Chapter 12

Countries in which the retail systems are fragmented tend to have:

A. no cartels
B. longer distribution channels
C. fewer customers
D. few suppliers
In international marketing, the most critical distribution questions are:
A. choice of market-entry methods
B. 'choice of international shipping method' and 'choice of local logistics in foreign
markets'
C. choice of international shipping method
D. choice of local logistics in foreign markets
'Locked-up' channels occur for all the following reasons except:
A. significant volume requirements from manufacturers
B. agreement prohibiting distributors from selling competitive products
C. channel members' ability to change allegiance without major negative consequences
D. channel members' unwillingness to risk pioneering new products
The physical storage of goods waiting to be passed on to the customers is known as:
A. audit
B. warehousing
C. stock control
D. merchandising
Consumer product channels tend to be ______ industrial product channels.
A. identical to
B. longer than
C. the same length as
D. shorter than
When an organization's intermediary is located in the target foreign market, the
international entry model is known as:
A. direct exporting
B. indirect exporting
C. franchising
D. joint-venture
Which of the following does not contribute to price escalation in foreign markets?
A. Shipping charges
B. Insurance charges
C. Product image
D. VAT
______ involves charging a high price to achieve the highest possible contribution in
a short period of time.
A. Skimming
B. Penetration pricing
C. Psychological pricing
D. Transfer pricing
______ implies that the prices in the individual countries may only vary within a set
range.
A. A price corridor
B. Transfer pricing
C. Barter
D. Standardized pricing
Which currency is also referred to as a vehicle currency?
A. The US Dollar.
B. The Japanese Yen
C. The Euro
D. The British Pound
The main differences between the gray and the black markets are:
A. that black markets are the parts of an economic activity involving illegal deals while
gray markets refer to the flow of goods through unauthorized distribution channels.
B. that black markets may be the subject of illegal product dealings, such as weapons and
illegal drugs.
C. that gray market goods are not illegal while black market goods may be illegal.
D. all of the above.
Tariff levels from country to country affect an organization's ______ strategies.
A. pricing
B. product
C. processes
D. sales management
If an English tourist in Tokyo pays more in British Pounds for the same amount of
Yen that she bought last week, then:
A. the Yen has depreciated relative to the British Pound.
B. the British Pound has appreciated relative to the Yen.
C. a Japanese tourist in London pays more in Yen for the same amount of British Pounds
that she bought the week before.
D. the British Pound has depreciated relative to the Yen.
The most restrictive type of countertrade is:
A. counterpurchase
B. switch trading
C. barter
D. offset
One of the following is not a form of letter of credit:
A. irrevocable but unconfirmed L/C
B. confirmed irrevocable L/C
C. revocable L/C
D. confirmed revocable L/C
Chapter 14
Which staffing policy is the most consistent with an international multidomestic
strategy?
A. Polycentric
B. Ethnocentric
C. Geocentric
D. Regiocentric
A strategy of ______ pricing involves using price as a competitive weapon in order
to push competitors out of a national market.
A. incremental
B. premium
C. predatory
D. psychological
GAM stands for ______
A. Global Account Management
B. Global Association of Manufacturers
C. Ghana Angola and Mali
D. Global Auditing of Manufacturers
Philip Kotler distinguishes the following four types of marketing control, each
involving different approaches, purposes and allocation of responsibilities:
A. production control, planning control, human resources control and long-term control
B. strategic control, efficiency control, annual plan control and profit control
C. pricing control, efficiency control, communication plan control and product quality
control
D. strategic control, systematic control, human resources control and feedforward control
The purpose of the global marketing plan is to create sustainable competitive
advantages in the global marketplace. In SMEs, this process is likely to be:
A. systematized
B. better put together than in LSEs
C. formal
D. informal
In which of the following situations do geographical structures best serve firms
wishing to internationalize?
A. When companies are more experienced with international markets and business.
B. When firms have a homogeneous range of products that need fast and efficient world-
wide distribution.
C. When firms have diversified product lines and extensive R&D activities.
D. None of the above
The belief that a very technically competent employee from a domestic market will
perform just as well in any of the foreign countries where the organization operates
is a(n) ______ approach to international HR staffing.
A. recommended
B. low risk
C. excellent
D. high risk
Which type of marketing structure implies that divisions become primarily
responsible for the development and implementation of the overall international
strategy?
