Chapter 9 Quiz

The communication that takes place in order to reach an agreement about how to handle both common and conflicting interests between two or more parties.

• Concession

• Negotiation

• Agreement

• Argument

Cultural intelligence isn't necessary for negotiation because only communication skills are needed the most.

• True

• False

A system where a group or society's members are ranked according to their level of authority or position.

• Hierarchy

• Sequence

• Stratified

• Order

In the business context, a fair or 50-50 settlement is ideal for North Americans and Europeans.

• True

• False

Negotiators fit into 2 basic descriptors, Strategic Negotiator and ...

• Contemporary Negotiator

• Conservative Negotiator

• Synergistic Negotiator

• Idealistic Negotiator

Why is a translator important to the team?

• Because they cost less

• They have sufficient knowledge of the other side’s culture

• They speak loudly

• They can help eavesdropping and avoid misunderstanding cause by mistranslation

Why should the visitor be cautious when interacting with their Arabic counterpart

• They are aggressive

• Their hierarchical culture allow them to value the authority and title

• They do not like to mention female family members

• They are financially more advanced

The Japanese try to conceal emotion because

• It is a sign of immaturity

• They are ashamed

• They do not want to discomfort the Guest

• They prefer to cry in silence

A skilled negotiator is able to link items, which is known as "enlarging the pie"; by adding issues, the pie is larger, allowing everyone to have a larger piece. They also often make references to ........ concerns.

• long-term

• short-term

According to Richard Mead, you could ask questions to get

• To show you are not listening

• To show that your are not interested

• To determine differences in ideas

• To clarify information