Exam 16: International and Cross-Cultural Negotiation

The "culture-as-learned-behavior" approach concentrates on creating a ____________ of behaviors that foreign negotiators should expect when entering a host culture.

What are Phatak and Habib's immediate context factors?

In individualistic societies,negotiators are considered interchangeable,and ____________ (rather than relationship)is an important consideration when choosing a negotiator.

The "coordinate adjustment" strategy can be thought of as a special instance of negotiating the ____________ of negotiation.

The individualism/collectivism dimension describes

Political and legal pluralism can make cross cultural negotiations more complex because

There are six factors identified by Salacuse in the environmental context that make international negotiations more challenging than domestic negotiations they are: political and legal pluralism,international economics,foreign governments and bureaucracies,instability,ideology,and ____________.

One approach of negotiators who have very low familiarity with the other party's culture is to hire an ____________ who is familiar with the cultures of both parties.

The "culture-as-shared-value" approach

Countries can have only one culture;however cultures can span national borders.

What factors indicate that negotiators should not make large modifications to their approach when they negotiate across borders?

What are the disadvantages to using the "induce the other party to use your approach" strategy?

Francis found that negotiators from a familiar culture (Japan)who made no attempt to adapt to American ways were perceived more positively than negotiators who made moderate adaptations.

Which of the following lists only joint strategies for cross-cultural negotiations?

Negotiation in risk-____________ cultures will seek further information and will be more likely to take a wait-and-see stance.

The best approach to manage cross-cultural negotiations is to be insensitive to the cultural norms of the other negotiator's approach.

Research studies suggest that culture does have an effect of negotiation outcomes,although it may not be direct and it likely has an influence through differences in the negotiation process in different cultures.

The relationship the principal negotiating parties develop before the actual negotiations will have an important impact on the negotiation process and outcome.

According to Salacuse,what are the six factors that make global negotiations more challenging than domestic negotiations?

Which is the most flexible of Weiss' eight strategies for negotiating with someone from another culture?