A. The matrix structure
B. The functional structure
C. The international division structure
D. The geographical structure
One of the main advantages of an ethnocentric staffing policy in international
markets is:
A. it facilitates the transfer of core competencies to and among the firm's foreign
subsidiaries.
B. it results in very technically competent staff.
C. it is cheaper.
D. none of the above
Which type of relationship has the advantage of allowing the understanding of
global account opening?
A. The 'concentric' relationship
B. The 'bow' tie relationship
C. The 'diamond' relationship
D. None of the above
The world’s number one producer of sunglasses is:
A. China
B. India
C. The United States of America
D. Italy
The world-wide sunglasses market is usually segmented by:
A. status and price
B. function and brand
C. price and function
D. price and season
Which of the following countries is the most culturally challenging for a
Westernized organization wishing to expand internationally?
A. The United States of America
B. Japan
C. France
D. Germany
According to Svend Hollensen, the simplest approach to global marketing
organization is represented by:
A. the product structure
B. the functional structure
C. the matrix structure
D. the geographical structure
The main situations when the existence of regional management centers is necessary
are:
A. 'when sales volume in a particular region becomes substantial' and 'when each region
needs to be treated separately due to the homogeneity within regions and the
heterogeneity between them' are correct.
B. when each region needs to be treated separately due to the homogeneity within regions
and the heterogeneity between them.
C. when sales volume in a particular region becomes substantial.
D. when management is not trained to manage large regions.
NEGOTIATION
Chapter 13
`A ______ style is the pattern of behaviour an individual develops in response to
conflict with others, such as differences of opinion.
A. autocratic management
B. consultative management
C. laissez-faire management
D. conflict management
Guinness is a stout market leader in which region(s)?
A. North America
B. Middle East
C. Africa
D. B and C
______ is a type of negotiation in which the buyer and seller of a product dispute the
price which will be paid and the exact nature of the transaction that will take place
in hope that they will come to an agreement.
A. Bargaining
B. Bazaar
C. Bureaucracy
D. Bribery
Compared to North Americans and North Europeans who prefer short negotiations
and to 'get down to business' as soon as possible, Japanese businessmen prefer:
A. to meet up several times before negotiating
B. to take their time
C. to feel that there is mutual trust and respect
D. all of the above
Business negotiations between which cultures usually result in more cooperative and
creative behaviour?
A. When a business person from a low masculine culture meets a business person from a
low power distance culture.
B. When a business person from a high masculine culture meets a business person from a
high power distance culture.
C. When a business person from a collectivist culture meets a business person from an
individualist culture.
D. None of the situations described above
Compared to feminine cultures, in masculine cultures conflict is usually resolved
through:
A. compromise
B. cooperation
C. fighting
D. invasion
Business negotiations between equals (low power distance) is not a concept found in:
A. Russia
B. Korea
C. Japan
D. all of the above countries
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
International marketers must know that when contemplating offering gifts to their
Chinese business counterparts or their families, clocks are inappropriate because:
A. they are generally cheap and bear 'no value'.
B. they are associated with death.
C. Chinese do not put so much emphasis on time.
D. their presence implies that work hours are not over 'yet'.
When meeting a devout Muslim businessman, one must not:
A. point to the clock as clocks are associated with death in high context cultures.
B. show creative behaviour or behave in any way over-cooperative as it is considered to
be a sign of humiliation.
C. show seniority, as the meeting will come to a sharp end.
D. shake with the left hand as it is considered to be rude.
The main differences between bribery and lubrication are:
A. 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.
B. 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.
C. lubrication payments accompany requests for a person to do the job more rapidly and
efficiently.
D. all of the above
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 a 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.
