What Is True of the Decision-Making Process with Respect to the American

question 11

Multiple Choice

What is true of the decision-making process with respect to the American and Japanese negotiators?

• A) The Western sequential approach and the Eastern holistic approach are found to mix well.
• B) Americans often make unnecessary concessions right before agreements are announced by the Japanese.
• C) All issues are discussed at once by the Americans, in no apparent order, and concessions are made on all issues at the end of the discussion.
• D) American managers find it easy to measure the progress of negotiations with their Japanese counterparts.
• E) When negotiating with the Japanese, Americans find that the progress of negotiations is closely linked to the number of issues resolved.

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