Exam 5: Cross Cultural Negotiation and Decision Making

Axiomatic appeals are based on ________.

"Nontask sounding" is most closely associated with which aspect of negotiating?

The different stages of the negotiation process are ________.

American managers tend to exhibit more ________ than managers from Indonesia and Malaysia.

What are the five stages of the negotiation process? Which stage do you consider the most important? Why?

What are the advantages and disadvantages of using electronic communication in the negotiation process?

Which of the following is NOT a step in the decision-making process?

Which aspect of the negotiation process will most likely occur on a continuous basis?

Fizzy is an American firm that manufactures carbonated soft drinks. Fizzy executives want to enter the global market, and they are considering the idea of a joint venture with a beverage company located overseas. After conducting research on different beverage firms, Fizzy executives have narrowed the list of possibilities to a large beverage manufacturer located in China. Kevin Washburn and three other top-level executives at Fizzy have been assigned to the negotiating team. The team has flown to China to negotiate the details of the joint venture. Which of the following best supports Kevin's argument that he should be the primary negotiator?

Arab negotiators will most likely make concessions because of their interest in ________.

All of the following most likely contributed to problems with the Danone-Wahaha joint venture EXCEPT ________.

During which stage of the negotiations process does hard bargaining begin?

What factors are particularly important to the Chinese during negotiations? ****

What is the difference between affective, axiomatic, and factual appeals? Provide examples of cultures that use each type.

According to research, which of the following is the most frequent cause of tension during Chinese-American negotiations?

Which of the following distinguishes Arab negotiators from negotiators from most other countries?

In the negotiation process, participation in social events, tours, ceremonies, and light conversation is characteristic of the ________ stage.

What is projective cognitive similarity? How do successful negotiators avoid projective cognitive similarity?

List and discuss at least six variables in the negotiation process.

Define negotiation. How is negotiation complicated by cultural differences?