As compared to unannounced negotiation, formal negotiation
So với thương lượng không báo trước, thương lượng chính thức
A. is simpler
B. requires less preparation
C. is more time consuming
D. is more difficult
Informal negotiation involves
A. two people
B. four people
C. three people
D. any number of people
Persuasion is an essential element of effective negotiation because it helps in
A. effecting agreements and solutions in the interest of all
B. achieving one’s own interests
C. resolving disputes among people
D. settling issues between two parties
The final aim of negotiation is to
A. end a dispute
B. win at all cost
C. reach an agreement
D. implement an agreement between two parties thực hiện thỏa thuận giữa hai bên
A negotiation is discussed in a tone that focuses attention on the need to reach a
satisfactory solution by
Một cuộc đàm phán được thảo luận với giọng điệu tập trung sự chú ý vào nhu cầu
đạt được một giải pháp thỏa đáng bằng cách
A. joint problem-solving giải quyết vấn đề chung
B. making proposals
C. setting conditions
D. setting conditions force
In order to persuade others, facts should be discussed from the point of view of a
A. fourth party
 B. third party
C. first party
D. second party
In negotiations, the interpretation of a cue requires skill because it may be
Trong các cuộc đàm phán, việc giải thích một gợi ý đòi hỏi kỹ năng vì nó có thể
A. ambiguous mơ hồ
B. behavioral
C. intentional
D. intentional verbal
Using feedback in sales negotiation, result in
A. distort communication in negotiation
B. motivate the sender to change his or her behavior
C. lead negotiators to change the way that negotiate
D. all of these
Which stage in negotiation process, involve setting of objectives for a sales
negotiation
A. preparation
B. presentation
C. value exchange
D. none of these
The sales negotiation process ,start with
A. revealing objections
B. getting to know the negotiator
C. revealing conflicts
D. none of these
The negotiation process has three stages. Which one of the following is NOT a
stage?
A. preparation
B. action
C. strategy confirmation
D. settling on details
In third-party negotiations, a third party with the authority to dictate (ra lệnh) an
agreement is known as a(n)
A. conciliator
B. mediator
C. consultant
D. arbitrator
Cooperativeness in sales negotiation, refers to
A. these is an absence of conflict
B. the organization satisfies its own goals
C. one party attempt to satisfy the other party's concerns
D. one party attempt to satisfy his concerns
Sales negotiation is exemplified (được ví như) as
A. values
B. alternatives
C. paradoxes nghịch lý
D. principles
What can be referred as lose-win situation in sales negotiation
A. both parties are dissatisfied with negotiation results
B. one party satisfied and the other not satisfied with the negotiation results
C. one party is prepared to give concessions , and the result may go one way or the
other một bên sẵn sàng nhượng bộ, và kết quả có thể đi theo hướng này hay hướng
khác
D. none of these
Which concept used for setting objectives you set fo sales negotiation , refers to what
you have to trade
A. cost
B. currency
C. profit
D. value
How a company is situated relative to its competitors is referred to as
A. market share
B. Position
C. competitive advantage
D. brand leadership
"The winner's curse" occurs when
A. a negotiator sets his/her aspirations too high
B. a negotiator makes an offer that is immediately accepted
C. the counterparty demonstrates retaliative behavior
D. no one can be trusted
A type of negotiation behavior known as reactive devaluation is demonstrated by
A. the grass-is-greener negotiator
B. a positional negotiator
C. an overaspiring negotiator
D. an underaspiring negotiator
The three sources of risk in negotiation include
A. tactical risk, strategic risk, overconfidence risk
B. failure risk, BATNA risk, information-sharing risk
C. contractual risk, overconfidence risk, failure risk
D. strategic risk, BATNA risk, contractual risk
The endowment effect is
A. the difference between what sellers demand and what buyers are willing to pay
B. a tendency for people to value an object more once they own it
C. the value we associate with a certain object or outcome
D. saving money instead of purchasing goods
A dispute occurs when
A. parties have to resort to their BATNAs
B. parties fail to exchange resources
C. a claim is made by one party and rejected by the other party
D. we turn down favors and rewards from others
TYPES OF NEGOTIATION
Win-win negotiations are also called
1. fair division negotiations
2. equal-concession negotiations
3. integrative negotiations
4. distributive negotiations
Which of the following is true about integrative negotiations?
