Question 1

Foster suggests that culture can influence negotiations across borders in what different ways?

Accepted Answer

(1)Definition of negotiation,

Question 2

Phatak and Habib define external stakeholders as:

Accepted Answer

The various people and organiz

Question 3

Tangible and intangible factors play only a minor role in determining the outcomes of cross-border negotiations.

Accepted Answer

A) True 
 B)False

Question 4

The "culture-as-learned-behavior" approach to understanding the effects of culture concentrates on:

Accepted Answer

Documenting the syst

Question 5

Countries differ in the extent to which the government regulates ____________ and organizations.

Accepted Answer

The answer of Countries differ in the extent to which...

Question 6

Many popular books and articles on international negotiation treat culture as expected behavior,providing lists of dos and don'ts to obey when negotiating with people from different cultures.

Accepted Answer

A) True 
 B)False

Question 7

According to Graham,which of the following statements would be characteristic of a Japanese negotiator?

Accepted Answer

A)  Higher profits are associated with making opponents feel uncomfortable. 
B)  Higher profits are achieved by making opponents feel comfortable. 
C)  The use of powerful and deceptive strategies is more likely to receive higher outcomes. 
D)  Representational strategies are negatively related to profits. 
E)  None of the above is characteristics of a Japanese negotiator. 
A)  Higher profits are associated with making opponents feel uncomfortable. 
B)  Higher profits are achieved by making opponents feel comfortable. 
C)  The use of powerful and deceptive strategies is more likely to receive higher outcomes. 
D)  Representational strategies are negatively related to profits. 
E)  None of the above is characteristics of a Japanese negotiator.

Question 8

Negotiators faced with unstable circumstances should include ____________ in their contracts that allow for easy cancellation or neutral arbitration.

Accepted Answer

The answer of Negotiators faced with unstable circumstances should include...

Question 9

What is the most frequently studied aspect of international negotiations?

Accepted Answer

The effect of cultur

Question 10

According to Weiss,when choosing a strategy,negotiators should

Accepted Answer

A)  choose one strategy and stick with it throughout the entire negotiation. 
B)  be aware of their own culture,but minimize the other culture's norms. 
C)  not try to predict or influence the other party's approach. 
D)  understand the specific factors in the current relationship. 
E)  Weiss states that negotiators should do all of the above when preparing for negotiations. 
A)  choose one strategy and stick with it throughout the entire negotiation. 
B)  be aware of their own culture,but minimize the other culture's norms. 
C)  not try to predict or influence the other party's approach. 
D)  understand the specific factors in the current relationship. 
E)  Weiss states that negotiators should do all of the above when preparing for negotiations.

Question 11

Many types of ____________ may be used in cross-cultural negotiations,ranging from someone who conducts introductions and then withdraws,to someone who is present throughout the negotiation and takes responsibility for orchestrating the negotiation process.

Accepted Answer

The answer of Many types of ____________ may be used...

Question 12

When working to create a new approach that may include aspects of either home culture or adopt practices from a third culture,negotiators are using what approach?

Accepted Answer

A)  effect symphony 
B)  improvise an approach 
C)  embrace the other party's approach 
D)  employ agents or advisors 
E)  Negotiators are using all of the above approaches. 
A)  effect symphony 
B)  improvise an approach 
C)  embrace the other party's approach 
D)  employ agents or advisors 
E)  Negotiators are using all of the above approaches.

Question 13

Outside of North America there appears to be a great deal of variation across cultures in the extent to which negotiation situations are initially perceived as distributive or integrative.

Accepted Answer

A) True 
 B)False

Question 14

Power distance describes

Accepted Answer

A)  the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally. 
B)  the extent to which the society is organized around individuals or the group. 
C)  the extent to which cultures hold values that were traditionally perceived as masculine or feminine. 
D)  the extent to which a culture programs its members to feel either uncomfortable or comfortable in unstructured situations. 
E)  None of the above describes power distance. 
A)  the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally. 
B)  the extent to which the society is organized around individuals or the group. 
C)  the extent to which cultures hold values that were traditionally perceived as masculine or feminine. 
D)  the extent to which a culture programs its members to feel either uncomfortable or comfortable in unstructured situations. 
E)  None of the above describes power distance.

Question 15

There are six factors in the environmental context that make international negotiations more challenging than domestic negotiations and these factors can act to limit or constrain organizations that operate internationally whether negotiators understand or appreciate their effects.

Accepted Answer

A) True 
 B)False

Question 16

Research suggests that negotiators may naturally negotiate differently when they are with people from their own culture than when they are with people from other cultures.

Accepted Answer

A) True 
 B)False

Question 17

The second implication of the complexity of cross-cultural negotiation is the tendency for negotiators to ____________ the amount of within-culture variation that exists.

