Negotia-tion process
What does the implementation of strategies in negotiation depend on?
On management’s ability to negotiate productively
in what part of the world is there an impulsive and spontaneous decision-making style?
Latin America
Why is it important to pause frequently when using a translator in negotiations?
To ensure accurate translations.
What is the process of making choices during international negotiations?
Decision making
Explain the role and relative importance of relationship-building in different countries.
Correct if: They mention it's important to understand cultures in order to successfully negotiate and maintain good relationships.
Name 3 stakeholders in cross-cultural negotiation
Headquarters (HQ) employees
Suppliers
Home government
Investors
Alliance partners
Contractors
Host government
Distributors
Expatriate employees
Home consumers
All citizens
Special interest groups
Host local employees
Host consumers
Which country has a negotiation style where the good of the group is the ultimate aim ?
Japan
Which negotiation tool helps reduce costs like attorney’s fees and time delays?
Negotiation Support Systems (NSS).
What heavily influences how decisions are made in different countries?
Culture
What are some of the differences in risk tolerance around the world?
Participation. Correct if they formulated correctly their ideas.
According to the first stage of negotiation, how can an advantage be gained?
if negotiators familiarize themselves with the entire context and background of their counterparts
According to James Sebenius, which is the first question to recognize differences in the decision-making process when negotiating abroad?
Who are the players?
What is a common mistake negotiators make when working with different cultures?
Failing to consider cultural differences in communication and conflict styles.
What kind of locus of control leads people to believe they can influence outcomes through their actions?
Internal
What is the role of risk propensity in the decision-making process?
Participation. Correct if they formulated correctly their ideas.
According to the variables in the negotiation process, what does the variable "composition of the negotiating team" include?
Number and experience of team members. Relative hierarchy in position. Relationships with counterparts. Decision-making power of team members. Motivated by individual, company, or community goals.
Why is it important to understand cultural differences in communication styles during negotiations?
To avoid misunderstandings and improve the chances of a successful negotiation.
How do low-context cultures handle conflict in negotiations?
Directly and explicitly.
How do countries like Belgium and Germany approach decision making due to low risk tolerance?
By choosing a cautious approach/Being cautious
Discuss the kinds of concession strategies a negotiator might anticipate in various countries.
Correct if they mentioned at least 3 different cultural differences.
Which culture prefers arguing and debating while negotiating?
French
Why should negotiators avoid asking direct yes/no questions in some cultures?
Some cultures find it difficult to say "no" directly, leading to misunderstandings
What is the focus of negotiations in high-context cultures like China?
Building relationships (guanxi).
What approach to decision making involves input from all levels, as seen in countries like Sweden?
Participative decision making
Discuss the relative use of nonverbal behaviors, such as silent periods, interruptions, facial gazing, and touching, by people from various cultural backgrounds. How does this behavior affect the negotiation process in a cross-cultural context?
Participation. Correct if they formulated correctly their ideas,