Question 1

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

Accepted Answer

Relative bargaining power is not a factor in the environmental context of negotiations.

Question 2

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.

Accepted Answer

The answer of Francis found that negotiators from a familiar...

Question 3

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.

Accepted Answer

The answer of To use the "improvise an approach" strategy,...

Question 4

Risk-oriented cultures will be more willing to move early on a deal and will generally take more chances.

Accepted Answer

Risk-oriented cultures prioritize taking risks and making bold moves, which means they are more likely to move early on a deal and take chances.

Question 5

Power distance describes

Accepted Answer

Power distance refers to the extent to which less powerful members of organizations and institutions accept and expect that power is distributed unequally. It reflects the extent to which hierarchical relationships are accepted and respected in a society or culture.

Question 6

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

Accepted Answer

Both tangible and intangible factors can have a significant impact on the outcomes of cross-border negotiations. Tangible factors such as economic conditions, legal frameworks, and cultural differences can create barriers or facilitate successful negotiations. Intangible factors such as trust, communication styles, and cultural norms also play a crucial role in determining negotiation outcomes.

Question 7

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

Accepted Answer

The best approach to manage cross-cultural negotiations is to be sensitive to the cultural norms of the other negotiator's approach. Cultural differences can greatly impact negotiations, and it is important to be respectful of these differences and adapt your approach accordingly. Insensitivity can lead to misunderstandings and failed negotiations.

Question 8

We use the term "culture" to refer to the

Accepted Answer

The term "culture" is commonly used to describe the shared values, beliefs, customs, behaviors, and artifacts that characterize a group or society. It goes beyond race, ethnicity, or nationality and encompasses a wide range of aspects shaping a group's identity and way of life. Therefore, option D is the correct answer.

Question 9

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

Accepted Answer

Research studies have shown that cultural differences can impact the negotiation process and lead to differences in negotiation outcomes, even if the effect is not always direct. Cultural factors such as communication styles, norms of behavior, and attitudes toward conflict can all shape how negotiations play out in different cultural contexts.

Question 10

The individualism/collectivism dimension describes

Accepted Answer

The individualism/collectivism dimension describes the extent to which a society is organized around individuals or the group. This dimension explores the degree to which people in a culture are integrated into groups or are autonomous and independent from group influence.

Question 11

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.

Accepted Answer

The statement accurately describes the "adapt to the other party's approach" strategy used by negotiators. They maintain their own approach while making adjustments to improve the relationship with the other negotiator.

Question 12

The "culture-as-shared-value" approach

Accepted Answer

The "culture-as-shared-value" approach concentrates on understanding the central values and norms of a culture and then building a model for how these norms and values influence negotiations within that culture.

Question 13

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

Accepted Answer

Building a positive and productive relationship before entering negotiations can help establish trust and facilitate effective communication and problem-solving during the negotiation process. In contrast, a negative or adversarial pre-negotiation relationship can create barriers and make it difficult to reach mutually beneficial agreements.

Question 14

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

Different cultures may view negotiation situations differently and factors such as collectivism versus individualism, and high versus low-context communication can influence whether a negotiation is perceived as distributive or integrative.

Question 15

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

Accepted Answer

The answer of The "culture-as-shared-value" approach has advantages over the...

Question 16

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

Accepted Answer

Weiss actually advises negotiators to use a combination of strategies throughout a negotiation, rather than relying on just one approach. This allows negotiators to be more flexible and responsive to the changing dynamics of a negotiation.

Question 17

Which of the following is an immediate context factor in cross-cultural negotiations?

Accepted Answer

The relationship between negotiators is an immediate context factor in cross-cultural negotiations because it can impact the negotiation process and outcome. Factors such as trust, respect, and communication between negotiators can affect their ability to reach an agreement. External stakeholders, instability, and international economic factors are external context factors that can also play a role in cross-cultural negotiations, but they are not immediate factors specific to the relationship between negotiators.

Question 18

Which of the following factors most influences relative bargaining power?

Accepted Answer

The answer of Which of the following factors most influences...

Question 19

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

Research has found that negotiators tend to utilize different negotiation styles and techniques depending on the culture and ethnicity of their counterparts. This is known as cross-cultural negotiation and is an important factor to consider for successful negotiations with individuals from different backgrounds.

Question 20

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

Accepted Answer

All of the choices may be impacted by political and legal pluralism, making cross-cultural negotiations more complex. Different political systems and legal frameworks may have varying tax implications, labour codes and standards, and codes of contract law and enforcement. Additionally, political considerations may affect the conduct of negotiations in different countries at different times.

Quiz 12: Managing Difficult Negotiations