International Business Negotiations
Test Bank
Course Introduction
International Business Negotiations explores the strategies, processes, and cultural dynamics involved in conducting negotiations across national and organizational boundaries. Students will learn to identify the key factors that affect international negotiations, such as legal and ethical considerations, communication styles, and the influence of different business environments. Through case studies, simulations, and role-playing exercises, the course provides practical experience in planning, executing, and analyzing negotiations between organizations from different countries. Emphasis is placed on cross-cultural competence, developing negotiation tactics, and creating sustainable agreements that satisfy multiple stakeholders in a global context.
Recommended Textbook
The Mind and Heart of the Negotiator 6th Edition by Leigh Thompson
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12 Chapters
330 Verified Questions
330 Flashcards
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Chapter 1: Negotiation: The Mind and Heart
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23 Verified Questions
23 Flashcards
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Sample Questions
Q1) What are the most prevalent myths about negotiation,and how do these myths hamper people's ability to learn effective negotiation skills?
Answer: The most prevalent myths are: Myth 1: Negotiations are fixed-sum in nature; Myth 2: Negotiators need to be either tough or soft; Myth 3: Negotiation skills are something that people are born with; Myth 4: Experience is a great teacher; Myth 5: Effective negotiation necessitates taking risks and gambles,or using threats and bluffs; Myth 6: Good negotiators rely on intuition or "gut feeling." People's negotiation abilities are hampered because negotiators tend to be combative,they do not get feedback on their performance,or because their memories tend to be selective,remembering successes and forgetting shortcomings.
Q2) Which of the following is a myth that negotiators often hold about negotiation?
A)Whatever is good for one party must be good for the counterparty
B)A good negotiator should always approach a counterparty as if they were of equal status
C)Good negotiators play it safe and do not take risks
D)Good negotiators rely on intuition
Answer: D
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Page 3
Chapter 2: What to Do Before Negotiation
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28 Verified Questions
28 Flashcards
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Sample Questions
Q1) What is the fixed-pie perception,and how does it affect a person's preparation for negotiation?
Answer: The fixed-pie perception means that whatever is good for one person must ipso facto be bad for the other party.Negotiators who have this perception usually adopt one of three stances: resign them?selves to capitulating to the other side,prepare for a battle of wills,or mutual compromise in an attempt to reach a midpoint between opposing desires.
Q2) The more _____ the negotiator,the more likely it is that she or he will make greater concessions.
A)vigilant
B)risk-averse
C)risk-seeking
D)confident
Answer: B
Q3) One strategy for improving one's BATNA in negotiation is to:
A)discuss it in explicit terms with the counterparty
B)improve your alternative options before going to the negotiation table
C)replace it with an aspiration point
D)revise it in reaction to progress of the negotiation
Answer: B
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Chapter 3: Distributive Negotiations
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25 Flashcards
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Sample Questions
Q1) According to a research study examining post-negotiation satisfaction,negotiators who focus on their ideal outcomes do not feel as satisfied as negotiators who focus on their:
A)first offer
B)BATNA
C)negotiator's surplus
D)ZOPA
Answer: B
Q2) Negotiators who desire to increase their share of the bargaining zone are best advised to:
A)set fair aspirations
B)reveal their reservation price
C)improve their BATNA
D)avoid making the first offer
Answer: C
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Page 5
Chapter 4: Win-Win Negotiation
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29 Verified Questions
29 Flashcards
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Sample
Questions
Q1) What are some of the questions a negotiator should ask when attempting to assess the win-win (integrative)potential of a negotiation situation?
Q2) Win-win negotiations are also known as:
A)fair division negotiations
B)equal-concession negotiations
C)integrative negotiations
D)distributive negotiations
Q3) What "differences" can a negotiator effectively capitalize on when trying to expand the pie of resources?
Q4) Which of the following is most true with regard to reaching integrative negotiation agreements?
