Chapter 5: Cross-cultural Negotiation and Decision Making

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

• The stages of the negotiation process are distinctly separate

• The concession stage typically occurs before the preparation stage

• The negotiation process consists of six different stages.

• Cultural norms determine the order of the negotiation process stages

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

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

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

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

• assess any cognitive and emotional influences

• make a comparison with negotiating norms in other countries

• analyze the various stages of the negotiation process

• understand the reasons for failing or succeeding in domestic negotiations

which are the requirement for manager to manage negotiation successfully?

• to be innovative

• to prepare accordingly in order to adjust and control the situation

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

• all of the above

Chinese negotiation process is affected by politeness and emotional restraint

• True

• False

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

• always criticize the government

• do not be patience

• expect the Chinese to try to manipulate by shaming

• put a high hopes

What does Utilitarianism means?

• Runs the organization in an authoritarian style

• Greatest goods for greatest number

• Focus on individual goals and well-being

• Stresses on the importance of community

Which one of these described to depending on others?

• Shinyo

• Wa

• Amae

• Ringi

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

• 4

• 3

• 6

• 5