Negotiations Ch. 10

individualism-collectivism

Hofstede studied over 100,000 IBM employees in 66 countries and found that the culture of the countries varied along four dimensions. Of these, which dimension has proved the most useful for evaluating and predicting the extent of cultural differences in international commerce? -Power distance -Masculinity-feminity -Individualism-collectivism -Uncertainty avoidance -None of the above

high power distance

In ____________________ cultures, negotiators may not have the authority to close the deal and may need to get a superior's approval before making a commitment. -low power distance -high power distance -low uncertainty avoidance -high uncertainty avoidance -a or c

diminished since the Hofstede study

A comparison of the country cultures of Japan and the United States using the GLOBE dimensions of cultural differences shows the differences between the two countries has/have: -stayed the same since the Hofstede study. -diminished since the Hofstede study.

assertiveness; competition

Cultures that value Salacuse's cultural dimensions of ______________ and _____________ tend to see negotiations as a zero-sum distributive situation. -assertiveness; egalitarianism -assertiveness; competition -harmony; egalitarianism -harmony; assertiveness -competition; egalitarianism

Ethnocentricism is the belief that your culture, your religion, or your views are the "right" ones and that those who do not share your perspective are somehow "deviant."

Define what is meant by the concept of ethnocentrism.

direct

Negotiators from the United States tend to use a/an _____________ communication style.

tolerance for ambiguity

Which of the following is not one of Hofstede's dimensions that differentiate culture? -Power distance -Uncertainty avoidance -Tolerance for ambiguity -Individualism-collectivism -All of the above are Hofstede's dimensions of cultural differences

individualism

The United States scores high on Hofstede's dimension of: -ambiguity tolerance. -uncertainty avoidance. -individualism. -feminity. -collectivism.

long-term orientation

The United States scores low on Hofstede's dimension of: -ambiguity tolerance. -feminity. -power distance. -individualism. -long-term orientation.

all of the above

Which of the following statements about gender and negotiations is true? -Men have been shown to claim more value in zero-sum negotiations than women. -Women may not claim as much value as men in zero-sum negotiations because they do not generally set their aspirations as high as men. -Babcock's research suggests that women may be less willing than men to initiate negotiations when it comes to employment offers. -Women may be hesitant to initiate negotiations due to a fear of being seen in a negative light for doing so. -All of the above

distributive bargaining; integrative negotiation

Traditional male and female skills and stereotypes would associate men with _____________________ and women with ________________________.

Japan scores higher than the United States on the dimension of uncertainty avoidance.

When comparing the United States to Japan on Hofstede's dimensions of cultural differences: -Japan scores higher than the United States on the dimension of uncertainty avoidance. -the United States scores higher than Japan on the dimension of long-term orientation. -Japan scores higher than the United States on the dimension of individualism. -a and b -a and c

power distance

Which of the following cultural variables or dimensions are included in both Hofstede's study and the GLOBE study? -Humane orientation. -Performance orientation. -Future orientation. -Power distance. -All of the above

all of the above

Which of the following statements about global negotiations is true? -Effective international negotiators tend to have good listening skills and high "social intelligence" - the ability to get along with other people. -"Culture" affects many different aspects of international negotiations, including the specific people present at the bargaining table, the sequence of issues to be negotiated and the length of the actual negotiation. -An American involved in international business negotiations should avoid agreeing to local customs (e.g., a local custom of paying bribes to government or company officials) that conflict with his/her own ethical standards or with American law. -International negotiators must accept and value cultural differences of the other negotiators at the bargaining table. -All of the above

Guanxi

a term used in China to represent connections or relations between people. Having a guanxi network is key to getting deals done in China

top down and bottom up agreements

hierarchical cultures tend to dictate agreements from the top down. Egalitarian cultures trust individuals to create agreements from the bottom up

individualism-collectivism

one of hofstede's cultural dimensions-individualists value independence, free will and individual rights. Collectivists blue close ties between individuals and an individual's identity is tied to the group

uncertainty avoidance

one of hofstede's cultural dimensions-the level of comfort a society's members have with unstructured situations. Those high on this construct are more rule-bound and controlling, whereas those low are more tolerant of diverse perspectives and less troubled by ambiguity

long-term orientation

one of hofstede's dimensions. Those high on this dimension value tradition and hard work and do not expect immediate rewards. Those low on this dimension seek immediate gratification and are concerned with looking good to others.

cultural sensitivity

the extent to which individuals are aware of the cultural norms, and belief systems of the individuals with whom they are interacting

false

true or false: "Culture" is a characteristic that is generally synonymous with a person's home country.

false

true or false: Research suggests that men set higher aspiration levels then women in unambiguous negotiation situations, i.e., negotiations where there is a clear zone of potential agreement.

false

true or false: Under the Foreign Corrupt Practices Act, an American executive is prohibited from paying both bribes and facilitation payments (or "grease payments") to government officials from other countries.

true

true or false: Women who are asked to negotiate on behalf of someone else generally set higher pre-negotiation targets and make higher initial offers compared to situations when they are negotiating on their own behalf.