Cross cultural management essential concepts 4th edition thomas test bank

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Instructor Resource Thomas/Peterson, Cross-Cultural Management, 4e SAGE Publishing, 2018

Test Bank Chapter 6: The Manager as Negotiator: Communicating and Negotiating Across Cultures Multiple Choice

1. ______ is the act of transmitting messages, including information about the nature of the relationship, to another person who interprets these messages and gives them meaning.

A. Grounding B. Fielding C. Messaging D. Communication Ans: D Cognitive Domain: Comprehension Answer Location: Cross-Cultural Communication Process Difficulty Level: Easy 2. ______ occurs when the meaning of the message is understood because of the common information shared by the sender and receiver.

A. Cultural field B. Grounding C. Complex messages D. Communication Ans: B Cognitive Domain: Comprehension Answer Location: Cross-Cultural Communication Process Difficulty Level: Medium 3. Amelia and Olivia are both from Singapore and often use slang words from their home that others do not understand. However, for Amelia and Olivia, the meaning of their messages is easily understood because of the common information they share called ______.

A. cultural field B. grounding C. metaphors D. euphemisms Ans: B Cognitive Domain: Application Answer Location: Cross-Cultural Communication Process Difficulty Level: Medium 4. ______ refers to the culturally based elements of a person’s background (e.g., education, values, and attitudes) that influence communication.

A. cultural field B. communication

Instructor Resource Thomas/Peterson, Cross-Cultural Management, 4e SAGE Publishing, 2018

C. complex messages D. grounding Ans: A Cognitive Domain: Comprehension Answer Location: Cross-Cultural Communication Process Difficulty Level: Easy 5. ______ is a symbolic code of communication consisting of a set of sounds with understood meanings and a set of rules for constructing messages.

A. Syntax B. Lingua franca C. Language D. Foreigner speak Ans: C Cognitive Domain: Comprehension Answer Location: Language Difficulty Level: Medium 6. The second language in use in international business is most often ______.

A. English B. German C. Japanese D. French Ans: A Cognitive Domain: Comprehension Answer Location: Language Difficulty Level: Medium 7. The greater the fluency of second-language speakers, the more likely they are to be seen as ______ in other respects.

A. cultural B. distinctive C. competent D. foreigner speak Ans: C Cognitive Domain: Comprehension Answer Location: Language Difficulty Level: Medium 8. ______ occurs when first-language speakers in a cross-language interaction respond to lower linguistic competency of their partner by modifying aspects of their speech, such as slowing the rate of speech and reducing sentence complexity.

A. context shifting B. lingua franca C. competency D. foreigner speak Ans: D Cognitive Domain: Comprehension

Instructor Resource Thomas/Peterson, Cross-Cultural Management, 4e SAGE Publishing, 2018

Answer Location: Language Difficulty Level: Medium 9. Isla speaks French well and usually speaks very quickly. However, when she conducts business with those for whom French is not easily understood, she speaks very slowly and carefully to help them understand her words. When Isla does this, she is engaging in ______.

A. context shifting B. lingua franca C. ethnolinguistic vitality D. foreigner speak Ans: D Cognitive Domain: Application Answer Location: Language Difficulty Level: Medium 10. A (n) ______ message is one in which most of the information is either in the physical context or internalized in the person, while very little is in the coded, explicit, transmitted part of the message.

A. high-context B. low-context C. inexact D. direct Ans: A Cognitive Domain: Comprehension Answer Location: Explicit Versus Implicit Communication Difficulty Level: Medium 11. A ______ message is one in which very little is in the coded, explicit, and transmitted part of the message, A. cultural B. high-context C. metaphor D. low-context Ans: B Cognitive Domain: Comprehension Answer Location: Explicit Versus Implicit Communication Difficulty Level: Easy 12. A (n) ______ communication is one in which the mass of the message is vested in the explicit code.

A. low-context B. high-context C. ambiguous D. cultural Ans: A Cognitive Domain: Comprehension Answer Location: Explicit Versus Implicit Communication Difficulty Level: Medium

Instructor Resource Thomas/Peterson, Cross-Cultural Management, 4e SAGE Publishing, 2018

13. When addressing her colleagues, Ava wants to leave no details to interpretation. She makes her messages very explicit. In other words, Ava’s messages are ______.

