Cross-Cultural Negotiation and Decision Making

Which are the requirements for the manager to manage negotiation successfully?

• To be innovative

• To gain specific knowledge of the parties in the upcoming meeting

• All of the above

• To gain specific knowledge of the parties in the upcoming meeting

Chinese negotiation process is affected by politeness and emotional restraint

• True

• False

When preparing for cross-cultural negotiations, managers should first evaluate their own negotiation styles in order to _______?

• Understand the reasons for failing or succeeding in domestic negotiations

• Analyze the various stages of the negotiating process

• Assess any cognitive and emotional influences

• Make a comparison with negotiating norms in other counties

Which of the following is a true statement regarding the negotiation process?

• The concession stage typically occurs before the preparation stage.

• Cultural norms determine the order of the negotiation process stages.

• The negotiation process consists of six different stages.

Which one of these described to depending on others?

• Amae

• Shinyo

• Ringi

• Wa

How many approaches to decision making are presented in the slide?

• 3

• 4

• 5

• 6

What are the tips to foreigners if they want to conduct a business in china?

• Do not be patience

• Always crititize the goverment

• Expect the Chinese to try to manipulate by shaming

• Put a high hopes

What does Utilitarianism means?

• Greatest goods for greatest number

• Stresses on the importance of community

• Focus on individual goals and well-being

• Runs the organization in an authoritarian style

Negotiations generally proceed in five stages: preparation, relationship building, exchanging task-related information, persuasion, and concessions and agreement.

• True

• False

Which of the following statements best describes negotiation?

• Negotiation is a unilateral decision-making process where one party imposes its terms on the others.

• Negotiation is a competitive process where one party aims to dominate and overpower the others.

• Negotiation is the process of discussion by two or more parties aiming for a mutually acceptable agreement.