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