What Is True Regarding the Decision-Making Processes in International Business

question 33

Multiple Choice

What is true regarding the decision-making processes in international business negotiations?

• A) Asian negotiators prefer to break up a complex, large task into a series of smaller tasks.
• B) The American approach to a complex negotiation task is to discuss all issues at once, in no apparent order.
• C) American negotiators tend to make larger concessions after agreements are announced.
• D) Americans tackle issues such as prices, delivery, and warranty one at a time, with the final agreement being the sum of smaller agreements.
• E) The Western sequential approach and the Eastern holistic approach to decision-making are found to complement each other.

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