Negotiation and Multiculturalism

The fundamental definition of negotiation...

• is the way to approach on dialectic.

• refers to what is negotiable and what occurs when we negotiate.

• is the way negotiators perceive an opportunity as distributive versus integrative.

• is selecting who will participate during negotiation.

Decision making in group-oriented cultures involves consensus and may take considerable more time than American negotiators are used to. 

• True

• False

The term "culture" refers to the

• religious beliefs of a group of people.

• ethnicity of a group of people.

• geographic nationality of a group of people.

• shared values, beliefs, and behaviors of a group of people.

Which of the following options is not one of the ten ways that culture can influence negotiations?

• relative bargaining power

• the definition of negotiation

• negotiation opportunity

• the nature of agreements

In the United States, people tend to respect time and generally believe that “faster” is better than “slower” because it symbolizes high productivity. 

• True

• False

One way that culture can influence negotiation is the degree of protocol considered important in a negotiation. Protocol is

• the differences in body language across cultures.

• the formality of the relations between the two negotiating parties.

• the criteria used to select who will participate in a negotiation.

• the perception of an opportunity for negotiation.

Negotiators from this culture tend to watch time carefully during negotiations and guard it as a valuable resource.

• the Japanese culture

• the American culture

• the Latin American culture

• the Islamic culture

Cultures differ in the degree to which protocol, or the formality of the relations between the two negotiating parties, is important, with American culture among the most formal cultures in the world. 

• True

• False

Risk-avoiding cultures will 

• be willing to move early on a deal.

• generally take more chances.

• be more likely to seek further information.

• be less likely to take a wait-and-see stance.

In group-oriented cultures 

• the individual comes before the group's needs.

• decisions are primarily made by senior executives.

• decision making is an efficient, streamlined process.

• negotiators may be faced with a series of discussions over the same issues and materials with many different people.