mar chapter 11

Click and drag on elements in order In the context of the effects of culture on negotiation, arrange the steps the Chinese negotiators will take when negotiating with an international negotiator as suggested by Solomon in the correct order of occurrence. (Place the first step at the top.) Instructions

1) looking for broad principles and building a relationship with the negotiator 2) exploring the boundaries of a relationship with the negotiator though a long period of assessment 3) deciding whether or not to strike a deal with the negotiator

How do Americans differ from the Chinese in their ideologies?

Americans emphasize individual rights.

In the context of culturally responsive negotiation strategies, Francis found that _____.

Americans perceived negotiators from a familiar culture who made moderate adaptations to American ways more positively than negotiators who did not make any changes

Which of the following statements is true according to the cultural complexity theory proposed by Tinsley, Brett, Shapiro, and Okumura?

Cultural values that have a moderated effect on negotiations have various contextual instigators in the culture.

Which of the following statements is true about culture?

Cultures influence the communication styles of people.

Based on Hofstede's model of cultural dimensions, match the types of cultures (in the left column) with their characteristics (in the right column).

Cultures promoting femininity-Concerned with relationships and nurturing Cultures promoting masculinity-Concerned with acquiring money and things

Identify a finding of the studies conducted by Wade-Benzoni and colleagues on the effects of culture on negotiator cognition.

During negotiation, Americans gave less cooperative solutions and expected others to be less cooperative than Japanese.

Match the contexts that influence international negotiations (in the left column) with their descriptions (in the right column).

Environmental context-Consists of factors that cannot be controlled by negotiators Immediate context-Consists of factors that can be controlled by negotiators

Which of the following is the factor identified by Phatak and Habib that adds to the six factors identified by Salacuse in the environmental context that make international negotiations more challenging than domestic negotiations?

External stakeholders

True or false: According to Adair, negotiators from low-context cultures are more likely to use indirect communication compared to negotiators from high-context cultures.

False

True or false: According to Gelfand and Christakopoulou, negotiators from a more collectivist culture make more extreme offers during the negotiation than do negotiators from a more individualistic culture.

False Reason: This is false. Gelfand and Christakopoulou found that negotiators from a more individualistic culture (the United States) made more extreme offers during the negotiation than did negotiators from a more collectivist culture (Greece).

What should international negotiators do to avoid offending the other party in negotiations?

Follow and respect the cultural norms of communication

Select all that apply Greg is a low-power negotiator from Hong Kong. Grace is Greg's high-power counterpart from Israel, and Farah is Greg's high-power counterpart from Germany. Based on the studies conducted by Kopelman, Hardin, Myers, and Tost, which of the following statements are likely to be true? (Select all that apply.)

Greg is likely to be more cooperative when negotiating with Farah than with Grace. Greg is likely to be less cooperative when negotiating with Grace than with Farah.

Match the types of cultures (in the left column) with their descriptions (in the right column).

Individual-oriented cultures-Prefer to have one person who takes the final decision Group-oriented cultures-Prefer decision making that involves consensus

In the context of Geert Hofstede's research on cultural dimensions in international business, match the types of societies (in the left column) with their characteristics (in the right column).

Individualistic societies-Consider competency rather than relationship when choosing a negotiator Collectivistic societies-Focus on building and maintaining a long-term relationship

Match the forms of societies (in the left column) with their accurate use of apologies (in the right column).

Individualistic societies-Use apologies to assign blame Collectivist societies-Use apologies to express remorse

According to Janosik, identify an accurate statement about the culture-as-dialectic approach.

It can explain the differences in beliefs, values, and behaviors within cultures.

Select all that apply Identify the true statements about the pragmatic, nuts-and-bolts approach to understanding the effects of culture on negotiation. (Select all that apply.)

It mainly focuses on making a catalogue of behaviors that foreign negotiators should expect when entering a host culture. It documents people's systematic negotiation behavior in various cultures.

Identify an accurate characteristic of Chinese and Latin Americans that differentiates them from Americans.

