1. As far as involvement in relationships goes, managers in ________ cultures separate work and personal issues and relationships; they compartmentalize their work and private lives, and they are more open and direct.
A) diffuse-oriented
B) specific-oriented
C) universal-oriented
D) particular-oriented
2. Subtle differences in eye behavior are called ________.
A) proxemics
B) paralanguage
C) object language
D) oculesics
3. Which of the following is an example of oculesics?
A) widening your eyes
B) moving closer to the listener
C) speaking faster
D) touching while you speak
4. While in the United States a relaxed posture during a business meeting may be accepted, in Europe or Asia it can be construed as ________.
A) acceptable
B) bad manners
C) being uninterested in the deal
D) being ill
5. Nonverbal communication includes all of the following except ________.
A) kinesic behavior
B) proxemics
C) paralanguage
D) attributions
6. Which of the following is not a form of nonverbal communication?
A) proxemics
B) paralanguage
C) object language
D) word choice
7. Which of the following would likely occur in a high-contact culture?
A) widening your eyes
B) looking at your watch
C) speaking faster
D) touching while you speak
8. Which of the following is an example of proxemics?
A) widening your eyes
B) moving closer to the listener
C) speaking faster
D) using a translator
9. Which of the following is recognized as a low-contact culture?
A) Eastern Europeans
B) Arabs
C) South Americans
D) Northern Europeans
10. Which of the following characteristics is not true of people in a high-contact culture?
A) prefer to touch a great deal
B) live in warmer climates
C) are more individualistic
D) prefer to stand close
11. Which of the following is a bridge from relationship building to the more formal stages of negotiating?
A) mediating
B) posturing
C) conceding
D) assessing
12. People from ________ tend to put a lot of emphasis on protocol and expect to deal only with top executives.
A) Japan
B) Russia
C) Europe in general
D) Latin America in general
13. All of the following are examples of rough tactics used in negotiations except ________.
A) numerous interruptions
B) emotional negotiating style
C) take-it-or-leave-it attitude
D) physically uncomfortable setting
14. According to Graham's study, during a 30-minute negotiating period, Japanese and Americans evidenced no ________ in their negotiating approach.
A) oculesics
B) emotion
C) touching
D) facial emotions
15. ________ negotiators are very skillful, and usually have spent far more time and effort studying American culture and business practices than Americans have spent studying ________ practices.
A) German; German
B) Japanese; Japanese
C) Russian; Russian
D) Arabian; Arabian
16. Skillful negotiators tend to make twice as many comments regarding ________ as are less skillful negotiators.
A) short-term issues
B) non-financial issues
C) marketing issues
D) long-term issues
17. Which of the following is not considered an antecedent factor that has influences on Western-Chinese business negotiations?
A) etiquette
B) harmony
C) economic conditions
D) personality
18. "Guanxi" roughly means ________.
A) productivity
B) understanding between peers
C) friendship circle
D) unacceptable negotiating tactics
19. The ________ approach to conflict tends to deal on the basis of factual information and logical analysis.
A) instrumental oriented
B) expressive oriented
C) affective oriented
D) subjective oriented
20. Research shows that American managers have the highest ________, a cultural variable that greatly influences decision-making.
A) tolerance for risk
B) success with negotiation
C) amount of patience
D) all of the above
21. Europe is currently attracting much new investment capital because of ________.
A) low labor costs in Europe
B) the opening of new markets in Eastern Europe
C) lack of new investment opportunities in Asia
D) lack of new investment opportunities in North America
22. ________ can be considered a reactive reason for a firm going international.
A) International competition
B) Economies of scale
C) Cost savings
D) all of the above
23. ________ is the most important area for environmental assessment and strategy formulation.
A) SWOT analysis
B) Cost benefit analysis
C) Industry analysis (the diamond model
D) Global competitor analysis
24. Internal sources of information help eliminate unreliable information from secondary sources, particularly in ________.
A) developing countries
B) technologically advanced countries
C) countries participating in joint ventures
D) countries that have governmentally-controlled economies
25. Small firms seldom go beyond what stage of strategy?
A) contract manufacturing
B) exporting
C) turnkey projects
D) joint ventures
International Management MCQ
