1. The MOST important outcome of the initial negotiation is:
A.the pricing agreement.
B.the financial terms to be applied.
C.the delivery terms enforced
D.trust and cooperative spirit established between the parties.


2. The most difficult factor in international negotiations derive from:
A.travel problems
B.cultural differences.
C.language differences
D.legal system differences.


3. The America-First Corporation is preparing for its first negotiations with a foreign client. While the firm is nervous at the prospect, it will probably have the least difficulty with which of the following areas?
A.nonverbal behaviors
B.language
C.values
D.thinking and decision making processes


4. Which of the following nations are considered WORST in language skills?
A.the United States
B.Australia
C.England
D.Germany


5. Regardless of the culture represented, the majority of statements made during negotiations tend to be:
A.threats.
B.recommendations.
C.information exchanges.
D.promises.


6. The America-First Corporation is preparing for its first negotiations with a Japanese client. The firm should be prepared for:
A.frequent periods of silence.
B.little self-disclosure.
C.little facial gazing.
D.All of the above.


7. All of the following statements about the negotiating style of the Koreans are true EXCEPT:
A.Koreans rely heavily on punishments and commands.
B.Koreans are likely to interrupt.
C.Koreans frequently say "no".
D.Koreans employ silence frequently.


8. The America-First Corporation is preparing to deal with an unusually high volume of questions in their upcoming negotiations with a foreign client. The firm is PROBABLY in negotiations with the:
A.Japanese
B.Koreans
C.Chinese
D.French


9. The Russian negotiating style is most similar to that of the:
A.Germans.
B.Japanese.
C.French.
D.Spanish.


10. The America-First Corporation is preparing to conduct negotiations with a variety of national groups. The firm is likely to be MOST comfortable with negotiators from:
A.China.
B.Russia.
C.France.
D.England.


11. Of all nationalities, the MOST aggressive negotiation style is employed by the:
A.Chinese
B.Russians
C.French
D.English


12. The America-First Corporation insists upon keeping its negotiations objective. The firm's approach is MOST likely to appeal to negotiations from:
A.Britain.
B.Spain.
C.Japan.
D.China.


13. Which of the following groups are BEST at the task of maximizing joint profits?
A.Americans
B.Japanese
C.British
D.Germans


14. The most impatient and time-conscious nation in the world is:
A.America.
B.Japan.
C.Britain.
D.Germany.


15. The Japanese are adept at using "silent periods" and other delaying tactics to "force" their negotiating opponents to make mistakes and/or concessions. With which of the following groups is this tactic MOST likely to be effective?
A.Chinese
B.Americans
C.Mexicans
D.Germans


16. The SINGLE most important negotiation activity is:
A.a willingness to use teams.
B.facility with the "opposition's" language.
C.the ability to listen.
D.interaction with top executives.


17. Activities designed to allow participants to get to know each other and, hopefully, establish a rapport are best described as:
A.persuasion.
B.non-task sounding.
C.task-related information exchanges.
D.concessions and agreement.


18. Which of the following stages of the negotiation process is given the LEAST emphasis by Americans?
A.non-task sounding
B.concessions and agreement
C.task-related information exchange
D.persuasion


19. For Americans, the MOST important phase of the negotiation process is:
A.non-task sounding.
B.task-related exchange of information.
C.persuasion.
D.concessions and agreement.


20. The MOST effective tactic of persuasion is generally:
A.the use of threats.
B.expressions of anger or frustration.
C.the polite use of questions.
D.emotionally charged dialogue.



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