Chapter 5 Cross-cultural negotiation and decision making

The negotiation process includes:

• 1 step

• 2 steps

• 4 steps

• 5 steps

Negotiation is the process of:

• one or two parties aim for mutually acceptable agreement

• two parties aim for mutually acceptable agreement

• two or more parties aim for mutually acceptable agreement

• three parties aim for mutually acceptable agreement

One of the advantages of E-negotiations:

• more travel

• speed

• Nonverbal nuances are lost

• All are correct

What does cross-cultural negotiation mean?

• When you negotiate with French customers

• when you negotiate in another country

• when you negotiate with foreigners

• when you negotiate with companies

What do most the Europeans do compared to the Asians when negotiating?

• They agree on all

• They insist on giving their opinion

• They are never happy with the proposals

• They don't negotiate

What is mainly influencing the Asians when negotiating?

• The food

• The language

• Confucianism

• Politics

Stages of Chinese negotiation:

• commercial

• technical

• technical and commercial

• None of the above

Culturally based differences influence the negotiation process at:

• Stage 1,2,3

• Stage 4,5

• Stage 4

• Every stage

Which of the following is the primary reason for ineffective cross-cultural business negotiations?

• insufficient knowledge about native bargaining rituals

• highly restrictive government legislation

• poorly planned business strategies

• language differences

A French businessman has a meeting scheduled with a Brazilian businessman to negotiate terms of a joint venture. The Frenchman prepares for the meeting in the way he always does when negotiating with French firms. The Frenchman assumes that the Brazilian will perceive and reason the way he does. Which of the following terms best describes the Frenchman's mistake?

• cognitive dissonance

• moral idealism

• parochialism

• projective cognitive similarity