Podcast
Questions and Answers
What is the difference between affective, axiomatic, and factual appeals?
What is the difference between affective, axiomatic, and factual appeals?
Affective appeals are based on emotions (used by Arabs), axiomatic appeals are based on societal ideals (used by Russians), and factual appeals are based on objective information (used by North Americans).
How can modern technology, such as negotiation support systems (NSS), improve the negotiating process?
How can modern technology, such as negotiation support systems (NSS), improve the negotiating process?
NSS can increase the likelihood that an agreement is reached, decrease negotiation costs, and maximize chances for optimal outcomes.
How is conflict handled in high-context versus low-context cultures?
How is conflict handled in high-context versus low-context cultures?
In low-context cultures, conflict is handled directly and explicitly; in high-context cultures, it is handled indirectly and implicitly.
What is the difference between an internal locus of control and an external locus of control?
What is the difference between an internal locus of control and an external locus of control?
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In what ways might the American style of negotiation be misinterpreted in another culture?
In what ways might the American style of negotiation be misinterpreted in another culture?
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Which city in China has people who are business-savvy, confident, career-oriented, and materialistic according to research by Tung et al.?
Which city in China has people who are business-savvy, confident, career-oriented, and materialistic according to research by Tung et al.?
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People in which city are bureaucratic, educated, diversified, highly relationship-oriented, and more direct?
People in which city are bureaucratic, educated, diversified, highly relationship-oriented, and more direct?
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Business people report two major areas of conflict in negotiating with the Chinese. What is one of them?
Business people report two major areas of conflict in negotiating with the Chinese. What is one of them?
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Which cultural norm greatly affects the negotiation process for the Chinese?
Which cultural norm greatly affects the negotiation process for the Chinese?
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In Chinese culture, the term ___ refers to a person's moral character and is essential for societal function.
In Chinese culture, the term ___ refers to a person's moral character and is essential for societal function.
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When negotiating with Chinese investors, Linda should focus on which approach?
When negotiating with Chinese investors, Linda should focus on which approach?
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Which of the following best defines guanxi?
Which of the following best defines guanxi?
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What strengthens the argument that Kevin should make token concessions to the Chinese during negotiations?
What strengthens the argument that Kevin should make token concessions to the Chinese during negotiations?
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Why should Kevin be prepared with specific details about product specifications and technology?
Why should Kevin be prepared with specific details about product specifications and technology?
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What supports Kevin's argument that he should be the primary negotiator?
What supports Kevin's argument that he should be the primary negotiator?
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What are the two negotiation stages that Americans should expect when negotiating with the Chinese?
What are the two negotiation stages that Americans should expect when negotiating with the Chinese?
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Which of the following is a common Chinese tactic used during negotiations with Americans?
Which of the following is a common Chinese tactic used during negotiations with Americans?
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Since the Chinese have a preference for emotional restraint and saving face, aggressive attempts at persuasion are likely to fail.
Since the Chinese have a preference for emotional restraint and saving face, aggressive attempts at persuasion are likely to fail.
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Which culture views formal contracts as insulting and prefers mutual understanding and trust?
Which culture views formal contracts as insulting and prefers mutual understanding and trust?
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Which of the following is true about Japanese negotiators?
Which of the following is true about Japanese negotiators?
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Japanese negotiators tend to ___ .
Japanese negotiators tend to ___ .
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In Japanese culture, the term ___ refers to a process for gaining approval on a proposal.
In Japanese culture, the term ___ refers to a process for gaining approval on a proposal.
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Which of the following is a typical characteristic of a Japanese work group?
Which of the following is a typical characteristic of a Japanese work group?
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Fundamental to American culture is a concern for the welfare of the group.
Fundamental to American culture is a concern for the welfare of the group.
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Risk tolerance is one of the cultural variables that never affects decision making.
Risk tolerance is one of the cultural variables that never affects decision making.
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The ringi process involves gaining approval on a proposal by circulating documents throughout the company.
The ringi process involves gaining approval on a proposal by circulating documents throughout the company.
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What are the main differences between Japanese and American negotiators?
What are the main differences between Japanese and American negotiators?
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Describe the process of decision making common in Japanese companies.
Describe the process of decision making common in Japanese companies.
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Which of the following terms refers to the process by which two or more parties meet to try to reach an agreement regarding conflicting interests?
