Engage Cross-Culturally

Question 1

___ is the ability to adapt to a culture other than your own while maintaining your own cultural identity.

Answer 1

cultural resiliency

Question 2

___ is a system of shared values, beliefs, behaviors, and norms people use to cope with both their physical and social environments, which is learned through interacting with others

Answer 2

culture

Question 3

___ is interpersonal interactions by Soldiers and leaders with audiences in an area of operations.

Answer 3

engagement

Question 4

The basic components of culture can be divided into four inter-related areas:

Answer 4

1. VBBN model
2. types of cultures
3. norms of interaction
4. behaviors

Question 5

VBBN:

Answer 5

values, beliefs, behaviors and norms

Question 6

___ are observable patterns of action, while ___ are a range of permissible behaviors established by a group.

Answer 6

behaviors, norms

Question 7

Cultures throughout the world can be broadly classified by their ___ and their ___

Answer 7

communication style, degree of dependence

Question 8

2 communication styles:

Answer 8

high context, low context

Question 9

in ___ communication, most of the information is already in the person, while very little is in the coded, explicit, transmitted part of the message.

Answer 9

high context

Question 10

in ___ communication, knowledge and behavior are generally explicit, with meaning directly accessible in the situation and surroundings. (art show, international airport)

Answer 10

low context

Question 11

Countries like the US and Germany closely identify with ___ while countries like China and Iraq identify with ___

Answer 11

Individualism, collectivism

Question 12

Norms of Interaction acronym:

Answer 12

FRESH-T

Question 13

FRESH-T: (norms of interaction)

Answer 13

Fate (destiny)
Roles (gender, age, kinship)
Emotions (open or hidden)
Space (territory, physical contact, eye contact)
Honor (priority?)
Time (monochronic (ordered) vs polychronic (looser))

Question 14

6 communication styles:

Answer 14

1. Direct- (low-context sensitivity)
2. Indirect- polite (high-context sensitivity)
3. Task-focused (no small talk or slackers)
4. Relationship-focused
5. Attached (passionate)
6. Detached (impersonal)

Question 15

___ comprises understanding, respect, and trust. No amount of resources or firepower can compensate for a lack of ___ between advisor and Foreign Security Forces counterpart.

Answer 15

rapport

Question 16

rapport building first develops ___,which builds into ___, and eventually grows into mutual ___

Answer 16

understanding, respect, trust

Question 17

3C: (culture)

Answer 17

cross-cultural competency

Question 18

2 conceptual FRAMEWORKS that assist in Leader Engagements:

Answer 18

• conflict resolution process

- KLE cycle

Question 19

3 phases of the conflict resolution process:

Answer 19

1. Prepare
2. Implement
3. Evaluate

Question 20

7 steps of LE Cycle

Answer 20

1. Identify Key leader or entity
2. Intelligence preparation of the environment
3. Identify desired effects
4. Prepare
5. Implement/Execute
6. Debrief/Report
7. Re-engage

Question 21

A ___ is a communication process between two or more parties with the goal of resolving conflict.

Answer 21

negotiation

Question 22

A ___ is the best each party hopes to get out of a negotiated agreement. Both rational and reasonable.

Answer 22

Aspiration point

Question 23

The ___ is the least favorable option or offer either side might accept.

Answer 23

Reservation point

Question 24

BATNA: (negotiating)

Answer 24

Best Alternative To a Negotiated Agreement

Question 25

3 keys to determining a valid BATNA:

Answer 25

1. must be option you can execute unilaterally
2. must be realistic
3. must be credible to negotiating counterpart

Question 26

ZOPA: (negotiating)

Answer 26

Zone Of Possible Agreement

Question 27

The overlap between negotiating parties Aspiration and Reservation points is called the ___

Answer 27

Zone of possible agreement (ZOPA)

Question 28

2 basic categories into which most negotiation strategies fall:

Answer 28

1. Distributive

2. Integrative

Question 29

___ negotiations are essentially zero-sum. Any gain by one side represents a loss for the other. Conflict is inevitable.

Answer 29

Distributive

Question 30

The zero-sum approach can be executed through one of three negotiating strategies presented in this article; parties can ___ ___ or ___

Answer 30

comply, insist, settle

Question 31

___ negotiations are possibly mutually beneficial. Can be executed through a ___ or win-win negotiations strategy.

Answer 31

Integrative, cooperative

Question 32

IBN: (negotiating)

Answer 32

Interest Based Negotiations

Question 33

5 essential components of Interest Based Negotiations (IBN):

Answer 33

1. Separate the people from the problem
2. Focus on the interests not the position
3. Determine BATNA
4. Brainstorm for Mutual Gains
5. Use Objective Criteria to measure fairness or reasonableness of the agreement