International Managment chpt 7
In the context of the basic steps in the cross-cultural negotiation process, the success of persuasion is dependent on participants'
ability to make new options
In the context of cross-cultural negotiations, a distinguishing characteristic of U.S. negotiators is that they
adopt a factual and objective approach toward negotiations
Which of the following is a typical American perspective on buyer-seller relations in international business negotiations?
American negotiators tend to be objective and often approve trading favors.
High-context cultures
An individual focuses on the environment in which a meeting will take place.
Low-context cultures
An individual focuses on the objectives he or she wants to achieve by attending a meeting.
Haptics
Communicating through the use of bodily contact
Oculesics
Communicating through the use of eye contact and gaze
Identify the best practices that help improve the effectiveness of communication in international business.
Executives who communicate with individuals from other cultures should be given cultural training. Efforts should be made to increase flexibility and cooperation by all parties. Nonnative speakers of English should be given language training.
Succinct style
High-context cultures that have considerable uncertainty avoidance
Elaborate style
High-context cultures with a moderate degree of uncertainty avoidance
Identify the features of integrative negotiation
In this form of negotiation, the parties involved attempt to create and distribute maximum benefits for both sides. It is also known as the win-win scenario. In this form of negotiation, the relationship focuses on the group and is long term.
How does planning begin in the cross-cultural negotiation process?
It begins with negotiators identifying the objectives they want to achieve.
What are the characteristics of the instrumental style of communication?
It focuses on the sender. It is goal-oriented.
According to critics, what are the disadvantages of the dramatic change in the communication process in recent decades?
It has rendered communication less meaningful than before. It has made communication impersonal.
What are the characteristics of distributive negotiation?
It involves a win-lose situation. The relationship in this form of negotiation focuses on the individual and is short term.
Which of the following is true of the personal style of communication?
It is commonly used in low-power-distance, individualistic, low-context cultures.
In the context of bargaining behaviors, which of the following are true of the use of extreme offers or requests by a bargainer?
It reveals to the opponent that the bargainer will not be taken advantage of. It offers the bargainer a better opportunity to study the opponent by extending the negotiation. It changes the opponent's views on the bargainer's preferences.
Identify the typical positions of the Japanese on buyer-seller relations in international business negotiations.
Japanese negotiators believe that buyers should ensure that the seller should be given reciprocal favors. Japanese negotiators hold that buyers should get most of their demands fulfilled.
Identify the various dimensions of nonverbal communication.
Kinesics Proxemics Paralinguistics
Which of the following characterize the affective communication style?
Listeners are required to use their intuitive skills to decode the intended meaning of a message. Quite often, senders convey the meaning nonverbally.
Exacting style
Low-context cultures with a low degree of uncertainty avoidance
Identify the true statements about downward communication in an organization.
Managers use this channel to let their subordinates know what is to be done. This channel allows the flow of information to those who need it for operational purposes.
Low-context societies
Messages are often explicit.
High-context societies
Messages are often highly coded and implied.
Which of the following are the best practices that can be adopted by negotiators representing the weaker side in a discussion?
Opting for a principled angle that entails calm behavior and a focus on the issues Asking about the other side's reasoning and attempting to take negative statements as constructive
Which of the following are the advantages of using a neutral site for international business negotiations?
Participants are motivated to take home some results rather than returning empty-handed. Participants avoid prolonging discussions unnecessarily to reduce the cost of staying at the site. Both parties have limited access to their home offices, and their chances of receiving information and advice for negotiation are balanced.
In the context of the basic steps in the cross-cultural negotiation process, identify the factors that influence the success of persuasion.
Participants' understanding of each other's views Participants' willingness to find a solution that convinces them that they have attained their objectives Participants' ability to determine areas of similarity and difference
Exacting style
People are precise and use the right amount of words to convey a message.
Elaborate style
People repeat themselves and include much detail in their descriptions.
Succinct style
People use few words and employ understatements, pauses, and silence to convey meaning.
Identify the style of verbal communication that concentrates on the speaker and the reduction of barriers between the parties.
Personal style
Identify the important areas of planning in the cross-cultural negotiation process.
Setting limits on single-point objectives Dividing issues into short- and long-term considerations and determining how to handle each Determining the sequence for discussing various issues
Which of the following is true of a contextual style of communication in an organizational setting?
Speakers choose words that indicate their status relative to the status of their listeners.
Which of the following communication styles is characterized by language that needs the listener to focus on what is being said and to observe how the speaker is presenting the message?
The affective style
Which of the following is true of the instrumental style of communication?
The speaker clearly conveys the message to the listener.
downward communication
The transmission of information from manager to subordinate is called
In the context of cross-cultural negotiations, which of the following is true of Arab negotiators?
They believe in the subjective analysis of issues.
Which of the following statements are true about societies that follow monochronic time schedules in comparison with those that follow polychronic time schedules?
They believe that time should be used wisely. They hold that time is a factor that can be controlled. Monochronic societies consider time schedules important. They have an individualistic culture.
In the context of cross-cultural negotiations, identify the characteristics of U.S. negotiators.
They make early concessions to establish their flexibility and reasonability. They lay great emphasis on deadlines.
What should negotiators do when they aim to find mutually beneficial solutions during business negotiations
They should form a large number of proposals that the other side is likely to accept. They should focus on both parties' interests rather than their positions on critical issues.
What should negotiators do when they aim to find mutually beneficial solutions during business negotiations?
They should form a large number of proposals that the other side is likely to accept. They should focus on both parties' interests rather than their positions on critical issues.
Which of the following is one of the best practices that negotiators should follow to reach mutually beneficial agreements?
They should look for objective options when the parties lack common interests.
In the context of cross-cultural negotiations, what are the typical characteristics of Arab negotiators?
They strive to create a long-term relationship with their counterparts. They are open to making concessions throughout the bargaining process. They adopt an emotional approach toward negotiations.
Indirect style
This is found in collective, high-context societies.
Direct style
This is found in individualistic, low-context societies.
Identify the purposes of upward communication in an organization.
To give feedback To get help from higher-level management To ask questions
Identify the best practices that negotiators should follow in order to reach mutually beneficial solutions.
Use sympathetic gestures to alleviate tension Avoid giving in to intense impulses Avoid placing blame on the other party
According to Hall, _____ plays a significant role in explaining many communication differences
context
A _____ communication style concentrates on the speaker and relationship of the participants.
contextual
Communication styles in low-context societies are different from those of high-context societies because speakers in low-context societies
often say exactly what they intend to convey
In the context of international business, a way to improve the effectiveness of cross-cultural communication is to
open up feedback systems
In order to reach mutually beneficial solutions during negotiations, managers should
take steps to maintain a positive bargaining atmosphere
Unlike societies that follow monochronic time schedules, societies that follow polychronic time schedules are characterized by
the greater value placed on personal relationships than on getting things done on time
In the initial rounds of negotiations, Chinese negotiators tend to
work toward a consensus on the focus of the meetings
