Chapter 11 – International and Cross-Cultural Negotiation
Chapter 11
International and Cross-Cultural Negotiation
1. (p. 230) The term ____________ refers to the shared values and beliefs of a group of people.
2. (p. 230) In order to understand the complexity of international negotiations, one must
understand how the factors in both the ____________ and ____________ contexts can
3. (p. 231) The second implication of the complexity of cross-cultural negotiation is the tendency
for negotiators to ____________ the amount of within-culture variation that exists.
4. (p. 232) There are six factors identified by Salacuse in the environmental context that make
international negotiations more challenging than domestic negotiations they are: political and
5. (p. 233) Countries differ in the extent to which the government regulates ____________ and
organizations.
6. (p. 233) Negotiators faced with unstable circumstances should include ____________ in their
contracts that allow for easy cancellation or neutral arbitration.
