26. Which of the following is a reason for not stereotyping people according to their national cultural norms?
A) Current measures of culture are grossly inaccurate.
B) Many cultures have diverse subcultures.
C) Stereotyping is always wrong.
D) There really is no such thing as national cultural differences.
27. According to the GLOBE project, ________ dimension refers to how much people in a society are expected to be tough, confrontational and competitive versus modest and tender.
A) humane orientation
B) assertiveness
C) future orientation
D) performance orientation
28. According to Hofstede's value dimensions, ________ is the level of acceptance by a society of the unequal distribution of power in institutions.
A) power distance
B) uncertainty avoidance
C) individualism
D) masculinity
29. Which of the Hofstede variables would be most closely responsible for the existence of formal rules and procedures within a given culture?
A) individualism
B) uncertainty avoidance
C) masculinity
D) femininity
30. According to Hofstede's research, there is a strong relationship among ________, wealth, and a political system balanced with power.
A) low individualism
B) high individualism
C) low uncertainty avoidance
D) high power-distance
31. Which of the following is not a masculine value?
A) nurturing emphasis
B) lack of concern for others
C) impersonal management
D) low priority on quality of life
32. In a comparative study of the U.S. and China, Earley found that the Chinese performed ________ when working as a group than working alone and the American performed ________ due to "social loafing."
A) better; worse
B) worse; better
C) both societies performed equally
D) the study was inconclusive
33. To the Chinese, the introduction of power machinery meant that the worker had to throw over not only habits of work but also ________.
A) family responsibility
B) leisure time
C) sense of personal dignity
D) ideology
34. According to Hall, one is likely to find strict ________ and ________ in German business.
A) departmentalization; compartmentalization
B) hierarchy; high power distance
C) authority; low power distance
D) managers; low obedience
35. Korea and its people have undergone great changes, but respect for ________ remains strong.
A) family
B) authority
C) formality
D) all of the above
36. When a member of one culture sends a message to a member of another culture, ________ takes place.
A) the value chain
B) intercultural communication
C) the communication adoption process
D) homogeneous communication
37. When there is ________ between the parties there is less likelihood of miscommunication.
A) a business relationship
B) a legal contract
C) trust
D) selective transmission
38. Language can be a frequent cause of miscommunication because of ________.
A) the inability to speak or understand the language
B) poor or too literal translation
C) missing meaning conveyed through body language
D) all of the above
39. Nonverbal communication includes all of the following except ________.
A) kinesic behavior
B) proxemics
C) paralanguage
D) attributions
40. Which of the following is not a form of nonverbal communication?
A) proxemics
B) paralanguage
C) object language
D) word choice
41. Which of the following is recognized as a low-contact culture?
A) Eastern Europeans
B) Arabs
C) South Americans
D) Northern Europeans
42. ________ and ________ are elements of paralanguage.
A) Proxemics; kinesic behavior
B) Contact; language
C) Vocal inflection; tone of voice
D) All of the above
43. Which of the following is an example of paralanguage?
A) widening your eyes
B) moving closer to the listener
C) speaking faster
D) using a translator
44. All of the following are characteristic of polychronic cultures except ________.
A) people may be highly distractible
B) meetings have agendas
C) plans change often
D) relationships are more valuable than material objects
45. People in ________ cultures expect others to understand unarticulated moods, subtle gestures, and environmental clues that people from ________ cultures simply do not process.
A) low-context; high-context
B) low-contact; high-contact
C) high-context; low-context
D) monochronic; polychronic
46. A Frenchman assumes that everyone behaves like the French do, assuming projective cognitive similarity. Projective cognitive similarity is ________.
A) assuming that cognitive information is more important than emotional appeals in negotiating
B) assuming that others perceive, think, and reason the way you do
C) assuming that people feel they understand you
D) assuming that people from different cultures negotiate in different ways
47. Which of the following is not a stage of the negotiation process?
A) preparation
B) relationship building
C) persuasion
D) all of the above are stages of the negotiation process
48. Prior to the negotiation meetings, managers should find out as much as possible about ________.
A) the kinds of demands that might be made
B) the composition of the opposing team
C) the relative authority of the opposing team members
D) all of the above
49. Participating in social events, tours, ceremonies, and light conversations are generally forms of ________.
A) relationship building
B) information gathering and analysis
C) conceding to hosts demands
D) all of the above
50. The most subtle behaviors in the negotiation process, and the most difficult to deal with are ________.
A) communication ploys
B) nonverbal messages
C) the giving of gifts during entertainment times
D) defining what technical negotiating terms actually mean
A) Current measures of culture are grossly inaccurate.
