Our  International Negotiation Quiz  is an opportunity to assess your cross-cultural experience and skills.

You may 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, each related to a country that is one of the U.S.' most relevant business partners.  You can leave some of the answers open if you like.

1.  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.

        True        Not true
 

2.  Oral commitments can represent legally binding contracts in Germany.

        True        Not true
 

3.  Venezuelans communicate quite directly.  They will usually let you know right away if they don't like the terms and conditions of your proposal.

        True        Not true
 

4.  Decision-making in Ireland is often very quick, assuming you are dealing with the right person.

        True        Not true

5.  The Chinese won't spend much time gathering and exchanging information since they are often eager to get started with the bargaining exchange.

        True        Not true
 

6.  When making decisions, Brazilians usually look at the specifics of a situation rather than following universal rules.

        True        Not true
 

7.  Your opening offer with a Sweden 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".

        True        Not true
 

8.  Negotiators in Israel often use silence as a pressure tactic to obtain further concessions.

        True        Not true
 

9.   In the Netherlands, a person sucking their thumb is signaling that he or she does not believe you.

        True        Not true
 

10.  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.

        True        Not true
 

11.  Contracts in Saudi Arabia are expected to include lots of details and therefore often take a long time to create and agree on.

        True        Not true
 

12.  In Japan, prices rarely move by more than 10-15% from initial offer to final agreement.

        True        Not true
 

13.  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.

        True        Not true
 

14.  Aggressive or adversarial negotiation behavior in Russia indicates that your counterparts do not feel good about the relationship between you.

        True        Not true
 

15.  In Taiwan, it is strongly advisable to negotiate in a team rather than as an individual.

        True        Not true
 

16.  Using English-language presentation material is ok everywhere in Canada, though Franco-Canadians may prefer to see some of it in French.

        True        Not true
 

17.  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.

        True        Not true
 

18.  In Malaysia, written contracts are almost always kept since personal honor is a strong value in the country.

        True        Not true
 

19.  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.

        True        Not true
 

20.  In the United Kingdom, final decisions usually require top management approval.  That authority rarely gets delegated to others.

        True        Not true