Which of the following is true of the differences in values that affect international negotiations?
A) Negotiators from countries such as Mexico or Spain remain personally unaffected by negotiation outcomes.
B) The concept of objectivity predominantly takes a front seat in Hispanic or Chinese cultures.
C) In most places in the world, particularly in collectivistic and high-context cultures, personalities and substance are separate issues.
D) The concept of family control does not apply to businesses in Spain, Mexico, and the Philippines.
E) Long-term reciprocity is usually the basis of commercial interactions in China.

Question

Quizplus · Accepted Answer

Guanxi, the Chinese word for personal connections, is key for negotiators working in China. Long-term reciprocity is the basis of commercial interactions there, and Western concepts like objectivity almost always take a back seat. What happens to them at the negotiation table will affect the business relationship, regardless of the economics involved.

Which of the Following Is True of the Differences in Values