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(Solved) Chapter 5 Cross-Cultural Negotiation and Decision Making


81) Americans are calm, quiet, patient negotiators; they are accustomed to long, detailed negotiating sessions. 82) Fundamental to Japanese culture is a concern for the welfare of the group; anything that affects one member or part of society affects the others. 83) Russians employ axiomatic appeals—that is, their appeals are based on the ideals generally accepted in their society. 84) Compared to Indian negotiators, American negotiators are more likely to withdraw, use silence, and learn from within. 85) Italian negotiators have a sense of drama and do not hide their emotions. 86) The term "software of negotiation" refers to the contractual terms mentioned in a written document. 87) Negotiation support systems can provide support for the negotiation process by maximizing the chances for optimal outcomes. 88) Since the Chinese have a preference for emotional restraint and saving face, aggressive or emotional attempts at persuasion in negotiation are likely to fail. 89) Risk tolerance is one of the cultural variables that greatly affects the decision-making process. 90) The ringiprocess involves gaining approval on a proposal by circulating documents to those concerned throughout the company.

 


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