1. compromise is a method for achieving maximum win-win between parties
2. negotiators should reach an agreement to prevent an impasse
3. negotiators should reveal their interests
4. negotiators should reveal their positions
The first level integrative agreements
1. exceed parties' no-agreement possibilities or reservation points
2. do not create value relative to parties' best alternative
3. are as good as parties' reservation points
4. are as good as parties' disagreement alternatives
All of the following strategies can potentially increase joint gain, except:
1. downplaying parties' differences
2. disclosing preferences and priorities
3. negotiating issues simultaneously
4. identifying more than one issue
A negotiated agreement is considered the pareto-optimal frontier if
1. both negotiators are satisfied with the outcome
2. the achieved outcome is beneficial to both negotiators
3. it is impossible to improve any negotiator's outcome without hurting the other party's
outcome
4. it is possible to improve one negotiator's outcome without hurting the other party's
outcome
Negotiators who make multiple offers have an edge in all of these critical aspects
except:
1. gaining better information about the other party
2. sweetening the deal and offering to make future concessions
3. being more aggressive in terms of anchoring the negotiation favorably
4. signaling one's priorities more effectively
The fixed-pie perception refers to
1. simultaneously improving the outcomes for both parties
2. believing that the counterparty's interests are directly opposed to one's own interests
3. fixed alternative agreements that improve one party's outcome
4. settling for outcomes that exceed parties' reservation points
Lose-lose outcomes most often result from
1. lack of time and effort invested in a negotiation
2. believing that one's interests are incompatible with the other party's
3. assumptions we make about our opponent and the negotiation situation
4. bargaining zones that are too narrow
A contingent contract generally refers to a contract in which The illusion of
transparency refers to which phenomenon?
1. both parties are confident in positive outcomes in any turn of events
2. negotiators agree on the probability of future events
3. terms in the future will differ depending on the realization of some future event
4. lots of room is left for ambiguity
The illusion of transparency refers to which phenomenon?
1. Making predictions when information is in short supply
2. Human judgment and decision-making differ from rational choice
3. Making reasonable estimation based on a single known data point
4. People believe they are revealing more than they actually are
A type of negotiation behavior known as reactive devaluation refers to:
A. a negotiator who does not know what he or she really wants other than not wanting
what the other party is offering
B. a negotiator who sets the target point too high and refuses to make any concessions
C. a negotiator who overvalues the counterparty's offer
D. an negotiator who opens the negotiation by setting their target too low
One strategy for improving one's BATNA in negotiation is to:
A. discuss it in explicit terms with the counterparty
B. improve your alternative options before going to the negotiation table
C. replace it with an aspiration point
D. revise it in reaction to progress of the negotiation
A negotiator's reservation point is a quantification of the negotiator's:
A. target point
B. BATNA
C. bargaining zone (ZOPA)
D. opening offer
In negotiation, buyers and sellers may adopt differing bargaining positions for an
object, but their private valuations for the object should not differ as a consequence
of who has possession. The endowment effect is best described as:
A. the difference between what sellers demand and what buyers are willing to pay
B. a tendency for people to value an object more once they own it
C. the intrinsic value we associate with a certain outcome
D. saving money instead of purchasing goods
A dispute is best defined as a situation in which:
A. parties have to resort to their BATNA's
B. parties fail to exchange resources
C. a claim is made by one party and rejected by the other party
D. negotiators turn down favors and rewards from others
In negotiation, the fixed-pie perception is defined as:
A. the assumption that attacking the other party is the best way to get most of the pie
B. the assumption that capitulating to the other negotiating party's demands is the best
way to a win-win agreement
C. the belief that concessions are necessary by one or both parties in order to reach an
agreement
D. the assumption that sticking to your demands and refusing anything but the majority
of the pie is the best way to get most of the pie
Negotiation is best described as a _______, which involves both _________ and
________.
A. self-assessment ; focus ; introspection
B. grass-is-greener negotiation ; selectiveness ; restlessness
C. strategic risk ; aggressiveness ; gambling
D. mixed-motive enterprise ; cooperation ; competition
Effective negotiation preparation encompasses three general abilities: situation
assessment, other-party assessment, and _______.
A. financial assessment
B. location assessment
C. team assessment
D. self-assessment
In preparing for negotiation, a negotiator needs to determine what would constitute
an ideal outcome, or favorable set of terms, also known as a _______.
