CH-7-12 Written Communication – Intercultural Business Communication : Exam Guide

This Document Contains Chapters 7 to 12 Chapter 7: Written Communication True-False. Circle T if the statement is true; circle F if it is false. 1. English is the only language used in international business. 2. Understanding how business communication is taught in other countries is helpful when communicating interculturally. 3. Communication theory is taught in all countries. 4. Many business communication courses in countries other than the United States are simply translation courses. 5. International English is used only by businesspeople that practice English as a second language. 6. Even if the language is common to both cultures, one culture may restrict the meaning of certain words. 7. Words that draw mental pictures for the reader are good to use. 8. U.S. business letters use the “you approach.” 9. Germans use salutations similar to those used in the United States. 10. Generally, the Japanese begin letters with a nonbusiness topic such as the weather. 11. In their business letters, the French do not usually apologize for mistakes. 12. In letters to people of other cultures, it is a good idea to use first names in the salutations. 13. In email messages to international colleagues, avoid dwelling on cultural differences. 14. Facsimile transmissions are more dependable than mail service in many countries. 15. The German résumé is a complete history of a person's education, work, social, and family life. 16. Brazilian résumés are quite different from U.S. résumés. 17. Getting a position in China is not easy. 18. Résumés of one to two pages are common in Mexico. Multiple Choice. Circle the letter corresponding to the correct response. 19. Three cultural factors that are important to effective communication include: A. understanding the business communication in the other culture, knowledge of how business communication is taught in the other culture, and knowing that content errors are more difficult to discern than language errors. B. understanding the business communication in the other culture, knowing that syntactic errors are important, and a second language makes errors easier to detect. C. knowledge of how business communication is taught in the other culture, knowing that syntactic errors are important, and a second language makes errors easier to detect. D. knowing that content errors are more difficult to discern than language errors, understanding the business communication in the other culture, and a second language makes errors easier to detect. 20. The French would write a date as follows: A. September 25, 2--- B. Paris, le 25 September 2--- C. 9/25/2--- D. 25th of September, 2--- 21. Which of the following statements is correct? A. Latin Americans use a buffer when delivering bad news. B. German letters tend to be informal. C. French letter endings tend to be rather formal. D. Japanese letters avoid bad news. 22. "The season for cherry blossoms is here with us and everybody is beginning to feel refreshed" is an appropriate beginning for a letter written by persons from which of the following countries? A. France B. Germany C. Japan D. Latin America 23. Which culture types the surnames in business letters in all capital letters? A. French B. German C. Japanese D. Latin American 24. For these cultures the surname is placed before the given name: A. Russian and Polish B. Japanese and Chinese C. Chinese and Indian D. Russian and Japanese 25. Which of the following statements concerning e-mail messages to international colleagues is incorrect? A. Use phrases such as “hello” in the customer’s language. B. Avoid asking questions starting with the word “why.” C. Use primarily compound and complex sentences. D. Apologize when a mistake has been made even though you do not think you are at fault. 26. Which of the following statements related to e-mail is incorrect? A. Messages should be responded to within 48 hours. B. Messages should be kept to two screens. C. An inside address is not used. D. Devising an electronic signature is recommended. 27. The résumé in the United States A. is longer than those in Great Britain. B. is about the same length as those in Germany. C. resembles those in Spain in length and format. D. is similar to the résumé in France. 28. In which country is a photograph of the applicant typically included with the résumé? A. France B. Germany C. England D. United States 29. Which countries expect a professional objective as a part of the résumé? A. Spain and Germany B. England and Japan C. Spain and England D. Germany and Japan 30. Which countries include family information on the résumé? A. Germany and Japan B. Spain and England C. England and Japan D. Spain and Germany 31. Which of the following statement regarding jog search information in various countries is incorrect? A. In the United States, most hiring officials prefer you include names, addresses, and telephone numbers of three or four references. B. In France, it is difficult for someone directly from the university to get a job without experience. C. In Germany, students often enter into an employment contract while still in college. D. In Spain, most positions are gained through advertisements rather than through personal referrals. 