What differences, if any, in your ethical principles and morals do you believe you would have to adjust to in negotiating with other cultures (see Table 8.6)?

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Table 8.6 Four Typical Styles of International Ethical Decision Making/Negotiating Strategies with American, Japanese, Chinese, and Brazilian Cultures American Negotiators Preparation and planning skill Thinking under pressure Judgment and intelligence Verbal expressiveness Product knowledge Perceive and exploit power Integrity Japanese Negotiators Dedication to job Perceive and exploit power Win respect and confidence Integrity Demonstrate listening skill Broad perspective Verbal expressiveness Chinese (Taiwanese) Negotiators Persistence and determination Win respect and confidence Preparation and planning skill Product knowledge Interesting Judgment and intelligence Brazilian Negotiators Preparation and planning skill Thinking under pressure Judgment and intelligence Verbal expressiveness Product knowledge Perceive and exploit power Competitiveness