Chapter 11
Intercultural Negoaon Components
Quesons
1. The selecon of players for the situaon is important because they have to handle local
2.Power and authority aect negoaons by determining who has the in#uence over others
3.Interpreters and translators play many roles in the negoaon process: they are the key to
4. Gender can have an impact on successful negoaon if the gender is viewed as not
5.The strategy to use in negoang with people who believe no one should lose face,
6. The ability to idenfy the con#ict is important, and substanve issues include the use
7. The advantages of naonal culture stereotypes are that they give us a view of ourselves
8.Dierences exist in negoang with people who are group oriented, such as the Japanese,
and those who are individually oriented, such as the Germans. When dealing with a
9.Media creates mulcultural understanding and misunderstanding depending upon the
culture and the cultural biases of the media people. Generally media presents other
10. Personal constructs are individual belief systems and a@tudes. If these constructs are so
11. Con#icng interest aects negoaons because it is not always easy to determine and
12. In negoang with people who are very emoonal, and to whom facts or details are not
13. Responses could deal with being group oriented in an individualisc society, not
14. Generally it would be easier for the U.S. Americans to negoate with the Canadians.
U.S. Americans need to do a liCle research here to be sure they understand the
Canadians. Except for the French-Canadians, where one would have to speak French,
15. Suggesons for women internaonal negoators include the following: be paent,
Case 1
a. The environment would be home for the Mexicans and alien for the U.S. The
Mexicans would be the perfect hosts in such a situaon being sure to take you to
b. The Mexicans tend to talk louder than the U.S. people. The Mexicans also like to
do business with friends, and it would be very important for the U.S. negoators
to accept graciously and to give graciously during the “courtship” before the
c. The strategy would be to win the Mexicans over as friends ‘rst, to genuinely get
to know them and understand them. Courtesy and equeCe would be very
d. Culture is very important in this situaon because the U.S. and Mexico have a
Case 2
The Saudi Arabians are not used to dealing with women. Since this is an Islamic country,
the woman is being disrespecGul to the Islamic law in her dress. Women are to be
Case 3
If it is a good ‘rm, they would know the culture, language, and the way business is to be
conducted between the two countries. Generally export companies know the laws,
Case 4
The Mexicans would have viewed the New Yorkers as pushy, unfriendly, not trustworthy,
and arrogant. Not going through the business rituals that the Mexicans expected of
Case 5
You would want to know that the Indians are a culture that likes to please; therefore,
Acvies
1. Students may use material in the chapter for compleng this acvity and, in addion,
2. Provide an abstract format for students to use in summarizing the role that giJ giving
3. The instructor could ask students to choose one of the South American countries to
4. The instructor may wish to make speci’c assignments related to trade agreements
5. Refer students to secons in the chapter for preparing them for class discussion related
6. Unacceptable behavior that students should have underlined in the scenario include:
7. Students may be allowed class me for compleng this acvity, or it may be assigned as