A. winner's result
B. target point
C. BATNA
D. reservation point
In order to reach a successful negotiation outcome, the negotiators must understand
that their BATNA is:
A. the outcome that the negotiator wishes to achieve
B. able to be modified by persuasive offers
C. not time sensitive
D. determined by objective reality
The term used to represent the quantification of a negotiator's BATNA with respect
to other alternatives is known as:
A. the reservation point
B. the target point
C. the focal point
D. a sunk cost
Negotiators who make the mistake of not developing a reservation point before they
negotiate often focus on:
A. personal grudges
B. arbitray values
C. their reputation
D. time constraints
Negotiators should assess themselves and their resources before commencing
negotiation. One question a negotiator should ask is, "What are my sunk costs?" A
sunk cost is best defined as:
A. money you have invested, that is for all practical purposes, spent
B. a contractual cost
C. money you expect to be paid at the completion of a service contract
D. the yield expected from a stock price
It is not advisable to focus on a single issue in a negotiation because single-issue
negotiations are _______ in nature.
A. variable-sum
B. integrative
C. mixed-motive
D. fixed-sum
Negotiators should take the time to brainstorm how a single-issue negotiation may
be segmented into multiple issues. By identifying and segmenting the negotiation
into multiple issues, negotiators may create _________ .
A. a less complicated negotiation
B. more issues that could lead to an impasse
C. integrative potential
D. a potentially illegal negotiation situation
When, you are asked about your desired salary in a job interview, what is the best
response to use with the prospective employer?
A. Make an extreme offer and negotiate your way back down to your acceptable BATNA
range
B. Give a salary range that would meet your needs in order to seem less fixated on a
particular number.
C. Make a take-it-or-leave-it offer
D. Identify a variety of different combinations of highly attractive offer packages and
present those packages to the employer
Negotiators can focus on gains or losses during a negotiation. Most negotiators are
_______ when it comes to losses, and _______ when it comes to gains.
A. risk-averse ; risk-seeking
B. risk-seeking ; risk-averse
C. rational ; irrational
D. irrational ; rational
What factors can lead a negotiator to be uncertain about his or her BATNA?
A. Potential alternatives present themselves all at once, giving the person a wide range of
choices
B. The person is presented with a take it or leave it offer
C. The person is not confident in their reservation point
D. Potential alternatives arrive sequentially, rather than all at the same time
As compared to negotiators who focus on maximizing gains, negotiators who focus
on minimizing their losses are more likely to:
A. reach agreement
B. minimize their strategic risks
C. make few concessions and reach fewer agreements
D. accept a sure thing
The more _____ the negotiator, the more likely it is that she or he will make greater
concessions.
A. vigilant
B. risk-averse
C. risk-seeking
D. confident
What is meant by counterfactual thinking in negotiation?
A. A negotiator who focuses intensely on what outcome he or she wants
B. A negotiator who thinks about what might have been but did not occur
C. A negotiator who plays the devil's advocate with the other party
D. A negotiator who considers whether the other party will follow through on the terms
of their agreement
In negotiation, having your first offer immediately accepted by the counterparty is
likely to lead to feelings of what might have been different, also known
as_________?
A. linkage effects
B. counterfactual thinking
C. hindsight bias
D. gambler's fallacy

What is meant by the hidden table in a negotiation?

A. An undisclosed group of resources
B. The ultimate goal of a good negotiator
C. Important parties who are the real decision makers are not present at the negotiation
table
D. The undisclosed offers that could have been made
CULTURAL DIMENTION
BATNA
Which of the following statements are not true when it comes to BATNAs?
A. They are dynamic and constantly changing
B. It is generally wise to reveal them
C. They are determined by the negotiator's available options
D. They are a good anchor point for the negotiator
BATNA (Best Alternative to a Negotiated Agreement) determines the point at which
a negotiator is prepared to
A. make larger concessions
B. keep options open
C. walk away from the negotiation table
D. identify counterparty's alternatives
What is the main benefit of having a good BATNA?
A. it increases awareness of the product in foreign markets
B. it increases negotiation power
C. it increases export capacity
D. it increases market share in foreign markets
The bargaining zone, or zone of possible agreements (ZOPA), is the range
A. below the seller's reservation point and above the buyer's target point
B. above the seller's focal point and above the buyer's aspiration point
C. between negotiators' reservation points
D. between negotiators' target points
The negotiator's surplus is the positive difference between:
A. negotiators' reservation points
B. the settlement outcome and the negotiator's reservation point
C. the bargaining surplus and the settlement outcome
D. the best and worst possible economic outcomes
If you reveal your reservation point during the course of negotiation:
A. the other party has little or no incentive to offer you more
B. parties will reach an impasse
C. the counterparty will reveal his or her reservation point
D. you will get a bigger slice of the pie
4. A negative bargaining zone indicates that:
A. parties are worse off by not reaching agreement than by reaching agreement
B. there is no positive overlap between the parties' reservation points
C. parties should keep negotiating to find a positive bargaining zone
D. the counterparty's first offer was not accepted
Which of the following is a strategically wise method of anchoring?
