Question 1

Which of the following statements is most true with regard to integrative negotiation as it pertains to culture?

Accepted Answer

Intra-cultural negotiation often results in higher joint gains than inter-cultural negotiation because parties share a common cultural background, which facilitates communication, mutual understanding, and trust, leading to more effective collaboration and agreement.

Question 2

Which of the following is an example of in-group favoritism in negotiation?

Accepted Answer

In-group favoritism refers to the tendency to favor members of one's own group over members of another group. The belief that one's own group is better or more deserving than members of another group is an example of this.

Question 3

People from individualistic cultures are more likely to remember situations in which they _______,whereas people from a collectivistic cultures are more likely to remember situations in which they _______.

Accepted Answer

The first half of the statement relates to individualistic values that place emphasis on one's ability to influence others, whereas the second half relates to collectivistic values that emphasize adjusting to others in order to maintain harmony. Therefore, choice A (influenced others; adjusted to others) is the most appropriate answer.

Question 4

Which of the following best describes the differences between individualism and collectivism as cultural values in negotiation?

Accepted Answer

Individualism emphasizes the importance of individual goals, independence, and personal achievement, while collectivism places great value on the interdependence, harmony, and cooperation of the group. Therefore, individualists see themselves as autonomous entities, while collectivists view themselves in relation to others. This affects negotiation practices, as individualists may prioritize their personal gain, while collectivists may place greater importance on the benefits for the group as a whole.

Question 5

When it comes to resolving conflict,managers from hierarchical cultures prefer:

Accepted Answer

Managers from hierarchical cultures tend to prefer resolving conflicts by deferring to a higher-status person. This approach aligns with the value placed on authority and structured relationships within hierarchical cultures, where decisions and conflict resolutions are often expected to come from those at higher levels of the organizational or social structure.

Question 6

Which of the following best describes the differences between direct and indirect communication with regard to culture and how it affects negotiation?

Accepted Answer

Direct communication is more typical in individualistic cultures, where communication is straightforward and the intent is expressed in words. In indirect communication, which is more typical in collectivistic cultures, communication occurs through nonverbal cues and subtle hints, and meaning and intention are conveyed through story and inference. This can affect negotiation because misunderstandings may arise due to the indirect communication style, which can lead to confusion and unmet expectations.

Question 7

Traditional Chinese businesspeople tend to build trust networks typically based on familial lines,making it difficult for outsiders to enter into these networks.What term best describes this type of relationship culture?

Accepted Answer

This type of relationship culture is referred to as a Guanxi network, which is a Chinese term that denotes the connections and relationships that are based on mutual trust and reciprocity. Guanxi networks are predominantly built on familial and personal relationships, which makes it difficult for outsiders to enter into these networks, thereby limiting access to business opportunities and resources.

Question 8

If a person from Brazil is late for a negotiation with someone from the United States and the U.S.person concludes that the Brazilian negotiator is unreliable and disrespectful,such a belief may be due to people's tendency to:

Accepted Answer

This is an example of fundamental attribution error, where individuals tend to explain the causes of others' behaviors based on their underlying personality traits, rather than considering situational factors. The U.S. person attributes the Brazilian negotiator's lateness to their inherent unreliability and disrespect, rather than considering potential cultural differences or external factors that may have caused the delay.

Question 9

Cultures differ with respect to their values and beliefs.In negotiation,sacred values refer to:

Accepted Answer

Sacred values are beliefs that are so fundamental to individuals or groups that they are non-negotiable and not open to compromise or discussion. These values are deeply embedded in a person's identity and can be associated with religious beliefs or cultural traditions, making them highly sensitive and emotional issues in negotiation. Therefore, option C is the correct choice here. Option A and D are incorrect as they do not reflect the concept of sacred values. Option B is also incorrect as the term "sacred" implies that the beliefs are fixed and not changing frequently.

Question 10

One of the key challenges in intercultural negotiation is ethnocentrism which refers to:

Accepted Answer

Ethnocentrism refers to the unwarranted positive beliefs about one's own group relative to other groups. It can lead to misunderstandings and negative attitudes towards people from other cultures, making intercultural negotiation more difficult. Option A is incorrect because genocide refers to the deliberate killing of a large group of people from a particular ethnic or national group. Option C is incorrect because separatism refers to the desire of a group to separate and form their own independent state or community. Option D is incorrect because the melting pot theory suggests that different cultures blend together to form a new and unique culture, whereas intercultural negotiation involves working with multiple distinct cultures.

