Engage Cross-Culturally
What is the acronym that encompasses the Norms of Interaction?
FRESH-T
The basic components of culture can be divided into four inter-related areas: the VBBN model, types of cultures, _____ __ ______, & behaviors.
norms of interaction
In a culture which tends towards _____, the individual identifies primarily with self.
individualism
All cultures are based on a network of shared _______, _______, ________, & ________.
values, beliefs, behaviors, & norms
This area between each party’s aspiration & reservation points defines their own bargaining range.
Zone of Possible Agreement (ZOPA)
_____ orientation also differs considerably between cultures. They have to do with territory, divisions between private & public, comfortable personal distance [...]
Space
____-_____ communication focuses on the task at hand & getting it done. The other person’s feelings are secondary.
Task-Focused
Meetings that tend to start & end at flexible times, have irregular breaks when it seems appropriate, & have a high flow of information & the overlapping of talk are an example of which time orientation?
Polychronic
What communication style?
What one means is stated in a very straightforward & direct manner. There is no “beating around the bush.”
Direct
A BATNA is the option a negotiating party might execute should the negotiations fail. What does BATNA stand for?
Best Alternative to a Negotiated Agreement
In a society that tends to be ________, the approach to time is linear, sequential & involves focusing on one thing at a time.
monochronic
______ is the culturally based concept that everything that occurs is already inevitably predetermined, & cannot be altered based on human actions. It may also be viewed as “destiny.”
Fate
______ are ideas of right & wrong. They may also be called guiding principles or ideals.
Values
______ are a view of reality shared by a group.
Beliefs
_________ negotiations are essentially zero-sum. Because resources are seen as fixed & limited, any gain by one side represents a loss for the other.
Distributive
____ context communication is where understanding of a situation or meaning is made accessible in surroundings. (things must be explained clearly, expressed precisely)
_____ context communication is where understanding of a situation or meaning is conditioned or learned. (little explanation is given, context is assumed)
High
What norm of interaction describes cultures by flamboyant, unrestrained vs. more reserved & actively suppressed?
Emotions
In a _______ society, one’s identity is in large part a function of one’s membership & role in a group.
collectivist
_______ point is the best each party hopes to get out of a negotiated agreement--what each party desires to achieve.
aspiration
What communication style?
Meaning is conveyed by subtle means such as nonverbal behavior, parables & stories, suggestions & implication.
Indirect
What term is defined as:
“a relationship marked by cooperation, conformity, harmony, or affinity” and “source confidence which leads to a willingness to cooperate.” ?
Rapport
What communication style believes that maintaining group harmony is central and the task is secondary?
Relationship-Focused
This approach can be executed through a “cooperative” (or win-win) negotiations strategy.
Integrative Strategy
_____ are observable patterns of action, while ______ are a range of permissible behaviors established by group.
Behaviors, norms