Which of the following terms refers to the process by which two or more parties meet to try to reach an agreement regarding conflicting interests?
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Which of the following is most likely to be a reason for ineffective international business negotiations?
Which of the following is most likely to be a reason for ineffective international business negotiations?
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For long-term positive relations, the goal of negotiation should most likely be to _____ .
For long-term positive relations, the goal of negotiation should most likely be to _____ .
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Which of the following terms best describes the Frenchman's mistake in assuming the Brazilian will perceive and reason the way he does?
Which of the following terms best describes the Frenchman's mistake in assuming the Brazilian will perceive and reason the way he does?
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Which of the following is one of the stages in the negotiation process?
Which of the following is one of the stages in the negotiation process?
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Which of the following variables is LEAST relevant to the profile of an opposing party in a cross-cultural negotiation?
Which of the following variables is LEAST relevant to the profile of an opposing party in a cross-cultural negotiation?
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Relationship building is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.
Relationship building is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.
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The relationship-building process during negotiation is over as soon as a negotiator is done exchanging task-related information.
The relationship-building process during negotiation is over as soon as a negotiator is done exchanging task-related information.
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What is projective cognitive similarity?
What is projective cognitive similarity?
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What is negotiation?
What is negotiation?
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Which aspect of the negotiation process will most likely occur on a continuous basis?
Which aspect of the negotiation process will most likely occur on a continuous basis?
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Which of the following statements is true regarding a negotiation process?
Which of the following statements is true regarding a negotiation process?
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_____ is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.
_____ is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.
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One of the primary purposes of relationship building during the negotiation process is to _____ .
One of the primary purposes of relationship building during the negotiation process is to _____ .
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In the negotiation process, participation in social events, tours, ceremonies, and informal conversation is a characteristic of the _____ stage.
In the negotiation process, participation in social events, tours, ceremonies, and informal conversation is a characteristic of the _____ stage.
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Which of the following aspects of negotiating is most closely associated with nontask sounding?
Which of the following aspects of negotiating is most closely associated with nontask sounding?
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Which of the following terms refers to general, polite conversation and informal communication before meetings?
Which of the following terms refers to general, polite conversation and informal communication before meetings?
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Which of the following serves as a bridge from relationship building to the more formal stages of negotiating?
Which of the following serves as a bridge from relationship building to the more formal stages of negotiating?
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Which of the following benefits will be most likely achieved by Yu Fei if she listens to her seniors' advice to completely understand the Americans' viewpoint?
Which of the following benefits will be most likely achieved by Yu Fei if she listens to her seniors' advice to completely understand the Americans' viewpoint?
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According to Adler, in order to understand the perspectives of both sides and to prepare for meetings effectively, a negotiator must _____ .
According to Adler, in order to understand the perspectives of both sides and to prepare for meetings effectively, a negotiator must _____ .
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During which stage of the negotiations process does hard bargaining begin?
During which stage of the negotiations process does hard bargaining begin?
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In the American culture, which of the following is most likely to be considered a 'dirty trick' during cross-cultural negotiations?
In the American culture, which of the following is most likely to be considered a 'dirty trick' during cross-cultural negotiations?
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In the American culture, which of the following is most likely considered a rough tactic used during negotiations?
In the American culture, which of the following is most likely considered a rough tactic used during negotiations?
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Which of the following stages of negotiations is most likely to take place immediately after the exchange of task-related information?
Which of the following stages of negotiations is most likely to take place immediately after the exchange of task-related information?
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Which of the following is most likely a subtle and complex behavior that makes cross-cultural negotiations difficult?
Which of the following is most likely a subtle and complex behavior that makes cross-cultural negotiations difficult?
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Which of the following is most likely the last stage of negotiation?
Which of the following is most likely the last stage of negotiation?
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Research in the United States indicates that during the final stage of negotiations, it is best to start with _____ .
Research in the United States indicates that during the final stage of negotiations, it is best to start with _____ .
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Which of the following is most likely to be true about negotiators in the Far East?
Which of the following is most likely to be true about negotiators in the Far East?
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The method of using extreme positions during the concessions and agreement stage of negotiation involves _____ .
The method of using extreme positions during the concessions and agreement stage of negotiation involves _____ .
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Relationship building is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.
Relationship building is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.
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Nontask sounding involves general, polite conversation and informal communication before meetings.
Nontask sounding involves general, polite conversation and informal communication before meetings.
