Exam 16: International and Cross-Cultural Negotiation

Weiss observes that a negotiator may be able to choose among which culturally responsive strategies when negotiating with someone from another culture?

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Question 1

Correct Answer:

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Employ agents or advisers,bring in a mediator,induce the other party to use your approach,adapt to the other party's approach,coordinate adjustment,embrace the other party's approach,improvise an approach,effect symphony.

In the "culture-as-shared-value" approach,cross-cultural comparisons are made by finding the important and that distinguish one culture from another.

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Question 2

Correct Answer:

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norms;values

To avoid offending the other party in negotiations across borders,the international negotiator needs to observe cultural rules of ____________ carefully.

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Question 3

Correct Answer:

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communication

According to Salacuse,which of the following is not a factor in the environmental context of negotiations?

(Multiple Choice)

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Question 4

Political considerations may enhance or detract from the conduct of business negotiations in various countries at different times.

(True/False)

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Question 5

Weiss states that a negotiator should only use one strategy throughout an entire negotiation.

(True/False)

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Question 6

In all cross-cultural negotiations,both parties approach the negotiation deductively.

(True/False)

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Question 7

Negotiators using the "adapt to the other party's approach" strategy maintain a firm grasp on their own approach,but make modifications to help relations with the other negotiator.

(True/False)

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Question 8

Risk-avoiding cultures will

(Multiple Choice)

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Question 9

In order to understand the complexity of international negotiations,one must understand how the factors in both the and contexts can influence negotiation processes and outcomes.

(Short Answer)

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Question 10

What consequences do negotiators from high uncertainty-avoidance cultures bring to negotiations?

(Multiple Choice)

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Question 11

Proponents of the ____________ approach recognize that negotiation behavior is multiply determined and using culture as the sole explanation of behavior is oversimplifying a complex social process.

(Short Answer)

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Question 12

The "embrace the other party's approach" strategy involves:

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Question 13

In group-oriented cultures

(Multiple Choice)

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Question 14

The most frequently studied aspect of international negotiation is ____________.

(Short Answer)

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Question 15

"Coordinating adjustment" involves

(Multiple Choice)

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Question 16

High-conflict situations that are based on ethnicity,identity or geography are most easy to resolve.

(True/False)

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Question 17

Which of the following is not one of Janosik's four ways that culture is used in international negotiation?

(Multiple Choice)

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Question 18

The term ____________ refers to the shared values,beliefs,and behaviors of a group of people.

(Short Answer)

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Question 19

To use the "improvise an approach" strategy,both parties to the negotiation need to have high familiarity with the other party's culture and a strong understanding of the individual characteristics of the other party.

(True/False)

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Question 20

Showing 1 - 20 of 80

Weiss observes that a negotiator may be able to choose among which culturally responsive strategies when negotiating with someone from another culture?

In the "culture-as-shared-value" approach,cross-cultural comparisons are made by finding the important and that distinguish one culture from another.

To avoid offending the other party in negotiations across borders,the international negotiator needs to observe cultural rules of ____________ carefully.

According to Salacuse,which of the following is not a factor in the environmental context of negotiations?

Political considerations may enhance or detract from the conduct of business negotiations in various countries at different times.

Weiss states that a negotiator should only use one strategy throughout an entire negotiation.

In all cross-cultural negotiations,both parties approach the negotiation deductively.

Negotiators using the "adapt to the other party's approach" strategy maintain a firm grasp on their own approach,but make modifications to help relations with the other negotiator.

Risk-avoiding cultures will

In order to understand the complexity of international negotiations,one must understand how the factors in both the and contexts can influence negotiation processes and outcomes.

What consequences do negotiators from high uncertainty-avoidance cultures bring to negotiations?

Proponents of the ____________ approach recognize that negotiation behavior is multiply determined and using culture as the sole explanation of behavior is oversimplifying a complex social process.

The "embrace the other party's approach" strategy involves:

In group-oriented cultures

The most frequently studied aspect of international negotiation is ____________.

"Coordinating adjustment" involves

High-conflict situations that are based on ethnicity,identity or geography are most easy to resolve.

Which of the following is not one of Janosik's four ways that culture is used in international negotiation?

The term ____________ refers to the shared values,beliefs,and behaviors of a group of people.

To use the "improvise an approach" strategy,both parties to the negotiation need to have high familiarity with the other party's culture and a strong understanding of the individual characteristics of the other party.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 16: International and Cross-Cultural Negotiation

Weiss observes that a negotiator may be able to choose among which culturally responsive strategies when negotiating with someone from another culture?

In the "culture-as-shared-value" approach,cross-cultural comparisons are made by finding the important ____________ and ____________ that distinguish one culture from another.

To avoid offending the other party in negotiations across borders,the international negotiator needs to observe cultural rules of ____________ carefully.

According to Salacuse,which of the following is not a factor in the environmental context of negotiations?

Political considerations may enhance or detract from the conduct of business negotiations in various countries at different times.

Weiss states that a negotiator should only use one strategy throughout an entire negotiation.

In all cross-cultural negotiations,both parties approach the negotiation deductively.

Negotiators using the "adapt to the other party's approach" strategy maintain a firm grasp on their own approach,but make modifications to help relations with the other negotiator.

Risk-avoiding cultures will

In order to understand the complexity of international negotiations,one must understand how the factors in both the ____________ and ____________ contexts can influence negotiation processes and outcomes.

What consequences do negotiators from high uncertainty-avoidance cultures bring to negotiations?

Proponents of the ____________ approach recognize that negotiation behavior is multiply determined and using culture as the sole explanation of behavior is oversimplifying a complex social process.

The "embrace the other party's approach" strategy involves:

In group-oriented cultures

The most frequently studied aspect of international negotiation is ____________.

"Coordinating adjustment" involves

High-conflict situations that are based on ethnicity,identity or geography are most easy to resolve.

Which of the following is not one of Janosik's four ways that culture is used in international negotiation?

The term ____________ refers to the shared values,beliefs,and behaviors of a group of people.

To use the "improvise an approach" strategy,both parties to the negotiation need to have high familiarity with the other party's culture and a strong understanding of the individual characteristics of the other party.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

In the "culture-as-shared-value" approach,cross-cultural comparisons are made by finding the important and that distinguish one culture from another.

In order to understand the complexity of international negotiations,one must understand how the factors in both the and contexts can influence negotiation processes and outcomes.