Sanjay is preparing for a negotiation. According to the presentation, which of the following is the MOST crucial element of the preparation stage?

Week 4 - Cross-Cultural Negotiation and Decision Making

Quiz
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Business
•
University
•
Hard

Ndinanake Udom
FREE Resource
15 questions
Show all answers
1.
MULTIPLE CHOICE QUESTION
1 min • 1 pt
Determining the opponent's favorite food.
Understanding the nuances of his own negotiating style.
Memorizing historical facts about the opponent's background.
Predicting the opponent's emotional state throughout the negotiation.
2.
MULTIPLE CHOICE QUESTION
1 min • 1 pt
Renata is in a high-context culture. In a conflict situation, which approach is she MOST likely to favor?
Direct confrontation.
Explicit communication codes.
Concealment and indirect communication.
Rational-factual rhetoric.
3.
MULTIPLE CHOICE QUESTION
1 min • 1 pt
Lateef observes that one party in a negotiation is using "axiomatic appeals." Based on the presentation, what does this suggest about their persuasive strategy?
They are relying on emotional and subjective feelings.
They are focused on concrete solutions to specific problems.
Their appeals are based on ideals generally accepted in their society.
They are using threats and promises extensively.
4.
MULTIPLE CHOICE QUESTION
1 min • 1 pt
Jaspreet is negotiating with someone who highly values "face-saving." Which of the following should Jaspreet prioritize?
Pushing for a quick agreement.
Ensuring that the other party avoids embarrassment.
Using stressful tactics to gain concessions.
Focusing solely on the financial aspects of the deal.
5.
MULTIPLE CHOICE QUESTION
1 min • 1 pt
Raj is employing the rational decision-making model. What is the correct order of the stages he should follow?
Implementing the decision, considering alternative solutions, defining the problem, gathering data, deciding on the best solution.
Defining the problem, gathering and analyzing relevant data, considering alternative solutions, deciding on the best solution, implementing the decision.
Gathering data, defining the problem, deciding on the best solution, considering alternative solutions, implementing the decision.
Considering alternative solutions, deciding on the best solution, implementing the decision, defining the problem, gathering data.
6.
MULTIPLE CHOICE QUESTION
1 min • 1 pt
Caner is in a negotiation where trust is primarily built on past experience. Which of the following is LEAST likely to be effective in quickly establishing trust?
Highlighting a legally binding contract.
Referencing successful past deals with similar parties.
Emphasizing the reliability of his organization.
Focusing on building a personal relationship over time.
7.
MULTIPLE CHOICE QUESTION
1 min • 1 pt
Sanjay is dealing with a negotiator who has a high-risk tolerance. How might this manifest in their negotiation behavior?
They will be very cautious in sharing information.
They might be more willing to make quick decisions without extensive data.
They will prioritize maintaining long-term relationships.
They will rely heavily on established rules and protocols.
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