Ch. 11: Key Additional Notes and Capstone

Question 1

T or F: Negotiation across cultures is a necessity for success in the business world.

Answer 1

True

Question 2

Cross-cultural negotiations frequently result in (more/less) effective value creation than intracultural negotiations.

Answer 2

less
(part of the problem is a lack of understanding of cultural differences)

Question 3

T or F: Negotiators should analyze cultural differences to identify value differences that could expand the pie, recognize different conceptions of power, avoid attribution errors, find out how to show respect, how time is perceived in other cultures, and assess options for change.

Answer 3

True (key word: SHOULD. doesn’t mean all do)

Question 4

Inter-cultural negotiation often yields (higher/lower) joint gains than intra-cultural negotiation.

Answer 4

higher

Question 5

__________ see themselves as autonomous entities.

Answer 5

Individualists

Question 6

__________ see themselves in relation to others and how the results of their behaviors effect the group.

Answer 6

Collectivists

Question 7

__________ cultures believe that status is permeable through effort and achievement; ________ cultures believe that superiors should take care of the needs of subordinates

Answer 7

egalitarian; hierarchical

Question 8

________ communicators express their intent in words.
__________ communicators convey meaning and intention through story and inference

Answer 8

Direct; Indirect

Question 9

unfounded belief your group is better than others because its yours

Answer 9

ethnocentrism

Question 10

T or F: Sacred Values are negotiable.

Answer 10

False; are NON-Negotiable

Question 11

long standing familial lines of trust in the Chinese Culture

Answer 11

Guanxi networks

Question 12

(Egalitarian/hierarchical) cultures prefer a status person resolve conflict

Answer 12

hierarchical

Question 13

_________ Bias would make you assume your team has had more penalties then the competition

Answer 13

Affiliation

Question 14

Negotiators ________ learn how to show respect of other cultures and counterparty.

Answer 14

SHOULD

Question 15

A judge makes a binding settlement decision but disputants retain control of the process

Answer 15

adversarial adjudication

Question 16

A bias that occurs when people evaluate a person’s actions on the basis of their group connections rather than on the merits of the behavior itself

Answer 16

affiliation bias

Question 17

A situation that occurs when a group or person does not maintain its own culture, but adapts to the host
culture

Answer 17

assimilation

Question 18

The tendency to ascribe someone’s behavior or the occurrence of an event to the wrong cause

Answer 18

attribution error

Question 19

Disputants retain full control over discussion process and settlement outcome

Answer 19

Bargaining

Question 20

The process of organizing interactions with others into a series of discrete causal chunks, rather than an uninterrupted sequence of interchanges

Answer 20

causal chunking

Question 21

Predicts the extent to which negotiators engage in integrative behaviors and maximize joint profit
in intercultural negotiations

Answer 21

cultural intelligence (CQ)

Question 22

The unique character of a social group; the values and norms shared by its members that distinguish it from other social groups

Answer 22

culture

Question 23

The tendency to ascribe the cause of a person’s behavior to their character or underlying personality traits

Answer 23

dispositionalism

Question 24

Unwarranted positive beliefs of one’s own group and the simultaneous negative evaluation of out-groups

Answer 24

ethnocentrism

Question 25

An error that occurs when people attribute the behavior of others to underlying dispositions or character and discount the role of situational factors

Answer 25

fundamental attribution error

Question 26

Refers to the basic human motive concerning preservation of the self versus the collective

Answer 26

individualism-collectivism

Question 27

Disputants yield decision outcome and process control to a third party

Answer 27

inquisitorial adjudication

Question 28

A situation that occurs when neither maintenance of a group’s own culture nor contact with another culture is attempted

Answer 28

marginalization

Question 29

Disputants retain control over final agreement decision but a third party guides the process

Answer 29

mediation

Question 30

The tendency to see a large distance between those in the upper part of a social or organizational structure and those in the lower part

Answer 30

power distance

Question 31

Issues that are deemed by the decision maker as ones that cannot be compromised, traded off, or even questioned

Answer 31

sacred values

Question 32

A situation that occurs when a group or individual maintains its own culture but does not maintain contact with another culture

Answer 32

separation

Question 33

The tendency to ascribe the cause of a person’s behavior to external factors and forces that are beyond a person’s control

Answer 33

situationalism

Question 34

A faulty belief that everyone from a given culture is exactly alike

Answer 34

stereotype

Question 35

Proposals to exchange sacred values for secular ones

Answer 35

taboo trade-offs