Negotiation

What is culture?

• The process of developing a business plan

• The art of conducting business negotiations

• A collection of values, beliefs, customs, and traditions of a community

• The set of shared values and attitudes within a business organization

What is business culture?

• The way a business interacts with the community

• The set of values, attitudes, and behaviors of a community

• The set of values, attitudes, and behaviors within a business organization

• The art of conducting business negotiations

What is the role of culture in business negotiation?

• To create barriers between negotiators from different cultures

• To establish a common language for negotiators to use

• To influence the negotiation process and outcomes

• To make negotiators more competitive with each other

What is the biggest cultural difference between firms in different countries?

• Time perception

• Language

• Objectivity

• Competition

Which of the following is NOT a part of communication in negotiation?

• Self-disclosure

• Questions

• Commitments

• Art

Which of the following is a widely accepted value perception across different cultures?

• Impatience

• Competition

• Indifference

• Dishonesty

How can negotiators from practical cultures use time to generate pressure in negotiation?

• By extending the negotiating time with their partner

• By rushing to finish negotiations as quickly as possible

• By not discussing time at all during the negotiation process

• By focusing only on spiritual and romantic components of the negotiation

How does culture influence decision-making in negotiation?

• Culture determines how negotiators interpret problems and evaluate information

• Culture determines the specific negotiating tactics that can be used

• Culture has no impact on decision-making in negotiation

• Culture only affects how negotiators communicate during the negotiation process

Which of the following is a traditional communication style in Japan and Korea during negotiation?

• Direct and explicit communication

• Focusing on business goals

• Respecting the other person's personality

• Avoiding disagreement

What can cultural differences in negotiation tactics lead to?

• Better understanding between negotiators

• Conflicts and arguments during the negotiation process

• Faster resolution of negotiation issues

• No impact on the negotiation process