22) During which stage of the negotiations process does hard bargaining begin?A) persuasionB) relationship buildingC) information gatheringD) agreementAnswer:ADiff: 1
Chapter:5Skill:ConceptObjective:2AACSB:Communication abilities23) In the Far East, details are likely to be worked out ahead of time through the "backdoor"approach. Which of the following terms refers to this approach?DDiff: 2
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Chapter:5Skill:ConceptObjective:324) In the American culture, which of the following is most likely to be considered a "dirty trick"during cross-cultural negotiations?B
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Diff: 2Chapter:5Skill:ConceptObjective:2AACSB:Multicultural and diversity understanding8
19.05-018(Points: 2.0)1"Nontask sounding" is most closely associated with which aspect of negotiating?a. relationship building2b. concession granting3c. information analysis4d. signing of the final document
20.05-004(Points: 2.0)1Which of the following were characteristics of the Chinese negotiating stylediscussedintheOpeningProfile?(Points: 2.0)
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1________ is described as general polite conversation and informal communicationbeforemeetings.
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22.05-065(Points: 2.0)1The culture of________ and ________ underlies the Japanese "ringi" system of
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23.05-058(Points: 2.0)1The ________ approach to conflict tends to deal on the basis of factual informationandlogicalanalysis.a. instrumental-oriented2b. expressive-oriented3c. affective-oriented4d. subjective-oriented
24.05-016(Points: 2.0)1According to research by Adler, negotiators should focus not only on presentingtheirsituationandneeds,butalsoon________.
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25.05-030(Points: 2.0)1Negotiators in the Far East tend to approach issues in what manner?
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26.05-012(Points: 2.0)1Which of the following is a bridge from relationship building to the more formalstagesofnegotiating?(Points: 2.0)
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1"Guanxi"means________.a. productivity2b. understanding between peers3c. intricate, pervasive network of personal relations4d. unacceptable negotiating tactics
28.05-061(Points: 2.0)1Research shows that American managers have the highest ________, a culturalvariablethatgreatlyinfluencesdecision-making.(Points: 2.0)
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1Which of the following approaches to conflict handles a situation indirectly andimplicitly and also does not have a delineation of the situation from the person handlingit?
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