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17 Cards in this Set

  • Front
  • Back
Knowand be able to discuss the four kinds of problems that may arise ininternational business negotiations because of cultural differences. pg 567
language, nonverbal behaviors, values, thinking and decision making process
Knowthe usual purpose of side conversations that occur when American managers aremaking a presentation in a foreign country. pg 569-570
translation problem
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
japan: positive, silent periodskorean: punishment, "no", no silence, interuptions
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
russia: similar to japan, silent periods, positive,germany: in the middle, high self disclosurefrench: most aggressive, "no", threats,
Knowwhich country’s business managers are most likely to touch others whilenegotiating. pg 572
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
objectivity, competitiveness and equality, punctuality
Knowwhich book, according to your text, is considered the single most importantbook on the topic of negotiation. pg 575
getting to yes
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
Look up
Knowthe four steps that lead to more efficient and effective international businessnegotiations. pg 578
selection of negotiation team, management of preliminary/preparation, management of negotiation, follow up
Knowwhat the single most important activity of negotiations is and why that is so. pg 579
listening to increase creativity
Knowthe checklist (homework) that is given in the chapter to ensure properpreparation and planning for international negotiations. pg 580
assessment of situation/people, facts to confirm, agenda, best alternative to negotiated agreement, concession strategies, team assignment
Knowwhat skill is at the top of almost everyone’s list of negotiator traits 581
preparation and planning
Knowand be able to explain the seven aspects of the negotiation setting that shouldbe manipulated ahead of time if possible. pg 581
location, physical arrangements, number of parties, number of participants, audiences, communication channels, time limits
Knowwhich aspect may eventually determine legal jurisdiction if a dispute arisesduring the negotiation. 582/583
Knowwhy and how physical arrangements can affect cooperativeness in negotiations. pg 582-584
high context cultures, physical arrangement of room very important
Knowand be able to explain each of the four stages through business negotiationsproceed. pg 583-589
nontask sounding, task-related info exchange, persuasion, concessions and agreement
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