A. low context B. high context C. ambiguous D. cultural Ans: A Cognitive Domain: Application Answer Location: Explicit Versus Implicit Communication Difficulty Level: Medium 14. In ______ cultures, the message is conveyed largely by the words spoken.

A. high-context B. inexact C. metaphorical D. low-context Ans: D Cognitive Domain: Comprehension Answer Location: Explicit Versus Implicit Communication Difficulty Level: Medium 15. In ______ cultures, a good deal of the meaning of communication is implicit. The receiver must fill in the gaps from past knowledge of the speaker, the setting, or other contextual cues.

A. low-context B. high-context C. ambiguous D. inexact Ans: B Cognitive Domain: Comprehension Answer Location: Explicit Versus Implicit Communication Difficulty Level: Medium 16. Sienna tends to send very brief emails with only a few words. However, her coworkers understand what she means in these messages because they understand her and how she thinks. In other words, Sienna’s messages are ______.

A. low context B. high context C. ambiguous D. inexact Ans: B Cognitive Domain: Application Answer Location: Explicit Versus Implicit Communication Difficulty Level: Medium 17. There is a close agreement between the position of countries on this scale of low context versus high context and their location on Hofstede’s ______ index.

A. uncertainty avoidance B. individualism–collective

Instructor Resource Thomas/Peterson, Cross-Cultural Management, 4e SAGE Publishing, 2018

C. long-term orientation D. power distance Ans: B Cognitive Domain: Comprehension Answer Location: Explicit Versus Implicit Communication Difficulty Level: Medium 18. Individuals with independent self-concepts are more likely to be ______ communicators.

A. metaphorical B. high-context C. ambiguous D. low-context Ans: D Cognitive Domain: Comprehension Answer Location: Explicit Versus Implicit Communication Difficulty Level: Medium 19. Individuals with interdependent self-concepts are more likely to be ________communicators.

A. inexact B. high-context C. direct D. low-context Ans: B Cognitive Domain: Comprehension Answer Location: Explicit Versus Implicit Communication Difficulty Level: Medium 20. In ______ cultures, speech includes more qualifiers, such as maybe, perhaps, somewhat, and probably.

A. individualist B. collectivist C. direct D. inexact Ans: B Cognitive Domain: Comprehension Answer Location: Explicit Versus Implicit Communication Difficulty Level: Medium 21. Directness in communication is associated with ______ cultures.

A. high-power distance B. ambiguous C. collectivist D. individualist Ans: D Cognitive Domain: Comprehension Answer Location: Direct Versus Indirect Communication Difficulty Level: Medium

Instructor Resource Thomas/Peterson, Cross-Cultural Management, 4e SAGE Publishing, 2018

22. Indirectness in communication is associated with ______ cultures.

A. collectivist B. inexact C. individualist D. uncertainty avoidance Ans: A Cognitive Domain: Comprehension Answer Location: Direct Versus Indirect Communication Difficulty Level: Medium 23. In ______ cultures, politeness and a desire to avoid embarrassment often take precedence over “truth."

A. individualist B. collectivist C. high-power distance D. low uncertainty avoidance Ans: B Cognitive Domain: Comprehension Answer Location: Direct Versus Indirect Communication Difficulty Level: Medium 24. Although making untrue statements (white lies) to preserve harmony is probably universal, the extent of its use is probably higher in ______ cultures.

A. high-context B. implicit C. collectivist D. individualist Ans: C Cognitive Domain: Comprehension Answer Location: Direct Versus Indirect Communication Difficulty Level: Easy 25. Communicators in ______ cultures tend to value silence as a way of controlling the communication interaction.

A. high-power distance B. individualist C. low uncertainty avoidance D. collectivist Ans: D Cognitive Domain: Comprehension Answer Location: Silence and Verbal Overkill Difficulty Level: Easy 26. Communicators in ______ cultures tend to value talking as a way of controlling the communication interaction.