Question 11

In cultures where communications are direct,information exchange in negotiation is generally:

Accepted Answer

In cultures where communications are direct, information exchange tends to be context-free and to the point. This means that there is little need for nuances, inferences, or biases in communications. Direct communication allows negotiators to clearly outline their views, needs, and expectations without much fuss or elaboration. This can make negotiations more efficient and effective, especially if both parties share a similar communication style.

Question 12

Collectivistic cultures are rooted in social groups.Why is accountability pressure effective in collectivistic cultures?

Accepted Answer

In collectivistic cultures, individuals are answerable to others within their group for their behavior and actions. Thus, accountability pressure can be effective as it instills a sense of responsibility in individuals to adhere to the norms and values of their social group. People may fear negative consequences, such as being ostracized, if they do not meet these expectations.

Question 13

Negotiators have more difficulty expanding the pie when negotiating across cultures than within a culture.One reason for this is because it is difficult for negotiators to resolve conflicts that involve _______,or the beliefs,customs,and assumptions that form the basis of a group's or culture's belief system.

Accepted Answer

Sacred values are beliefs or customs that are deeply ingrained in a particular culture or group and are considered to be non-negotiable. When negotiators encounter conflicts involving sacred values, it can be difficult to find a solution that satisfies both parties and expands the pie. This is because touching or compromising on sacred values can be seen as a threat to the group's identity or core beliefs. Taboo trade-offs and stifling values are not specific to cultural negotiations, and fixed knowledge is not a term commonly used in negotiation studies.

Question 14

When football fans watch a game,they believe the other side commits more infractions on the field than does their own team.This favoritism can best be termed:

Accepted Answer

The affiliation bias refers to the tendency to favor one's own group, which in this case is the football team the fans support.

Question 15

Culture is defined as the personality of a group.A group who is concerned about how the results of their behaviors affect the other in-group members,share resources with in-group members,and feel interdependent with in-group members hold what type of cultural value?

Accepted Answer

The cultural value described in the question is collectivism. Collectivist cultures prioritize the needs and goals of the group over those of the individual, and emphasize interdependence, sharing, and cooperation among in-group members.

Question 16

Dispute resolution preferences vary from culture to culture.One way negotiators from indirect cultures communicate their disapproval is:

Accepted Answer

In indirect cultures, it is common to communicate disapproval by shaming the offender. This involves using social pressure to make the offender feel guilty or embarrassed for their actions, which can help facilitate a resolution without resorting to more aggressive tactics such as yelling or imposing fines. Telling the offender what they did wrong may also be part of this process, but it is typically done in a more subtle and indirect way.

Question 17

With regard to cultural differences in negotiation,a stereotype is___________; a prototype is ___________

Accepted Answer

A stereotype is a belief that members of a given culture are largely all the same, which is a generalization that overlooks variations within the cultural group. A prototype, on the other hand, recognizes that members of a given culture might have a central tendency, but there is variation within the culture. Prototype thinking acknowledges cultural differences while recognizing the individuality of members within that culture.

Question 18

When a group member contributes less effort and works less hard when working in a group as compared to working alone,this is known as:

Accepted Answer

Social loafing is the tendency for individuals to put forth less effort when working in a group as compared to working alone. This occurs because individuals believe that their effort will not be as visible or directly tied to the outcome of the group performance. Instead, they rely on the efforts of their fellow group members to achieve success. This can result in lower overall productivity and poorer quality work.

Question 19

With regard to resolving conflict in collectivistic cultures,what statement is most true?

Accepted Answer

In collectivistic cultures, there is often a strong emphasis on hierarchy and respect for authority. Disputants may prefer to have high status individuals, such as community leaders or elders, resolve their conflicts for them. This is because there can be a perception that those in lower social positions may not have the same level of authority or ability to negotiate effectively. Therefore, Option A is the most true statement. Options B, C, and D are not reflective of the typical approach to conflict resolution in collectivistic cultures.

Question 20

Which of the following best describes the differences between egalitarianism and hierarchy as cultural values in negotiation?

Accepted Answer

Egalitarian cultures value equal opportunity and believe that status can be achieved through effort and achievement, while hierarchical cultures emphasize the responsibility of superiors to care for subordinates, reflecting a structured social order.

Quiz 10: Cross-Cultural Negotiation