Deck 12: International Negotiations: Managing culture and other complexities

Question 1

Negotiation is conside__________ process for Americans_______ process for the English,French and Germans.

A)A formal / an informal.
B)An informal / a formal.
C)A relationship-building / a task-oriented.
D)A task-oriented / a relationship-building.

Answer 1

B

Question 2

Concerns about how to trade goods,set up joint ventures and whether or not to proffer bribes are examples of:

A)Political pluralism.
B)Legal pluralism.
C)Dealing with instability and change.
D)Dealing with ideological differences.

Answer 2

B

Question 3

When negotiating with another country,you should clarify the other government's influence and interests during the:

A)Preparation stage,before you meet with the other party.
B)Middle stage,after you have felt out the other party's positions and interests.
C)Final stage,before you sign off on the agreement,but after you are fairly certain that you have a deal.
D)Final stage,after you sign off on the agreement.

Answer 3

A

Question 4

People who communicate directly,with explicit meaning derived more from the word than from context,are likely to belong to a(n):

A)Low context culture.
B)High context culture.
C)Collectivistic culture.
D)Individualistic culture.

Question 5

Ideology refers to the body of ideas upon which a country's:

A)Laws are based.
B)Culture is based.
C)Political,economic and social systems are based.
D)Economy is based.

Question 6

Evidence suggests that cross-cultural negotiation produces more modest outcomes than intracultural negotiation.

Question 7

An effective way to enforce compliance with an international agreement is to:

A)Verify that the negotiating party's parent county is trade friendly with the country your party represents.
B)Deal in goods instead of in currency.
C)Follow the cultural norms of the other party's parent company.
D)Negotiate a clause in the agreement that requires the parties to submit disputes to international arbitration.

Question 8

An American executive running a German subsidiary of a U.S.company must be aware of both German and American foreign policies as they apply to engaging in a business relationship with China.This is an example of:

A)Political pluralism.
B)Legal pluralism.
C)The need to be aware of instability and change when negotiating with different countries.
D)The need to be aware of ideological differences when negotiating with different countries.

Question 9

Negotiators who belong to which of the following cultures are likely to engage in a reciprocal offering strategy?

A)Low context/collectivistic.
B)High context/collectivistic.
C)Low context/individualistic.
D)High context/individualistic.

Question 10

To protect negotiating parties who represent countries that use different currencies from monetary rate fluctuations that could significantly change the value of any monetary deals they negotiated:

A)The parties can choose to negotiate using only one currency.
B)The parties can guarantee that they will pay in cash.
C)The parties can write contingency clauses that protect both sides from wild swings in the exchange rates for their respective currencies.
D)The parties can choose to negotiate using only the stronger currency.

Question 11

Americans view memorandums of agreement (MOA)as the culmination of the negotiation process but the Chinese view MOAs as a way to establish the relationship before beginning the negotiation process.

Question 12

Accountability to constituents leads to more competition among negotiators from individualistic cultures but to more cooperation among negotiators from collectivistic cultures.

Question 13

A cultu_______________ predict which issues will be the most salient.

A)Values / norms.
B)Values / beliefs.
C)Norms /beliefs.
D)Values / assumptions.

Question 14

To reduce your potential for taking risks most effectively when negotiating with businesses in countries that are politically unstable:

A)Negotiate only one issue at a time.
B)Do not reveal your true position(s).
C)Hire a translator.
D)Include cancellation and arbitration clauses in your agreement.

Question 15

Collectivism and context are examples of cultural:

A)Knowledge structures.
B)Assumptions.
C)Norms.
D)Dimensions.

Question 16

When negotiating in a foreign country,a poorly-executed greeting such as bowing or kissing on each cheek incorrectly is likely to be insulting enough to the host country's negotiators that it could become a deal-breaker.

Question 17

Americans tend to have a risk-taking orientation.

Question 18

Cult__________ are standards of appropriate and inappropriate conduct.

A)Knowledge structures.
B)Assumptions.
C)Norms.
D)Dimensions.

Question 19

A group's values,beliefs,norms,assumptions and knowledge structures define its:

A)Legal system.
B)Political system.
C)Economic system.
D)Culture.

Question 20

Risk analyses should be conducted in__________ stage of the negotiation.

A)Preparation.
B)Middle stage.
C)Final stage.
D)Implementation stage.

Question 21

What is culture? Describe the components of culture that help us understand what and how people from a particular culture will negotiate.

Question 22

Local and national governments may interfere with negotiated settlements between corporations from different countries.

Question 23

Collectivistic negotiators are more susceptible to fundamental attribution errors than individualistic negotiators.

Question 24

When negotiating with someone from a different culture,it is important to show that you trust your opponent by revealing sensitive information at the beginning of the negotiation.

Question 25

What can you do to adapt your negotiating style if your style is collectivistic or high context and you encounter a negotiator who uses the reciprocal questioning strategy?

Question 26

When negotiating via email,negotiators from individualistic cultures are more likely to make more extreme or aggressive opening offers than negotiators from collectivistic cultures.

Question 27

It is important not to assume that your opposing negotiator fits the stereotypes of his or her culture.

Question 28

Describe some of the complexities that are unique to international negotiations and some protections that are available for managing these complexities.