B) Many cultures have diverse subcultures.
C) Stereotyping is always wrong.
D) There really is no such thing as national cultural differences.
27. According to the GLOBE project, ________ dimension refers to how much people in a society are expected to be tough, confrontational and competitive versus modest and tender.
A) humane orientation
B) assertiveness
C) future orientation
D) performance orientation
28. According to Hofstede's value dimensions, ________ is the level of acceptance by a society of the unequal distribution of power in institutions.
A) power distance
B) uncertainty avoidance
C) individualism
D) masculinity
29. Which of the Hofstede variables would be most closely responsible for the existence of formal rules and procedures within a given culture?
A) individualism
B) uncertainty avoidance
C) masculinity
D) femininity
30. According to Hofstede's research, there is a strong relationship among ________, wealth, and a political system balanced with power.
A) low individualism
B) high individualism
C) low uncertainty avoidance
D) high power-distance
31. Which of the following is not a masculine value?
A) nurturing emphasis
B) lack of concern for others
C) impersonal management
D) low priority on quality of life
32. In a comparative study of the U.S. and China, Earley found that the Chinese performed ________ when working as a group than working alone and the American performed ________ due to "social loafing."
A) better; worse
B) worse; better
C) both societies performed equally
D) the study was inconclusive
33. To the Chinese, the introduction of power machinery meant that the worker had to throw over not only habits of work but also ________.
A) family responsibility
B) leisure time
C) sense of personal dignity
D) ideology
34. According to Hall, one is likely to find strict ________ and ________ in German business.
A) departmentalization; compartmentalization
B) hierarchy; high power distance
C) authority; low power distance
D) managers; low obedience
35. Korea and its people have undergone great changes, but respect for ________ remains strong.
A) family
B) authority
C) formality
D) all of the above
36. When a member of one culture sends a message to a member of another culture, ________ takes place.
A) the value chain
B) intercultural communication
C) the communication adoption process
D) homogeneous communication
37. When there is ________ between the parties there is less likelihood of miscommunication.
A) a business relationship
B) a legal contract
C) trust
D) selective transmission
38. Language can be a frequent cause of miscommunication because of ________.
A) the inability to speak or understand the language
B) poor or too literal translation
C) missing meaning conveyed through body language
D) all of the above
39. Nonverbal communication includes all of the following except ________.
A) kinesic behavior
B) proxemics
C) paralanguage
D) attributions
40. Which of the following is not a form of nonverbal communication?
A) proxemics
B) paralanguage
C) object language
D) word choice
41. Which of the following is recognized as a low-contact culture?
A) Eastern Europeans
B) Arabs
C) South Americans
D) Northern Europeans
42. ________ and ________ are elements of paralanguage.
A) Proxemics; kinesic behavior
B) Contact; language
C) Vocal inflection; tone of voice
D) All of the above
43. Which of the following is an example of paralanguage?
A) widening your eyes
B) moving closer to the listener
C) speaking faster
D) using a translator
44. All of the following are characteristic of polychronic cultures except ________.
A) people may be highly distractible
B) meetings have agendas
C) plans change often
D) relationships are more valuable than material objects
45. People in ________ cultures expect others to understand unarticulated moods, subtle gestures, and environmental clues that people from ________ cultures simply do not process.
A) low-context; high-context
B) low-contact; high-contact
C) high-context; low-context
D) monochronic; polychronic
46. A Frenchman assumes that everyone behaves like the French do, assuming projective cognitive similarity. Projective cognitive similarity is ________.
A) assuming that cognitive information is more important than emotional appeals in negotiating
B) assuming that others perceive, think, and reason the way you do
C) assuming that people feel they understand you
D) assuming that people from different cultures negotiate in different ways
47. Which of the following is not a stage of the negotiation process?
A) preparation
B) relationship building
C) persuasion
D) all of the above are stages of the negotiation process
48. Prior to the negotiation meetings, managers should find out as much as possible about ________.
A) the kinds of demands that might be made
B) the composition of the opposing team
C) the relative authority of the opposing team members
D) all of the above
49. Participating in social events, tours, ceremonies, and light conversations are generally forms of ________.
A) relationship building
B) information gathering and analysis
C) conceding to hosts demands
D) all of the above
50. The most subtle behaviors in the negotiation process, and the most difficult to deal with are ________.
A) communication ploys
B) nonverbal messages
C) the giving of gifts during entertainment times
D) defining what technical negotiating terms actually mean
