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Chapter 19 - Negotiating with International Customers, Partners, and Regulators
Discussion Questions
1. Define:
2. Why can cultural stereotypes be dangerous? Give some examples.
3. Describe the kinds of problems that usually come up during international business negotiations.
4. Why are foreign language skills important for international negotiators?
5. Describe three cultural differences in nonverbal behaviors and explain how they might cause
problems in international business negotiations.
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© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not
authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated,
forwarded, distributed, or posted on a website, in whole or part.
Chapter 19 - Negotiating with International Customers, Partners, and Regulators
6. Why is time an important consideration in international business negotiations?
7. What might be different about how a Japanese manager might address a complex negotiation
compared to an American negotiator?
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© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not
authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated,
forwarded, distributed, or posted on a website, in whole or part.
Chapter 19 - Negotiating with International Customers, Partners, and Regulators
8. What are the most important considerations in selecting a negotiation team? Give examples.
9. What kinds of training would be most useful for international business negotiators?
10. Name three aspects of negotiation situations which might be manipulated before talks begin? Suggest
how this might be done.
11. Explain why Americans spend so little time on non-task sound and Brazilians so much.
12. Why is it difficult to get negative feedback from counterparts in many foreign countries? Give
examples.
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© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not
authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated,
forwarded, distributed, or posted on a website, in whole or part.
Chapter 19 - Negotiating with International Customers, Partners, and Regulators
13. Why won’t getting mad work in Mexico or Japan?
14. Why are questions the most useful persuasive tactic?
16. What is the parable of the orange, and how does it relate to international negotiations?
19-4
© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not
authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated,
forwarded, distributed, or posted on a website, in whole or part.
