chapter 07

Question 1

Conflict

Answer 1

Occurs when disagreement and friction arise in the course of interaction because of opposing interests, cultural differences, and more.

Question 2

When can conflict have positive results

Answer 2

when it is focusing on critical tasks, eliciting difference perspectives.

Question 3

Miscommunication is a source of conflict because of

Answer 3

• distortion of information
• confusion over information
• missing information altogether.

Question 4

What are the 3 cultural causes of conflict in international management

Answer 4

1. Cultural-norms differences
2. Decision-making methods
3. Propensity for or aversion to conflict

Question 5

5 styles for managing conflict effectively

Answer 5

competition, collaboration, compromise, accommodation, avoidance

Question 6

Competition

Answer 6

involves dealing with conflict in which a party prefers to deal head on with the conflict

Question 7

Avoidance

Answer 7

entails attempts at avoiding as long as possible any disagreements between the negotiating parties

Question 8

accomodation

Answer 8

involves high concern with the interests of others, sometimes at the expense of one’s own interests

Question 9

Compromise

Answer 9

involves suggesting middle positions that involve both parties giving up something to reach an agreement

Question 10

Collaboration

Answer 10

involves inventing new and creative options for dealing with conflict in which both parties “win”

Question 11

Equity Norm

Answer 11

The belief that rewards should be closely tied to one’s performance. It is prevalent in individualistic cultures

Question 12

Equality Norm

Answer 12

A preference for every group member to get a somewhat equal share of rewards, which is meant to keep conflict at minimum. This is more prevalent in collectivist cultures

Question 13

What is “face”

Answer 13

The mutual self-respect interaction of individuals to the degree of threats or consideration one party offers to another, and the degree of effort put forth by the other party.

Question 14

Social complexities of face

Answer 14

It is different from concepts such as dignity.

Certain social triggers can emphasize it’s importance; directness, frankness and related features can be prime source for loss of face.

Question 15

5 ways people account for conflict

Answer 15

1. mitigating accounts
2. justification
3. refusal
4. Ideological account
5. concession

Question 16

Negotiation

Answer 16

The process of communicating back and forth with another person or group with the explicit purpose of making a joint decision or reaching agreement about a dispute.

Question 17

Key elements of negotiation

Answer 17

1. Multiple parties (2+) involved
2. Mixed motives typically exist
3. Movement of positions held by the parties often occur over time.
4. All of the parties have the goal of reaching an agreement.

Question 18

Comparative perspective

Answer 18

An approach that emphasizes what happens to negotiators during face-to-face interactions and how this shapes results. Attention is paid to how cultural factors may affect the way the negotiation process unfolds between individuals or small groups of negotiators

Question 19

Four stages of international negotiation:

Answer 19

1. Nontask sounding
2. Task related exchange of information
3. Use of persuasion/concessions
4. Reaching a “good” agreement.