cross culture sales negotiations Flashcards
1
Q
what is rule based negotiation cultures
A
trust the system, focus on contrast/ agreements, universalists
2
Q
what is the temptation for rule based negotiation cultures
A
cheating the system
3
Q
what is relationship based negotiation cultures
A
loyalty and obligation, relationship building, ‘bargain’ not recommended
4
Q
what is the temptation for relationship based negotiation cultures
A
bribery
5
Q
cross cultural negotiation process
A
seller’s cultural background <> buyer’s cultural background
when they have non-task and task related interactions
6
Q
steps for the non-task related interaction
A
- status distinction
- impression formation accuracy
- interpersonal attraction
7
Q
steps for task related interaction
A
- exchange of info
- persuasion and bargaining strategy
- concession making
- negotiation outcome
