Question 1

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

Accepted Answer

undervalue

Question 2

The most frequently studied aspect of international negotiation is ____________.

Accepted Answer

culture

Question 3

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

Accepted Answer

equity

Question 4

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

Accepted Answer

The answer of The term ____________ refers to the shared...

Question 5

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

Accepted Answer

The answer of Researchers Gelfand and Realo found that accountability...

Question 6

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 ____________.

Accepted Answer

The answer of There are six factors identified by Salacuse...

Question 7

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

Accepted Answer

The answer of In the "culture-as-shared-value" approach, cross-cultural comparisons are...

Question 8

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.

Accepted Answer

The answer of One approach of negotiators who have very...

Question 9

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

Accepted Answer

The answer of Decision making in group-oriented cultures involves ____________...

Question 10

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

Accepted Answer

The answer of Negotiation in risk-____________ cultures will seek further...

Question 11

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

Accepted Answer

The answer of In individualistic societies, negotiators are considered interchangeable,...

Question 12

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

Accepted Answer

The answer of Negotiators faced with unstable circumstances should include...

Question 13

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

Accepted Answer

The answer of Countries differ in the extent to which...

Question 14

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.

Accepted Answer

The answer of In order to understand the complexity of...

Question 15

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.

Accepted Answer

The answer of Proponents of the ____________ approach recognize that...

Question 16

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.

Accepted Answer

The answer of Many types of ____________ may be used...

Question 17

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

Accepted Answer

The "coordinate adjustment" strategy involves finding common ground and making small adjustments to reach a mutually beneficial outcome, which aligns with the goal of finding the best form of agreement, making it a part of the substance of negotiation.

Question 18

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

Accepted Answer

The answer of Cultures differ in the degree to which...

Question 19

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

Accepted Answer

The answer of The "culture-as-learned-behavior" approach concentrates on creating a...

Question 20

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

Accepted Answer

The answer of To avoid offending the other party in...

Quiz 16: International and Cross-Cultural Negotiation