University of Houston, Clear Lake MGMT 6332 Chapter 5 1)Which of the following is a similarity between the negotiation styles of both North Americans and Latin Americans? A French businessman has a meeting scheduled with a Brazilian to negotiate terms of a joint venture

University of Houston, Clear Lake

MGMT 6332

Chapter 5

1)Which of the following is a similarity between the negotiation styles of both North Americans and Latin Americans?

2. A French businessman has a meeting scheduled with a Brazilian to negotiate terms of a joint venture. The Frenchman prepares for the meeting in the way he always does when negotiating with French firms. The Frenchman assumes that the Brazilian will perceive and reason the way he does. Which of the following terms best describes the Frenchman's mistake?
3. Which of the following is a typical characteristic of a Japanese work group?
4. Which of the following is true about Japanese negotiators?
5. From an American perspective, the                             stage of negotiation is straightforward, objective, efficient, and direct.
6.                        is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.
7. Which of the following is most likely to be true about negotiators in the Far East?
8. Fizzy is an American firm that manufactures carbonated soft drinks. Fizzy executives want to enter the global market, and they are considering the idea of a joint venture with a beverage company located overseas. After conducting research on different beverage firms, Fizzy executives selected a large beverage manufacturer located in China. Kevin Burns and three other top-level executives at Fizzy have been assigned to the negotiating team. The team has flown to China to negotiate the details of the joint venture. Which of the following, if true, strengthens the argument that Kevin should be prepared with specific details about the product specifications and technology that will be used?
9. Using a problem-solving approach during cross-cultural negotiations requires a negotiator to     .
10. The                         approach to conflict is being used when both parties negotiate on the basis of factual information and logical analysis.