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80 Cards in this Set
- Front
- Back
- 3rd side (hint)
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The term ____________ refers to the shared values and beliefs of a group of people. |
Answer: culture
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Page: 441
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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. |
Answer: environmental, immediate
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Page: 443
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The second implication of the complexity of cross-cultural negotiation is the tendency for negotiators to ____________ the amount of within-culture variation that exists.
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Answer: undervalue
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Page: 444
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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 ____________. |
Answer: culture
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Page: 445
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Countries differ in the extent to which the government regulates ____________ and organizations.
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Answer: industries
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Page: 446
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Negotiators faced with unstable circumstances should include ____________ in their contracts that allow for easy cancellation or neutral arbitration.
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Answer: clauses
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Page: 447
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Relative power is not simply a function of ____________ but appears to be due to management control of the project.
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Answer: equity
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Page: 448
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The most frequently studied aspect of international negotiation is ____________.
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Answer: culture
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Page: 449
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The "culture-as-learned-behavior" approach concentrates on creating a ____________ of behaviors that foreign negotiators should expect when entering a host culture. |
Answer: catalogue
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Page: 450
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In the "culture-as-shared-value" approach, cross-cultural comparisons are made by finding the important ____________ and ____________ that distinguish one culture from another.
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Answer: norms and values
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Page: 450
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In individualistic societies, negotiators are considered interchangeable, and ____________ (rather than relationship) is an important consideration when choosing a negotiator. |
Answer: competency
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Page: 451
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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. |
Answer: "culture in context"
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Page: 455
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Cultures differ in the degree to which ____________, or the formality of the relations between the two negotiating parties, is important.
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Answer: protocol
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Page: 457
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To avoid offending the other party in negotiations across borders, the international negotiator needs to observe cultural rules of ____________ carefully.
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Answer: communication
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Page: 457
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Negotiation in risk-____________ cultures will seek further information and will be more likely to take a wait-and-see stance.
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Answer: avoiding
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Page: 459
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Decision making in group-oriented cultures involves ____________ and may take considerably more time than American negotiators are used to.
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Answer: consensus making
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Page: 459
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Researchers Gelfand and Realo found that accountability to a constituent influenced negotiators from individualistic and ____________ cultures differently.
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Answer: collectivistic
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Page: 464
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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.
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Answer: agent (or adviser)
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Page: 470
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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.
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Answer: mediators
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Page: 470
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The "coordinate adjustment" strategy can be thought of as a special instance of negotiating the ____________ of negotiation.
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Answer: process
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Page: 470
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Countries can have only one culture; however cultures can span national borders.
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Answer: False Page: 441
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The notion that negotiation is both art and science is especially valid at the cross-cultural or international level.
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Answer: True Page: 443
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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..
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Answer: False Page: 445
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Political considerations may enhance or detract from the conduct of business negotiations in various countries at different times.
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Answer: True Page: 446
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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.
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Answer: True Page: 447
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In all cross-cultural negotiations, both parties approach the negotiation deductively.
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Answer: False Page: 447
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High-conflict situations that are based on ethnicity, identity or geography are most easy to resolve.
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Answer: False Page: 448
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The relationship the principal negotiating parties develop before the actual negotiations will have an important impact on the negotiation process and outcome.
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Answer: True Page: 448
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Tangible and intangible factors play only a minor role in determining the outcomes of cross-border negotiations.
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Answer: False Page: 449
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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.
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Answer: False Page: 450
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The "culture-as-shared-values" approach has advantages over the "culture-as-dialectic" approach because it can explain variations within cultures.
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Answer: False Page: 454
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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
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Answer: False Page: 456
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Risk-oriented cultures will be more willing to move early on a deal and will generally take more chances.
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Answer: True Page: 457
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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
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Answer: True Page: 462
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The best approach to manage cross-cultural negotiations is to be insensitive to the cultural norms of the other negotiator's approach.
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Answer: False Page: 467
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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.
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Answer: True Page: 468
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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.
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Answer: False Page: 469
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Weiss states that a negotiator should only use one strategy throughout an entire negotiation.
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Answer: False Page: 469
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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.
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Answer: True Page: 470
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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.
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Answer: True Page: 471
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What is the most frequently studied aspect of international negotiations?
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Answer: The effect of culture be it national, regional, or organizational.
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Page: 443
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According to Salacuse, what are the six factors that make global negotiations more challenging than domestic negotiations?
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Answer: Political and legal pluralism, international economics, foreign governments and bureaucracies, instability, ideology, culture.
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Page: 445
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How does the value of international currencies affect cross-cultural negotiation decisions?
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Answer: The risk is typically greater for the party who must pay in the other country's currency. The less stable the currency, the greater the risk for both parties. In addition, any change in the value of a currency (upward or downward) can significantly affect the value of the deal for both parties, changing a mutually valuable deal into a windfall profit for one and a large loss for the other.
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Page: 446
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How does ideology contribute to making international negotiations difficult?
