Cultural Differences in Negotiation Quiz

What is the visible part of the 'iceberg' when negotiating with a person?

• Traditions

• Assumptions and beliefs

• Behaviors

• Attitudes and values

Which culture is typically considered individualistic and competitive?

• African cultures

• Western cultures

• East Asian cultures

• Middle Eastern cultures

What is the term for the tendency to believe that everyone should think like you do?

• Ethnocentrism

• Stereotyping

• Affiliation bias

• Cultural bias

In negotiation, what can shape the visible parts of the 'iceberg'?

• Cultural differences

• Personal preferences

• Educational background

• Social status

Which culture is considered more collectivist with a greater concern for getting along and cooperating?

• Western cultures

• African cultures

• Middle Eastern cultures

• East Asian cultures

What is the biggest challenge to overcome when negotiating across cultures?

• Cultural differences

• Ethnocentrism

• Affiliation bias

• Stereotyping

Which culture is more hierarchical according to the text?

• Western cultures

• East Asian cultures

• African cultures

• Middle Eastern cultures

What is the term for associating things linked to your own cultural grouping as right or better?

• Stereotyping

• Cultural bias

• Affiliation bias

• Ethnocentrism