Deck 10: Cross-Cultural Negotiation

Question 1

Which of the following statements is most true with regard to integrative negotiation as it pertains to culture?

A)Members of western cultures are more adept and skilled at expanding the pie compared to members of eastern cultures
B)Members of eastern cultures are more adept and skilled at claiming resources than members of western cultures
C)Inter-cultural negotiation often yields higher joint gains than intra-cultural negotiation
D)Intra-cultural negotiation often yields higher joint gains than inter-cultural negotiation

Answer 1

D

Question 2

Which of the following is an example of in-group favoritism in negotiation?

A)The belief that the members of one's own group are better or more deserving than members of another group
B)The belief that people should only be members of a single group and avoid joint membership
C)A person works less hard when part of a group effort than they would individually
D)A person interprets their interactions with their adversaries in an altruistic way

Answer 2

A

Question 3

People from individualistic cultures are more likely to remember situations in which they _______,whereas people from a collectivistic cultures are more likely to remember situations in which they _______.

A)influenced others ; adjusted to others
B)felt related to the other party ; felt effective
C)lost ; won
D)sacrificed personal interests ; found affiliation with another party

Answer 3

A

Question 4

Which of the following best describes the differences between individualism and collectivism as cultural values in negotiation?

A)Individualists focus on relationships; collectivists focus on money
B)Individualists see themselves as autonomous entities; collectivists see themselves in relation to others
C)Individualists prefer to work in groups; collectivists prefer to work alone
D)Individualists are cooperative; collectivists are competitive

Question 5

When it comes to resolving conflict,managers from hierarchical cultures prefer:

A)to regulate behavior via public shaming
B)an interests model that relies on resolving underlying conflicts
C)to attribute a disagreeable person's behavior to an underlying disposition and desire formal dispute resolution procedures
D)to defer to a higher-status person

Question 6

Which of the following best describes the differences between direct and indirect communication with regard to culture and how it affects negotiation?

A)Direct communicators express their intent in words; indirect communicators convey meaning and intention through story and inference
B)Direct communicators address others by their first name; indirect communicators address others by their formal title
C)Direct communicators always speak the truth; indirect communicators never say what they really mean
D)Direct communicators are honest; indirect communicators often lie or misrepresent information

Question 7

Traditional Chinese businesspeople tend to build trust networks typically based on familial lines,making it difficult for outsiders to enter into these networks.What term best describes this type of relationship culture?

A)Social networks
B)Dispositionalism
C)Egalitarianism
D)Guanxi network

Question 8

If a person from Brazil is late for a negotiation with someone from the United States and the U.S.person concludes that the Brazilian negotiator is unreliable and disrespectful,such a belief may be due to people's tendency to:

A)evaluate the other party's actions on the basis of their affiliations rather than on the merits or faults of the behavior itself.
B)apply the philosophy of mind rooted in a theory of perception that claims that the senses provide us with a direct awareness of the external world
C)relegate the other party to an unimportant or powerless position within their group
D)explain the causes of the other party's behavior in terms of their underlying disposition and discount situational factors

Question 9

Cultures differ with respect to their values and beliefs.In negotiation,sacred values refer to:

A)the values prevalent in individualistic cultures
B)the customs and beliefs that change frequently
C)the beliefs that people regard to be so fundamental that they are not discussable or debatable
D)the values that can make your counterparty highly competitive

Question 10

One of the key challenges in intercultural negotiation is ethnocentrism which refers to:

A)genocide (i.e.,the killing of people from different cultures)
B)the unwarranted positive beliefs about one's own group relative to other groups
C)separatism (i.e.,the tendency for a culture to withdraw from other cultures and act independently)
D)the blending of different cultures in a way that creates a "melting pot," or mix of different cultures

Question 11

In cultures where communications are direct,information exchange in negotiation is generally:

A)nuanced
B)inferred
C)biased
D)context-free

Question 12

Collectivistic cultures are rooted in social groups.Why is accountability pressure effective in collectivistic cultures?

