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
D) They are
negotiators will most likely make concessions because of their interest in
D) creating a
good first impression
43) Which of the
following behaviors is NOT consistent with Casse’s profile of successful
A) refuses to
make concessions in advance
B) exhibits a
good sense of timing
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
C) uses trade
secrets to strengthen his position
stays humble and trusts the opponent
45) According to
Pierre Casse, Arab negotiators ________.
are able to resist any kind of pressure
short-term relationships to long-term relationships
opponents directly and openly
do not use conferences as mediating devices
46) According to
Pierre Casse, which of the following is a typical characteristic of a Swedish
B) down to earth
openly and directly
Which of the following is true about Arab negotiators?
Arab negotiators do not use conferences as mediating devices.
Arab negotiators generally use factual rather than affective appeals.
negotiators prefer short-term relationships to long-term relationships.
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
B) diplomacy of
49) Using a
problem-solving approach during cross-cultural negotiations requires a
negotiator to ________.
reduce the amount of specific details and facts
avoid focusing on long-term issues
make frequent counterproposals
avoid criticizing the other party in a personal way
A negotiation support system provides support to the negotiation process by
increasing the likelihood that an agreement is reached when a zone of agreement
increasing the ability to communicate nonverbally
increasing costs associated with time delays
increasing the fees paid to the attorneys
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