Cross Cultural Negotiation and Decision Making

what is disadvantages of e-negotiations

• Laying out much objective information over time

• Not being able to build trust and interpersonal relationships

• Less travel

• Speed

What is the third stage of negotiation process

• Persuasion

• Preparation

• Concessions and

  Agreement

• Exchanging Task-Related Information

Negotiation is a complex and dynamic process in which two or more parties participate in conversation with the objective of obtaining a mutually agreeable agreement.

• true

• false

which one is negotiation style from Japanese

• Hide emotions

  Subtle power plays

  Step-by-step approach

  Group good is the aim

  
  

• Emotionally passionae

  Great power plays

  Impulsive, spontaneos

  Group/

  individual good is aim

• Deal impersonally

  Litigation, not conciliation

  Methodological organization

  Profit is the aim

Which one is succesful negotiator of swedes

• Avoid direct confrontation

• Handle confrontation with subtlety and tact

• Quiet, thoughtful, polite, straightforward

what is internet can do to support negotiation

• Increase likelihood of agreement

• Decrease direct and indirect cost

• to build trust with each other

Cultural Influence on Decision-Making:

Which cultural variable influences decision-making by focusing on the benefit of the majority, even if it may not be ideal for everyone?

• Moral Idealism

• Utilitarianism

• Both (a) and (b)

• Neither (a) nor (b)

The step in the decision-making process where department heads, section chiefs, and supervisors meet to discuss a proposal is "Formal Proposal."

• True

• False

Cultural Variables in Negotiation:

What does 'high context' culture prioritize in negotiations?

• Direct Communication

• Indirect Communication

• Both (a) and (b)

• Neither (a) nor (b)

One advantage of e-negotiations is the potential loss of nonverbal cues.

• False

• Trur