A. Setting an assertive aspiration point early in the negotiation
B. Immediately rejecting the counterparty's first offer
C. Determining the exact midpoint between the last two offers on the table
D. Refusing to make any concessions
When formulating counteroffers and concessions, negotiators need to consider three
things:
A. the starting value, the end value, and the magnitude of concessions
B. the fairness, the misuse, and the pattern of concessions
C. the pattern, the magnitude, and the timing of concessions
D. the impact, the size, and the timing of endowment effects
Some negotiators are tempted to lie to the other party in a negotiation. Lying to the
counterparty may result in all of the following except:
A. damages a negotiator's reputation
B. respect and subordination of the counterparty
C. having the other party call your bluff
D. an increased likelihood of the chilling effect
Concerning the multiple methods of fair resource division, which of the following
statements is true regarding the equity rule?
A. The needs based rule is most commonly used to allocate burdens
B. An example of the equity rule is the U.S. legal system
C. The equity rule prescribes that outcomes are distributed without regard to inputs
D. Distribution should be proportional to a person's contribution
Negotiator's evaluations of the fairness of procedures determines their satisfaction
and willingness to comply with negotiated outcomes. Procedural justice is best
defined as:
A. the promises made to a counterparty to deliver on a contract
B. the processes by which decisions are made, the methodology behind how resources are
distributed, and how outcomes are determined
C. the agreements wherein negotiators make bets based on their differences in beliefs,
forecasts, risk profiles, and interests.
D. the rectification of wrongs
If the counterparty opens with an "outrageous" offer, the negotiator should:
A. lower his/her aspirations
B. reveal his/her reservation price
C. immediately re-anchor
D. appeal to norms of fairness
If a negotiator desires to maximize his or her outcomes, which of the following best
describes the goal that a negotiator should have when approaching a negotiation?
A. To reach a settlement that shares the pie equally with both parties
B. To reach a settlement that is most favorable to oneself and does not give up too much
of the bargaining zone
C. To gain all of the bargaining surplus
D. To have the counterparty leave defeated
In a positive bargaining zone, negotiators' reservation points overlap. If the parties
fail to reach an agreement when a positive bargaining zone exists, the outcome is
______ because ______.
A. uneven ; of the chilling effect
B. even ; both sides can walk away
C. a suboptimal impasse ; the negotiators left money on the table
D. unilateral ; negotiators will have to exercise their BATNA's
Because negotiations are costly to prolong, it is in both parties' interests to
determine whether a positive bargaining zone is possible. If the negotiators discover
that no positive bargaining zone exists, what is the recommended action they should
take?
A. Continue negotiating
B. Stop negotiations and pursue other alternatives
C. Increase the group size of both negotiating parties
D. Take a break
The _______ is a measure of the value that a negotiated agreement offers to both
parties over the value of not reaching a settlement.
A. negotiator's surplus
B. bargaining surplus
C. BATNA
D. target point
Negotiators who desire to increase their share of the bargaining zone are best
advised to:
A. set fair aspirations
B. reveal their reservation price
C. improve their BATNA
D. avoid making the first offer
Revealing information about a BATNA or a reservation point:
A. reduces a negotiator's power in a negotiation
B. increases the counterparty's propensity for strategic risk taking
C. is a pie-expanding strategy
D. improves the negotiator's odds of getting what they want
Some negotiators make extreme offers. The result of this strategy often means the
counterparty may be offended and walk away from the table. This is known as the:
A. chilling effect
B. goal-setting paradox
C. social utility decline
D. winner's curse
According to a research study examining post-negotiation satisfaction, negotiators
who focus on their ideal outcomes do not feel as satisfied as negotiators who focus on
their:
A. first offer
B. BATNA
C. negotiator's surplus
D. ZOPA
B. BATNA
The Boulwarism strategy, named after a former CEO, often engenders hostility
from the counterparty because it prescribes that negotiators should:
A. make their first offer their final offer
B. immediately reanchor the negotiation if the other party opens first
C. lie about their reservation point
D. manipulate the counterparty's reservation point
What principle is best to keep in mind when making an opening offer in a
negotiation?