Low-power negotiators from a vertical-collectivistic culture were less cooperative.-There was a high-power counterpart from a vertical-individualistic culture. Low-power negotiators from a vertical-collectivistic culture were more cooperative.-There was a high-power counterpart from a horizontal-collectivist culture.

Match the negotiation situations that were part of the studies conducted by Kopelman, Hardin, Myers, and Tost on the effects of culture on negotiations (in the left column) with the corresponding observations (in the right column).

Low-power negotiators from a vertical-collectivistic culture were less cooperative.-There was a high-power counterpart from a vertical-individualistic culture. Low-power negotiators from a vertical-collectivistic culture were more cooperative.-There was a high-power counterpart from a horizontal-collectivist culture.

Select all that apply Identify the beliefs of the advocates of the culture-in-context approach to using culture to understand international negotiations. (Select all that apply.)

Multiple factors determine negotiation behavior. The use of culture as the only explanation of behavior is oversimplifying a complex social process.

Match the dominant negotiation metaphors (in the left column) with their characteristics (in the right column).

Negotiation as sport-Negotiations are episodic, and negotiators focus on winning. Negotiation as ie-Negotiations are continuous, and negotiators focus on relationships.

Match the types of negotiators based on the individualism/collectivism dimension (in the left column) with their characteristics (in the right column).

Negotiators from a collectivist culture- Spend more time planning for long-term goals Negotiators from an individualistic culture-Spend more time planning for short-term goals

Identify a finding of the studies conducted by Gelfand and Christakopoulou on the effects of culture on negotiator cognition.

Negotiators from an individualistic culture were more prone to make fixed-pie errors than were negotiators from a more collectivist culture.

Match the types of negotiators (in the left column) with their interpretations of an apology (in the right column).

Negotiators from an individualistic culture-Tend to associate apologies with accepting blame Negotiators from a collectivist culture-Tend to apologize when they have no blame

In the context of Hofstede's uncertainty avoidance dimension, match the types of negotiators (in the left column) with their descriptions (in the right column).

Negotiators from high uncertainty avoidance cultures-Tend to seek stable rules and procedures when they negotiate and are less comfortable with ambiguous situations Negotiators from low uncertainty avoidance cultures-Tend to adapt to quickly changing situations and are less uncomfortable with ambiguous rules

Match the types of negotiators based on their risk propensity (in the left column) with their characteristics (in the right column).

Negotiators in risk-oriented cultures-Prefer to take more chances and move early on a deal Negotiators in risk-avoiding cultures-Take a wait-and-see stance and seek further information before making a decision

In the context of the Phatak and Habib model of international negotiation, identify a true statement about international negotiations.

The history of relations among principal negotiating parties has an important effect on the negotiation process and outcome.

Identify an accurate statement about culture.

There can be more than one culture in a country.

Identify an accurate characteristic of Chinese and Latin Americans that differentiates them from Americans.

They focus on the task regardless of the time spent negotiating.

In the context of risk propensity, identify an accurate statement about American negotiators.

They prefer to take risks.

According to Stephen Weiss, what should negotiators ideally do when they have low familiarity with the other party's culture?

They should convince the other party to use their approach.

According to Stephen Weiss, what should negotiators ideally do when they have high familiarity with the other party's culture?

They should fully adopt the approach of the other party.

According to Stephen Weiss, what should negotiators ideally do when they have moderate familiarity with the other party's culture?

They should mutually adjust to find a common process for negotiation.

True or false: Jeanne Brett and her colleagues suggest that although culture has an effect on negotiation outcomes, there are complex patterns across cultures.

True

True or false: According to Hofstede, the cultural dimension of masculinity or femininity has an effect on negotiation.

True Reason: This is true. According to Hofstede, the cultural dimension of masculinity or femininity influences negotiation by increasing competitiveness when negotiators from career success cultures meet negotiators from quality-of-life cultures that are more likely to have empathy for the other party and to seek compromise.

Based on the study by Adair and colleagues, match the negotiators (in the left column) with their preferred approach in sharing information (in the right column).

U.S. negotiators-Direct information exchange Japanese negotiators-Indirect information exchange

Select all that apply According to Salacuse, which of the following factors increase the complexity of international negotiations in the environmental context? (Select all that apply.)

