chapter 7

Question 1

cross cultural communication complexity

Answer 1

cultural noise
larger number of contexts and stakeholders
different formal procedures 
different problem solving
different communication style

Question 2

ways to classify cultures

Answer 2

time orientation
low context vs high context
individualism vs collectivism
power distance
masculinity vs femininity
uncertainty avoidance

Question 3

cultural effects on personality

Answer 3

effects personality development due to values
monochromatic -> type a capitalist
low context -> internal locus of control

Question 4

cultural effects on negotiation

Answer 4

cultural sensitivity will improve performance

spacial boundaries
personal contact
gift giving
dress style
goals
expectations

Question 5

negotiation stages across cultures

Answer 5

preparation: research culture in addition to forming BATNA
joint exploration: get to know other side, ask about overall objectives and needs
bidding: set forth initial positions and proposals
closing: come to agreement

Question 6

cross cultural negotiation tactics

Answer 6

neutral location
time limits and holidays
buyer seller relationship in other culture

Question 7

cross cultural bargaining behaviors

Answer 7

extreme offers or requests
promises and threats
nonverbal behaviors

Question 8

preparation for cross cultural negotiation

Answer 8

be aware of stakeholders involved, cultural background and motivations, cultural tactics and procedures (top down: USA, bottom up: japan)

important to prepare for the negotiation style of other parties

Question 9

APS formula for cross negotiation effectiveness

Answer 9

awareness + preparation = success