Deck 16: International and Cross-Cultural Negotiation

Question 1

Negotiation in risk-____________ cultures will seek further information and will be more likely to take a wait-and-see stance.

Answer 1

avoiding

Question 2

Researchers Gelfand and Realo found that accountability to a constituent influenced negotiators from individualistic and ____________ cultures differently.

Answer 2

collectivistic

Question 3

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.

Answer 3

mediators

Question 4

In order to understand the complexity of international negotiations,one must understand how the factors in both the ____________ and ____________ contexts can influence negotiation processes and outcomes.

Question 5

Cultures differ in the degree to which ____________,or the formality of the relations between the two negotiating parties,is important.

Question 6

Relative power is not simply a function of ____________ but appears to be due to management control of the project.

Question 7

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

Question 8

Proponents of the ____________ approach recognize that negotiation behavior is multiply determined and using culture as the sole explanation of behavior is oversimplifying a complex social process.

Question 9

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

Question 10

The term ____________ refers to the shared values,beliefs,and behaviors of a group of people.

Question 11

There are six factors identified by Salacuse in the environmental context that make international negotiations more challenging than domestic negotiations they are: political and legal pluralism,international economics,foreign governments and bureaucracies,instability,ideology,and ____________.

Question 12

To avoid offending the other party in negotiations across borders,the international negotiator needs to observe cultural rules of ____________ carefully.

Question 13

Decision making in group-oriented cultures involves ____________ and may take considerably more time than American negotiators are used to.

Question 14

In the "culture-as-shared-value" approach,cross-cultural comparisons are made by finding the important ____________ and ____________ that distinguish one culture from another.

Question 15

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

Question 16

The "coordinate adjustment" strategy can be thought of as a special instance of negotiating the ____________ of negotiation.

Question 17

The most frequently studied aspect of international negotiation is ____________.

Question 18

In individualistic societies,negotiators are considered interchangeable,and ____________ (rather than relationship)is an important consideration when choosing a negotiator.

Question 19

One approach of negotiators who have very low familiarity with the other party's culture is to hire an ____________ who is familiar with the cultures of both parties.

Question 20

The "culture-as-learned-behavior" approach concentrates on creating a ____________ of behaviors that foreign negotiators should expect when entering a host culture.

Question 21

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.

Question 22

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

Question 23

Countries can have only one culture;however cultures can span national borders.

Question 24

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.

Question 25

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

Question 26

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

Question 27

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

Question 28

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

Question 29

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.

Question 30

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.

Question 31

Ideological clashes increase the communication challenges in cross-border negotiations in the broadest sense because the parties may disagree on the most fundamental levels about what is being negotiated.

Question 32

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

Question 33

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

Question 34

The notion that negotiation is both art and science is especially valid at the cross-cultural or international level.

Question 35

Political considerations may enhance or detract from the conduct of business negotiations in various countries at different times.

Question 36

High-conflict situations that are based on ethnicity,identity or geography are most easy to resolve.

Question 37

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.

Question 38

In all cross-cultural negotiations,both parties approach the negotiation deductively.

Question 39

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.

Question 40

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.

Question 41

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?

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 42

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

A) there may be implications for the taxes that the organization pays.
B) there may be implications for the labor codes or standards that the organization must meet.
C) there may be different codes of contract law and standards of enforcement.
D) political considerations may enhance or detract from the conduct of business negotiations in various countries at different times.
E) Political and legal pluralism can make cross cultural negotiations more complex because of all of the above.

Question 43

The individualism/collectivism dimension describes

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 the individualism/collectivism dimension.

Question 44

"Adapting to the other party's approach" is best used by parties with

A) no familiarity.
B) low familiarity.
C) moderate familiarity.
D) high familiarity.
E) Adapting to the other party's approach is equally effective for all parties.

Question 45

Power distance describes

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 46

What consequences do negotiators from high uncertainty-avoidance cultures bring to negotiations?

A) Negotiators will strongly depend on cultivating and sustaining a long-term relationship.
B) Negotiators may be more likely to "swap" negotiators,using whatever short-term criteria seem appropriate.
C) Negotiators may need to seek approval from their supervisors more frequently.
D) Negotiators may not be comfortable with ambiguous situations and may be more likely to seek stable rules and procedures when they negotiate.
E) All of the above are consequences of high uncertainty avoidance cultures.

Question 47

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

A) political and legal pluralism
B) foreign governments and bureaucracies
C) relative bargaining power
D) international economic factors
E) All of the above are factors in the environmental context of negotiations.