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During exchange of task-related information, Mexicans tend to engage in lengthy, evasive conversation.
During exchange of task-related information, Mexicans tend to engage in lengthy, evasive conversation.
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Culturally based differences in verbal and nonverbal negotiation behavior influence the negotiation process at every stage.
Culturally based differences in verbal and nonverbal negotiation behavior influence the negotiation process at every stage.
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During the stage of concessions and agreement, Russians and Chinese generally take extreme positions.
During the stage of concessions and agreement, Russians and Chinese generally take extreme positions.
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Negotiators in the Far East address issues one at a time, in a linear fashion.
Negotiators in the Far East address issues one at a time, in a linear fashion.
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How does nonverbal communication affect the negotiation process?
How does nonverbal communication affect the negotiation process?
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When preparing for cross-cultural negotiations, managers should first evaluate their own negotiation styles in order to _____ .
When preparing for cross-cultural negotiations, managers should first evaluate their own negotiation styles in order to _____ .
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Which of the following is a similarity between the negotiation styles of both North Americans and Latin Americans?
Which of the following is a similarity between the negotiation styles of both North Americans and Latin Americans?
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Many Arab negotiators, following Islamic tradition, use mediators to settle disputes.
Many Arab negotiators, following Islamic tradition, use mediators to settle disputes.
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What forms the basis for the enforcement of most business contracts in Mexico and China?
What forms the basis for the enforcement of most business contracts in Mexico and China?
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From an American perspective, the _____ stage of negotiation is straightforward, objective, efficient, and direct.
From an American perspective, the _____ stage of negotiation is straightforward, objective, efficient, and direct.
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During the exchange of task-related information, who among the following people would most likely ask many questions of their counterparts, delve specifically and repeatedly into the details at hand, and provide only vague and ambiguous material during a presentation?
During the exchange of task-related information, who among the following people would most likely ask many questions of their counterparts, delve specifically and repeatedly into the details at hand, and provide only vague and ambiguous material during a presentation?
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Which of the following cultural groups enjoys debate and conflicts and will often interrupt presentations to argue about an issue even if it has little relevance to the topic being presented?
Which of the following cultural groups enjoys debate and conflicts and will often interrupt presentations to argue about an issue even if it has little relevance to the topic being presented?
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In the Far East, details are likely to be worked out ahead of time through the 'backdoor' approach. Which of the following terms refers to this approach?
In the Far East, details are likely to be worked out ahead of time through the 'backdoor' approach. Which of the following terms refers to this approach?
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In which of the following countries do people typically begin the concessions and agreement stage of negotiation with what they are prepared to accept rather than take extreme positions?
In which of the following countries do people typically begin the concessions and agreement stage of negotiation with what they are prepared to accept rather than take extreme positions?
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In the _____ culture, negotiators tend to use the word 'no' repeatedly, and they are best described as spontaneous and talkative.
In the _____ culture, negotiators tend to use the word 'no' repeatedly, and they are best described as spontaneous and talkative.
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_____ are based on what North Americans believe is objective information, presented with the assumption that it is understood by the other side on a logical basis.
_____ are based on what North Americans believe is objective information, presented with the assumption that it is understood by the other side on a logical basis.
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Which of the following types of appeals, typically used by Arabs, is based on emotions and subjective feelings?
Which of the following types of appeals, typically used by Arabs, is based on emotions and subjective feelings?
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Axiomatic appeals are generally based on _____ .
Axiomatic appeals are generally based on _____ .
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Which of the following is true about the negotiating tactics used by the Russians?
Which of the following is true about the negotiating tactics used by the Russians?
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Arab negotiators will most likely make concessions because of their interest in _____ .
Arab negotiators will most likely make concessions because of their interest in _____ .
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Which of the following behaviors is NOT consistent with Casse's profile of successful American negotiators?
Which of the following behaviors is NOT consistent with Casse's profile of successful American negotiators?
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According to Pierre Casse, which of the following is a typical characteristic of a successful Indian negotiator?
According to Pierre Casse, which of the following is a typical characteristic of a successful Indian negotiator?
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According to Pierre Casse, Arab negotiators _____ .
According to Pierre Casse, Arab negotiators _____ .
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According to Pierre Casse, which of the following is a typical characteristic of a Swedish negotiator?
According to Pierre Casse, which of the following is a typical characteristic of a Swedish negotiator?
