiation are concerned with standards of truth telling and how individuals decide when they should tell the truth.
A)True
B)False
Q2) When a negotiator has used a tactic that may produce a reaction the negotiator must prepare to ____________ the tactic's use.
Q3) In general,the "respond in kind" approach is best treated as a ____________ ____________ strategy.
True / False Questions
Q4) The use of unethical tactics may provoke what response from the "victim?"
Q5) Only one of the approaches to ethical reasoning has as its central tenet that actions are more right if they promote more happiness,more wrong as they produce unhappiness.Which approach applies?
A)End-result ethics.
B)Duty ethics.
C)Social context ethics.
D)Personalistic ethics.
E)Reasoning ethics.
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Chapter 9: Relationships in Negotiation
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51 Verified Questions
51 Flashcards
Source URL: https://quizplus.com/quiz/62612
Sample Questions
Q1) Within relationships,we see that parties shift their focus considerably,away from a sole focus on price and exchange,to also attend to
A)the future of the relationship.
B)the level of trust between the parties.
C)the emotions and evaluations of the other negotiator.
D)questions of fairness.
E)Within relationships,parties shift their focus to attend to all of the abovE.
Q2) First impressions and early experiences with others are powerful in shaping others' expectations;once these expectations are shaped,they become easy to change over time.
A)True
B)False
Q3) Do many people approach a new relationship with an unknown party with remarkably high levels of trust?
Q4) Systemic justice is about the way that organizations appear to treat groups of individuals.
A)True
B)False
Q5) Distributive justice is about the distribution of __________.
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Chapter 10: Multiple Parties and Teams
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51 Verified Questions
51 Flashcards
Source URL: https://quizplus.com/quiz/62611
Sample Questions
Q1) Summarize the five ways in which the complexity increases as three or more parties simultaneously engage in negotiation.
Q2) One of the most fundamental consequences of increasing the number of parties in a negotiation is that
A)the negotiation situation tends to become less lucid.
B)the negotiation situation tends to become more complex.
C)the negotiation situation tends to become more demanding.
D)there will be more values,interests,and perceptions to be integrated or accommodateD.
E)All of the above are fundamental consequences of increasing the number of parties in a negotiation.
Q3) The Delphi technique may tend to generate compromise settlements rather than truly creative,integrative solutions.
A)True
B)False
Q4) In multiparty negotiations,multiple parties are negotiating together to achieve a ____________ objective or group consensus.
Q5) Additional parties may be invited to a multiparty negotiation to:
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Chapter 11: International and Cross-Cultural Negotiation
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76 Verified Questions
76 Flashcards
Source URL: https://quizplus.com/quiz/62610
Sample Questions
Q1) In group-oriented cultures
A)the individual comes before the group's needs.
B)decisions are primarily made by senior executives.
C)decision making is an efficient,streamlined process.
D)negotiators may be faced with a series of discussions over the same issues and materials with many different people.
E)All of the above occur in group-oriented cultures.
Q2) Many types of ____________ may be used in cross-cultural negotiations,ranging from someone who conducts introductions and then withdraws,to someone who is present throughout the negotiation and takes responsibility for orchestrating the negotiation process.
Q3) What are the risks of using the "effect symphony" strategy?
Q4) Proponents of the ____________ approach recognize that negotiation behavior is multiply determined and using culture as the sole explanation of behavior is oversimplifying a complex social process.
Q5) The best approach to manage cross-cultural negotiations is to be insensitive to the cultural norms of the other negotiator's approach.
A)True
B)False
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Chapter 12: Best Practices in Negotiations
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32 Verified Questions
32 Flashcards
Source URL: https://quizplus.com/quiz/62609
Sample Questions
Q1) Negotiation is an integral part of daily life and the opportunities to negotiate surround us.
A)True
B)False
Q2) Research suggests that too much knowledge about the other party's needs can lead to a
A)quick and positive outcome.
B)dilemma of honesty.
C)negative effect on your reputation.
D)groundwork for agreement.
E)suboptimal negotiation outcomE.
Q3) Integrative skills are called for in the value claiming stage and distributive skills are useful in value creation.
A)True
B)False
Q4) What are the three things that negotiators can do to manage the perceptions of fairness and rationality proactively?
Q5) Why is preparation so important for negotiators?
Q6) Negotiators who are better prepared have numerous ___________.
Page 14
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