Accommodating negotiation style - Answer-you win, I lose
/.Amae - Answer-the Japanese concept of "indulgent love," results in Shinyo
/.Avoiding negotiation style - Answer-I lose, you lose
/.Beijing (capital) - Answer-"Political, bureaucratic, educated, diversified, high
relationship orientation, more direct, high 'face.'"
/.Chinese - Answer-managers approach problems from the standpoint of moral idealism
and favor long-term, societal approaches to decision making.
/.Collaborating negotiation style - Answer-I win, you win
/.Competing negotiation style - Answer-I win, you lose
/.Compromising negotiation style - Answer-I win some, I lose some- you win some, you
lose some
/.Cross-Cultural Negotiation Variables - Answer-
/.Cultural Variables in Decision-Making Process - Answer-
/.Decision Making in Japanese Companies - Answer-
/.Decision Making in Japanese Companies - Answer-Wa, Ringi< Amae, Shinyo
/.During the technical stage - Answer-every detail of the proposed product specifications
and technology is hammered out.
/.E-Negotiations Disadvantages - Answer-Not being able to build trust and interpersonal
relationships
Nonverbal nuances are lost
Video conferencing may be a good compromise
/.E-Negotiations: Advantages - Answer-Speed
Less travel
Laying out much objective information over time
/.Europe - Answer-Some managers value decisions based on past experience and tend
to emphasize quality
, /.exchanging task-related information - Answer-, each side typically makes a
presentation and states its position; a question-and-answer session usually ensues, and
alternatives are discussed. From an American perspective, this represents a
straightforward, objective, efficient, and understandable stage
/.expressive oriented conflict resolution - Answer-In this case, conflict is treated
indirectly and implicitly. Negotiators want to avoid confrontation because it is viewed as
insulting and can cause loss of face. As an alternative, they rely on evasion and
avoidance. Often used in high-context cultures
/.Guangzhou/Shenzhen (south, near Hong Kong) - Answer-"Entrepreneurial, hard-
working, manufacturing center, outside the norm, more risk-taking, like Hong Kong,
more informal."
/.Guanxi - Answer-refers to the intricate, pervasive network of personal relations that
every Chinese personally cultivates. It establishes obligations to exchange favors in
future business activities.
/.Guanxihu networks - Answer-. Firms that have special guanxi connections and give
preferential treatment to one another. The Chinese also expect corporate goals and
profit to be subordinate to friendship, national development, and mutual benefit.
/.have lower tolerance for risk - Answer-Belgium, Germany, and Austria
/.High Context Conflict Area - Answer-Implicit, circular logic
Collective, decisions by consensus; long-term oriented
"Face" and relationship-oriented; non-confrontational, patient
/.higher tolerance to risk - Answer-Japan or the Netherlands, U.S
/.Important Differences - Answer-1.Amount and type of preparation
2.Tasks vs. interpersonal relationships ( high context = higher chance of hiding the
truth)
3.General principles vs. specific issues (fairness)
4.Number of people present and their influence
/.In hierarchical societies, such as Germany, Turkey, and India - Answer-authorization
has to come from the upper echelons of management. Employees expect the boss to
do the decision making.
/.Indonesia, Malaysia - Answer-Those with an internal locus of control believe such
decisions are of no value because they have little control over the future
