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- Define the following terms:
| BATNA, 580 | | nontask sounding, 583 | | task-related information exchange, 584 |
- Why can cultural stereotypes be dangerous? Give some examples.
- List three ways that culture influences negotiation behavior.
- Describe the kinds of problems that usually come up during international business negotiations.
- Why are foreign language skills important for international negotiators?
- Describe three cultural differences in nonverbal behaviors and explain how they might cause problems in international business negotiations.
- Why is time an important consideration in international business negotiations?
- What can be different about how a Japanese manager might address a complex negotiation compared with an American negotiator?
- What are the most important considerations in selecting a negotiation team? Give examples.
- What kinds of training are most useful for international business negotiators?
- Name three aspects of negotiation situations that might be manipulated before talks begin. Suggest how this might be done.
- Explain why Americans spend so little time on nontask sounding and Brazilians so much.
- Why is it difficult to get negative feedback from counterparts in many foreign countries? Give examples.
- Why won’t getting mad work in Mexico or Japan?
- Why are questions the most useful persuasive tactic?
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