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Question
Skilled Western negotiators use a technique called enlarging the pieadding items to what is already on the table as a way of enabling the other side to win, too.
Answer
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Related questions
Q:
Independent self-construal tends to appear in collectivist cultures.
Q:
Robyn Cameron is about to depart for Thailand on a business trip. She has asked for your help to prepare her. What do you think she should learn before she leaves? You tell her that Thais value harmony very much in daily exchanges. She knows only three other facts about Thailand: 1) it is a monarchy and the king and his family are greatly loved, 2) the majority of Thais are Buddhist and all men must serve two years as monks, 3) the military enjoys high status and power. You believe Robyn can learn what she needs to know by answering the following questions based on inferences from these facts, sometimes called the "3 Ms" of Thailand. Remember to give your answers based on what Robyn knows. a. Do you suppose the culture is more collectivist or more individualist? On what do you base this? b. Is Thai society hierarchical or horizontal? On what do you base your response? c. Will form be important or distrusted? Why? d. Is group membership likely to be permanent or temporary? On what do you base your answer? e. Will uncertainty be tolerated or avoided? Why? f. Do Thais welcome or resist change? On what do you base your answer? g. Will Robyn be at a disadvantage because she is female? Why? h. Would you expect Thais to communicate about business in a direct, explicit way or in an indirect, implicit way? On what do you base your answer? i. Would you suppose that books and other written sources have authority for learning, or that first-hand experience carries more weight? Why do you think so? j. Do you suppose Thais are question-askers or learners from mastering given wisdom? What in the culture leads you to this conclusion? k. Do you think age counts for more or less in Thai culture? Why? l.. Do you think the approach to authority would be direct or mediated? On what do you base your answer? m. Do you think relationships or results matter more? Why? n. Should Robyn be prepared for a culture that sees obligation as a burden or as a benefit? On what do you base your answer?
Q:
Self-construal is one important research area that enables us to compare cultures, especially European/American and Asian cultures. Discuss self-construal and show its relevance to cross-cultural comparisons.
Q:
Discuss self-identity and explain why it is important in investigating cultures influence on communication.
Q:
Buddhism
a. is a system of teachings by its leader, Ghandi, about passive resistance to injustice and social wrong
b. is a system of teachings about moral and spiritual enlightenment; Gautama is the Buddha's name
c. is practiced the same way around the world
d. is an offshoot of Islam; the name of Buddha is unknown
Q:
The relationship of humans to the environment
a. has become exploitative only in the past decade or two, since earlier civilizations lived in harmony with nature
b. is not an issue related to religion
c. is captured in the dimension of nature dominating human activity versus humans dominating nature
d. goes beyond culture
Q:
Cultures that prefer high-context communication
a. try to avoid ambiguity, as a rule
b. also have a high rate of verbs in their communication
c. tend to be technologically undeveloped
d. communicate in ways that can be called elliptical and indirect
Q:
Cultural generalizations
a. need to be used carefully to avoid cultural determinism
b. cannot legitimately be used to make predictions about behavior
c. never play a role in cultural determinism
d. are the same thing as stereotypes
Q:
Stereotypes are
a. never OK
b. oversimplified generalizations
c. the opposite of mental categories
d. two opposing views in stereo
Q:
The definition of punctuality is the same in all cultures.
Q:
Logic is defined and practiced the same way in all cultures.
Q:
Some things are considered unknowable to members of some cultures.
Q:
Ans: Pages 109-111 Difficulty: Moderate
Q:
Culture as a concept related to a specific group can operate as a theory. Discuss this statement, explaining how the cultural concept of family, for example, can be a theoretical basis for research into Chinese behavior (such as communication). You can refer to the clothesline or beaded chain metaphors.
Q:
Discuss the two focuses in the study of culture: a whole-culture focus and an individual-member focus. Give examples of research studies you have read about. Explain emic and etic approaches in your discussion.
Q:
Which of the following is not true?
a. The American date 3/7/20xx is March 7th 20xx
b. The German 3. 9. 20xx becomes 9/3/19xx in American English
c. The sum $3,956.70 is written as $3.956,70 in most European languages
d. All multinational companies have agreed to write dates as follows: 5 May, 20xx.
Q:
Geocentric staffing means
a. managers come from any country regardless of cultural origin
b. managers of a subsidiary come from the country of headquarters
c. managers of a subsidiary come from the host country
d. managers come from the same geographic region.
Q:
The language spoken in Hong Kong is
a. Mandarin
b. Shanghai dialect
c. Cantonese
d. standard Chinese
Q:
The cultural background of the interpreter may affect the communication process.
Q:
English is the most widely accepted language for business; therefore, native English speakers do not need to learn a foreign language.
Q:
One of the functions of the Acadmie Franaise is to keep French pure and reject the adoption of foreign words into French.
Q:
Since all cultures share the same basic values, cultures attach the same meanings to these basic values.
Q:
Carmen Garcia from Mexico will use an interpreter for her business negotiations in Auckland, New Zealand. What should she do to use the interpreter most effectively?
Q:
Understanding another culture: a. is important for businesspeople because they can appear to be better informed. b. is best achieved through "do's and don'ts" lists c. enables businesspeople to know how foreign associates make sense of their environment d. isn't necessary for businesspeople
Q:
Research that follows the positivist paradigm produces studies that can be replicated.
Q:
The idea that everyone underneath is just the same after all is helpful to business communication.
Q:
Eventually, with the spread of technology, everyone will have the same culture.
Q:
Discuss the two broad paradigms for social science study, including the study of communication, and explain the strengths and weaknesses of each.
Q:
A businessperson in Venezuela who has discussions with two different people and answers the phone, all at the same time, indicates that he has power and connections.
Q:
"The silence spoke volumes." Discuss this statement. Compare the attitude towards silence in high-context and low-context cultures.