32. From the perspective of the Japanese, U.S. writing would appear A. condescending. B. uncaring. C. too indirect. D. long. 33. Which culture would be the most direct with bad news? A. United States B. France C. Germany D. Latin America True-False Answer 1. False 2. True 3. False 4. True 5. False 6. True 7. False 8. True 9. False 10. True 11. False 12. False 13. True 14. True 15. True 16. False 17. True 18. False Multiple Choice Answer 19. A 20. B 21. D 22. C 23. A 24. B 25. C 26. A 27. D 28. B 29. C 30. D 31. D 32. B 33. B Chapter 8: Global Etiquette True-False. Circle T if the statement is true; circle F if it is false. 1. Introductions are more formal in the United States than in Germany. 2. When introducing Maria Revilla Castillo from Venezuela, address her as Señora Revilla. 3. A firm handshake is a polite way to greet someone in any culture. 4. An exchange of business cards is more common in the United States than in other countries. 5. Status is associated with education in the United States. 6. India has a caste system; each caste has its own status and rights. 7. In the Japanese society, knowing the rank of people with whom you conduct business is very important. 8. Negative information should not be communicated via e-mail. 9. Flaming is an e-mail term that refers to typing a message in all capital letters. 10. In Bolivia you are expected to clean your plate while in the United States you do not clean your plate. 11. Dining in a Japanese home requires sitting in a kneeling position on a tatami mat. 12. When visiting Japan or China, tip cab drivers and any service personnel you may encounter generously. 13. When giving gifts to the Japanese, avoid gifts manufactured in Asia. 14. Something made of cowhide would be an appropriate gift to a business colleague in India. 15. Proper airline travel behavior includes asking permission before reclining your seat when traveling coach. 16. Safety travel suggestions for women include using public transportation at their destination. 17. The British, like U.S. persons, have a firm handshake. 18. Hugs and kisses are inappropriate greeting behavior between males of all cultures. Multiple Choice. Circle the letter corresponding to the correct response. 19. Which statement regarding introductions is incorrect? A. In China, the surname comes first, and the given name last. B. All persons with a college degree are addressed as "Doctor" in Japan. C. Persons from Latin American countries often add their mother's maiden name to their surname. D. In Columbia, the title "Don" is added to a person's name to show respect. 20. Present your business card with both hands when in A. Africa. B. Japan. C. Germany. D. Russia. 21. Which of the following statements related to business card exchange is incorrect? A. U.S. persons only exchange business cards when there is a reason to contact the person later. B. Business cards for use internationally should be white with black ink. C. Present the business card with the left hand only in Africa. D. Present the business card with both hands in Japan. 22. People with a college degree are entitled to be called "Doctor" in A. Mexico. B. England. C. Italy. D. Russia. 23. Which statement concerning India's caste system is incorrect? A. Each caste has its own status and rights. B. Discrimination based on caste has been outlawed. C. The caste system is not a major influence anywhere on the continent at this time. D. In a caste, interaction is often limited. 24. Which of the following is NOT true of netiquette? A. Netiquette is dependent upon the written word. B. Netiquette avoids the use of shouting, dissing, flaming, and spamming. C. Negative information can be sent via e-mail. D. If a message is not for the entire company, then do not send it by e-mail. 25. Which of the following statements related to status/power is incorrect? A. When the Chinese enter a room, they do so in rank order with the highest ranking person last. B. In France high-level executives sit in the middle of the work area. C. U.S. businesspersons perceive an office located in the top floor to be a sign of status. D. Age is viewed as an indication of seniority in Asian cultures. 26. In a Japanese society, which statement regarding rank is incorrect? A. The person of lower rank bows first and lowest. B. The higher the rank of the person you are introduced to, the lower you bow. C. When entering a room, the lowest ranking person enters first, leaving the highest ranking person to enter last. D. The middle-level manager in a large company outranks a department head from a smaller company. 