Exam 2 Review International Management

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Across
  1. 4. Three other negotiation approaches have been promulgated: compromising, forcing, and ______.
  2. 6. According to Cellich, one of the mistakes sometimes made by negotiators is being easily _______.
  3. 9. In Hong Kong, Taiwan, and Singapore, round ____ tables are preferred in negotiations.
  4. 10. A U.S. negotiator, for example, may focus on legal and _____agreements, although the Mexican or Japanese negotiator may emphasize personal relationships.
  5. 16. Arabs conduct business only with friends, taking time to build a friendship is a(n) ______.
  6. 18. The four-stage negotiating model consists of investigative, presentation, bargaining, and ______.
  7. 19. Negotiation strategies also include the preparation details; ____; conflict resolution and mediation; and observation, analysis, and evaluation.
  8. 21. Two main negotiating styles used currently are the problem-solving approach and the ______ approach.
  9. 22. The E in EU
  10. 24. The best way to avoid _____ is to prepare, plan, and respect the culture with whom you are negotiating before negotiations commence.
  11. 25. ________ should be selected for their background, emotional makeup, values, and viewpoints.
  12. 26. In Central and Eastern Europe, building ________ prior to conducting business is also important.
Down
  1. 1. ____ is a process of determining the terms that are too unfavorable and the terms that are in your interest to accept; you then make sure you do not reject the acceptable terms and that you reject the unfavorable terms.
  2. 2. North American Free Trade Agreement
  3. 3. Expanding the pie, nonspecific compensation, logrolling, cost cutting, and ____ are the five methods of reaching integrative agreements described by Pruitt.
  4. 5. The problem-solving approach to negotiating leads to adaptation by the negotiator to the negotiator’s counterpart through information ______ of needs.
  5. 7. A major mistake is to _____ a national culture.
  6. 8. The downside of the _____ individualist is time because their partner may feel a long-term relationship is not being established.
  7. 11. The Russians and Chinese are very good at making ______ work for them.
  8. 12. In Latin America and the Middle East more open _____ is preferred.
  9. 13. Jokes are often perceived as _____ toward a particular person, and in group-oriented cultures, this type of humor may be considered offensive.
  10. 14. Some of the reasons global joint ventures and strategic alliances are on the increase include economic ______, rapid technological changes, large capital requirements, government-supported industries, economic maturation, and improve communications.
  11. 15. In _______, for example, negotiators may become quite emotional.
  12. 17. In Mexico and the Middle East, _____ is view negatively.
  13. 20. To be successful in distributor agreements, ______ suggests 26 points that should be covered and agreed upon to assure success.
  14. 23. ______ are also common in Asia and Latin American countries; after reaching agreement, there is typically a long wait before final approval.