Negotiation Quiz

Our  International Negotiation Quiz  is an opportunity to assess your cross-cultural experience and skills.
 
You might find it much more challenging than our  Culture Quiz.  This one is for experts only!  Twenty questions cover all aspects of the negotiation process, from proper preparation to relationship building, from information gathering to bargaining, and from decision-making to agreement and closure, for as many different countries.  Clicking  Submit  will take you directly to the evaluation page.  You can leave some of the answers open when unsure.
 

International Negotiation Quiz

True   Not true
	If a negotiation in India gets heated because of different objectives, avoid eye contact with your counterpart since it could be read as aggressive and disrespectful.
	Oral commitments can represent legally binding contracts in Germany.
	Venezuelans communicate quite directly.  They will usually let you know right away if they don't like the terms and conditions of your proposal.
	Decision-making in Ireland is often very quick, assuming you are dealing with the right person.
	The Chinese won't spend much time gathering and exchanging information since they are often eager to get started with the bargaining exchange.
	When making decisions, Brazilians usually look at the specifics of a situation rather than following universal rules.
	Your opening offer with a Swedish negotiator should leave at least 30-40% bargaining room, since your counterpart will expect you to stay flexible and allow them to obtain "a good deal".
	Negotiators in Israel often use silence as a pressure tactic to obtain further concessions.
	In the Netherlands, a person sucking their thumb is signaling that he or she does not believe you.
	If a negotiation in Mexico gets stuck in a dispute over some detail, you may be able to resolve it quickly by appealing to the personal relationship you have with your counterpart.
	Contracts in Saudi Arabia are expected to include lots of details and therefore often take a long time to create and agree on.
	In Japan, prices rarely move by more than 10-15% from initial offer to final agreement.
	When visiting a potential business partner in France for the first time, do not bring a gift along as this could raise suspicion about your motives.
	Aggressive or adversarial negotiation behavior in Russia indicates that your counterparts do not feel good about the relationship between you.
	In Taiwan, it is strongly advisable to negotiate in a team rather than as an individual.
	Using English-language presentation material is ok everywhere in Canada, though Franco-Canadians may prefer to see some of it in French.
	Bringing a legal counselor to business negotiations in Italy is a good idea because the country has a very complicated catalog of business laws.  Your local counterparts will likely also include an attorney on their side.
	In Malaysia, written contracts are almost always kept since personal honor is a strong value in the country.
	If your negotiation in South Korea reaches a critical point, it can be most effective to have a one-on-one conversation with the most senior local manager in order to resolve disagreements.
	In the United Kingdom, final decisions usually require top management approval.  This authority rarely gets delegated to others.