Negotiation-Chapter 16

High-conflict situations that are based on ethnicity, identity or geography are most easy to resolve.

• TRUE

• FALSE

The "culture-as-shared-values" approach has advantages over the "culture-as-dialectic" approach because it can explain variations within cultures.

• TRUE

• FALSE

Risk-oriented cultures will be more willing to move early on a deal and will generally take more chances.

• TRUE

• FALSE

Research suggests that negotiators may naturally negotiate differently when they are with people from their own culture than when they are with people from other cultures.

• TRUE

• FALSE

To use the "improvise an approach" strategy, both parties to the negotiation need to have high familiarity with the other party's culture and a strong understanding of the individual characteristics of the other party.

• TRUE

• FALSE

Weiss states that a negotiator should only use one strategy throughout an entire negotiation. (PAGE 504)

• TRUE

• FALSE

Francis found that negotiators from a familiar culture (Japan) who made no attempt to adapt to American ways were perceived more positively than negotiators who made moderate adaptations. (page 504)

• TRUE

• FALSE

The best approach to manage cross-cultural negotiations is to be insensitive to the cultural norms of the other negotiator's approach.

• TRUE

• FALSE

Countries can have only one culture; however cultures can span national borders.

• TRUE

• FALSE

The notion that negotiation is both art and science is especially valid at the cross-cultural or international level.

• TRUE

• FALSE