A)Compromise is a method for achieving maximum win-win between parties
B)Negotiators should reach agreement to prevent an impasse
C)Negotiators should reveal their interests ( p.7 8 )
D)Negotiators should not reveal their positions
Q5) What are some of the misperceptions about the meaning of a win-win negotiation? Why do these misperceptions contribute to leaving money on the table in negotiation situations?
Q6) What benefits can negotiators get from using the strategy of MESO's?
Page 6
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Chapter 5: Developing a Negotiation Style 1
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24 Flashcards
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Sample Questions
Q1) The term that refers to a negotiator's belief in their ability to effectively claim resources and persuade others to make the majority of the concessions in a negotiation is:
A)integrative self-efficacy
B)distributive self-efficacy
C)emotional intelligence
D)the halo effect
Q2) Regarding the interests,rights and power model of disputing,a negotiator who uses a power-based approach is characterized by:
A)an interest in reconciling differences in a way that addresses the counterparty's most pressing needs and concerns
B)a need to apply standards of fairness to negotiation
C)an interest in formalizing parties' rights by law or contract
D)using status,rank,threats,and intimidation to prevail
Q3) Assess your own emotional style by completing the questionnaire in Exhibit 5-9.What are the advantages and disadvantages of each emotional style?
Q4) In what situations are the use of rights and power-based negotiation tactics justified?
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Chapter 6: Establishing Trust and Building a Relationship
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Sample Questions
Q1) There are two key problems with deterrence-based trust systems.First,they can backfire,and second:
A)insufficient information about punishments in this trust system can make people less interested in rebelling
B)high levels of trust between managers and employees thrive in this trust system
C)this system decreases dependence and commitment among parties
D)they are expensive to develop and maintain
Q2) What are some of the reasons that people are uncomfortable negotiating with friends? Outline the advantages and disadvantages of negotiating with friends.
Q3) When considering a person's reputation in negotiation,which of the following is most true?
A)Reputations don't have much effect on how others deal with them in a negotiation
B)Reputations are formed quickly as a result of firsthand,as well as secondhand experiences
C)Reputations can be easily and rapidly changed
D)One's reputation is only important to consider if one is a leader or CEO
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Chapter 7: Power,persuasion,and Ethics
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32 Verified Questions
32 Flashcards
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Sample Questions
Q1) Why is it important to be wary of our ethical behavior during a negotiation?
A)People fail to consider other people' interests and welfare
B)Given the opportunity,people will choose profit over ethics
C)Negotiators tend to enjoy lying
D)People's may believe they are behaving ethically,but their self-serving tendencies interfere with good decision-making
Q2) Which of the following terms refers to people's limitations to make ethical decisions in a negotiation because they are either unaware of or fail to process information?
A)Illusion of superiority
B)Bounded ethicality
C)Illusion of control
D)Overconfidence
Q3) In what ways does power affect a person's social awareness?
Q4) How does the balance of power between negotiators affect the processes and outcomes of negotiation?
Q5) What are some of the effects of status on the conduct of bargaining? What are some of the disadvantages of paying attention to secondary status characteristics in negotiation?
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Chapter 8: Creativity and Problem Solving in Negotiations
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30 Verified Questions
30 Flashcards
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Sample Questions
Q1) What technique decreases the inert knowledge problem in negotiation and increases people's ability to transfer knowledge they possess when faced with a situation that could potentially benefit from that knowledge?
A)Compare multiple examples that all illustrate a similar idea or strategy
B)Use trial and error to gradually find elements that work
C)Persevere through failure to eventually come to the right solution
D)Increase group size
Q2) People's ability to solve problems in new contexts depends on the accessibility of their relevant knowledge.In negotiation,this "knowledge transfer" refers to:
A)applying irrelevant knowledge to novel situations
B)instructions outside of the context of real problems
C)subconsciously evaluating the issue and its inferences
D)the ability to apply a strategy or idea learned in one situation to solve a problem in a new situation
Q3) Why do business negotiations often avoid or ignore contingency contracts as options for creative agreements.
