Cultural diversity and negotiation $($Connect$,$ Perform$)$

You have recently been hired as a manager at a multinational corporation, and you will be negotiating a lot of agreements with suppliers

and customers in other countries. In addition, the job will involve discussions with your counterparts within the company around the world

about budgets, schedules, and staffing. Because you know that cross$-$cultural sensitivity will be important to building and maintaining

relationships and negotiating successfully, you plan to move slowly and adjust your strategy depending on the reactions of the other

parties.

Think about the considerations involved in cross$-$cultural negotiation and answer the following questions.

During negotiations with suppliers in the Ruhr region of Germany, you recall that because the German culture is a low$-$context culture, you can expect german managers to communicate$\_\_\_\_\_\_\_$

and for their meaning to be$\_\_\_\_\_\_\_\_\_\_\_\_($First blank answers: a$.$ indirectly, b$.$ directly $)($second blank answers: a$.$ clear from their words, b$.$ understood only by inference$)$

Which of the following questions should you ask when determining how best to negotiate cross$-$culturally? Check all that apply.

Does the other party have a BATNA?

What is the nature of communication$-$direct or indirect?

Is decision making top$-$down or bottom$-$up$?$

How time$-$sensitive is the decision?