cross culture sales negotiations

Question 1

what is rule based negotiation cultures

Answer 1

trust the system, focus on contrast/ agreements, universalists

Question 2

what is the temptation for rule based negotiation cultures

Answer 2

cheating the system

Question 3

what is relationship based negotiation cultures

Answer 3

loyalty and obligation, relationship building, ‘bargain’ not recommended

Question 4

what is the temptation for relationship based negotiation cultures

Answer 4

bribery

Question 5

cross cultural negotiation process

Answer 5

seller’s cultural background <> buyer’s cultural background

when they have non-task and task related interactions

Question 6

steps for the non-task related interaction

Answer 6

1. status distinction
2. impression formation accuracy
3. interpersonal attraction

Question 7

steps for task related interaction

Answer 7

4. exchange of info
5. persuasion and bargaining strategy
6. concession making
7. negotiation outcome