Question 48

Which of the following is not one of Janosik's four ways that culture is used in international negotiation?

A) culture as learned behavior
B) culture as economic indicator
C) culture as shared values
D) culture as dialectic
E) Each of the above is one of Janosik's four ways that culture is used in international negotiation.

Question 49

Which of the following lists only joint strategies for cross-cultural negotiations?

A) employ agents or advisors,bring in a mediator,adapt to the other party's approach,improvise an approach
B) employ agents or advisors,adapt to the other party's approach,embrace the other party's approach,effect symphony
C) bring in a mediator,coordinate adjustment,improvise an approach,effect symphony
D) coordinate adjustment,improvise an approach,adapt to the other party's approach,embrace the other party's approach
E) None of the above list only joint strategies for cross cultural negotiations.

Question 50

Risk-avoiding cultures will

A) be willing to move early on a deal.
B) generally take more chances.
C) seek further information.
D) be less likely to take a wait-and-see stance.
E) Risk avoiding cultures will generally take all of the above actions.

Question 51

Which of the following factors most influences relative bargaining power?

A) the extent to which negotiators frame the negotiation differently
B) tangible and intangible factors
C) management control
D) personal motivations of external stakeholders
E) None of the above factors influence relative bargaining power.

Question 52

According to Graham,which of the following statements would be characteristic 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 53

According to Weiss,when choosing a strategy,negotiators should

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 54

In group-oriented cultures

A) the individual comes before the group's needs.
B) decisions are primarily made by senior executives.
C) decision making is an efficient,streamlined process.
D) negotiators may be faced with a series of discussions over the same issues and materials with many different people.
E) All of the above occur in group-oriented cultures.

Question 55

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

A) external stakeholders
B) instability
C) international economic factors
D) relationship between negotiators
E) All of the above are immediate context factors in cross-cultural negotiations.

Question 56

We use the term "culture" to refer to the

A) religious beliefs of a group of people.
B) ethnicity of a group of people.
C) geographic nationality of a group of people.
D) shared values and beliefs of a group of people.
E) Culture refers to none of the above.

Question 57

The "culture-as-shared-value" approach

A) concentrates on documenting the systematic negotiation behavior of people in different cultures.
B) 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.
C) recognizes that all cultures contain dimensions or tensions among their different values.
D) recognizes that no human behavior is determined by a single cause.
E) All of the above are elements of the "culture as shared" value approach.

Question 58

Which of the following strategies should negotiators with a low familiarity with the other culture choose?

A) employ agents or advisers
B) adapt to the other party's approach
C) coordinate adjustment
D) embrace the other party's approach
E) Negotiators with a low familiarity with the other culture should not choose any of the above strategies.

Question 59

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

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 60

"Coordinating adjustment" involves

A) adopting completely the approach of the other party.
B) making conscious changes to your approach so that it is more appealing to the other party.
C) both parties making mutual adjustments to find a common process for negotiation.
D) crafting an approach that is specifically tailored to the negotiation situation.
E) "Coordinating adjustment" involves all of the above.

Question 61

What is the challenge in using the "adapt to the other party's approach" strategy?

Question 62

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

Question 63

How does ideology contribute to making international negotiations difficult?

Question 64

What factors indicate that negotiators should not make large modifications to their approach when they negotiate across borders?

Question 65

What are the disadvantages to using the "induce the other party to use your approach" strategy?

Question 66

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

Question 67

How does the nature of agreements vary between cultures?

Question 68

Which is the most flexible of Weiss' eight strategies for negotiating with someone from another culture?

Question 69

What are the risks of using the "effect symphony" strategy?

Question 70

What did researchers Adler,Brahm and Graham find about the differences in negotiation strategies and tactics in the cultures of the Chinese and Americans?

Question 71

How does the value of international currencies affect cross-cultural negotiation decisions?

Question 72

What is the main challenge for every global negotiator?

Question 73

What is the "culture-in-context" approach to using culture to understand global negotiation?

Question 74

According to Salacuse,what are the six factors that make global negotiations more challenging than domestic negotiations?

Question 75

What is the most frequently studied aspect of international negotiations?

Question 76

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

Question 77

What are Phatak and Habib's immediate context factors?

Question 78

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

Question 79

Weiss observes that a negotiator may be able to choose among which culturally responsive strategies when negotiating with someone from another culture?

Question 80

Phatak and Habib define external stakeholders as: