Deck 16: International and Cross-Cultural Negotiation

Question 1

The second implication of the complexity of cross-cultural negotiation is the tendency for negotiators to ____________ the amount of within-culture variation that exists.

Answer 1

undervalue

Question 2

The most frequently studied aspect of international negotiation is ____________.

Answer 2

culture

Question 3

Relative power is not simply a function of ____________ but appears to be due to management control of the project.

Answer 3

equity

Question 4

The term ____________ refers to the shared values and beliefs of a group of people.

Question 5

Researchers Gelfand and Realo found that accountability to a constituent influenced negotiators from individualistic and ____________ cultures differently.

Question 6

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 ____________.

Question 7

In the "culture-as-shared-value" approach, cross-cultural comparisons are made by finding the important ____________ and ____________ that distinguish one culture from another.

Question 8

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.

Question 9

Decision making in group-oriented cultures involves ____________ and may take considerably more time than American negotiators are used to.

Question 10

Negotiation in risk-____________ cultures will seek further information and will be more likely to take a wait-and-see stance.

Question 11

In individualistic societies, negotiators are considered interchangeable, and ____________ (rather than relationship) is an important consideration when choosing a negotiator.

Question 12

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

Question 13

Countries differ in the extent to which the government regulates ____________ and organizations.

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.

Question 15

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.

Question 16

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.

Question 17

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

Question 18

Cultures differ in the degree to which ____________, or the formality of the relations between the two negotiating parties, is important.

Question 19

The "culture-as-learned-behavior" approach concentrates on creating a ____________ of behaviors that foreign negotiators should expect when entering a host culture.

Question 20

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

Question 21

Power distance describes

A) the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally.
B) the extent to which the society is organized around individuals or the group.
C) the extent to which cultures hold values that were traditionally perceived as masculine or feminine.
D) the extent to which a culture programs its members to feel either uncomfortable or comfortable in unstructured situations.
E) None of the above describes power distance.

Question 22

Political and legal pluralism can make cross cultural negotiations more complex because

A) there may be implications for the taxes that the organization pays.
B) there may be implications for the labor codes or standards that the organization must meet.
C) there may be different codes of contract law and standards of enforcement.
D) political considerations may enhance or detract from the conduct of business negotiations in various countries at different times.
E) Political and legal pluralism can make cross cultural negotiations more complex because of all of the above.

Question 23

According to Weiss, when choosing a strategy, negotiators should

A) choose one strategy and stick with it throughout the entire negotiation.
B) be aware of their own culture, but minimize the other culture's norms.
C) not try to predict or influence the other party's approach.
D) understand the specific factors in the current relationship.
E) Weiss states that negotiators should do all of the above when preparing for negotiations.

Question 24

Which of the following is an immediate context factor in cross-cultural negotiations?

A) external stakeholders
B) instability
C) international economic factors
D) relationship between negotiators
E) All of the above are immediate context factors in cross-cultural negotiations.

Question 25

Which of the following factors most influences relative bargaining power?

A) the extent to which negotiators frame the negotiation differently
B) tangible and intangible factors
C) management control
D) personal motivations of external stakeholders
E) None of the above factors influence relative bargaining power.

Question 26

Which of the following strategies should negotiators with a low familiarity with the other culture choose?

A) employ agents or advisers
B) adapt to the other party's approach
C) coordinate adjustment
D) embrace the other party's approach
E) Negotiators with a low familiarity with the other culture should not choose any of the above strategies.

Question 27

The "embrace the other party's approach" strategy involves

A) adopting completely the approach of the other party.
B) both parties making mutual adjustments to find a common process for negotiation.
C) creating a new approach that may include aspects of either home culture or practices from a third culture.
D) persuading the other party to use your approach.
E) The "embrace the other party's approach" strategy involves all of the above.

Question 28

"Adapting to the other party's approach" is best used by parties with

A) no familiarity.
B) low familiarity.
C) moderate familiarity.
D) high familiarity.
E) Adapting to the other party's approach is equally effective for all parties.

Question 29

Which of the following lists only joint strategies for cross-cultural negotiations?

A) employ agents or advisors, bring in a mediator, adapt to the other party's approach, improvise an approach
B) employ agents or advisors, adapt to the other party's approach, embrace the other party's approach, effect symphony
C) bring in a mediator, coordinate adjustment, improvise an approach, effect symphony
D) coordinate adjustment, improvise an approach, adapt to the other party's approach, embrace the other party's approach
E) None of the above list only joint strategies for cross cultural negotiations.

Question 30

What consequences do negotiators from high uncertainty-avoidance cultures bring to negotiations?

A) Negotiators will strongly depend on cultivating and sustaining a long-term relationship.
B) Negotiators may be more likely to "swap" negotiators, using whatever short-term criteria seem appropriate.
C) Negotiators may need to seek approval from their supervisors more frequently.
D) Negotiators may not be comfortable with ambiguous situations and may be more likely to seek stable rules and procedures when they negotiate.
E) All of the above are consequences of high uncertainty avoidance cultures.

