Which of the Following Statements Is True Regarding Decision-Making Processes

question 37

Multiple Choice

Which of the following statements is true regarding 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 give up larger concessions during complex negotiation tasks at the end of discussion.
• 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 are found to dovetail each other perfectly, reflecting the success in global trade.

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