A)People want to save face and are concerned with their personal outcomes
B)People are answerable to others within their group for conducting themselves in a certain manner
C)People want to seem ethical to out-group members
D)The desire for influence and control pushes the individual to take actions that demonstrate their knowledge of their native cultural values

Question 13

Negotiators have more difficulty expanding the pie when negotiating across cultures than within a culture.One reason for this is because it is difficult for negotiators to resolve conflicts that involve _______,or the beliefs,customs,and assumptions that form the basis of a group's or culture's belief system.

A)taboo trade-offs
B)stifling values
C)sacred values
D)fixed knowledge

Question 14

When football fans watch a game,they believe the other side commits more infractions on the field than does their own team.This favoritism can best be termed:

A)the affiliation bias
B)ethnocentrism
C)marginalization
D)fundamental attribution error

Question 15

Culture is defined as the personality of a group.A group who is concerned about how the results of their behaviors affect the other in-group members,share resources with in-group members,and feel interdependent with in-group members hold what type of cultural value?

A)Individualism
B)Egalitarianism
C)Collectivism
D)Dispositionalism

Question 16

Dispute resolution preferences vary from culture to culture.One way negotiators from indirect cultures communicate their disapproval is:

A)by fining the offender
B)by shaming the offender
C)by telling the offender what he did wrong
D)yelling at the offender

Question 17

With regard to cultural differences in negotiation,a stereotype is___________; a prototype is ___________

A)a belief that members of a given culture are largely all the same ; the recognition that members of a given culture might have a central tendency,but there is variation within the culture
B)the recognition that members of a given culture might have a central tendency,but there is variation within the culture ; a belief that members of a given culture are largely all the same
C)an act of discrimination ; a scientific or technical invention that is in its initial form (i.e.,before refinement)
D)a form of racial prejudice ; a form of belief prejudice

Question 18

When a group member contributes less effort and works less hard when working in a group as compared to working alone,this is known as:

A)social striving
B)affiliation bias
C)marginalization
D)social loafing

Question 19

With regard to resolving conflict in collectivistic cultures,what statement is most true?

A)Disputants see large distances between those in the upper part of the social structure and those in the lower part of that structure and prefer high status people to resolve disputes for low status people
B)Disputants prefer to use a random-device,such as a coin-toss,to resolve disputes
C)The disputants prefer to involve attorneys to make legal arguments on their behalf
D)Disputants see each other as equals and openly and directly address each other in order to resolve a dispute

Question 20

Which of the following best describes the differences between egalitarianism and hierarchy as cultural values in negotiation?

A)Egalitarian cultures divide things equally; hierarchical cultures divide things according to merit and status
B)Egalitarian cultures treat people equally; hierarchical cultures discriminate among people
C)Egalitarian cultures believe that status is permeable through effort and achievement; hierarchical cultures believe that superiors should take care of the needs of subordinates
D)Egalitarian cultures communicate directly; hierarchical cultures communicate indirectly

Question 21

In some cases,intercultural negotiations may fail,not because negotiators stay anchored to their own cultural assumptions and styles,but rather because they try to adjust to their counterparty's cultural assumptions about negotiating,also known as __________.

A)an attribution error
B)the quality of communication experience
C)naïve realism
D)schematic overcompensation
Discussion Questions

Question 22

How do differences between direct and indirect communication cultures affect how negotiators share information?

Question 23

In light of a culture's relationship to power,what are the implications to intercultural negotiations that must be considered?

Question 24

Consider Exhibit 10-6.How is power distance related to individualism and collectivism?

Question 25

What are some key differences between individualistic and collectivistic cultural values? What are the implications for negotiation?

Question 26

What are some examples of acceptable versus taboo trade-offs in negotiation? How does the taboo trade-off principle operate within systems of sacred and secular values?

Question 27

Several types of dispute resolution procedures characterize how different cultures resolve disputes.In a procedure called _______,disputants retain full control over the final negotiated decision,but a third party guides the negotiation process.

A)bargaining
B)mediation
C)adversarial adjudication
D)inquisitorial adjudication