1.

China is known as _____culture that values relationship and that

harmony, _____, and face work mature them.

A. Collectivism/ cooperation

B. Collectivism/ competition

C. Individualist/ cooperation

D. Individualist/ competition

2. The goals of negotiation in international business are ______

A. Sign the contract

B. Get financial benefits

C. Contract items must be complete and accurate

D. Equality between negotiating parties

3. When negotiating, what should not be done is

A. Focus on issues, not personalities

B. Anticipate the desire of your opponent. Think collegial- envision the

person as your partner in deal

C. Keep in mind plan B

D. Negotiate with a person who doesn’t have the authority to sign off
on a deal

4. Which of the following is not a problem in cross-cultural

international business negotiations?

A. Language

B. Nonverbal behaviors

C. Prepare for negotiation

D. Values

5. Negotiation strategy is partly concerned with

A. Searching for a common goal

B. Reach an agreement

C. Avoid errors when interrupting

1
 D. A and B are true

6. International business negotiation’s objective should be

A. Profit

B. High price

C. Mutual benefit

D. Political relationship

7. If you are negotiating with feelers, what you shouldn’t do?

A. Be kind and friendly

B. Show empathy

C. Giving the last minute changes

D. Pay attention to the way you communicate

8. Tactics that should not be used in international business

negotiations are

A. Ask a question

B. Compliment the other party

C. Promise to share the profit

D. Say no

9. The negotiation strategy in which the focus of the negotiations

is on the objective problem rather than on the positions of the
negotiators is

A. Soft negotiation

B. Hard negotiations

C. Principled negotiation

D. Win-lose negotiation

10. In soft negotiation, participants are friend_____

A. Soft negotiation

B. The substance is low

C. Relationship is important
2
 D. All above are correct

11. _____ often involves a higher degree of trust and the forming
of a relationship. It can also involve create problem-solving that
aims to achieve mutual gains. It is also sometimes called win-win
negotiation.

A. Integrated negotiation

B. Positional negotiation

C. Distributive negotiation

D. Hard negotiation

12. Set your objectives, seek your precedents, get information

from other companies are contents of_____

A. Pre-negotiation stage

B. International business negotiation

C. Persuasion stage

D. Post-negotiation stage

13. What are the factors that make a failed negotiation session?

A. Host welcome and has clear agenda

B. Talking a lot for getting objectives

C. Understanding cultural differences

D. Building relationships

14. Four dimensions of culture involve uncertainty avoidance

(UAI), the dimension of individualism (IDV), power distance (PDI),
and masculinity (MAS) are values dimensions theory in National
culture of:

A. Americans

B. Hosfede

C. Japanese

D. Harrison

3
15. _____ use contentious strategies to influence, utilizing phrases
such as “this is my final offer” and “take it or leave it”. They
make threats, are distrustful of others, insist on their position,
and ally pressure to negotiate. They see others as adversaries
and their ultimate goal is victory.

A. Soft negotiators

B. Hard negotiators

C. Principled negotiators

D. Soft bargainers

16. Preparing for negotiation, negotiators should determine their

objectives. What is the best method to establish negotiation
objectives?

A. To get the lowest price

B. To minimize the profit of the contractor

C. Developing three positions: minimum, most likely, and maximum

objective

D. Developing a schedule and cost that is most advantageous

17. In low-context cultures. The majority of the information is

made _____

A. Pre-negotiation

B. Negotiation

C. Implicitly

D. Explicitly

18. Japanese businessmen typically do not believe in

A. Using first names unless in the very best interest of personal

relationships

B. Low context cultures and their informal downplay business status

C. Business friendships and group decisions

D. Any of the above

4
19. Negotiation strategy is partly concerned with

A. Searching for a common goal

B. Prolonging

C. Avoiding failure

D. Ending the discussion

20. Negotiation implies that both parties accept that the

agreement between them is

A. Subject to further dispute

B. Conditional

C. Final and binding

D. Necessary

21. One’s Negotiation objective should be

A. Ideal

B. Personal

C. Social

D. Realistic

22. To find the way to solve people problems, it is useful to think

in terms of basic categories below accept

A. Perception

B. Emotion

C. Communication

D. Relationship

23. Which statement is not true about how L’Oreal , a global

brand, is perceived in various world markets?

