Chapter 19 International Marketing

Front 1

Knowand be able to discuss the four kinds of problems that may arise ininternational business negotiations because of cultural differences. pg 567

Back 1

language, nonverbal behaviors, values, thinking and decision making process

Front 2

Knowthe usual purpose of side conversations that occur when American managers aremaking a presentation in a foreign country. pg 569-570

Back 2

translation problem

Front 3

Knowthe differences between the Japanese and the Korean negotiation styles ininternational commerce especially when it comes to the use of punishment. (Also, see Exhibit 19.1) pg 570-573

Back 3

japan: positive, silent periodskorean: punishment, "no", no silence, interuptions

Front 4

Beable to characterize the negotiation styles of Russian, German, and Frenchmanagers especially when it comes to the use of threats. (Also, see Exhibit19.1) pg 573-575

Back 4

russia: similar to japan, silent periods, positive,germany: in the middle, high self disclosurefrench: most aggressive, "no", threats,

Front 5

Knowwhich country’s business managers are most likely to touch others whilenegotiating. pg 572

Back 5

israel

Front 6

Knowand be able to explain the four values that are strongly and deeply held bymost Americans and that seem to frequently cause misunderstandings and badfeelings in international business negotiations. pg 575-577

Back 6

objectivity, competitiveness and equality, punctuality

Front 7

Knowwhich book, according to your text, is considered the single most importantbook on the topic of negotiation. pg 575

Back 7

getting to yes

Front 8

Knowthe problems involved in measuring success by counting how many issues havebeen settled, and know the important signals of progress in negotiations thatare given in the chapter. pg 577-578

Back 8

Look up

Front 9

Knowthe four steps that lead to more efficient and effective international businessnegotiations. pg 578

Back 9

selection of negotiation team, management of preliminary/preparation, management of negotiation, follow up

Front 10

Knowwhat the single most important activity of negotiations is and why that is so. pg 579

Back 10

listening to increase creativity

Front 11

Knowthe checklist (homework) that is given in the chapter to ensure properpreparation and planning for international negotiations. pg 580

Back 11

assessment of situation/people, facts to confirm, agenda, best alternative to negotiated agreement, concession strategies, team assignment

Front 12

Knowwhat skill is at the top of almost everyone’s list of negotiator traits 581

Back 12

preparation and planning

Front 13

Knowand be able to explain the seven aspects of the negotiation setting that shouldbe manipulated ahead of time if possible. pg 581

Back 13

location, physical arrangements, number of parties, number of participants, audiences, communication channels, time limits

Front 14

Knowwhich aspect may eventually determine legal jurisdiction if a dispute arisesduring the negotiation. 582/583

Back 14

location

Front 15

Knowwhy and how physical arrangements can affect cooperativeness in negotiations. pg 582-584

Back 15

high context cultures, physical arrangement of room very important

Front 16

Knowand be able to explain each of the four stages through business negotiationsproceed. pg 583-589

Back 16

nontask sounding, task-related info exchange, persuasion, concessions and agreement

Front 17

Knowwhich country’s negotiators tend to make early concessions – apparentlyexpecting their foreign counterparts to reciprocate (and then tend to getfrustrated when they do not). pg 588

Back 17

Americans