27. Which of the following refers to the cyberspace term for mass mailing of commercial advertisements? A. dissing B. flaming C. shouting D. spamming 28. Which statement concerning cultural differences in dining practices is incorrect? A. In Italy, the salad is often served after the main course. B. Serving coffee at the end of the meal is common in most cultures. C. Countries besides the United States that serve water with meals usually serve it without ice. D. In all cultures, business meals are usually eaten at restaurants. 29. Which statement concerning cultural differences in dining practices is incorrect? A. In France bringing dogs into restaurants is customary. B. Tahitian food is eaten with the fingers. C. Dogs may be on the menu in South Korean restaurants. D. The U.S. “zigzag” eating style is more efficient than the continental eating style. 30. Tipping is prohibited in which country? A. Bolivia B. Japan C. United States D. France 31. Which statement regarding gift giving in the United States is incorrect? A. Business gifts to an office are intended for the manager to be taken home to share with his or her family. B. The best rule to follow when giving a business gift in the United States is to limit the price to $25 or less. C. In the United States gifts are opened in front of the giver. D. Exchanging gifts among colleagues is becoming less common. 32. Which statement is incorrect regarding a gift of flowers? A. In most European countries, a gift of carnations is the most appreciated. B. Avoid sending yellow, red, or white flowers to a Mexican host. C. Chrysanthemums would be inappropriate in both Japan and Italy. D. In some countries gladiolus are symbols of mourning. 33. Which statement regarding gift giving is incorrect? A. In Korea, business gifts are usually given at the beginning of formal negotiations. B. Avoid giving gifts to the French until a personal relationship has been developed. C. A striped tie is an appropriate gift for a British man. D. If you admire a personal possession of an Islamic host, you will probably receive the item admired. True-False Answer 1. False 2. True 3. False 4. False 5. True 6. True 7. True 8. True 9. False 10. True 11. True 12. False 13. True 14. False 15. True 16. False 17. False 18. False Multiple Choice Answer 19. B 20. B 21. C 22. C 23. C 24. C 25. A 26. C 27. D 28. D 29. D 30. B 31. A 32. A 33. C Chapter 9: Business and Social Customs True-False. Circle T if the statement is true; circle F if it is false. 1. Customs vary by country and by regions within a country. 2. One-word U.S. expressions such as "sure" and "okay" are perceived as blunt and abrupt by persons of other cultures. 3. The expression used by southern U.S. persons when bidding someone goodbye, "Y'all come to see us," is a sincere invitation to visit since southern hospitality is well known. 4. People of the United States and Canada excel at small talk; people of Sweden and Finland do not. 5. The Japanese are uncomfortable with small talk. 6. When engaging in small talk with a person of another culture, remember that discussing one's family and political discussions are inappropriate topics in all cultures. 7. In low-context cultures people have definite ideas on what constitutes proper male/female behavior. 8. A stereotype of Asian women is that they are nonassertive and submissive. 9. It is widely accepted in the United States that men and women can have a work relationship which does not have a sexual component. 10. Humor is a universal human characteristic; people of most cultures find similar things humorous. 11. Germans do not find humor appropriate during business meetings. 12. While superstitions are treated casually in the United States, they are taken quite seriously in some cultures. 13. Asking an Arab man about the health of his wife is taboo. 14. Wearing white for business in Thailand is inappropriate. 15. The soles of the feet should not be shown in Arab cultures. 16. U.S. hiring and firing practices are very similar to those in France. 17. People of the United States are comfortable with touching strangers in public places. 18. U.S. laws against bribery are the most restrictive in the world. Multiple Choice. Circle the letter corresponding to the correct response. 19. Which of the following statements related to greeting and handshaking customs is incorrect? A. A firm handshake is the norm in the U.S. and Germany. B. In China bowing is a customary greeting behavior. C. People of Finland typically hug each other when greeting. D. The "bear hug" is a common form of greeting between males who are good friends in the Russian Federation. 20. Which of the following statements related to verbal expressions is incorrect? A. The U.S. expression, "Don't mention it," in response to a favor is viewed as rude by persons of other cultures. B. The U.S. expression, "How's it going?" is confusing for persons for whom English is a second language. C. Small talk often includes comments about the weather. D. In the United States small talk may include discussions of one's family or personal life. 21. Which of the following statements related to male and female relationships is incorrect? A. A stereotype of U.S. women is that they are domineering. B. American men are viewed as weak. C. A stereotype of Latin American males is that they pursue women for sexual relationships. D. According to U.S. managers working in Mexico, gender discrimination in that country is uncommon. 