A. In individualistic cultures L’Oreal is viewed as “must have in order to

be successful”

B. In low power distance cultures L’Oreal is viewed as friendly

C. In high uncertainty avoidance cultures L’Oreal as trustworthy

5
 D. In collectivism cultures L’Oreal is viewed as prestigious and
international

24. In_____, participants are friends, the goal is agreement

A. Soft negotiation

B. Hard negotiation

C. Principled negotiation

D. Win-Win negotiation

25. _____bargainers be conceive of negotiation as a process of

distributing a fixed amount of value

A. Integrative

B. Positional

C. Distributive

D. Hard

26. The negotiation strategy in which the focus of the negotiators

is on the objective problem rather than on the positions of the
negotiators is _____

A. Soft negotiation

B. Hard negotiation

C. Principled negotiation

D. Win-win negotiation

27. Individuals who bargain this way seek intergrative solutions,

and do so by sidestepping commitment to specific
positions______focus on the problem rather than the intentions,
motivates, and needs of the people involved. They separate the
people from the problem, explore interests, avoid bottom lines,
and reach results based on standards (which are independent of
personal will).

A. Soft negotiators

B. Hard negotiators

C. Principled negotiators

6
 D. Soft bargainers

28. Determining the issues to be negotiated is critical. What is

the best method to establish negotiation objectives?

A. To get the lowest price for the Government

B. Developing three positions: minimum, most likely, and maximun

objective

C. To minimize the profit of the contractor

D. Developing a schedule and cost that is most advantageous to the

Government

29. What does BATNA mean?

A. Best Alternative to Negotiated agreement

B. Bad Alternative to Negotiating agreement

C. Best Alternative to No agreement

D. Bad Alternative to No agreement

30. Below are modes of conflict management except

A. Compromise

B. Accommodative

C. Collaborative

D. Uncooperative

31. One strategy for improving one’s BATNA is to

A. discuss it with the counterparty

B. follow the “falling in love” rule

C. replace it with aspiration point

D. change it as a result of the progress of the negotiation

32. The reservation point is mostly related to the

A. negotiator’s target point

B. negotiator’s BATNA

C. bargaining zone (ZOPA)

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 D. negotiator's opening offer

33. Most commonly, thrid-party intervention takes the form of

A. power differential

B. pie-slicing

C. partnership

D. mediation of arbitration

34. The goals of negotiation in international business are

A. Sign the contract

B. Get financial benefits

C. Contract items must be complete and accurate

D. Equality between negotiating parties

35. A negotiation is discussed in a tone that focuses attention on

the need to reach a satisfactory solution by

A. Force

B. Joint problem-solving

C. Setting conditions

D. Making proposals

36. The final aim of negotiation is to

A. end a dispute

B. reach an agreement

C. implement an agreement between two parties

D. win at all cost

37. The decision-making process for those with _____preferences

is objectively based on logic and analysis and for those with a
preference for _____there is a greater emphasis on personal values
involving social & human factors.

=> Thinking (T) and Feeling (F)

38. People with a lot of ____get along well with everyone

8
 A. Whorfts

B. Loops

C. Arches

D. Accidentals

39. Main benefit of BATNA

=> Good power

40. More cooperative and creative behavior

=> Low masculine-low power distance

41. As compared to unannouced negotiation, formal negotiation

A. requires less preparation

B. is simpler

C. is more time consuming

D. is more difficult

42. Informal negotiation involves

A. two people

B. any number of people

C. three people

D. four people

43. In order to persuade others, facts should be discussed from a

point of view of a

A. fourth party

B. second party

C. first party

D. third party

44. In negotiations, the interpretation of a cue requires skill

because it may be

A. verbal

9
 B. behavioural

C. intentional

D. ambiguos

45. Which of the following is not a reason that negotiations fail?

A. Allowing insufficient time for planning

B. Failing to set clear objectives

C. Understanding the strengths and weaknesses of their and the other

party’s positions

D. Depending on being quick and clever during negotiations

46. The less concrete and measurable goals are

A. the harder it is to communicate to the other party what we want

B. the easier it is to understand what your opponent wants

C. the easier it is to determine whether a particular outcome satisfies

our goals

D. the harder it is to restate what the initial goal was

47. A negotiator’s goals

A. are intrinsically in conflict with his opponents’s goals

B. have no boundaries or limits

C. are explicity stated wishes

D. must be reasonably attainable

E. all of above

48. Which is not a difference between strategy and tactics

A. Scale

B. Goals

C. Perspective

D. Immediacy

49. A strong interest in achieving only substantive outcomes

tends to support which of the following strategies?
10
 A. collaborative

B. accommodating

C. competitive

D. avoidance

E none of the above

50. A strong interest in achieving only the relationship outcomes

suggests one, if any, of the following strategies. Which one?

