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Negotiation 101 Practice Test: International and Cross-Cultural Negotiation 2
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Negotiation 101 Practice Test: International and Cross-Cultural Negotiation 2
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20 Questions

1. The most frequently studied aspect of international negotiation is ____________

2. In the 'culture-as-shared-value' approach, cross-cultural comparisons are made by finding theimportant ____________ and ____________ that distinguish one culture from another

3. Many types of ____________ may be used in cross-cultural negotiations, ranging from someone who conducts introductions and then withdraws, to someone who is present throughout the negotiation and takes responsibility for orchestrating the negotiation process

4. The second implication of the complexity of cross-cultural negotiation is the tendency for negotiators to ____________ the amount of within-culture variation that exists

5. The term ____________ refers to the shared values, beliefs, and behaviors of a group of people

6. In individualistic societies, negotiators are considered interchangeable, and ____________ (rather than relationship) is an important consideration when choosing a negotiator

7. There are six factors in the environmental context that make international negotiations more challenging than domestic negotiations they are: political and legal pluralism, international economics, foreign governments and bureaucracies, instability, ideology, and ____________

8. In order to understand the complexity of international negotiations, one must understand how the factors in both the ____________ and ____________ contexts can influence negotiation processes and outcomes

9. Researchers Gelfand and Realo found that accountability to a constituent influenced negotiators from individualistic and ____________ cultures differently

10. To avoid offending the other party in negotiations across borders, the international negotiator needs to observe cultural rules of ____________ carefully

11. Relative power is not simply a function of ____________ but appears to be due to management control of the project

12. Cultures differ in the degree to which ____________, or the formality of the relations between the two negotiating parties, is important

13. Negotiators faced with unstable circumstances should include ____________ in their contracts that allow for easy cancellation or neutral arbitration

14. The 'culture-as-learned-behavior' approach concentrates on creating a ____________ of behaviors that foreign negotiators should expect when entering a host culture

15. Negotiation in risk-____________ cultures will seek further information and will be more likely to take a wait-and-see stance

16. The 'coordinate adjustment' strategy can be thought of as a special instance of negotiating the ____________ of negotiation

17. One approach of negotiators who have very low familiarity with the other party's culture is tohire an ____________ who is familiar with the cultures of both parties

18. Decision making in group-oriented cultures involves ____________ and may take considerably more time than American negotiators are used to

19. Proponents of the ____________ approach recognize that negotiation behavior is multiply determined and using culture as the sole explanation of behavior is oversimplifying a complex social process

20. Countries differ in the extent to which the government regulates ____________ andorganizations

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