Chapter 10
Intercultural Negoaon Process
Quesons
1. Three reasons why global joint ventures and strategic alliances are increasing are trade
2. The steps in the negoaon process are site and team selecon, relaonship building,
3. Models to consider using are the problem-solving approach, the compeve approach,
3. Most negoaon con$icts are culturally based because the negoators are “not seeing
4. The saying, “When in Rome, do as the Romans do,” is important to the negoaon process.
5. The factors to consider when analyzing a negoaon problem include: cognive
1.One can prepare for cultural shock during negoaons by preparing ahead of me.
2. The integrave agreement takes a cooperave pragmast who can negoate an
3. Posive aspects of free trade zones are lower priced products for consumers,
9. When negoang with the Canadians, the package deal model should be chosen
10. The cultural implicaons for U.S. and Japanese negoang would include the use of
Case 1
The Russians are in no hurry to make a deal and want to control the agenda. The breaks
Case 2
The salesman’s faux pas was taking the bull4ght in a nonchalant manner, as it is very
Case 3
Becoming comfortable in another culture is easy for some and di?cult for others. Being
Case 4
Since the expectaons are dierent, there will not be a contract given on the 4rst
meeng. The Chinese and the U.S. persons will feel as if the other did not understand
Case 5
The two companies have resorted to legalisc means to se3le their licensing
Acvies
1. The Chamber of Commerce, Lions Club, or Civitan group may be good sources of
2. Students can use informaon in the chapter to prepare a “negoaon pro4le” for
3. Other books, in addion to those listed, include Cohen’s Negoang across Cultures and
4. Instructors may wish to suggest certain business journals or news magazines that
5. Instructors may suggest the following references for 4nding informaon related to