lecture 6- part: cross cultural negotiation

Question 1

factor influencing

Answer 1

-personal knowledge
-ethic
-age
-environment
-gender
-ethnicity
-personality
-beliefs
-religion
- communication style
-

Question 2

level of cross cultural negotiation

Answer 2

• international negotiation
• transnational negotiation
• interpersonal

Question 3

steps to follow in a cross cultural negotiation

Answer 3

• exploration learning
• > cultural approach and main differences
• > rituals
• preparation
• adjust

Question 4

main differences in negotiation across cultures

Answer 4

• long term relationship (India) vs one time deal
• win negotiation vs win-win negotiation
• informal vs formal attitude ( e.g. clothing )
• direct vs indirect communication style
• show emotions vs hide emotions (Japan)
• leader decision vs group decision

Question 5

Face approach

Answer 5

-east, china
-self-worth is based on others assessments
-permanent obligations that are dictated
-stable hierarchies determines your duties
-interdependent
-no autonomy
-people who fail to fulfill their duties can lose their ‘face’
-societies more stable
-

Question 6

dignitiy (würde) approach

Answer 6

• western
• individual achievement
• independent of others
• no permanent obligations
• dignity of yourself is determined by you and is not challenged by others
• law supports egalitarianism

Question 7

honor approach

Answer 7

• middle east countries , Qatar
• less stable societies
• self worth is based on reputation
• implies fulfilling social roles with competitive actions
• unstable and dynamic hierarchies
• whether an action is cooperative or competitive depends on whether their reputation is threatened or not

Question 8

trust

Answer 8

• cognitive -> content and skill based

- affective ->

Question 9

communication style

Answer 9

• upgraders -> totally, completely, absolutely etc
• down graders -> partially, maybe, a little bit
• avoiding yes/no expression -> bc it is expressed differently in different cultures

Question 10

risk analyses

Answer 10

• underestimation of intercultural negotiation -> underestimate cultural differences that can be in the same country
• overestimation ->

Question 11

adjusting

Answer 11

• code cultural rituals (verbal and non verbal behavior)

- adopt other point of view without changing your leadership …

Question 12

Dignity culture - negotiations

Answer 12

• unemotional
• rational
• self-interest
• economic gains as goals

Question 13

face culture - negotiations

Answer 13

-after agreement the relationships remains stable

Question 14

honor cultures and emotions

Answer 14

-used to influence others

Question 15

face cultures and emotions

Answer 15

-suppression of negative emotions