Exam 5: Cross Cultural Negotiation and Decision Making

In some South American countries, it is common to start negotiations with ________.

What is the difference between an internal locus of control and an external locus of control? What cultures use each type?

In what ways might the American style of negotiation be misinterpreted in another culture?

Businesspeople report two major areas of conflict in negotiating with the Chinese - their apparent insincerity about reaching an agreement and ________.

What types of dirty tricks or rough tactics are used by some negotiators? What would you do if faced with opponents that used such tactics during international negotiations?

Negotiators in the Far East tend to approach issues in a(n) ________ manner.

________ are based on what people believe is objective information, presented with the assumption that it is understood by the other side on a logical basis.

How is conflict during negotiations handled in high-context and low-context cultures?

Which of the following is a common Chinese tactic used during negotiations with Americans?

The method of using extreme positions during the concessions and agreement stage of negotiation involves ________.

What are the characteristics of successful American negotiators?

For long-term positive relations, the goal of negotiation should most likely be to ________.

When preparing for cross-cultural negotiations, managers should first evaluate their own negotiation styles in order to ________.

Which of the following is the primary reason for ineffective cross-cultural business negotiations?

What are the most subtle and complex behaviors that make cross-cultural negotiations difficult?

According to Casse, which of the following is NOT a typical characteristic of successful Indian negotiators?

Why is relationship building so important to negotiating in many cultures around the world?

Which of the following types of appeals is based on emotions and subjective feelings?

Husted's study found that many culture-based differences in negotiation reflected differences between ________.

The final stage of the negotiating process involves ________.