Uncertainty and instability in different countries Cultural differences The different legal and political systems of countries Fluctuations in the exchange value of international currencies The degree of government intervention in joint ventures Differences in ideologies

Unlike Americans, Japanese tend to see negotiation as _____.

a chance for information-sharing

Advocates of the culture-in-context approach to using culture to understand international negotiations believe that _____.

a single cause does not determine human behavior

A common element of culture is that cultural beliefs, values, and behavioral expectations of a group _____.

are acquired and passed on to new members of the group

As per cultural protocol, an accurate statement about European countries is that they _____.

are very formal

North American negotiators are inclined to view negotiation as _____.

being fundamentally distributive

Unlike China, America strongly advocates the _____.

benefits of capitalism

In the context of culturally responsive negotiation strategies, Adair, Okumura, and Brett state that _____.

both parties in a cross-cultural negotiation should be prepared to communicate in the other party's culturally preferred communication method

Unlike Japanese, Americans tend to see negotiation as a _____.

competitive procedure of offers and counteroffers

According to Stephen Weiss, when negotiators have high familiarity with the other party's culture, they should ideally _____.

create an approach that is specifically adjusted to the negotiation situation, other party, and circumstances

In the cultural complexity theory, Tinsley, Brett, Shapiro, and Okumura suggest that _____.

cultural values have a direct impact on negotiations in some situations and a moderated impact in others

The shared values, beliefs, and behaviors of a group of people are referred to as

culture

A true statement about culture is that _____.

culture is a group-level phenomenon

According to Janosik, the dimensions or tensions that are present in all cultures are called

dialectics

In international negotiations, cultures that have low power distance tend to _____.

extend the decision making across an organization

True or false: According to Phatak and Habib, international negotiations are only affected by the environmental context.

false Reason: This is false. According to Phatak and Habib, two overall contexts have an influence on international negotiations: the environmental context and the immediate context.

True or false: Cross-cultural negotiations are independent of agreement or disagreement among negotiators in different cultures.

false Reason: This is false. Cross-cultural negotiations are influenced by the extent that negotiators in different cultures have fundamental agreement or disagreement about whether or not the situation is distributive or integrative.

True or false: In the context of international negotiations, conflicts based on ethnicity, identity, or geography are easier to resolve than other types of conflicts.

false Reason: This is false. The level of conflict and type of interdependence between the parties to a cross-cultural negotiation will influence the negotiation process and outcome. High-conflict situations—those based on ethnicity, identity, or geography—are more difficult to resolve. Ongoing conflicts in Pakistan, the Middle East, and Mali are but a few examples.

According to Stephen Weiss, when negotiators have low familiarity with the other party's culture, they should ideally _____.

hire an adviser or agent who is familiar with both parties' cultures

Unlike the United States, the use of memorandums of agreement in China _____.

indicates the start of negotiations

The degree to which a society is organized around the group or the individuals is determined by the _____ dimension of a culture.

individualism/collectivism

In the context of negotiation, American culture _____, whereas Chinese culture _____.

is least formal; follows a strict protocol

According to Stephen Weiss, when negotiators have moderate familiarity with the other party's culture, they should ideally _____.

keep a firm grasp on their own approach but modify the approach to help relations with the other party

According to Gelfand and McCusker, the coherent, holistic meaning systems, which have been developed and cultivated in particular socio-cultural environments, and function to interpret, structure, and organize social action in negotiation are known as _____.

negotiation metaphors

Typically, agreements in the United States are _____.

often formalized and based on logic

In the context of time sensitivity, an accurate statement about American negotiators is that they _____.

respect time and guard it as a valuable resource

According to Hofstede's model of cultural dimensions, in international negotiations, cultures with high power distance _____.

tend to concentrate decision making at the top

According to research, typically, negotiators from collectivistic cultures _____ compared to negotiators from individualistic cultures.

tend to reach more integrative outcomes

The degree to which a culture programs its members to feel either uncomfortable or comfortable in unstructured situations is known as _____.

uncertainty avoidance

Individual-oriented cultures are more likely to _____.

value independence and assertiveness