Question 31

The individualism/collectivism dimension describes

A) the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally.
B) the extent to which the society is organized around individuals or the group.
C) the extent to which cultures hold values that were traditionally perceived as masculine or feminine.
D) the extent to which a culture programs its members to feel either uncomfortable or comfortable in unstructured situations.
E) None of the above describes the individualism/collectivism dimension.

Question 32

According to Graham, which of the following statements would be characteristic of a Japanese negotiator?

A) Higher profits are associated with making opponents feel uncomfortable.
B) Higher profits are achieved by making opponents feel comfortable.
C) The use of powerful and deceptive strategies is more likely to receive higher outcomes.
D) Representational strategies are negatively related to profits.
E) None of the above is characteristics of a Japanese negotiator.

Question 33

"Coordinating adjustment" involves

A) adopting completely the approach of the other party.
B) making conscious changes to your approach so that it is more appealing to the other party.
C) both parties making mutual adjustments to find a common process for negotiation.
D) crafting an approach that is specifically tailored to the negotiation situation.
E) "Coordinating adjustment" involves all of the above.

Question 34

Risk-avoiding cultures will

A) be willing to move early on a deal.
B) generally take more chances.
C) seek further information.
D) be less likely to take a wait-and-see stance.
E) Risk avoiding cultures will generally take all of the above actions.

Question 35

According to Salacuse, which of the following is not a factor in the environmental context of negotiations?

A) political and legal pluralism
B) foreign governments and bureaucracies
C) relative bargaining power
D) international economic factors
E) All of the above are factors in the environmental context of negotiations.

Question 36

When working to create a new approach that may include aspects of either home culture or adopt practices from a third culture, negotiators are using what approach?

A) effect symphony
B) improvise an approach
C) embrace the other party's approach
D) employ agents or advisors
E) Negotiators are using all of the above approaches.

Question 37

We use the term "culture" to refer to the

A) religious beliefs of a group of people.
B) ethnicity of a group of people.
C) geographic nationality of a group of people.
D) shared values and beliefs of a group of people.
E) Culture refers to none of the above.

Question 38

The "culture-as-shared-value" approach

A) concentrates on documenting the systematic negotiation behavior of people in different cultures.
B) concentrates on understanding the central values and norms of a culture and then building a model for how these norms and values influence negotiations within that culture.
C) recognizes that all cultures contain dimensions or tensions among their different values.
D) recognizes that no human behavior is determined by a single cause.
E) All of the above are elements of the "culture as shared" value approach.

Question 39

Which of the following is not one of Janosik's four ways that culture is used in international negotiation?

A) culture as learned behavior
B) culture as economic indicator
C) culture as shared values
D) culture as dialectic
E) Each of the above is one of Janosik's four ways that culture is used in international negotiation.

Question 40

In group-oriented cultures

A) the individual comes before the group's needs.
B) decisions are primarily made by senior executives.
C) decision making is an efficient, streamlined process.
D) negotiators may be faced with a series of discussions over the same issues and materials with many different people.
E) All of the above occur in group-oriented cultures.

Question 41

How does the nature of agreements vary between cultures?

Question 42

The "culture-as-learned-behavior" approach to understanding the effects of culture concentrates on:

Question 43

Which is the most flexible of Weiss' eight strategies for negotiating with someone from another culture?

Question 44

What is the main challenge for every global negotiator?

Question 45

What are the risks of using the "effect symphony" strategy?

Question 46

What are the disadvantages to using the "induce the other party to use your approach" strategy?

Question 47

The "embrace the other party's approach" strategy involves:

Question 48

What are Phatak and Habib's immediate context factors?

Question 49

What is the most frequently studied aspect of international negotiations?

Question 50

What did researchers Adler, Brahm and Graham find about the differences in negotiation strategies and tactics in the cultures of the Chinese and Americans?

Question 51

Foster suggests that culture can influence negotiations across borders in what different ways?

Question 52

How does ideology contribute to making international negotiations difficult?

Question 53

What is the danger in modifying the negotiator's approach to match the approach of the other negotiator?

Question 54

Phatak and Habib define external stakeholders as:

Question 55

Weiss observes that a negotiator may be able to choose among which culturally responsive strategies when negotiating with someone from another culture?

Question 56

What factors indicate that negotiators should not make large modifications to their approach when they negotiate across borders?

Question 57

What is the challenge in using the "adapt to the other party's approach" strategy?

Question 58

According to Salacuse, what are the six factors that make global negotiations more challenging than domestic negotiations?

Question 59

What is the "culture-in-context" approach to using culture to understand global negotiation?

Question 60

How does the value of international currencies affect cross-cultural negotiation decisions?