Select the statement that is FALSE / INCORRECT.Group of answer choicesNorth Americans frequently use relationship building approaches to negotiations.Competitive bargaining tends to neglect long-term solutions and relationships.Chinese negotiators tend to start with high demands and make concessions gradually.Contracts drafted by East Asian negotiators tend to be less detailed than their western counterparts’.

Which of the following is NOT an accurate description of negotiation styles and strategies?Group of answer choicesThe doctrine of changed circumstances assumes trust in personal integrity, evolving situations and long-term relationships.In Japanese culture, relationship building and trust are pre-requisites for successful negotiations.Negotiators from collectivist cultures tend to prefer mediation by a highly respected or authoritative third party to resolve conflicts.Negotiators should get help from experts if they are unfamiliar with the culture of the other party.North Americans typically and frequently adopt a holistic approach to negotiation.

What elements of Chinese negotiation are integrative or distributive? Provide an example for each case.

Select the CORRECT statement or recommendation by management experts.Group of answer choicesAvoidance is a way to resolve conflict in talks when both sides are pressed for time and must settle quickly.Successful global negotiators should continue to nurture relationships with counterparts after the contract is signed.At the stage when parties exchange task-related information, much time should be spent on relationship building and bargaining.Compromise is recommended for resolving conflict if one side is more powerful than the other party.

The most effective negotiating style tends to be:Group of answer choicescompetitive.co-operative.compromising.aggressive.

Cultural Dimensions and Their Impact on Negotiation