Question 1

Outside of North America there appears to be a great deal of variation across cultures in the extent to which negotiation situations are initially perceived as distributive or integrative.

Accepted Answer

The answer of Outside of North America there appears to...

Question 2

Weiss states that a negotiator should only use one strategy throughout an entire negotiation.

Accepted Answer

Weiss argues that a negotiator should be flexible and adaptable, using different strategies at different points in the negotiation process. A skilled negotiator should be able to read the situation and adjust their approach accordingly to achieve the best outcome.

Question 3

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

Accepted Answer

Cultures can be shared and influenced by neighboring countries, migration, trade, and globalization. Therefore, a culture can span national borders and be found in multiple countries. Additionally, countries can have multiple cultures within their borders, such as regional or minority cultures.

Question 4

Negotiators using the "adapt to the other party's approach" strategy maintain a firm grasp on their own approach,but make modifications to help relations with the other negotiator.

Accepted Answer

Negotiators using the "adapt to the other party's approach" strategy do maintain a firm grasp on their own approach, but they also make modifications in order to build rapport and improve the relationship with the other negotiator. This approach allows for flexibility and can lead to a more successful negotiation outcome.

Question 5

The "culture-as-shared-values" approach has advantages over the "culture-as-dialectic" approach because it can explain variations within cultures.

Accepted Answer

The "culture-as-dialectic" approach is better suited to explain variations within cultures because it emphasizes the dynamic and contradictory nature of culture, allowing for the coexistence of different and sometimes opposing values and practices within the same culture.

Question 6

The relationship the principal negotiating parties develop before the actual negotiations will have an important impact on the negotiation process and outcome.

Accepted Answer

Developing a positive relationship before negotiations can increase trust and understanding, leading to a more collaborative and successful negotiation process. Alternatively, a negative relationship can lead to suspicion, distrust, and a more competitive negotiation process.

Question 7

Risk-oriented cultures will be more willing to move early on a deal and will generally take more chances.

Accepted Answer

Risk-oriented cultures prioritize taking risks and are more eager to take chances in deals, making them more likely to move early on a deal.

Question 8

Research studies suggest that culture does have an effect of negotiation outcomes,although it may not be direct and it likely has an influence through differences in the negotiation process in different cultures.

Accepted Answer

Research studies have indicated that culture has an effect on negotiation outcomes through differences in the negotiation process in different cultures.

Question 9

To use the "improvise an approach" strategy,both parties to the negotiation need to have high familiarity with the other party's culture and a strong understanding of the individual characteristics of the other party.

Accepted Answer

Both parties need to have a deep understanding of each other's culture and individual characteristics to effectively improvise an approach during a negotiation.

Question 10

Research suggests that negotiators may naturally negotiate differently when they are with people from their own culture than when they are with people from other cultures.

Accepted Answer

Cross-cultural research has shown that negotiators tend to use different negotiation strategies and tactics when negotiating with people from their own culture compared to people from other cultures. This is due to differences in communication styles, values, norms, and expectations between different cultural groups.

Question 11

Ideological clashes increase the communication challenges in cross-border negotiations in the broadest sense because the parties may disagree on the most fundamental levels about what is being negotiated.

Accepted Answer

When parties have fundamentally different ideologies, it can be challenging to find common ground or even understand each other's perspectives. This can lead to communication breakdowns and make cross-border negotiations more difficult.

Question 12

Tangible and intangible factors play only a minor role in determining the outcomes of cross-border negotiations.

Accepted Answer

Tangible and intangible factors such as cultural differences, language barriers, and communication styles play a significant role in determining the outcomes of cross-border negotiations. These factors can impact trust, understanding, and the ability to reach mutually acceptable agreements. Therefore, it is important for negotiators to consider and address these factors in order to achieve successful outcomes.

Question 13

The best approach to manage cross-cultural negotiations is to be insensitive to the cultural norms of the other negotiator's approach.

Accepted Answer

Being insensitive to the cultural norms of the other negotiator's approach can lead to misunderstandings and breakdowns in the negotiation process. It is important to understand and respect the other negotiator's cultural norms and values, and adapt one's approach accordingly, to build trust and foster effective communication.

Question 14

The notion that negotiation is both art and science is especially valid at the cross-cultural or international level.

Accepted Answer

Negotiation involves both aspects of art and science, and when it comes to cross-cultural or international negotiations, the cultural differences and varied communication styles make it even more complex, requiring an understanding of cultural nuances as well as the science of effective negotiation strategies.

Question 15

Political considerations may enhance or detract from the conduct of business negotiations in various countries at different times.

Accepted Answer

Political considerations, such as changes in government or cross-border tension, can impact the conduct of business negotiations and the willingness of parties to reach mutually beneficial agreements. Therefore, it is important for negotiators to be aware of the political environment in which they are operating.

Question 16

High-conflict situations that are based on ethnicity,identity or geography are most easy to resolve.

Accepted Answer

High-conflict situations based on ethnicity, identity or geography are often deeply rooted in historical and cultural differences, making them very difficult to resolve. They often require multiple interventions, mediation, and a willingness from all parties to engage in dialogue and compromise.

Question 17

Francis found that negotiators from a familiar culture (Japan)who made no attempt to adapt to American ways were perceived more positively than negotiators who made moderate adaptations.

Accepted Answer

The answer of Francis found that negotiators from a familiar...

Question 18

In all cross-cultural negotiations,both parties approach the negotiation deductively.

Accepted Answer

In cross-cultural negotiations, parties often approach the negotiation inductively, taking into account cultural differences and seeking to understand the underlying values and assumptions of the other party. Deductive approaches involve starting with a general principle and applying it to specific situations, which may not always be effective in cross-cultural negotiations.

Question 19

Many popular books and articles on international negotiation treat culture as expected behavior,providing lists of dos and don'ts to obey when negotiating with people from different cultures.

Accepted Answer

The answer of Many popular books and articles on international...

Question 20

There are six factors in the environmental context that make international negotiations more challenging than domestic negotiations and these factors can act to limit or constrain organizations that operate internationally whether negotiators understand or appreciate their effects.

Accepted Answer

The answer of There are six factors in the environmental...

Quiz 16: International and Cross-Cultural Negotiation