A. individualist B. low-context C. collectivist

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D. low uncertainty avoidance Ans: A Cognitive Domain: Comprehension Answer Location: Silence and Verbal Overkill Difficulty Level: Medium 27. Matilda often uses silence in her meetings to communicate and control the conversation. For Matilda, silence might be thought of as an extreme form of ______ communication.

A. explicit B. high-context C. ambiguous D. low-context Ans: B Cognitive Domain: Application Answer Location: Silence and Verbal Overkill Difficulty Level: Medium 28. ______ is an informal usage of language typically more playful and associated with a particular subgroup.

A. Jargon B. Metaphor C. Slang D. Euphemism Ans: C Cognitive Domain: Comprehension Answer Location: Slang and Jargon Difficulty Level: Medium 29. ______ is a language associated with a particular subgroup but is often a very specialized or technical language of people engaged in a similar occupation or activity.

A. Slang B. Metaphor C. Euphemism D. Jargon Ans: D Cognitive Domain: Comprehension Answer Location: Slang and Jargon Difficulty Level: Medium 30. When a communicator substitutes a bland or less direct expression to refer to a word that is not often used publicly, such as words associated with sexual relations or bodily functions, the communicator is using a (n) ______.

A. euphemism B. slang C. proverb D. metaphor Ans: A Cognitive Domain: Comprehension

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Answer Location: Euphemisms Difficulty Level: Medium 31. Evelyn would prefer not to use words associated with bodily functions. Instead of asking members of the meeting if a bathroom break was necessary, she asked if anyone needed a “comfort break.” Evelyn is using a (n) ______ to obscure meaning.

A. proverb B. euphemism C. discourse D. prohibited word Ans: B Cognitive Domain: Application Answer Location: Euphemisms Difficulty Level: Medium 32. ______ are short sayings that express things that are obviously true in a particular culture and often advise people how they should behave.

A. Proverbs B. Idioms C. Maxims D. Euphemisms Ans: A Cognitive Domain: Comprehension Answer Location: Proverbs and Maxims Difficulty Level: Medium 33. ______ involves shifting one’s speech patterns to achieve greater language similarity.

A. Language similarity B. Ethnolinguistic vitality C. Lack of fluency D. Speech accommodation Ans: D Cognitive Domain: Comprehension Answer Location: Language Accommodation Difficulty Level: Medium 34. The ______ of the language in an exchange refers to the language that has higher prestige and is widely used in the relevant institutions or settings.

A. speech accommodation B. ethnolinguistic vitality C. cultural conflicts D. speech patterns Ans: B Cognitive Domain: Comprehension Answer Location: Language Accommodation Difficulty Level: Medium

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35. In business situations, the default language, because of lack of fluency or cultural conflicts, is often ______.

A. English B. French C. Italian D. Chinese Ans: A Cognitive Domain: Comprehension Answer Location: Language Accommodation Difficulty Level: Easy 36. The idea that adapting one’s communication style to that of the other culture participant will help to bridge cultural distance and improve communication is based on the ______ hypothesis.

A. similarity–attraction B. optimal level of accommodation C. linguistic accommodation D. cultural participant Ans: A Cognitive Domain: Comprehension Answer Location: Stylistic Accommodation Difficulty Level: Medium 37. Higher degrees of language fluency can lead to the second-language user being perceived as having a higher ______ in other areas.

A. difference B. similarity C. competency D. behavior Ans: C Cognitive Domain: Comprehension Answer Location: Language Fluency Difficulty Level: Medium 38. as much as ______ of communication between people in the same language group is nonverbal.

A. 20% B. 70% C. 50% D. 90% Ans: B Cognitive Domain: Comprehension Answer Location: Nonverbal Communication Difficulty Level: Medium 39. ______ communication helps to regulate intercultural interaction by providing information about our feelings and emotional state, adding meaning to our verbal messages, and governing the timing and sequencing of the interaction.

A. Verbal B. Fluent

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C. Stylistic D. Nonverbal Ans: D Cognitive Domain: Comprehension Answer Location: Nonverbal Communication Difficulty Level: Medium 40. ______ is a nonverbal behavior in communication that includes pitch, volume, speed, tension, variation, enunciation, and a number of other voice qualities such as breathiness and creakiness.