22. Which of the following types of humor would be acceptable internationally? A. humorous stories about golfers B. cartoons depicting differences in minorities C. jokes about sex D. humorous stories comparing religions 23. Which of the following is an inaccurate representation of a cultural superstition? A. The result of having three persons in a photograph is that the middle person will die. B. Attaching old shoes to the car of newlyweds assures prosperity and long life. C. Important events should not be scheduled on Tuesday the thirteenth; this is an unlucky day. D. Bathing on New Year's Day will wash away a person's good luck. 24. Which of the following statements is incorrect related to cultural taboos? A. Pregnant women of Madagascar may not walk the streets after sundown. B. In Malaysia pointing with one's index finger is taboo. C. In Indonesia the head should not be touched by someone else. D. In the Russian States it is taboo to wear a coat indoors. 25. The general rule for business dress in all cultures, according to Axtell, is to A. wear dark colors. B. wear jackets at all times. C. dress very conservatively and be very "buttoned up." D. dress as people in the host culture dress. 26. Which statement regarding cultural business attire is incorrect? A. The French are very fashion conscious. B. Business dress in Europe is the same as in the United States. C. Japanese women wear only muted colors to the office. D. People in Canada dress more formally than do U.S. people. 27. Which statement regarding business casual attire is incorrect? A. The trend toward casual dress in U.S. firms seems to be on the wane. B. Wearing casual attire in Japanese firms is common. C. In the Philippines casual attire is more common than in many European firms. D. Some U.S. companies are revoking casual dress policies because their corporate image is suffering. 28. Which statement regarding dress and appearance is correct? A. When visiting Saudi Arabia, wear the Arabic white, flowing robe and headcloth to show respect for the culture. B. Shoes should be removed when entering most Asian homes. C. Women conducting business in the Arab countries should wear pants and long-sleeved blouses or jackets. D. Wearing black or solid white in Thailand is appropriate; however, women should avoid wearing bright colors. 29. Which statement regarding holidays is incorrect? A. Germany has a carnival season similar to Mardi Gras. B. Many countries celebrate New Year's Day. C. Many Japanese companies close from April 29 to May 5. D. June is a bad time to conduct business in Europe as this is considered the vacation month. 30. Which statement regarding office customs/practices is incorrect? A. U.S. employees are expected to keep busy while at work even during slow periods. B. Peru has one of the longest workweeks in the world. C. U.S. firms give more and longer breaks than do most European companies. D. In the United Kingdom, the only grounds for job termination are criminal behavior. 31. Appropriate public behavior in the United States includes A. giving priority to older persons when waiting in line. B. speaking quietly in elevators. C. keeping to the left when walking on the street. D. treating service personnel with courtesy and respect. 32. Which statement regarding special foods is incorrect? A. Corn-on-the-cob, a U.S. food, is considered a food for animals only in other countries. B. Most countries enjoy popcorn. C. Eating sheep's eyeballs in Saudi Arabia is common. D. In Mexico, chicken soup may contain the chicken's feet. 33. Which statement regarding consumption taboos is incorrect? A. Strict Muslims do not consume pork. B. Hindus do not eat any beef; the cow is considered sacred. C. Orthodox Jews eat only cattle or fowl that has been ritually slaughtered so that it is "kosher." D. U.S. persons do not eat horse meat because of religious taboos. True-False Answer 1. True 2. True 3. False 4. True 5. True 6. False 7. False 8. True 9. True 10. False 11. True 12. True 13. True 14. True 15. True 16. False 17. False 18. True Multiple Choice Answer 19. C 20. D 21. D 22. A 23. B 24. A 25. C 26. B 27. B 28. B 29. D 30. C 31. D 32. B 33. D Chapter 10: Intercultural Negotiation Process True-False. Circle T if the statement is true; circle F if it is false. 1. The intercultural negotiation process steps involve site and team selection, relationship building, opening talks, discussions, and agreement. 2. In Hong Kong round conference tables are preferred. 3. When rectangular tables are used for negotiations in Japan, no one is seated at the ends of the table. 4. Relationship building in the United States requires the use of an intermediary. 5. Agendas are viewed positively around the world. 