19. The ability to separate the people from the problem and to allow people to express emotions without taking them personally is part of

1. The collectivist style of negotiating
2. Principled negotiation
3. Relationship-focused negotiating
4. None of the above.

20. Which of the following would be the greatest source of discomfort for American negotiators?

1. The fact that their foreign counterparts may stand very close to them when speaking
2. The fact that the other party may seat persons of the opposite sex side by side
3. The fact that the foreign party may show up with an interpreter
4. None of the above.

21. All of the following typically characterize the German culture EXCEPT

1. High power distance
2. High uncertainty avoidance
3. People who are reserved and private people
4. Manager whose expertise is predominantly in engineering

22. As compared to the United States, decision-making in Japan is more time-consuming because

1. Most decision-makers speak different languages
2. Business decision must be approved by the government
3. Consensus is sought
4. None of the above.