A. Word choice B. Language C. Verbal component D. Tone of voice Ans: D Cognitive Domain: Comprehension Answer Location: Tone of Voice Difficulty Level: Medium 41. ______ refers to the way in which people use personal space in their interactions with others.

A. Similarity B. Proxemics C. Fluency D. Linguistics Ans: B Cognitive Domain: Comprehension Answer Location: Proxemics Difficulty Level: Easy 42. Millie is from a country with a cold climate. According to the study of proxemics, it is likely that she will prefer ______ physical distance in communication than do people in warmer climates.

A. smaller B. fluent C. larger D. conflicting Ans: C Cognitive Domain: Application Answer Location: Proxemics Difficulty Level: Medium 43. High touch cultures include all of the following EXCEPT: A. Germans B. Mediterranean cultures C. Eastern Europeans D. Israelis Ans: A Cognitive Domain: Analysis Answer Location: Proxemics Difficulty Level: Medium

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44. Low touch cultures include all of the following EXCEPT: A. eastern Europeans B. English C. northern European D. Asian Ans: A Cognitive Domain: Analysis Answer Location: Proxemics Difficulty Level: Medium 45. When talking to someone, Millie automatically adjusting her body position to reflect that of a person with whom one is talking. This adjustment is known as ______.

A. hand gestures B. mirroring C. submissiveness D. dominance Ans: B Cognitive Domain: Application Answer Location: Body Position and Gestures Difficulty Level: Medium 46. People from high-power distance cultures might show more bodily tension as a way of indicating ______.

A. power B. mimicking C. dominance D. submissiveness Ans: D Cognitive Domain: Comprehension Answer Location: Body Position and Gestures Difficulty Level: Medium 47. Hand gestures used as a substitute for words are called ______.

A. metaphors B. holistic C. emblems D. characteristics Ans: C Cognitive Domain: Comprehension Answer Location: Body Position and Gestures Difficulty Level: Medium 48. Which of the following is NOT one of the six basic emotions that are evident in facial expressions around the world from a very early age.

A. Hate B. Fear C. Disgust

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D. Surprise Ans: A Cognitive Domain: Analysis Answer Location: Facial Expression Difficulty Level: Medium 49. The emotion of ______ is evident in facial expressions that include a smiling mouth, puffed lower eyelids, smooth brow and forehead.

A. happiness B. sadness C. surprise D. anger Ans: A Cognitive Domain: Knowledge Answer Location: Facial Expression Difficulty Level: Medium 50. The emotion of ______ is evident in facial expressions that include raised eyebrows, wide-open eyes, and open mouth.

A. anger B. surprise C. fear D. happiness Ans: B Cognitive Domain: Knowledge Answer Location: Facial Expression Difficulty Level: Medium 51. The emotion of ______ is evident in facial expressions that include a brow lowered and drawn inward, upper lip raised, which sometimes causes the nose to wrinkle.

A. sadness B. happiness C. fear D. disgust Ans: D Cognitive Domain: Knowledge Answer Location: Facial Expression Difficulty Level: Medium 52. The emotion of ______ is evident in facial expressions that include a brow raised, furrowed, and drawn inward, wide-open eyes, and mouth open with lips drawn back.

A. anger B. disgust C. fear D. sadness Ans: C Cognitive Domain: Knowledge Answer Location: Facial Expression

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Difficulty Level: Medium 53. The emotion of ______ is evident in facial expressions that include a lowered brow, staring (sometimes narrowed) eyes, jaw clenched, and mouth either closed or open with teeth bared.

A. sadness B. anger C. fear D. disgust Ans: B Cognitive Domain: Knowledge Answer Location: Facial Expression Difficulty Level: Medium 54. The emotion of ______ is evident in facial expressions that include a brow lowered (sometimes drawn inward), inside corners of eyelid raised, and corners of the mouth pulled down.

A. sadness B. anger C. happiness D. fear Ans: A Cognitive Domain: Knowledge Answer Location: Facial Expression Difficulty Level: Medium 55. Which of the following is NOT a factor that the outcomes of negotiation are thought to be contingent on?