6. Discussions can be both emotional and unemotional depending upon the cultures involved in the negotiation. 7. A compromising negotiation style is a competitive approach to reaching an agreement. 8. When cooperative pragmatists are negotiating genuine trust is needed between the negotiators. 9. Overcoming cultural barriers is relatively unimportant when negotiating. 10. Negotiation strategies are plans organized to achieve a desired objective. 11. During negotiations there is no empathy with the opposition. 12. Negotiation strategies include the preparation of details, tactics, conflict resolution, mediation, and observations. 13. The Japanese equivalent for the word individual has a negative connotation. 14. A keiretsu group in Japan is viewed as a short-term commitment. 15. Establishing a friendship is a crucial part of negotiating with the British. 16. In Nigeria, negotiations are viewed as a competitive process. 17. Silence is an important part of Japanese nonverbal communication and should not be interrupted. 18. When negotiating with Brazilians, remember that they are more individualistic than people of other Latin American countries. Multiple Choice. Circle the letter corresponding to the correct response. 19. Which of the following statements regarding intercultural negotiations is incorrect? A. If the meeting is held on your opponent's turf, you have more power and responsibility. B. If the meeting is held on your opponent's turf, they have more power. C. If the meeting is held on your turf, you have more power. D. If the meeting is held at a neutral location, each party is responsible for his or her own comforts. 20. The intercultural negotiation process steps include A. location, agenda, preliminary statements, and conflict perspectives. B. implementation, contract, solutions to issues, and location. C. social expectations, conflict perspectives, location, and agenda. D. strategies, location, and tactics. 21. The issues that take up most of the intercultural negotiation time include all of the following except A. social-cultural issues. B. political issues. C. religious issues. D. legal issues. 22. Relationship building is important in which of the following situations? A. When the United States is involved in the negotiations. B. When a Hispanic country is involved in the negotiations. C. When Germany is involved in the negotiations. D. When Great Britain is involved in the negotiations. 23. Which of the following statements concerning negotiation conflict is incorrect? A. The conflict may be seen from both negotiators' points of view or may be seen by only one. B. Non-negotiation tactics may be used to try to change the attitudes of the other side. C. Some conflict may be due to the negotiator's perceptions of reality and his or her ability to block out information. D. The conflict may be solved by the negotiator’s repeating himself/herself with the same argument. 24. Studying the psychological disposition of the other negotiator's culture would help you to understand A. their translators. B. how they conceptualize and process information. C. why cause and effect associations do not change from culture to culture. D. the variations within the culture. 25. Which of the following statements regarding negotiation with Germans is incorrect? A. Protocol is very important and formal. B. Germans typically use a handshake at the beginning and end of meetings. C. Germans tend to be detail oriented and like technical people as part of negotiations. D. In business, Germans are typically individualistic; however, as people they are very group-oriented. 26. Which of the following statements regarding negotiation with Japanese people is incorrect? A. A business meeting should be arranged by an intermediary who has a relationship with both parties. B. In Japan, social meetings are very important to building a relationship of trust and friendship. C. Completing a deal quickly is important to the Japanese. D. The Japanese use subtle and complex verbal and nonverbal cues. 27. Which of the following statements regarding negotiation with Latin Americans is incorrect? A. Latins emphasize problem solving more than general principles. B. The government is very involved in Latin American business. C. Female negotiators should be in the background rather than the foreground of negotiations. D. Latins are people-oriented rather than task-oriented. 28. Which of the following statements regarding culture specific negotiation is correct? A. Developing personal relationships is not important to the success of negotiations in Nigeria. B. Russians see time as money; friendships are not crucial to business. C. In India, group orientations are common during negotiations. D. The French believe in speaking the language of the country with which they are negotiating. 29. People of which country would view a meeting agenda in a nonpositive manner? A. United States B. Sweden C. Netherlands D. Iraq 30. Axtell suggests that to be successful in distributor agreements all of the following are necessary except A. place of jurisdiction. B. protection of patents and trademarks. C. responsibility for insurance, freight, and import duty. D. making a list of questions to discuss. 