Question 1

Describe the process of decision making that is common in Japanese companies.

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Question 2

What are the characteristics of successful American negotiators?

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Question 3

What cultural differences make Chinese-American negotiations tense? As an American manager, what could you do to minimize difficulties during negotiations with a Chinese firm?

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Question 4

What factors are particularly important to the Chinese during negotiations? ****

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Question 5

Many Asian cultures have a more holistic approach than their Western counterparts. How might this holistic approach affect the negotiation process?

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Question 6

What are some of the practices used by successful negotiators in their planning and face-to-face behavior?

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Question 7

List and discuss at least six variables in the negotiation process.

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Question 8

What is the difference between affective, axiomatic, and factual appeals? Provide examples of cultures that use each type.

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Question 9

What are the two negotiation stages with the Chinese? What occurs during each stage?

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Question 10

What characteristics are unique to Arab negotiators?

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Question 11

Your co-worker is preparing to negotiate a business deal with a Chinese firm. How would you characterize the Chinese negotiation process? What tips would you give to your co-worker about negotiating with the Chinese?

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Question 12

How is conflict during negotiations handled in high-context and low-context cultures?

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Question 13

What is the difference between an internal locus of control and an external locus of control? What cultures use each type?

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Question 14

What are the advantages and disadvantages of using electronic communication in the negotiation process?

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Question 15

Assume you are with a Japanese firm that has just acquired a U.S. company. You wish to institute a ringi decision process in your new subsidiary. What difficulties might you encounter?

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Question 16

How can modern technology, such as negotiation support systems, be used to improve the negotiating process?

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Question 17

What are the main differences between Japanese and American negotiators?

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Question 18

What types of dirty tricks or rough tactics are used by some negotiators? What would you do if faced with opponents that used such tactics during international negotiations?

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Question 19

How does nonverbal communication affect the negotiation process?

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Question 20

In what ways might the American style of negotiation be misinterpreted in another culture?

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Quiz 5: Cross Cultural Negotiation and Decision Making