Intercultural Communication and Negotiation CH10

Which of the following statements regarding intercultural negotiations is incorrect?

• If the meeting is held on your opponent's ground, you have more power and responsibility.

• If the meeting is held on your opponent's turf, they have more power.

• If the meeting is held on your turf, you have more power.

• If the meeting is held at a neutral location, each party is responsible for his or her own comforts.

Relationship building is important in which of the following situations?

• When the United States is involved in the negotiations.

• When a Hispanic country is involved in the negotiations.

• When Germany is involved in the negotiations.

• When Great Britain is involved in the negotiations.

Studying the psychological disposition of the other negotiator's culture would help you to understand:

• their translators.

• how they conceptualize and process information.

• why cause and effect associations do not change from culture to culture.

• the variations within the culture.

Which of the following statements concerning intercultural negotiation models is correct?

• The effect of culture in intercultural negotiation is one of relative, not absolute, values.

• People adjust to another culture when negotiating interculturally.

• The negotiating style is neutral.

• You can learn the other culture as you negotiate.

Which of the following statements regarding culture specific negotiation is correct?

• Developing personal relationships is not important to the success of negotiations in Nigeria.

• Russians see time as money; friendships are not crucial to business.

• In India, group orientations are common during negotiations.

• The French believe in speaking the language of the country with which they are negotiating.

Which of the following statements regarding negotiation with Japanese people is incorrect?

• A business meeting should be arranged by an intermediary who has a relationship with both parties.

• In Japan, social meetings are very important to building a relationship of trust and friendship.

• Completing a deal quickly is important to the Japanese.

• The Japanese use subtle and complex verbal and nonverbal cues.

Group-oriented negotiators are concerned about their own interests above all else.

• True

• False

The Japanese are the most group-oriented culture in the world.

• True

• False

Individual-oriented cultures include China and Latin America.

• True

• False

Cognitive dissonance refers to the psychological conflict resulting from inconsistencies between what a person does and what the person believes.

• True

• False