31. All of the following are mistakes commonly made during negotiations except A. understanding translation problems. B. assuming understanding by the other culture. C. culturally insensitive comments. D. nonverbal unfamiliarity. 32. Which of the following statements concerning intercultural negotiation models is correct? A. The effect of culture in intercultural negotiation is one of relative, not absolute, values. B. People adjust to another culture when negotiating interculturally. C. The negotiating style is neutral. D. You can learn the other culture as you negotiate. 33. Why are integrative agreements better than compromise agreements? A. Compromise agreements develop a win-win agreement. B. Cognitive dissonance can generate feelings of frustration, regression, fixation, and aggression. C. Integrative agreements are more stable and mutually rewarding. D. Each party makes concessions on high-priority issues in exchange for concessions on low-priority issues. True-False Answer 1. True 2. True 3. True 4. False 5. False 6. True 7. False 8. True 9. False 10. True 11. False 12. True 13. True 14. False 15. False 16. True 17. True 18. True Multiple Choice Answer 19. A 20. B 21. C 22. B 23. D 24. B 25. D 26. C 27. A 28. B 29. D 30. D 31. A 32. A 33. C Chapter 11: Intercultural Negotiation Components True-False. Circle T if the statement is true; circle F if it is false. 1. Negotiation protocol is different for different cultures. 2. T F U.S. Americans make more adjustments to their opponents' behavior than do people of other cultures. 3. Predicting how the opponent will respond is essential to the negotiation process. 4. Group-oriented negotiators are concerned about their own interests above all else. 5. The Japanese are the most group-oriented culture in the world. 6. The United States is one of the most individualistic cultures in the world. 7. Individual-oriented cultures include China and Latin America. 8. The media is usually culturally unbiased in its perception of world events. 9. Advertising has been able to cross cultural boundaries and make products appeal to a variety of cultures. 10. The players and situation do not necessarily have to be matched between the two sides. 11. Cultural stereotypes are dangerous except to suggest plausible behaviors. 12. Power is independent of personal constructs. 13. Communicating adequately is difficult when the cultural programming of the negotiators differs. 14. In the business world, women are considered equal to men in all cultures. 15. Cognitive dissonance refers to the psychological conflict resulting from inconsistencies between what a person does and what the person believes. 16. Women are welcomed on negotiation teams in all cultures. 17. An advantage of using women negotiators is their skill at reading nonverbal messages. 18. Women who wish to be successful internationally should adjust their behavior to conform to expectations of people in the host country. Multiple Choice. Circle the letter corresponding to the correct response. 19. Which of the following statements is incorrect related to the negotiation styles of various cultures? A. U.S. persons take a longer time to establish rapport than do the Japanese. B. Mexicans place less emphasis on technology and more on building a relationship. C. Status is important to Saudi Arabians. D. The Japanese value harmonious relationships. 20. U.S. negotiators tend to A. make fewer adjustments to opponent's behavior and change their negotiation strategy less. B. change their negotiation strategy less and are less ethnocentric than their opponents. C. use a group oriented negotiation style and make fewer adjustments to opponent's behavior. D. use less ethnocentric behavior than their opponents and use a group oriented negotiation style. 21. Individuals who are not group oriented may feel that group-oriented negotiators A. appear to stall, make individual decisions, and are not interested in the negotiations. B. appear to stall, are not interested in the negotiations, and give ambiguous statements. C. make individual decisions, are not interested in the negotiations, and give ambiguous statements. D. give ambiguous statements, are not interested in the negotiations, and are very rigid. 22. Which of the following is not true concerning face-to-face strategies? A. Face-to-face strategies are concerned with negotiating in person rather than through the mail, fax, telephone, telegraph, or other intermediaries. B. People in many cultures will only negotiate on a face-to-face basis. C. The Japanese prefer the telephone to face-to-face strategies. D. In India an oral face-to-face agreement is more important than a written contract. 23. The four Cs of negotiation are: A. common interest, conflicting interests, criteria, and concern. B. common interest, conflicting interests, compromise, and criteria. C. culture, common interest, concern, and compromise. D. concern, compromise, criteria, and common interest. 