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Answer: Ideological clashes increase the communication challenges in international negotiations in the broadest sense because the parties may disagree at the most fundamental levels about what is being negotiated.
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Page: 447
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Phatak and Habib define external stakeholders as:
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Answer: The various people and organizations that have an interest or stake in the outcome of the negotiations.
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Page: 447
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What are Phatak and Habib's immediate context factors?
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Answer: Relative bargaining power, levels of conflict, relationship between negotiators, desired outcomes, and immediate stakeholders.
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Page: 448
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What is the main challenge for every global negotiator?
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Answer: To understand the simultaneous, multiple influences of several factors on the negotiation process and outcome, and to update this understanding regularly as circumstances change.
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Page: 449
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The "culture-as-learned-behavior" approach to understanding the effects of culture concentrates on:
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Answer: Documenting the systematic negotiation behavior of people in different cultures.
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Page: 450
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What is the "culture-in-context" approach to using culture to understand global negotiation?
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Answer: The "culture-in-context" approach recognizes that no human behavior is determined by a single cause. Rather, all behavior may be understood at many different levels simultaneously, and a social behavior as complex as negotiation is determined by many different factors, one of which is culture.
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Page: 455
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Foster suggests that culture can influence negotiations across borders in what different ways?
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Answer: (1) Definition of negotiation, (2) selection of negotiators, (3) protocol, (4) communication, (5) time sensitivity, (6) risk propensity, (7) groups versus individuals, (8) nature of agreements.
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Page: 456
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How does the nature of agreements vary between cultures?
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Answer: Culture has an important effect both on concluding agreements and on what form the negotiated agreement takes. In the United States, agreements are typically based on logic, are often formalized, and are enforced through the legal system if such standards are not honored. In other cultures, however, obtaining the deal may be based on who you are, rather than what you can do. In addition, agreements do not mean the same thing in all cultures.
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Page: 459, 460
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What did researchers Adler, Brahm and Graham find about the differences in negotiation strategies and tactics in the cultures of the Chinese and Americans?
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Answer: They found that Chinese and American negotiators used similar negotiation strategies when they negotiated, their communication patterns were quite different—the Chinese asked more questions, said no less frequently, and interrupted each other more frequently than did American negotiators.
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Page: 462
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What is the danger in modifying the negotiator's approach to match the approach of the other negotiator?
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Answer: Even if negotiators can modify their approach effectively, it does not mean that this will translate automatically into a better negotiation outcome for their side. It is quite possible that the other side will modify their approach too. The results in this situation can be disaster, with each side trying to act like the other "should" be acting, and both sides not really understanding what the other party is doing.
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Page: 467
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What factors indicate that negotiators should not make large modifications to their approach when they negotiate across borders?
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Answer: (1) Negotiators may not be able to modify their approach effectively; (2) Even if negotiators can modify their approach effectively, it does not mean that this will translate automatically into a better negotiation outcome for their side; (3) 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; (4) Research by Francis suggests that moderate adaptation may be more effective than "acting as the Romans do."
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Page: 467 - 469
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Weiss observes that a negotiator may be able to choose among which culturally responsive strategies when negotiating with someone from another culture?
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Answer: Employ agents or advisers, bring in a mediator, induce the other party to use your approach, adapt to the other party's approach, coordinate adjustment, embrace the other party's approach, improvise an approach, effect symphony.
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Page: 470, 471
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What are the disadvantages to using the "induce the other party to use your approach" strategy?
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Answer: The other party may become irritated or insulted at having to make the extra effort to deal with you on your own cultural terms. The other party may also have a strategic advantage because he or she may now attempt more extreme tactics, and if you object, excuse them on the basis of "cultural ignorance."
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Page: 470
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What is the challenge in using the "adapt to the other party's approach" strategy?
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Answer: The challenge in using this strategy is to know which behaviors to modify, eliminate, or adopt.
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Page: 470
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The "embrace the other party's approach" strategy involves:
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Answer: adopting completely the approach of the other party.
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Page: 471
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Which is the most flexible of Weiss' eight strategies for negotiating with someone from another culture?
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Answer: The "improvise an approach" strategy.
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Page: 471
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What are the risks of using the "effect symphony" strategy? |
Answer: The risks of using this strategy include costs due to confusion, lost time, and the overall effort required to make it work. |
Page: 471
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41We 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. |
D |
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42According 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. |
C |
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43Which 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. |
D |
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44Political 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. |
E |
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45Which 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. |
C |
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46Which 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. |
B |
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47The "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. |
B |
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48The 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. |
B |
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49Power 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. |
A |
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50What 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. |
D |
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51Risk-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. |
C |
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52In 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. |
D |
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53According 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. |
B |
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54According 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. |
D |
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55Which 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. |
A |
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56Which 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. |
C |
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57"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. |
C |
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58"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. |
C |
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59The "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. |
A |
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60When 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. |
A |
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