国际管理CHPTER 5答案.doc

CHAPTER 5 CHAPTER DISCUSSION QUESTIONS Discuss the stages in the negotiation process and how culturally-based value systems influence these stages. Specifically, explain the role and relative importance of relationship building in different countries. Discuss the various styles and tactics that can be involved in exchanging task-related information. Describe differences in culturally-based styles of persuasion, and discuss the kinds of concession strategies a negotiator might anticipate in various countries. The five interrelated phases in the negotiation process are: preparation, relationship building, exchange of task information, persuasion, and concessions and agreement. Relationship building, the second stage, is more important in other parts of the world than it is in the U.S. In many countries, the personal relationship forms the basis for the enforcement of contracts. In exchanging task-related information, each side typically makes a presentation and states a position. Then there is a question and answer session and then alternatives are discussed. Americans are generally direct at this stage but many other countries tend to take an indirect approach. Persuasion too has cultural differences in the methods used. Promises, threats, commitments, and commands are some tactics possible. For instance, the Japanese and Americans tend to be similar on the use of these tactics but quite different from the Brazilians who use fewer promises and commitments. Americans and Japanese are also more likely to use threats than the Brazilians. Exhibit 5-4 provides the complete list of tactics and the variations among these three cultures. Finally, concession strategies will vary too. Russians and Chinese typically start with extreme positions and research suggests that this is associated with better results. However, cultures like the Swedish prefer to start at the level they are prepared to accept. Overall, all stages will vary widely in different cultural settings