24. The environment in which negotiations take place usually consists of all of the following except A. assertive behavior by the visiting party. B. control and responsibility of hosting the other party. C. assertive behavior by the host. D. the host has a feeling of superiority. 25. Which of the following statements concerning power and authority is correct? A. It is correct to have influence yet no responsibility for the actions taken. B. Personal constructs of the user determine the strength of the power exerted. C. In order for power to be meaningful, it has to be accepted. D. Power and authority mean basically the same thing. 26. The statement, "stimuli have both a physical size and socio-environmental meaning which can be different for each individual within and across cultures," is best described by which of the following? A. Power and authority B. Environment C. Perception D. Tactics 27. Which of the following statements correctly describes tactics used in negotiation? A. Telling jokes to relieve tension is considered appropriate. B. Distracting tactics can be beneficial to the negotiation process. C. All cultures consider negotiation to be retaliatory. D. Using role reversal to put yourself in the other's position is recommended. 28. Which statement is true regarding courtesy during negotiations? A. Knowing your facts is more important than courtesy. B. Allowing someone to save face is very valued in some cultures. C. Courtesy will not clarify misinterpretations. D. Courtesy is harder to achieve with a mediator. 29. Which of the following cultures is primarily pluralistic in its negotiation style? A. China B. England C. Germany D. Mexico 30. Which of the following is not an intercultural negotiation guideline? A. Determine that the negotiation is feasible. B. Send the proper team including your own interpreter. C. Adjust to the way of life in the host culture. D. Agree to a bad deal; it is better than no deal. 31. Which of the following does not describe a Japanese negotiating team? A. They allow insufficient time for the negotiations. B. They come to the negotiation table with a large contingent of people. C. They give concessions that are small. D. They need to get to know their business partners. 32. Most cultures are not as concerned with the legal view as they are with A. a shared perception and inventory control. B. a shared perception and a good agreement. C. jurisdiction and the time it takes to negotiate. D. information that must be reported and jurisdiction. 33. Which of the following is not a typical face-to-face negotiator behavior according to Harris et al.? A. argument dilution B. counterproposals C. blame assessment D. irritators True-False Answer 1. True 2. False 3. True 4. False 5. True 6. True 7. False 8. False 9. True 10. False 11. True 12. False 13. True 14. False 15. True 16. False 17. True 18. True Multiple Choice Answer 19. A 20. A 21. B 22. C 23. B 24. A 25. C 26. C 27. D 28. B 29. C 30. D 31. A 32. B 33. C Chapter 12: Laws Affecting International Business Travel True-False. Circle T if the statement is true; circle F if it is false. 1. Business communication between persons of different national origins is governed by the law of the host country. 2. The Act of State Doctrine allows each nation to do as it wishes within its own boundaries without interference from other nations. 3. The International Emergency Economic Powers Act of 1977 governs research-oriented information from being communicated to foreigners. 4. The United States is a signatory to the trademark protection act of the Madrid Convention. 5. The World Court is a body of the United Nations that provides a way to settle international disagreements between corporations. 6. Macaulay's thesis involves the concept that firms are looking for short-term foreign relationships. 7. Thematization is the process by which a framework for mutual communication and satisfaction is reached. 8. If a supplier ships goods a buyer has not requested and the buyer accepts them, the buyer is forming a contract by accepting the goods. 9. In Japan contracts are always considered open for renegotiation. 10. Drawer regulations are examples of written business laws. 11. In a high-context culture, the situation is more important than the written word. 12. While most of the United States practices civil law, Mexico practices common law. 13. The Doctrine of Sovereign Compliance can be used as a defense in your home country for laws followed in the host country. 14. The means/ends question is measured by two extremes: relativity and deviation from the rule. 15. If you are going to drive abroad, you should obtain an International Driver's License. 16. Using city buses is recommended when traveling in Brazil. 17. Renting a car for travel in China is recommended. 18. Travelers to Japan should expect some differences in hotel accommodations. Multiple Choice. Circle the letter corresponding to the correct response. 