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17 Cards in this Set
- Front
- Back
Knowand be able to discuss the four kinds of problems that may arise ininternational business negotiations because of cultural differences. pg 567
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language, nonverbal behaviors, values, thinking and decision making process
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Knowthe usual purpose of side conversations that occur when American managers aremaking a presentation in a foreign country. pg 569-570
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translation problem
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Knowthe differences between the Japanese and the Korean negotiation styles ininternational commerce especially when it comes to the use of punishment. (Also, see Exhibit 19.1) pg 570-573
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japan: positive, silent periodskorean: punishment, "no", no silence, interuptions
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Beable to characterize the negotiation styles of Russian, German, and Frenchmanagers especially when it comes to the use of threats. (Also, see Exhibit19.1) pg 573-575
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russia: similar to japan, silent periods, positive,germany: in the middle, high self disclosurefrench: most aggressive, "no", threats,
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Knowwhich country’s business managers are most likely to touch others whilenegotiating. pg 572
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israel
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Knowand be able to explain the four values that are strongly and deeply held bymost Americans and that seem to frequently cause misunderstandings and badfeelings in international business negotiations. pg 575-577
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objectivity, competitiveness and equality, punctuality
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Knowwhich book, according to your text, is considered the single most importantbook on the topic of negotiation. pg 575
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getting to yes
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Knowthe problems involved in measuring success by counting how many issues havebeen settled, and know the important signals of progress in negotiations thatare given in the chapter. pg 577-578
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Look up
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Knowthe four steps that lead to more efficient and effective international businessnegotiations. pg 578
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selection of negotiation team, management of preliminary/preparation, management of negotiation, follow up
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Knowwhat the single most important activity of negotiations is and why that is so. pg 579
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listening to increase creativity
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Knowthe checklist (homework) that is given in the chapter to ensure properpreparation and planning for international negotiations. pg 580
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assessment of situation/people, facts to confirm, agenda, best alternative to negotiated agreement, concession strategies, team assignment
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Knowwhat skill is at the top of almost everyone’s list of negotiator traits 581
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preparation and planning
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Knowand be able to explain the seven aspects of the negotiation setting that shouldbe manipulated ahead of time if possible. pg 581
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location, physical arrangements, number of parties, number of participants, audiences, communication channels, time limits
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Knowwhich aspect may eventually determine legal jurisdiction if a dispute arisesduring the negotiation. 582/583
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location
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Knowwhy and how physical arrangements can affect cooperativeness in negotiations. pg 582-584
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high context cultures, physical arrangement of room very important
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Knowand be able to explain each of the four stages through business negotiationsproceed. pg 583-589
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nontask sounding, task-related info exchange, persuasion, concessions and agreement
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Knowwhich country’s negotiators tend to make early concessions – apparentlyexpecting their foreign counterparts to reciprocate (and then tend to getfrustrated when they do not). pg 588
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Americans
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