1. Discuss the stages in the negotiation process and how culturally- based value systems influence these stages. Specifically, address the following:
• 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.
• Discuss the kinds of concession strategies a negotiator might anticipate in various countries.
2. Discuss the relative use of nonverbal behaviors, such as silent periods, interruptions, facial gazing, and touching, by people from various cultural backgrounds. How does this behavior affect the negotiation process in a cross-cultural context?
3. Describe what you would expect in negotiations with the Chinese and how you would handle various situations.
4. What are some of the differences in risk tolerance around the world? What is the role of risk propensity in the decision-making process?
