Question 1

Negotiating partners __________.

Accepted Answer

Negotiating partners can have a successful working relationship even if they have many disagreements. The ability to negotiate effectively often involves finding common ground and solutions despite differences, rather than requiring identical values, goals, or ethical principles.

Question 2

During negotiations, a Ugandan company asks that women be paid higher salaries than men. Your American company has a strict policy of paying all employees equally. How can you make this collaboration work?

Accepted Answer

Instead of immediately rejecting their request or compromising on your own policy, try to understand why they have this requirement. It may be due to cultural or social reasons that you may not be aware of. Once you have a better understanding of their perspective, you can try to come up with a solution that satisfies both parties' needs. Communication and understanding are key in successful negotiations.

Question 3

Why is flexibility always necessary for the successful international negotiator?

Accepted Answer

Flexibility is necessary because even well-prepared negotiators may not fully understand the nuances of how things work in different cultures, requiring adaptability to navigate unexpected situations effectively.

Question 4

A foreign negotiator is hampered by their distance from their home office because that person __________.

Accepted Answer

A foreign negotiator who is away from their home office may have difficulty communicating due to time differences or the need for long-distance communication. This can make it challenging to coordinate negotiations and make decisions in a timely manner. Additionally, they may have to deal with language barriers, which can pose a significant challenge to effective communication. Finally, traveling for negotiations can be time-consuming, making it difficult for the negotiator to balance their work responsibilities with their other commitments.

Question 5

What factor, independent of culture, may influence a person's negotiating behavior?

Accepted Answer

Education is a factor that can influence a person's negotiating behavior, regardless of their culture. Education can provide individuals with the knowledge, skills, and perspectives that can help them to be more effective negotiators.

Question 6

Why were the Iranian people displeased with UN Secretary General Waldheim's offers of mediation and compromise?

Accepted Answer

The displeasure stemmed from the fact that the terms "mediation" and "compromise" have very different connotations in Persian, leading to misunderstandings or negative perceptions of Waldheim's offers.

Question 7

You are an American businessperson who will be meeting with potential clients from Sweden. Which negotiating site would give you the greatest advantage?

Accepted Answer

Negotiating in your own office provides a home-field advantage, allowing you to control the environment and feel more confident, which can lead to a more favorable outcome.

Question 8

What important information does a negotiator need to have before leaving for international negotiations?

Accepted Answer

The answer of What important information does a negotiator need...

Question 9

The tendency to discount, or simply not hear, any message that is inconsistent with what you already believe is called cognitive __________.

Accepted Answer

Cognitive dissonance refers to the discomfort or mental stress experienced by a person who holds two or more contradictory beliefs or values, or experiences conflicting thoughts or actions. This results in the tendency to ignore, reject, or downplay any information that contradicts their pre-existing beliefs or values.

Question 10

Why are Americans often at a disadvantage at the global negotiating table?

Accepted Answer

Americans are often at a disadvantage because they are usually poorly trained in effective listening, which is crucial in understanding and responding appropriately in negotiations.

Question 11

Which of the following common statements best represents the U.S. value assumption of competition?

Accepted Answer

The statement "This is my best and final offer" reflects the competitive nature of negotiations, emphasizing a decisive and strategic approach to achieving the best outcome.

Question 12

It would be very difficult to conduct business meetings in Europe during the month of August, since most people take long annual holidays at the end of the summer. What is a comparably difficult time frame for negotiations in the United States?

Accepted Answer

The week between Christmas and New Year's is a comparably difficult time frame for negotiations in the United States as many people take time off during this period for the holidays. While the other options mentioned may have some impact on scheduling meetings, they do not compare to the widespread vacation time taken during this week in the US.

Question 13

A central theme in the literature on global business negotiations is that the most important consideration is __________.

Accepted Answer

Building relationships is the most important consideration in global business negotiations because it helps establish trust, open communication, and a mutual understanding of cultural differences. Successful negotiations often involve both parties feeling comfortable with each other and working towards a long-term, mutually beneficial relationship. Focusing solely on a single contract or getting the best price on a current project may lead to short-term gains but can damage the relationship and make future negotiations more difficult. Donating to local charities may be a positive gesture, but it is not the most important consideration in business negotiations.

Question 14

It is important to remember that identified cultural patterns represent __________ at the negotiating table.

Accepted Answer

Cultural patterns represent tendencies, which means they are not absolute and can vary among individuals within a culture. It is important to recognize these tendencies, but also be open to the possibility of exceptions and individual differences in negotiation. Rare occurrences and taboos may not necessarily apply to every negotiation, while absolutes do not consider cultural variations.

Question 15

A signed contract means __________ for most Americans, whereas it represents __________ for most Asians.

Accepted Answer

In many Western cultures, including American, a signed contract often signifies the conclusion or closing of negotiations, marking the end of discussions and the beginning of the agreement's implementation. In contrast, in many Asian cultures, a signed contract is seen as the start (opening) of a relationship and negotiations, indicating a commitment to work together and possibly adjust terms as the relationship develops.

Question 16

Why are Westerners more likely to do their negotiating on foreign soil than most other people?

Accepted Answer

Western businesses often try to expand their market and sell their product abroad, so it makes sense for them to travel to meet potential customers rather than expecting them to come to them.

Question 17

As a general rule, global negotiations __________ than domestic negotiations.

Accepted Answer

Global negotiations typically involve more complex issues such as cultural differences, legal regulations, and logistics, which can prolong the negotiation process. In addition, language barriers and time zone differences can also add to the length of global negotiations.

Question 18

Why is negotiation across cultures more difficult than the same process within one's own culture?

Accepted Answer

Culture shapes people's values, beliefs, and behavior. This means that different cultures may value different things or have different expectations about how negotiations should take place. These differences can make it more challenging to find common ground and reach a mutually beneficial agreement.

Question 19

An American businessman lays his proposal out very explicitly for his Japanese partners. The Japanese are much less clear, and the American concludes that they are being sneaky and covert. Is his conclusion accurate?

Accepted Answer

Japanese negotiators tend to use more indirect and subtle methods of communication than American negotiators. This can sometimes be misinterpreted as sneaky or covert behavior by Americans who are more accustomed to direct communication styles. It is important for cross-cultural negotiators to be aware of these communication differences and adjust their approach accordingly.

Question 20

Why should a portion of the negotiating team be retained after contract signing?

Accepted Answer

Retaining a portion of the negotiating team helps to maintain pre-existing relationships and ensures a smoother launch of the venture. This is especially important in international negotiations where cultural differences and language barriers can create complications in the early stages of the partnership.

Quiz 5: Negotiating Across Cultures