Question 1

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

Accepted Answer

clauses

Question 2

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

Accepted Answer

communication

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

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 5

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 6

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 7

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

The answer of The second implication of the complexity of...

Question 8

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 9

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

Accepted Answer

The answer of The "coordinate adjustment" strategy can be thought...

Question 10

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 11

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

Accepted Answer

Cultures are not limited to national borders and can exist in multiple countries or regions. Additionally, countries may have multiple cultures within their borders.

Question 12

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 13

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,and ____________...

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

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 16

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 made...

Question 17

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 18

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 19

The most frequently studied aspect of international negotiation is __________.

Accepted Answer

The answer of The most frequently studied aspect of international...

Question 20

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...

Quiz 11: International and Cross-Cultural Negotiation