When working to create a new approach that may include aspects of either home culture or adopt practices from a third culture, negotiators are using what approach?

When working to create a new approach that may include aspects of either home culture or adopt practices from a third culture, negotiators are using what approach? 

A) effect symphony
B) improvise an approach
C) embrace the other party's approach
D) employ agents or advisors
E) Negotiators are using all of the above approaches.


Answer: A

The "embrace the other party's approach" strategy involves

The "embrace the other party's approach" strategy involves 

A) adopting completely the approach of the other party.
B) both parties making mutual adjustments to find a common process for negotiation.
C) creating a new approach that may include aspects of either home culture or practices from a third culture.
D) persuading the other party to use your approach.
E) The "embrace the other party's approach" strategy involves all of the above.


Answer: A

"Coordinating adjustment" involves

"Coordinating adjustment" involves 

A) adopting completely the approach of the other party.
B) making conscious changes to your approach so that it is more appealing to the other party.
C) both parties making mutual adjustments to find a common process for negotiation.
D) crafting an approach that is specifically tailored to the negotiation situation.
E) "Coordinating adjustment" involves all of the above.


Answer: C

"Adapting to the other party's approach" is best used by parties with

"Adapting to the other party's approach" is best used by parties with 

A) no familiarity.
B) low familiarity.
C) moderate familiarity.
D) high familiarity.
E) Adapting to the other party's approach is equally effective for all parties.


Answer: C

Which of the following lists only joint strategies for cross-cultural negotiations?

Which of the following lists only joint strategies for cross-cultural negotiations? 

A) employ agents or advisors, bring in a mediator, adapt to the other party's approach, improvise an approach
B) employ agents or advisors, adapt to the other party's approach, embrace the other party's approach, effect symphony
C) bring in a mediator, coordinate adjustment, improvise an approach, effect symphony
D) coordinate adjustment, improvise an approach, adapt to the other party's approach, embrace the other party's approach
E) None of the above list only joint strategies for cross cultural negotiations.


Answer: C

Which of the following strategies should negotiators with a low familiarity with the other culture choose?

Which of the following strategies should negotiators with a low familiarity with the other culture choose? 

A) employ agents or advisers
B) adapt to the other party's approach
C) coordinate adjustment
D) embrace the other party's approach
E) Negotiators with a low familiarity with the other culture should not choose any of the above strategies.


Answer: A