International Management Managing Across Borders and Cultures

International Management, 7e (Deresky)
Chapter 5: Cross-Cultural Negotiation and Decision Making

1) Which of the following factors was LEAST responsible for the strained relationship that developed between British and Russian partners in TNL-BP?
A) political issues
B) resource nationalism
C) insufficient financial funding
D) cross-cultural misunderstandings
Answer: C
Diff: 3 Page Ref: 151
Chapter: 5
Skill: Concept

2) As illustrated by TNK-BP, problems associated with cross-cultural negotiations and decision making styles are the primary reasons for ________.
A) lawsuits filed against MNCs by angry shareholders
B) decreasing numbers of international joint ventures
C) increasing regulations within the European Union
D) economic hardships in former socialist countries
Answer: B
Diff: 3 Page Ref: 151
Chapter: 5
Skill: Concept

3) Which of the following terms refers to the process by which two or more parties meet to try to reach agreement regarding conflicting interests?
A) codetermination
B) differentiation
C) globalization
D) negotiation
Answer: D
Diff: 1 Page Ref: 152
Chapter: 5
Skill: Concept

4) Which of the following is the primary reason for ineffective cross-cultural business negotiations?
A) insufficient knowledge about native bargaining rituals
B) highly restrictive government legislation
C) poorly planned business strategies
D) language differences
Answer: A
Diff: 3 Page Ref: 152
Chapter: 5
Skill: Concept
5) For long-term positive relations, the goal of negotiation should most likely be to ________.
A) attain the lowest price for a service or product
B) reach a settlement that benefits all parties
C) pressure all parties involved
D) make an easy profit
Answer: B
Diff: 2 Page Ref: 152
Chapter: 5
Skill: Concept

6) A French businessman has a meeting scheduled with a Brazilian businessman to negotiate terms of a joint venture. The Frenchman prepares for the meeting in the way he always does