A. The negotiation situation B. The negotiation topic C. The process of negotiation D. The negotiation style Ans: B Cognitive Domain: Analysis Answer Location: Negotiation and Conflict Resolution across Cultures Difficulty Level: Medium 56. ______ approaches to understanding cross-cultural negotiation document differences in negotiation processes and behaviors in different cultures.

A. Descriptive B. Cognitive C. Distributive D. Persuasive Ans: A Cognitive Domain: Comprehension Answer Location: Negotiation and Conflict Resolution across Cultures Difficulty Level: Medium 57. The ______ approach to understanding cross-cultural negotiation involves attributing the cultural effects to the cultural values and norms of the participants’ home societies.

Instructor Resource Thomas/Peterson, Cross-Cultural Management, 4e SAGE Publishing, 2018

A. cognitive B. social C. distributive D. cultural dimensions Ans: D Cognitive Domain: Comprehension Answer Location: Negotiation and Conflict Resolution across Cultures Difficulty Level: Medium 58. The ______ approach to understanding cross-cultural negotiation considers both the knowledge structures of the participants and the social context in which the negotiation takes place.

A. holistic B. distributive C. social D. cognitive Ans: A Cognitive Domain: Comprehension Answer Location: Negotiation and Conflict Resolution across Cultures Difficulty Level: Medium 59. In trying to persuade her coworkers to join her on a project, Eleanor described how the project would help each person reach their work goals. Her presentation was factual and appealed to logic.

Elenaor was using a ______ style of persuasion.

A. face-to-face B. universal C. rational D. agreement Ans: C Cognitive Domain: Application Answer Location: Descriptions: Negotiating Process and Behavior Difficulty Level: Medium 60. Maisie’s style of persuasion is intuitive. For example, when trying to persuade her coworkers to donate time to a service project, she used an emotional appeal. Maisie’s persuasion style is ______.

A. assertive B. face-to-face C. affective D. bargaining Ans: C Cognitive Domain: Application Answer Location: Descriptions: Negotiating Process and Behavior Difficulty Level: Medium 61. Hannah sought to persuade her coworkers to change the direction of the project because the current course was unethical. In her presentation, she referenced that changing course was “the right thing to do” and tried to appeal to their principles. Hannah was using the ______ style of persuasion.

A. task-related exchange B. conflict resolution

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C. descriptive D. ideological Ans: D Cognitive Domain: Application Answer Location: Descriptions: Negotiating Process and Behavior Difficulty Level: Medium 62. Negotiators from individualistic societies typically interpret ______ as attempts to complete the negotiation process and reach an agreement.

A. contexts B. collectivism C. offers D. tasks Ans: C Cognitive Domain: Comprehension Answer Location: Cultural Dimensions and Negotiation Difficulty Level: Medium

True or False

1. Having less grounding in common makes cross-cultural communication significantly more demanding than communicating in a single culture.

Ans: T Cognitive Domain: Comprehension Answer Location: Cross-Cultural Communication Process Difficulty Level: Medium 2. When translators know the meaning of words and the grammatical rules for putting them together, effective communication is often still not achieved.

Ans: T Cognitive Domain: Comprehension Answer Location: Language Difficulty Level: Medium 3. The second language in use in international business is most often French.

Ans: F Cognitive Domain: Comprehension Answer Location: Language Difficulty Level: Medium 4. In high-context cultures, the message is conveyed largely by the words spoken.

Ans: F Cognitive Domain: Comprehension Answer Location: Explicit Versus Implicit Communication Difficulty Level: Medium 5. In low-context cultures, a good deal of the meaning is implicit, and the words convey only a small part of the message.

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Ans: F Cognitive Domain: Comprehension Answer Location: Explicit Versus Implicit Communication Difficulty Level: Medium 6. Directness in communications is associated with individualist cultures and indirectness with collectivist cultures.

Ans: T Cognitive Domain: Comprehension Answer Location: Direct Versus Indirect Communication Difficulty Level: Medium 7. Communicators in collectivist cultures tend to value silence as a way of controlling the communication interaction.

