WorksheetsNegotiation and Culture
Total questions: 13
Worksheet time: 7mins
Which stage of negotiation process involves familiarizing with the context and background of the counterparts in addition to specific subject to be negotiated?
Concession
Persuasion
Preparation
Exchange of task-related information
Decisions are made by
individual determination
group consensus
majority opinion
All are correct
Which statement is false?
Negotiating teams vary by age and experience.
Providing facts is the only method of persuasion.
Time can be used to pressure for agreement.
Negotiations are divided into distributive and integrative.
Integrative negotiations implies a "win-win" situation and involves compromise and cooperation to create value and invest in long-term relationships.
True
False
Honestly, don't know
Which statement is true?
a)High PD cultures tolerate latent conflict.
b) Speaking one's mind is a characteristic of low IND cultures.
c) Conflict is considered natural in low UA cultures.
d) A and C
Masculine cultures resolve dispute by fighting them. Examples are French, Israeli, German cultures.
True
False
Not sure
Non-task event(s) include(s)
Reaching decision
Task-related presentation
Role-reversal
Social events and tours
Non-task events happen at
preparation stage
relationship building stage
exchange of task-related information stage
persuasion stage
Which statement is false?
French enjoy debate and conflict.
Chinese ask many questions and are attentive to details.
Brazilians tend to touch and gaze at opponent more than Americans.
Japanese have shorter silent periods compared to Brazilians.
Which negotiation tactics are used to mislead opponents deliberately?
Lighting and temperature
Longer waiting time
Rudeness
All are correct
Ambiguous authority tactic is more often used by negotiators from
a) the UK
b) Saudi Arabia
c) Hong-Kong
B and C
Which cultures don't consider enforcement of written contracts as an insult?
Sweden
African
Japanese
the UAE
It is suggested to arrange negotiation at your opponent's country to have better chances to win.
True
False
