International negotiations

Question 1

Individualism/Collectivism

Answer 1

It is the degree to which individuals are integrated into groups.

Question 2

Societies that are individualistic

Answer 2

United States, United Kingdom, Australia, and Netherlands

Question 3

Power Distance

Answer 3

The extent to which lower-status members of organizations accept and expect that power is distributed unequally.

Question 4

Masculinity/Femininity

Answer 4

The distribution of gender-based behavior among
society members.

Question 5

Uncertainty Avoidance

Answer 5

A society’s tolerance for uncertainty and
ambiguity; it indicates to what extent a culture programs its members to feel either uncomfortable in or threatened by unstructured situations.

Question 6

Long-Term Orientation (LTO) vs. Short-Term Orientation

Answer 6

This fifth cross-cultural dimension was found in a study among students in twenty-three countries around the world using a questionnaire designed by Chinese scholars.

Question 7

Long-Term Orientation

Answer 7

thrift and perseverance are the values associated with this term

Question 8

Short-Term Orientation

Answer 8

includes respect for tradition, fulfilling social
obligations, and saving face.

Question 9

Pregnant Pause

Answer 9

The idea behind this phrase speaks to the discomfort many Americans feel during periods of silence.

Question 10

To successfully negotiate with international partners, Americans (in particular) need to learn that

Answer 10

negotiation is first and foremost about developing trust and mutual respect—the relationship—among individuals at the table

Question 11

Rule of thumb for negotiating internationally

Answer 11

When in Rome, non-Italians should be respectful of differences among their Italian counterparts and be at least somewhat true to the characteristics of their own culture.