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Which of the following is true about Arab negotiators?
Which of the following is true about Arab negotiators?
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Which of the following terms refers to the nature and appearance of the relationship between the people pursuing common goals in a negotiation?
Which of the following terms refers to the nature and appearance of the relationship between the people pursuing common goals in a negotiation?
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Using a problem-solving approach during cross-cultural negotiations requires a negotiator to _____ .
Using a problem-solving approach during cross-cultural negotiations requires a negotiator to _____ .
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A negotiation support system provides support to the negotiation process by _____ .
A negotiation support system provides support to the negotiation process by _____ .
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The _____ approach to conflict is being used when both parties negotiate on the basis of factual information and logical analysis.
The _____ approach to conflict is being used when both parties negotiate on the basis of factual information and logical analysis.
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Which of the following approaches to conflict involves handling the situation indirectly and implicitly without clear delineation of the situation from the person handling it?
Which of the following approaches to conflict involves handling the situation indirectly and implicitly without clear delineation of the situation from the person handling it?
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Which of the following is a part of the rational decision-making process?
Which of the following is a part of the rational decision-making process?
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Research shows that managers from _____ have the highest tolerance for risk.
Research shows that managers from _____ have the highest tolerance for risk.
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American managers believe strongly in self-determination and perceive problem situations as something they can change. This shows that they _____ .
American managers believe strongly in self-determination and perceive problem situations as something they can change. This shows that they _____ .
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Which of the following types of decision making is generally used in China, Germany, Turkey, and India?
Which of the following types of decision making is generally used in China, Germany, Turkey, and India?
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Middle Easterners avoid hiring mediators, as they cannot deal with direct conflicts.
Middle Easterners avoid hiring mediators, as they cannot deal with direct conflicts.
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Americans are calm, quiet, patient negotiators; they are accustomed to long, detailed negotiating sessions.
Americans are calm, quiet, patient negotiators; they are accustomed to long, detailed negotiating sessions.
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Russians employ axiomatic appeals---that is, their appeals are based on the ideals generally accepted in their society.
Russians employ axiomatic appeals---that is, their appeals are based on the ideals generally accepted in their society.
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Compared to Indian negotiators, American negotiators are more likely to withdraw, use silence, and learn from within.
Compared to Indian negotiators, American negotiators are more likely to withdraw, use silence, and learn from within.
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Italian negotiators have a sense of drama and are not afraid to hide their emotions.
Italian negotiators have a sense of drama and are not afraid to hide their emotions.
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The term 'software of negotiation' refers to the contractual terms mentioned in a written document.
The term 'software of negotiation' refers to the contractual terms mentioned in a written document.
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Negotiation support systems can provide support for the negotiation process by maximizing the chances for optimal outcomes.
Negotiation support systems can provide support for the negotiation process by maximizing the chances for optimal outcomes.
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Study Notes
Negotiation
- Negotiation is the process of discussion between two or more parties aimed at reaching a mutually acceptable agreement.
- The goal of negotiation is to reach a settlement that benefits all parties and establishes long-term positive relations.
- Projective Cognitive Similarity: The common assumption that those you are negotiating with perceive, judge, think, and reason in the same way.
- Successful negotiators avoid Projective Cognitive Similarity by empathizing with counterparts and sharing their own viewpoint.
Stages of Negotiation
- Negotiation is a continuous process, with relationship building occurring throughout.
- Cultural norms determine the order of the negotiation process stages.
- Relationship Building: The process of getting to know contacts in a host country and building trust before business discussions.
- Nontask Sounding: General, polite conversation and informal communication before meetings, serving as a bridge from relationship building to more formal negotiation stages.
Relationship Building
- Primary purpose of relationship building is to build mutual trust.
- Participation in social events, tours, ceremonies, and informal conversation are characteristics of relationship building.
Information Exchange
- Understanding the other party's viewpoint helps assess a wide range of alternatives for resolution.
- To understand both sides, negotiators can use role reversal.
- Negotiators in the Far East approach issues holistically, deciding on the whole deal at the end.
Persuasion
- Hard bargaining begins during the persuasion stage.
- Cultural norms dictate what is considered a "dirty trick" or rough tactic:
- Deliberately Distorting Facts is considered a "dirty trick" in the American culture.
- Uncomfortable Room Temperatures as a tactic is considered rough in the American culture.
