Which of the following statements reflects the decision-making style of the Americans in business negotiations?
A) A business meeting is an opportunity to develop a business relationship with the goal of long-term mutual benefit.
B) The economic issues are the context, not the content, of the business negotiation talks.
C) A business negotiation is a problem-solving activity, the best deal for both parties being the solution.
D) Business issues are akin to the journey, and resolving them is reaching the destination, with the journey being more important than the destination.
E) Interpersonal and inter-organizational bonds take precedence over the bottom-line in business negotiations.

Question

Quizplus · Accepted Answer

To Americans, a business negotiation is a problem-solving activity, the best deal for both parties being the solution. To a Japanese businessperson, a business negotiation is a time to develop a business relationship with the goal of long-term mutual benefit. The economic issues are the context, not the content, of the talks.

Which of the Following Statements Reflects the Decision-Making Style of the Americans