WHAT ARE THE FOUR KINDS OF PROBLEMS THAT MAY ARISE IN AN INTERNATIONAL BUSINESS

NEGOTIATION BECAUSE OF CULTURAL DIFFERENCES?

a. Language
b. Nonverbal behaviors
c. Values
d. Thinking and decision making process

WHAT IS THE USUAL PURPOSE OF SIDE CONVERSATIONS THAT OCCUR WHEN AMERICAN MANAGERS
ARE MAKING A PRESENTATION IN A FOREIGN COUNTRY?
The side conversation is usually occurring to straighten out a translation problem.

JAPANESE STYLE OF NEGOTIATION

Their style of interaction is among the least aggressive.
They are very polite.

KOREAN STYLE OF NEGOTIATION

Use considerably more punishments and commands than the Japanese.
Use the word no
Interrupt 3 times as frequently as the Japanese
No silent periods

RUSSIAN STYLE OF NEGOTIATION

Different from that of any other European group

Not many threats

More positive

Similar to Japan

GERMAN STYLE OF NEGOTIATION

Middle ground almost all around

High percentage of self-disclosures

Low percentage of questions

FRENCH STYLE OF NEGOTIATION

Perhaps the most aggressive of all the groups

Highest percentage of threats and warnings

Use interruptions, facial gazing, "no", and "you" considerably more than other
groups.

WHAT ARE THE 4 VALUES THAT ARE STRONGLY AND DEEPLY HELD BY MOST AMERICANS THAT ALSO
SEEM TO FREQUENTLY CAUSE MISUNDERSTANDINGS AND BAD FEELINGS IN INTERNATIONAL
BUSINESS NEGOTIATIONS?
a. Objectivity
b. Competitiveness
c. Equality
d. Punctuality

OBJECTIVITY
i. "Americans make decisions based on the bottom line and on cold, hard fats"
ii. "Americans don't play favorites"
iii. "Economics and performance count, not people"
iv. "Business is business"
COMPETITIVENESS
i. Americans are individualist.
ii. Very competitive

EQUALITY
American sellers tend to treat American buyers more as equals, and the egalitarian
values of American society support this behavior.

PUNCTUALITY
Americans are on M-time

Try to manipulate time to their advantage.

WHAT BOOK IS THE SINGLE MOST IMPORTANT BOOK ON THE TOPIC OF NEGOTIATION, ACCORDING
TO THE TEXT?
Getting to Yes

WHAT ARE THE PROBLEMS INVOLVED IN MEASURING SUCCESS AND WHAT ARE THE IMPORTANT
SIGNALS OF PROGRESS IN NEGOTIATIONS?
Americans like to move in a sequential order, but the Japanese like to discuss all
issues at once: Can be hard to tell progress

Americans think of a negotiation as a "problem solving" situation with a solution,

while the Japanese think it is a time to build a relationship.

Important signals of progress:

Higher-level foreigners being included in the conversation

Questions beginning to focus on specific areas of the deal

A softening of attitudes and positions on some of the issues: "Let us take time to
study the issue."

Increased talk in their own language at the negotiation table: Often may mean that
they are trying to decide something.

Increased bargaining

Use of the lower-level

More informal

WHAT ARE THE 4 STEPS THAT LEAD TO MORE EFFICIENT AND EFFECTIVE BUSINESS
COMMUNICATION?
a. Selection of the appropriate negotiation team.
b. Management of preliminaries: Including training, preparations, and manipulation
of negotiation settings.
c. Management of the process of negotiations: What happens at the negotiation
table.
d. Appropriate follow-up procedures and practices.

WHAT IS THE SINGLE MOST IMPORTANT ACTIVITY OF NEGOTIATIONS?

Listening

The negotiation's primary job is collecting information with the goal of enhancing
creativity and understanding the needs and preferences of the client.

WHAT IS THE CHECKLIST THAT ENSURES PROPER PREPARATION AND PLANNING FOR
INTERNATIONAL NEGOTIATIONS?
a. Assessment of the situation and the people
b. Facts to confirm during the negotiation
c. Agenda
d. Best alternative to Negotiated Agreement (BATNA)
e. Concession strategies
f. Team Assignments

WHAT IS AT THE TOP OF ALMOST EVERYONE'S LIST FOR NEGOTIATOR TRAITS?

Preparation and Planning

WHAT ARE THE 7 ASPECTS OF THE NEGOTIATION SETTING THAT SHOULD BE MANIPULATED AHEAD
OF TIME IF POSSIBLE?
a. Location
b. Physical arrangements
c. Number of parties
d. Number of participants
e. Audiences (news media, competitors, fellow vendors, etc.)
f. Communications channels
g. Time limits

WHAT ASPECT OF THE "7 ASPECT OF THE NEGOTIATION SETTING" MAY EVENTUALLY DETERMINE
LEGAL JURISDICTION IF A DISPUTE ARISES DURING A NEGOTIATION?
Location

WHY AND HOW CAN PHYSICAL ARRANGEMENTS AFFECT COOPERATIVENESS IN NEGOTIATIONS?

Affects it in subtle ways

In high-context cultures the physical arrangements of rooms can be quite a source

of embarrassment and irritation if handled improperly: Americans tend to casual
about such arrangements.

Americans want to get everyone together even if opinions are divergent, but the
Japanese prefer to talk to everyone separately and then once everyone agree,
schedule inclusive meetings.

WHICH COUNTRY'S NEGOTIATORS TEND TO MAKE EARLY CONCESSIONS, EXPECTING THEIR FOREIGN
COUNTERPARTS TO RECIPROCATE, AND THEN TEND TO GET FRUSTRATED WHEN THE DO NOT?
Americans