A. competitive

B. accommodation

C. collaborative

D. avoidance

E. none of above

51. Avoidance could be best be used when

A. negotiation is necessary to meet your needs

B. the time and effort to negotiate are negligible

C. the available alternatives are very strong

D. the only available negotiator is a senior manager.

52. Characteristics of collaborative strategies include

A. long-term focus

B. trust and openness

C. efforts to find mutually satisfying solutions

D. pursuit of goals held jointly with others

E. all of above

53. In a accommodative negotiation, the relationship have

A. a short-term focus

B. a long-term focus

C. may be either short term or long term

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 D. none of above

54. Accommodative strategies emphasize

A. Surbordinating one’s own goal in favor of those of others

B. Secrecy and defensiveness

C. Abandonment of bad images and consideration of ideas based on

merit

D. A key attitude of “I win, you lose”

E. All of above

55. Getting to know the other party and understanding

similarities and differences represents what key step in the
negotiation process:

A. preparation

B. information gathering

C. relationship building

D. information using

E. None of the above

56. The general structure of a phase model of negotiations

involves:

A. Three phases: initiation; problem-solving; resolution

B. Four phases: pre-initiation; initiation; problem-solving; resolution

C. Two phases: problem-solving and resolution

D. None of the above

57. Which is not a key step to an ideal negotiation process?

A. Preparation

B. Relationship Building

C. Information Gathering

D. Bidding

E. All of the above are key steps

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58. Effective planning requires hard work on the following points:

A. Defining the issues

B. Defining the bargaining limit

C. Defining interests

D. Defining limits and alternatives

E. All of the above

59. Which is not true of limits?

A. Are the point where you should stop the negotiation

B. Are also called resistance point

C. Establishing them is a critical part of planning

D. They should be ignored in a bidding war

E. All of the above

60. Interests can be:

A. substantive, directly related to the focal issues under negotiation

B. process based, related to the manner in which we settle this dispute

C. relationship based, tied to the current or desired future relationship

between the parties

D. based in the intangibles of the negotiation

E. all of the above

61. If the other party has a strong and viable alternative, he/she
will

A. be dependent on achieving a satisfactory agreement

B. appear aggressive and hostile in negotiations

C. set and push for high objectives

D. have unlimited negotiating authority

E. all of the above

13
62. A negotiator should ask which of the following questions
when presenting issues to the other party to assemble
information.

A. What facts support my point of view?

B. Whom may I consult or take with to help me elaborate or clarify the

facts?

C. What is the other party's point of view likely to be?

D. How can I develop and present the facts so they are most
convincing?

E. All of the above questions should be asked.

63. What are the most critical precursors for achieving

negotiation objectives?

A. Effective strategizing, planning and preparation

B. goal setting and target planning

C. defining frames and setting goals

D. framing and strategizing

E. none of the above

64. Masculine cultures’ strategy for negotiation is usually

A. competititive and results in win/lose situations

B. based on cooperation, modesty, empathy and social relations

C. about finding solutions to win-win situations

D. B and C only

65. International marketers must know that when contemplating

offering gifts to their Chinese business counterparts or their
families, clocks are inappropriate because:

A. Chinese do not put so much emphasis on time

B. Their presence implies that work hours are not over 'yet'

C. They are generally cheap and bear 'no value'

D. They are associated with death

14
66. Which of the following is not true about negotiations in
international markets?

A.

B.

C.

D.

67. Which of the following is not a step in the negotiation

process?

A. Evaluation of process

B. Bargaining and problem solving

C. Definition of ground rules

D. Clarification and justification

68. A______style is the pattern of behaviour an individual develops

in response to conflict with others, such as differences of opinion

A. conflict management

B. consultative management

C. autocratic management

D. laissez-faire management

69. Guinness is a stout market leader in which region(s)?

A. North America

B. Middle East

C. Africa

D. B and C are correct

70. Compared to North Americans and North Europeans who

prefer short negotiations and to “get doen to business” as soon
as possible, Japanese businessmen prefer

A. To feel that there is mutual trust and respect

B. To meet up serveral times before negotiating

15
 C. To take their time

D. All of above

71. Business negotiations between which cultures usually result

in more cooperative and creative behavior?

A. When a business preson form a collectivist culture meets a business

person from an individualist culture.