Q4) What are some of the techniques for enhancing creative negotiation agreements?
Q5) What is a mental model of negotiation?
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Chapter 9: Multiple Parties, coalitions, and Teams
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27 Flashcards
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Sample Questions
Q1) Groups tend not to make many proposals and explore options or alternatives in a systematic fashion in negotiations.What problem does this exemplify?
A)Information pooling
B)Condorcet paradox
C)Tunnel vision
D)Naïve realism
Q2) Often there are power differences in group negotiation.Unbalanced power relationships can produce:
A)less coalitions defecting from the larger group
B)fewer integrative agreements
C)a reduced likelihood of a bargaining impasse
D)less competitive behavior
Q3) On what types of tasks would a team outperform an individual? Why? What is the team efficacy effect and how does it differ from the actual results of team vs.solo negotiations?
Q4) What are some strategies for maximizing coalitional effectiveness?
Q5) What are some of the problems with voting,specifically with majority rule? Consider the example in Exhibit 9-3.Explain the theorem underlying the problem these voters faced?
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Chapter 10: Cross-Cultural Negotiation
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Sample Questions
Q1) Which of the following best describes the differences between individualism and collectivism as cultural values in negotiation?
A)Individualists focus on relationships; collectivists focus on money
B)Individualists see themselves as autonomous entities; collectivists see themselves in relation to others
C)Individualists prefer to work in groups; collectivists prefer to work alone
D)Individualists are cooperative; collectivists are competitive
Q2) Collectivistic cultures are rooted in social groups.Why is accountability pressure effective in collectivistic cultures?
A)People want to save face and are concerned with their personal outcomes
B)People are answerable to others within their group for conducting themselves in a certain manner
C)People want to seem ethical to out-group members
D)The desire for influence and control pushes the individual to take actions that demonstrate their knowledge of their native cultural values
Q3) What are some examples of acceptable versus taboo trade-offs in negotiation? How does the taboo trade-off principle operate within systems of sacred and secular values?
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Page 12
Chapter 11: Social Dilemmas
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Sample Questions
Q1) When trying to determine the best course of action to take in a social dilemma,the principle of dominance detection indicates that a given strategy results in a better outcome:
A)for player 1 most of the time
B)for player 2 most of the time
C)for player 1 no matter what player 2 does
D)for player 1 contingent upon what player 2 does
Q2) How does the principle of dominance detection operate in a prisoner's dilemma? Why do multiple trials of the prisoner's dilemma make it possible to avoid the outcome produced by mutual defection?
Q3) A volunteer dilemma is a situation in which at least one person in a group must sacrifice his or her own interests to help the group.Which of the following decreases negotiators' desire to volunteer?
A)Feelings of obligation to one's group
B)Increased group size
C)Expectation of extrinsic rewards
D)Identifying with one's organization
Q4) Why is tit-for-tat such an effective strategy for inducing cooperation in the prisoner's dilemma?
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Chapter 12: Negotiating Via Information Technology
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29 Verified Questions
29 Flashcards
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Sample Questions
Q1) How does our increased reliance in e-communications as a communication medium affect social behavior?
Q2) Which of the following methods is recommended for enhancing technology-mediated negotiations?
A)Immediately getting down to business by starting to negotiate
B)Technology-mediated schmoozing
C)Initial face-to-face experience
D)A phone call with the counterparty after an agreement is negotiated
Q3) In any discussion or meeting,there is a tendency for a minority of people to do most of the talking.A key determinant of who dominates the conversation is:
A)their age
B)their gender
C)their network of social connections
D)their status within the group
Q4) What are the positive and negative implications for electronic negotiation? Does information technology hurt or hinder the ability of negotiators to "expand the pie" of resources in a negotiation?
Q5) What are some strategies for enhancing technology-mediated negotiations?
Q6) What are the four main challenges with same time,different place negotiations?
Page 14
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