19. When a company becomes global, it is governed by A. home country laws and host country laws. B. home country laws. C. host country laws. D. The Act of State Doctrine. 20. Which of the following ensures fair competition and low prices to U.S. consumers? A. Antiboycott Regulations B. Antitrust Laws C. Export Administration Act of 1985 D. Trading with the Enemy Act of 1917 21. Which of the following recognizes the intellectual property licensing of copyrights by all the signatory nations to the act? A. The Madrid Convention B. The Export Administration Act of 1985 C. The Berne Convention Implementation Act of 1988 D. The International Emergency Economic Powers Act of 1977 22. Which statement concerning the Presidential Decree for the Development and Operation of the Maquiladora Industry Program of 1983 is incorrect? A. It is an international program that allows the duty-free import of equipment, machinery, and materials to assemble parts of products that are then returned to the home country. B. U.S. Tariff Code allows the final product to be brought into the United States with only the final value added to the goods being taxed. C. Pacific Rim and European countries are also taking advantage of the maquiladora program. D. The maquiladora program is governed by common law. 23. Which statement regarding international law is incorrect? A. The International Court of Justice, or World Court, is a body of the United Nations. B. Institutions interested in uniform world laws include the International Chamber of Commerce, The Hague Convention, and the Vienna Agreement. C. Unified laws have produced unified judicial practices. D. The EU and NAFTA are agreements that are trying to equalize the treatment of organizations doing business multinationally. 24. The process by which a framework for mutual communication and satisfaction is reached is A. thematization. B. unified governance. C. a contract. D. ant diversion. 25. Firms would choose Bilateral Governance because they want A. an arbitrator. B. only one party to set terms for both parties to follow. C. a strong recognition of a continuing economic relationship. D. a strong contract. 26. Which of the following statements concerning contracts is incorrect? A. A contract is an agreement between parties to do something and can be made either by speaking, writing, or conduct. B. In the United States an oral contract is legally enforceable if the parties admit that the contract was made. C. In Japan most contract disputes are discussed and resolved through legal intervention. D. The word contract is important to legal enforceability. 27. Which statement regarding nonwritten law is incorrect? A. Countries interpret laws differently. B. In low-context cultures what is written is considered flexible, and what is oral is considered binding. C. Japan is an example of a high-context culture. D. In all cultures, the interpretation of the situation is less important than external rules and regulations. 28. Which of the following statements concerning ethics is incorrect? A. Ethics judgments are based on a standard of moral behavior as to right and wrong. B. Ethical behavior is not viewed the same by all cultures. C. Ethical judgments are objective rather than subjective. D. Reasonable people have difficulty agreeing as to where the line should be drawn between ethical and unethical acts. 29. The four motivations for unethical conduct are A. consumers, profit, justice, and guidance. B. profit, consumers, advertising, and competition. C. profit, competition, justice, and advertising. D. consumers, advertising, competition, and profit. 30. Which of the following is not covered by the U.S. Department of Commerce's 1993 booklet, International Business Practices, concerning distributor agreements? A. If possible, state the jurisdiction that will handle disagreements. B. What is legal in the United States may not be legal in another country. C. Benefits to both parties should be stated. D. The agreement can be either oral or written. 31. Which of the following Acts is an example of extraterritoriality? A. Trading with the Enemy Act B. Doctrine of Sovereign Compliance C. Maquiladoras D. Act of State Doctrine 32. The most important document to carry when traveling outside your native country is your A. visa. B. consulate papers. C. passport. D. birth certificate. 33. If you break the law in another country, you may A. not call anyone other than a lawyer. B. only be tried for a crime according to the laws of your home country. C. ask the consulate for legal, medical, or financial advice. D. ask the consulate to get you out of jail. True-False Answer 1. False 2. True 3. True 4. False 5. False 6. False 7. True 8. True 9. True 10. False 11. True 12. False 13. True 14. False 15. True 16. False 17. False 18. True Multiple Choice Answer 19. A 20. B 21. C 22. D 23. C 24. A 25. C 26. C 27. D 28. C 29. C 30. D 31. A 32. C 33. C Test Bank for Intercultural Business Communication Lillian Chaney, Jeanette Martin 9780132971270