Ans: T Cognitive Domain: Comprehension Answer Location: Silence and Verbal Overkill Difficulty Level: Medium 8. Communicators in individualist cultures tend to value talking as a way of controlling the communication interaction.

Ans: T Cognitive Domain: Comprehension Answer Location: Silence and Verbal Overkill Difficulty Level: Medium 9. Slang is an informal usage of language typically more playful or metaphorical and associated with a particular subgroup.

Ans: T Cognitive Domain: Comprehension Answer Location: Slang and Jargon Difficulty Level: Medium 10. Slang is associated with a particular subgroup but is often a very specialized or technical language of people engaged in a similar occupation or activity.

Ans: F Cognitive Domain: Comprehension Answer Location: Slang and Jargon Difficulty Level: Easy 11. Euphemisms can be used to promote respect and nonemotional discourse.

Ans: T Cognitive Domain: Comprehension Answer Location: Euphemisms Difficulty Level: Medium 12. Proverbs are short sayings that express things that are obviously true in a particular culture and often advise people how they should behave.

Instructor Resource Thomas/Peterson, Cross-Cultural Management, 4e SAGE Publishing, 2018

Ans: T Cognitive Domain: Comprehension Answer Location: Proverbs and Maxims Difficulty Level: Easy 13. Speech accommodation involves shifting one’s speech patterns to achieve greater language similarity.

Ans: T Cognitive Domain: Comprehension Answer Location: Language Accommodation Difficulty Level: Medium 14. Nonverbal communication helps to regulate intercultural interaction by providing information about our feelings and emotional state, adding meaning to our verbal messages.

Ans: T Cognitive Domain: Comprehension Answer Location: Nonverbal Communication Difficulty Level: Medium 15. Proxemics is a nonverbal behavior in communication that includes pitch, volume, speed, tension, variation, enunciation, and a number of other voice qualities such as breathiness and creakiness.

Ans: F Cognitive Domain: Comprehension Answer Location: Tone of Voice Difficulty Level: Medium 16. Descriptive approaches to understanding cross-cultural negotiation document differences in negotiation processes and behaviors in different cultures.

Ans: T Cognitive Domain: Comprehension Answer Location: Negotiation and Conflict Resolution Across Cultures Difficulty Level: Medium 17. The affective style of persuasion is illustrated by a factual–inductive style which relies on appeals to logic.

Ans: F Cognitive Domain: Comprehension Answer Location: Descriptions: Negotiating Process and Behavior Difficulty Level: Medium

Completion (Fill in the Blank)

1. ______ is the act of transmitting messages, including information about the nature of the relationship, to another person who interprets these messages and gives them meaning.

Ans: Communication Cognitive Domain: Comprehension Answer Location: Cross-Cultural Communication Process Difficulty Level: Medium

Instructor Resource Thomas/Peterson, Cross-Cultural Management, 4e SAGE Publishing, 2018

2. ______ is a symbolic code of communication consisting of a set of sounds with understood meanings and a set of rules for constructing messages.

Ans: Language Cognitive Domain: Comprehension Answer Location: Language Difficulty Level: Medium 3. ______ occurs when first-language speakers in a cross-language interaction respond to lower linguistic competency of their partner by modifying aspects of their speech, such as slowing the rate of speech and reducing sentence complexity.

Ans: Foreigner speak Cognitive Domain: Comprehension Answer Location: Language Difficulty Level: Medium 4. A ______ message is one in which very little is in the coded, explicit, and transmitted part of the message.

Ans: high-context Cognitive Domain: Comprehension Answer Location: Explicit Versus Implicit Communication Difficulty Level: Medium 5. A(n) ______ communication is one in which the mass of the message is vested in the explicit code.

Ans: low-context Cognitive Domain: Comprehension Answer Location: Explicit Versus Implicit Communication Difficulty Level: Medium 6. When a communicator substitutes a bland or less direct expression to refer to a word that is not often used publicly, such as words associated with sexual relations or bodily functions, the communicator is using a(n) ______.

