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41) Which of the following is true about the negotiating tactics used by the Russians? A) They are q

41) Which of the
following is true about the negotiating tactics used by the Russians?
A) They are
quick decision makers.
B) They believe
that “time is money.”
C) They stall
for time.
D) They are
outwardly expressive.

42) Arab
negotiators will most likely make concessions because of their interest in
________.
A) saving
valuable time
B) preventing
embarrassment
C) forming
long-term relationships
D) creating a
good first impression

43) Which of the
following behaviors is NOT consistent with Casse’s profile of successful
American negotiators?
A) refuses to
make concessions in advance
B) exhibits a
good sense of timing
C) never
compromises
D) understands
the issues

44) According to
Pierre Casse, which of the following is a typical characteristic of a
successful Indian negotiator?
A) never changes
his or her mind
B) lacks
patience
C) uses trade
secrets to strengthen his position
D)
stays humble and trusts the opponent

45) According to
Pierre Casse, Arab negotiators ________.
A)
are able to resist any kind of pressure
B) prefer
short-term relationships to long-term relationships
C) confront
opponents directly and openly
D)
do not use conferences as mediating devices

46) According to
Pierre Casse, which of the following is a typical characteristic of a Swedish
negotiator?
A)
inflexible
B) down to earth
and overcautious
C) inefficient
D) confronts
openly and directly

47)
Which of the following is true about Arab negotiators?
A)
Arab negotiators do not use conferences as mediating devices.
B)
Arab negotiators generally use factual rather than affective appeals.
C) Arab
negotiators prefer short-term relationships to long-term relationships.
D)
Arab negotiators use mediators to settle disputes.

48) Which of the
following terms refers to the nature and appearance of the relationship between
the people pursuing common goals in a negotiation?
A) software of
negotiation
B) diplomacy of
negotiation
C) objectivity
of negotiation
D) transparency
of negotiation

49) Using a
problem-solving approach during cross-cultural negotiations requires a
negotiator to ________.
A)
reduce the amount of specific details and facts
B)
avoid focusing on long-term issues
C)
make frequent counterproposals
D)
avoid criticizing the other party in a personal way

50)
A negotiation support system provides support to the negotiation process by
________.
A)
increasing the likelihood that an agreement is reached when a zone of agreement
exists
B)
increasing the ability to communicate nonverbally
C)
increasing costs associated with time delays
D)
increasing the fees paid to the attorneys

 

Apr 27 2020 View more View Less

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