Accepted Answer

The answer of The second implication of the complexity of...

Question 18

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

Accepted Answer

A)  adopting completely the approach of the other party. 
B)  both parties making mutual adjustments to find a common process for negotiation. 
C)  creating a new approach that may include aspects of either home culture or practices from a third culture. 
D)  persuading the other party to use your approach. 
E)  The "embrace the other party's approach" strategy involves all of the above. 
A)  adopting completely the approach of the other party. 
B)  both parties making mutual adjustments to find a common process for negotiation. 
C)  creating a new approach that may include aspects of either home culture or practices from a third culture. 
D)  persuading the other party to use your approach. 
E)  The "embrace the other party's approach" strategy involves all of the above.

Question 19

What is the danger in modifying the negotiator's approach to match the approach of the other negotiator?

Accepted Answer

Even if negotiators can modify their app

Question 20

The "culture-as-shared-values" approach has advantages over the "culture-as-dialectic" approach because it can explain variations within cultures.

Accepted Answer

A) True 
 B)False

Foster suggests that culture can influence negotiations across borders in what different ways?

Phatak and Habib define external stakeholders as:

Tangible and intangible factors play only a minor role in determining the outcomes of cross-border negotiations.

The "culture-as-learned-behavior" approach to understanding the effects of culture concentrates on:

Countries differ in the extent to which the government regulates ____________ and organizations.

Many popular books and articles on international negotiation treat culture as expected behavior,providing lists of dos and don'ts to obey when negotiating with people from different cultures.

According to Graham,which of the following statements would be characteristic of a Japanese negotiator?

Negotiators faced with unstable circumstances should include ____________ in their contracts that allow for easy cancellation or neutral arbitration.

What is the most frequently studied aspect of international negotiations?

According to Weiss,when choosing a strategy,negotiators should

Many types of ____________ may be used in cross-cultural negotiations,ranging from someone who conducts introductions and then withdraws,to someone who is present throughout the negotiation and takes responsibility for orchestrating the negotiation process.

When working to create a new approach that may include aspects of either home culture or adopt practices from a third culture,negotiators are using what approach?

Outside of North America there appears to be a great deal of variation across cultures in the extent to which negotiation situations are initially perceived as distributive or integrative.

Power distance describes

There are six factors in the environmental context that make international negotiations more challenging than domestic negotiations and these factors can act to limit or constrain organizations that operate internationally whether negotiators understand or appreciate their effects.

Research suggests that negotiators may naturally negotiate differently when they are with people from their own culture than when they are with people from other cultures.

The second implication of the complexity of cross-cultural negotiation is the tendency for negotiators to ____________ the amount of within-culture variation that exists.

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

What is the danger in modifying the negotiator's approach to match the approach of the other negotiator?

The "culture-as-shared-values" approach has advantages over the "culture-as-dialectic" approach because it can explain variations within cultures.

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

Foster suggests that culture can influence negotiations across borders in what different ways?

Phatak and Habib define external stakeholders as:

Tangible and intangible factors play only a minor role in determining the outcomes of cross-border negotiations.

The "culture-as-learned-behavior" approach to understanding the effects of culture concentrates on:

Countries differ in the extent to which the government regulates ____________ and organizations.

Many popular books and articles on international negotiation treat culture as expected behavior,providing lists of dos and don'ts to obey when negotiating with people from different cultures.

According to Graham,which of the following statements would be characteristic of a Japanese negotiator?

Negotiators faced with unstable circumstances should include ____________ in their contracts that allow for easy cancellation or neutral arbitration.

What is the most frequently studied aspect of international negotiations?

According to Weiss,when choosing a strategy,negotiators should

Many types of ____________ may be used in cross-cultural negotiations,ranging from someone who conducts introductions and then withdraws,to someone who is present throughout the negotiation and takes responsibility for orchestrating the negotiation process.

When working to create a new approach that may include aspects of either home culture or adopt practices from a third culture,negotiators are using what approach?

Outside of North America there appears to be a great deal of variation across cultures in the extent to which negotiation situations are initially perceived as distributive or integrative.

Power distance describes

There are six factors in the environmental context that make international negotiations more challenging than domestic negotiations and these factors can act to limit or constrain organizations that operate internationally whether negotiators understand or appreciate their effects.

Research suggests that negotiators may naturally negotiate differently when they are with people from their own culture than when they are with people from other cultures.

The second implication of the complexity of cross-cultural negotiation is the tendency for negotiators to ____________ the amount of within-culture variation that exists.

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

What is the danger in modifying the negotiator's approach to match the approach of the other negotiator?

The "culture-as-shared-values" approach has advantages over the "culture-as-dialectic" approach because it can explain variations within cultures.

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