A. Don't open too high, or you will insult the counterparty
B. Don't open too low, or you will offend the counterparty
C. Offer a numerical range
D. Make several offers that are satisfying to you
What is meant by a premature concession in negotiation?
A. Concessions that are not offered in a timely fashion
B. Concessions that leave the negotiator wondering "what could I have gotten if I had
done things differently?"
C. When a negotiator makes multiple concessions before the other party responds
D. When the counterparty gives up on offering concessions before agreement is reached
If the counterparty makes the first offer, negotiators are best advised to:
A. accept their first offer
B. make a counteroffer in a timely fashion
C. make your counteroffer your final offer
D. adjust your BATNA based upon the counterparty's offer
Counteroffers accomplish two things; first they signal your willingness to negotiate,
and second:
A. they establish your reputation
B. they help you save face
C. they diminish the prominence of the counterparty's initial offer as an anchor point
D. they indicate your acceptance of the counterparty's anchor point
Unilateral concessions refer to ______; bilateral concessions refer to ________.
A. differential concessions ; homogeneous concessions
B. general concessions made by both sides ; specific concessions made by one party
C. consistent concessions ; inconsistent concessions
D. concessions made by one party ; concessions made by both parties to the negotiation
Regarding effective strategies for a successful negotiation outcome, why should a
negotiator be wary of the even-split ploy?
A. You can seem altruistic and cooperative by considering an even-split
B. By accepting the even-split ploy, you will harm your reputation
C. The pattern of concessions is not always fair and the pattern of offers is not always
equal
D. By not accepting you can invite aggressiveness from the counterparty
ĐỀ
1) In low-context cultures, the majority of the information is made
A. pre-negotiation
B. negotiation
C. implicitly
D. explicity
2) China iss known as a……..culture that values relationships and the
harmony…….and facework that nurture them
A. Collectivist/cooperation
B. Collectivist/competition
C. Individualist/cooperation
D. Individualist competition
3) Japanese businessmen typically do not believe in:
A. business friendships and group decisions
B. low context cultures and their informal downplay business status
C. using first names unless in the very best interest of personal relationships
D. any of the above
4) Negotiation strategy is partly concerned with
Chiến lược đàm phán một phần liên quan đến
A. Searching for a common goal
B. prolonging the length of the negotiation
C. ending the discussion
 D. avoiding failure
5) Negotiation implies that both parties accept that the agreement between them is
Đàm phán ngụ ý rằng cả hai bên chấp nhận rằng thỏa thuận giữa họ là
A. necessary
B. final and binding cuối cùng và ràng buộc
C. conditional
D. subject to further dispute
6) One’s negotiation objective should be
A. social
B. realistic
C. ideal
D. personal
7) To find the way to solve people problems, it is usefule to think in terms of basic
categories below except
A. Perception
B. Emotion
C. Communication
D. Relationship
8) Which statement is not true about how L'Oreal, a global brand, is perceived in
various world markets?
A. In collectivistic cultures L'Oreal is viewed as prestigious and international.
B. In low power distance cultures L'Oreal is viewed as friendly.
C. In individualistic cultures L'Oreal is viewed as a 'must have in order to be successful'.
D. In high uncertainty avoidance cultures L'Oreal is viewed as trustworthy
9) The negotiation stratergy 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 negotiation
C. Principled negotiation
D. Win-win negotiation
10) In………., participants are friends, the goal is agreement
A. Soft negotiation
B. Hard negotiation
C. Principled negotiation
D. Win-win negotiation
 A

Những người mặc cả quan niệm rằng đàm phán là một quá trình phân phối một lượng giá
trị cố định -> DISTRIBUTIVE

B

C

B
 A

D
18) 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
19) The reservation point is mostly related to the
A. negotiator's target point
B. negotiator's BATNA
C. bargaining zone (ZOPA)
D. negotiator's opening offer
20) Most commonly, third-party intervention takes the form of
A. power differential
B. pie-slicing
C. partnership
D. mediation or arbitration