- Negotiators in the Far East use "backdoor" approach, referred to as houmani, where details are addressed beforehand.
Concessions and Agreement
- The final stage of negotiation.
- Negotiators in the United States typically start with extreme positions.
- Negotiators in Sweden start with positions they are prepared to accept.
- Negotiators in the Far East approach issues holistically rather than linearly.
Nonverbal Communication
- A subtle and complex behavior affecting negotiation, often varying by culture.
Negotiation Tactics and Appeals
- Negotiators may use promises, threats, initial concessions, silent periods, interruptions, facial gazing, and touching.
- Some use "dirty tricks" to gain advantage.
- Americans often use factual appeals based on objective information.
- Arabs use affective appeals based on emotions and subjective feelings.
- Russians use axiomatic appeals based on socially accepted ideals.
Cultural Differences in Negotiation
- Americans are direct, objective, and efficient during information exchange.
- Chinese delve into details repeatedly and provide vague information.
- French enjoy debates and argumentative interruptions.
- Mexicans engage in lengthy, evasive conversation.
Key Cultural Groups and Negotiation
- Arabs: Use mediators to settle disputes and value long-term relationships.
- Chinese: Engage in prolonged negotiations with hidden agendas.
- Russians: Stall for time and employ delaying tactics.
- Italians: Exhibit a sense of drama and are not afraid to show emotion.
- Mexico: Place emphasis on personal commitments over written contracts.
- Sweden: Are down-to-earth and overcautious.
Conflict in Negotiations
- High-Context Cultures (e.g., Middle East): Handle conflict indirectly and implicitly, known as "expressive-oriented conflict."
- Low-Context Cultures (e.g., United States): Handle conflict directly and explicitly, known as "instrumental-oriented conflict."
Decision-Making Styles
- Internal Locus of Control: Managers believe they control events.
- External Locus of Control: Managers believe events are beyond their control.
- Participative Decision-Making: Involves collaboration.
- Autocratic Decision-Making: Decisions are made by a single leader.
- Risk Tolerance varies by country: Americans have the highest risk tolerance.
Negotiation Support Systems (NSS)
- NSS can increase the likelihood of reaching an agreement, decrease negotiation costs, and maximize chances for optimal outcomes.
- Provide support throughout the stages of negotiation.
Locus of Control
- Managers with an internal locus of control believe they have control over their future
- American managers often have an internal locus of control
- This is in contrast to Indonesian and Malaysian managers who have an external locus of control
- Managers with an external locus of control believe outside forces like fate, God, or nature, control the future
- They do not believe they have much control over events
Cultural Differences in Negotiation Styles
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American negotiators may be perceived as:
- Lacking concern for rigorous process or relationship building due to their desire to get down to business quickly
- Lacking commitment because of their rational (unemotional) approach
- Using pressure tactics due to their emphasis on time
-
Chinese negotiators are often perceived as:
- Insincere about reaching an agreement
- Demanding too much detail about product characteristics
Cultural Influences on Negotiation
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Chinese negotiators prioritize building long-term relationships and are sensitive to face,
- They have a strong emphasis on emotional restraint
- The concept of lien defines a person’s moral character, which is deeply important within their society
- The term guanxi refers to a network of personal relations, which is essential in Chinese business interactions
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Japanese negotiators prioritize building relationships and consensus
- They are calm, quiet, and patient with a preference for detailed negotiations
- The ringi process, a formal system for gaining approval on a proposal, involves:
- Proposal
- Circulation
- Approval
- Record
- The main goal of negotiation is to reach a win-win solution
Key Differences between Negotiation Styles
- American negotiators are often direct and focused on achieving a specific goal quickly
- Japanese negotiators are more indirect and emphasize developing trust and long-term relationships
- Chinese negotiators are focused on maintaining face and avoiding conflict
Cultural Considerations for Negotiations
- It is important to be aware of cultural differences and adjust negotiation styles accordingly
- Building relationships and understanding cultural norms are crucial for successful negotiations
- In China, it is essential to know the importance of face and guanxi
- In Japan, the ringi process is essential for achieving consensus and understanding.
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Description
This quiz explores the fundamentals of negotiation, including its definition, goals, and the importance of understanding cultural norms. Additionally, it covers the stages of negotiation, emphasizing relationship building and effective communication techniques. Test your knowledge of successful negotiation strategies and concepts.