Ans: euphemism Cognitive Domain: Comprehension Answer Location: Euphemisms Difficulty Level: Medium 7. ______ can be used to promote respect and nonemotional discourse, or to simply obscure meaning.

Ans: Euphemisms Cognitive Domain: Comprehension Answer Location: Euphemisms Difficulty Level: Medium 8. ______ are short sayings that express things that are obviously true in a particular culture and often advise people how they should behave.

Ans: Proverbs Cognitive Domain: Comprehension Answer Location: Proverbs and Maxims

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Difficulty Level: Medium 9. ______ involves shifting one’s speech patterns to achieve greater language similarity.

Ans: Speech accommodation Cognitive Domain: Comprehension Answer Location: Language Accommodation Difficulty Level: Medium 10. The ______ style of persuasion is illustrated by an intuitive style which relies on emotional appeals.

Ans: affective Cognitive Domain: Comprehension Answer Location: Descriptions: Negotiating Process and Behavior Difficulty Level: Medium

Essay

1. How do the cultural field and language affect the five steps in communicating?

Ans: The term cultural field refers to the culturally based elements of a person’s background (e.g., education, values, attitudes) that influence communication. First, the meaning of the message is grounded in the personal field of experience of the sender, which can affect how it is encoded. Second, the symbols a person uses to express an idea vary with the cultural field. This includes not only the language used but also aspects of communication that transcend language, such as communication style, conventions, and practices. Finally, all of the factors that affect the sender also influence the receiver. The symbols must be decoded into a form that can be understood by the receiver. Just like the sender, the receiver must be skilled in the channel in use and also have sufficient knowledge to interpret the message correctly.

Cognitive Domain: Comprehension Answer Location: Cross-Cultural Communication Process Difficulty Level: Medium 2. How do communication styles tend to differ between cultures?

Ans: Answer should include explicit versus implicit communication, direct versus indirect communication, silence versus verbal overkill, and use of praise.

Cognitive Domain: Comprehension Answer Location: Communication Styles Difficulty Level: Medium 3. Describe the implications the use of a second language has for cross-cultural communication.

Ans: First, unless completely fluent, using a second language is less automatic and requires more deliberative thought than does using a first language. It takes more effort on the part of the secondlanguage user, who could already be contending with other demands of communication or of the task at hand. Over long periods of time, second-language use is exhausting.

Second, the greater the fluency of second-language speakers, the more likely they are to be seen as competent in other respects.

Third, first-language speakers in a cross-language interaction tend to respond to lower linguistic competency of their partner by modifying aspects of their speech, such as slowing the rate of speech and reducing sentence complexity. This type of speech accommodation, called foreigner speak, can be perceived as patronizing and might not be well received.

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Finally, if the first-language speaker is unable to recognize signals that indicate lack of understanding or does not work to create an environment in which it is acceptable to check for understanding, the second-language speaker may pretend to understand in order to avoid embarrassment or appear competent.

Cognitive Domain: Comprehension Answer Location: Language Difficulty Level: Medium 4. Describe some of the pragmatic ways of dealing with language differences.

Ans: Answer should include language accommodation, stylistic accommodation, and language fluency.

Cognitive Domain: Comprehension Answer Location: Language Pragmatics Difficulty Level: Medium 5. Describe the nonverbal messages and how they affect communication.

Ans: Answer should include tone of voice, proxemics, body position and gestures, facial expression, eye contact (gaze).

Cognitive Domain: Comprehension Answer Location: Nonverbal Communication Difficulty Level: Medium 6. Describe how culture affects behavior during different negotiation stages and negotiation in general.

Ans: Cross-cultural negotiators exhibit characteristic differences in their preferred negotiating style, conflict resolution preferences, and persuasion styles. Some evidence suggests that their behavior changes depending on whether the negotiation is within or across cultures and that the context of the negotiation influences cultural effects. The lack of definitive research in this area suggests that prescriptions for improving negotiation across cultures must be treated with some caution. More holistic approaches may yield a better understanding of this complex intercultural interaction.

Cognitive Domain: Comprehension Answer Location: Negotiation and Conflict Resolution across Cultures Difficulty Level: Medium