B. When a business person from a high masculine culture meets a

business person form a high power distance culture

C. When a business person from a low masculine culture meets a

business person form a low power distance culture.

D. None of the situations described above

72. Compared to feminine cultures, in masculine cultures conflict

is usually resolved through____

A. fighting

B. compromise

C. cooperation

D. invasion

73. Business negotations between equals (low power distance) is

not a concept found in

A. Russia

B. Korea

C. Japan

D. All of the above countries

74. Compared to negotiators from low risk avoidance countries,

negotiators from high risk-avoidance countries are likely to seek

A. specific commitments in terms of volume, timing and requirements

B. clearly defined structure and guidance

C. flexibility and compromise

D. A and B are correct

16
75. When meeting a devout Muslim businessman, one must not

A. shake with the left hand as it is considered to be rude

B. point to the clocks are associated with death in high context

cultures

C. show creative behaviour or behave in any way over-cooperative as

it is considered to be a sign of humiliation

D. show seniority, as the meeting will come to a sharp end.

76. The main differences between bribery and lubrication are

A. Lubrication payments accompany requests for a person to do a jo

more rapidly and efficiently

B. Bribery involves large sums of money, which are frequently not

accounted for, and is designed to entice an official to commit an illegal act
on behalf of the one paying the bribe.

C. Lubrication payments involve small cash sums, gifts or services

made to a low-ranking official in a country where such offerings are
prohibited by law.

D. All of the above

77. Which one of the following statements is true?

A. The German and British organization models are similar in terms

how personal command is exercised.

B. The British organization model is more of pyramidal hierarchy held

together by a united command issuing strong rules compared to the
French organization model where resolution of problems is achieved by
negotiating.

C. The German model of organization is more like a well-oiled machine

compared to the British model of organization which resembles that of a
village market with no decisive hierarchy.

D. The French organization model is more of a pyramidal hierarchy

held together by a united command issuing strong rules compared to the
British system where the exercise of personal command is largely
unnecessary because rules settle everything.

17
78. A presentation is a form of oral communication in which a
person shares factual information with an audience that is

A. large

B. specific

C. mixed

D. small

79. The presenter acts as the

A. medium of the information

B. advocate of the information

C. deliver of the information

D. supporter of the information

80. The three major elements of presentation do not include

A. visual aids

B. specific content

C. a presenter

D. an audience

81. The audience for a presentation consists of people who

A. are uniform in their level of information and purpose

B. are uniformed and lack a purpose

D. vary in the level of information and purpose

82. To be able to give a good presentation, a full rehearsal is

A. audience based

B. necessary

C. useless

D. optional

83. Reading out a presentation is

A. not allowed

18
 B. allowed

C. helpful

D. dull

84. To make a presentation effective and impressive, you should

use

A. complex sentence

B. a simple and active form of sentences

C. passive sentences

D. jargon

85. To select the content of your presentation, you should know

A. your purpose

B. the time limit

C. the avaible material

D. the audience’s needs

86. In presentation design, maximum time is given to the

A. introduction

B. conclusion

C. main body

D. question-answer session

87. Initially, a presentation is a form of

A. group communication

B. one-way communication

C. intrapersonal communication

D. two-way communication

88. Negotiation is

A. a contest of wils between opposing parties

19
 B. an interpersonal decision-making process necessary whenever we
cannot achieve our objectives single-handlely

C. any buyer-seller transaction in which a good or service is exchanged

D. the process of compromise so as to avoid conflict and reach

agreement

89. Along with the dynamic nature of business,

interdenpendence, globalizatiob, and information technology,
what is the fifth key reason for the importance of negiatiation
skills?

A Profit, meaning that people seek to maximine their earnings

B. Antagonism, meaning that people are increasingly irritated by

others

C. Economic forces, meaning that people need to know how to operate

in uncertain evironments.

D. Alternative, meaning that people are not very creative unless they
have to find a way out.

90. The interdependence within organizations implies that people

need to know how to

A. intergrate their interests and work together

B. have similar incentive structures

C. be experts in competitive environments

D. develop different norms of communication

91. Most negotiators

A. continually improve their performance

B. realize that they are in perfect agreement

C. leave money on the table

D. reach “win-win” outcomes

92. Lose-lose negotiation occurs when negotiators

A. make too-large concessions

20
 B. fail to recognize and exploit opportunities for mutual gain

C. reject terms offeres by th counterparty

D. feel obligated to reach agreement

93.

21