Exam 2 Review International Management

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