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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.
4. Decision-making in Ireland is often very quick, assuming you are dealing with the right person.
5. The Chinese won't spend much time gathering and exchanging information since they are often eager to get started with the bargaining exchange.
6. When making decisions, Brazilians usually look at the specifics of a situation rather than following universal rules.
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".
8. Negotiators in Israel often use silence as a pressure tactic to obtain further concessions.
9. In the Netherlands, a person sucking their thumb is signaling that he or she does not believe you.
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.
11. Contracts in Saudi Arabia are expected to include lots of details and therefore often take a long time to create and agree on.
12. In Japan, prices rarely move by more than 10-15% from initial offer to final agreement.
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.
14. Aggressive or adversarial negotiation behavior in Russia indicates that your counterparts do not feel good about the relationship between you.
16. Using English-language presentation material is ok everywhere in Canada, though Franco-Canadians may prefer to see some of it in French.
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.
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.
20. In the United Kingdom, final decisions usually require top management approval. That authority rarely gets delegated to others.
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: 1730
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