1. Cross-Cultural or International Negotiations

Cross-Cultural or International Negotiations

Flashcards

Q1
___________ is the unique character of a social group such as shared values and norms that set it apart from other groups.

Q2
___________ concentrates on creating a catalogue of behaviors that the foreign negotiator should expect when entering a host culture (Janosik, 1987).

Q3
A ____________ attempts to understand negotiation focuses on why members of a culture behave in an given manner.

Q4
The _____________ view concentrates on understanding the central values and norms of a culture and then building a model for how these norms and values influence negotiations within that culture.

Q5
_________ societies encourage their young to be independent and to look after themselves.

Q6
_________ societies integrate individuals into cohesive groups that take responsibility for the welfare of each individual.

Q7
_________ Is a form of motivation loss in which people in a group fail to contribute as much or work as hard as they would if they worked independently).

Q8
_________ Is a form of motivation in which people are concerned for the welfare of the group).

Q9
_________ the tendency to ascribe the cause of a person’s behavior to their character or underlying personality traits.

Q10
_________ the tendency to ascribe the cause of a person’s behavior to external factors and forces that are beyond a person’s control.

Q11
_________ Is the dimension that describes “the extent to which the less powerful members of organizations and institutions (like the family) accept and expect that power is distributed unequally”.

Q12
_________ “indicates to what extent a culture programs its members to feel either uncomfortable or comfortable in unstructured situations.”

Q13
_________ approach posits that among their different values, all cultures contain dimensions or tensions that are called dialectics.

Q14
_________ approach recognize all behavior may be understood at many different levels simultaneously, and a social behavior as complex as negotiation is determined by many different factors, one of which is culture.

Q15
__________ suggests that cultural values will have a direct effect on negotiations in some circumstances and a moderated effect in others.

Q16
___________ involves the complexity associated with multiple political and legal systems.

Q17
________ Concerns the effect of economic conditions between countries, such as the exchange rate or currency value.

Q18
_________ negotiation refers to negotiations within one’s own culture.

Q19
_________ negotiation concerns negotiation between individuals from different cultures.

Q20
Identify the various aspects of differing cultures is shown to affect the negotiation process?

A20
Definition of Negotiation

  • Negotiation opportunity
  • Selection of negotiators
  • Protocol
  • Communication
  • Time Sensitivity
  • Risk propensity
  • Groups versus individuals
  • Nature of agreements
  • Emotionalism
  • Cognition
  • Ethics and Tactics

Resource Video: https://thebusinessprofessor.com/knowledge-base/culture-influences-negotiation/

Q21
Which of the following are key constraints or challenges in a negotiation attributable to culture.

A21
Expanding and dividing the pie

  • Sacred values
  • Biased punctuation of conflict
  • Ethnocentrism
  • Affiliation bias
  • Naïverealism
  • Western Canon debate
  • Fundamental attribution error

Resource Video: https://thebusinessprofessor.com/knowledge-base/culture-influences-negotiation/

Q22
_________ Is the universal strong liking of one’s own group and the simultaneous negative evaluation of out-groups.

Q23
_________ occurs when people evaluate a person’s actions on the basis of their group connections, rather than on the merits of the behavior itself.

Q24
_________ Is the human tendency to believe that we see the world around us objectively, and that people who disagree with us must be uninformed, irrational, or biased.

Q25
_________ Is the argument that the body of scholarship is biased because the traditional main focus of academic studies of Western Culture and history has only been on works produced by European men.

Q26
_________ occurs when people attribute the behavior of others to underlying dispositions or character and discount the role of situational factors.

Q27
Negotiators should concentrate on understanding the following things, except:

A27
Manipulating the other party’s understanding

Resource Video: https://thebusinessprofessor.com/knowledge-base/culturally-responsive-negotiation-strategies/

Q28
In a low cultural familiarity context, which of the following tactics is NOT generally effective:

A28
Control every aspect of the negotiation personally.

Resource Video: https://thebusinessprofessor.com/knowledge-base/culturally-responsive-negotiation-strategies/

Q29
In a moderate cultural familiarity context, which of the following tactics have proven effective:

A29
Adapt to the other party’s approach (unilateral strategy); Coordinate adjustment (joint strategy).

Resource Video: https://thebusinessprofessor.com/knowledge-base/culturally-responsive-negotiation-strategies/

Q30
In a high cultural familiarity context, which of the following tactics have proven effective:

A30
Improvise an approach (joint strategy); Effect symphony (joint strategy).

Resource Video: https://thebusinessprofessor.com/knowledge-base/culturally-responsive-negotiation-strategies/

Q31
The following personal factor(s) tend to predict success in intercultural negotiation and should be considered when selecting an intercultural negotiation strategy.

A31
Conceptual complexity

  • Categorization
  • Empathy
  • Sociability
  • Task orientation

Resource Video: https://thebusinessprofessor.com/knowledge-base/culturally-responsive-negotiation-strategies/