Do this International Negotiation Quiz and assess your cross-cultural experience and skills.

1. If a negotiation in India gets heated because of different objectives, avoid eye contact with your counterpart since it could be read as aggressive and disrespectful.

True Not true
2. Oral commitments can represent legally binding contracts in Germany.

True Not true
3. Venezuelans communicate quite directly. They will usually let you know right away if they don't like the terms and conditions of your proposal.

True Not true

4. Decision-making in Ireland is often very quick, assuming you are dealing with the right person.

True Not true

5. The Chinese won't spend much time gathering and exchanging information since they are often eager to get started with the bargaining exchange.

True Not true

6. When making decisions, Brazilians usually look at the specifics of a situation rather than following universal rules.

True Not true

7. Your opening offer with a Sweden negotiator should leave at least 30-40% bargaining room, since your counterpart will expect you to stay flexible and allow them to obtain "a good deal".

True Not true

8. Negotiators in Israel often use silence as a pressure tactic to obtain further concessions.

True Not true

9. In the Netherlands, a person sucking their thumb is signaling that he or she does not believe you.

True Not true

10. If a negotiation in Mexico gets stuck in a dispute over some detail, you may be able to resolve it quickly by appealing to the personal relationship you have with your counterpart.

True Not true

11. Contracts in Saudi Arabia are expected to include lots of details and therefore often take a long time to create and agree on.

True Not true

12. In Japan, prices rarely move by more than 10-15% from initial offer to final agreement.

True Not true

13. When visiting a potential business partner in France for the first time, do not bring a gift along as this could raise suspicion about your motives.

True Not true

14. Aggressive or adversarial negotiation behavior in Russia indicates that your counterparts do not feel good about the relationship between you.

True Not true
15. In Taiwan, it is strongly advisable to negotiate in a team rather than as an individual.

True Not true

16. Using English-language presentation material is ok everywhere in Canada, though Franco-Canadians may prefer to see some of it in French.

True Not true

17. Bringing a legal counselor to business negotiations in Italy is a good idea because the country has a very complicated catalog of business laws. Your local counterparts will likely also include an attorney on their side.

True Not true
18. In Malaysia, written contracts are almost always kept since personal honor is a strong value in the country.

True Not true

19. If your negotiation in South Korea reaches a critical point, it can be most effective to have a one-on-one conversation with the most senior local manager in order to resolve disagreements.

True Not true

20. In the United Kingdom, final decisions usually require top management approval. That authority rarely gets delegated to others.

True Not true

Your discovery journey towards becoming a culture-savvy negotiator has started. Now open the keys and read the correct answers as well as an explanation for each of them.

(from http://leadershipcrossroads.com/rs_nqui.htm)

Date: 2015-12-11; view: 1738