Question

Part I Explain the following terms. (30) 1. Negotiation 2. High-context culture 3. Power distance (EHofstede's Cultural Dimensi 4. Diffuse (Trompenaars's Cultural Dimensions) 5. Values (in culture) Part II Short Answer Questions (40') 1. Please give the reasons why international negotiation expertise is needed. 2. When applying principled negotiation, how do we separate people from th 2 problem? 3. In the post-negotiation stage, what are the rules to follow through? 4. What does it mean to you when your counterpart say 'total disagreement' your agenda? Part III Discussion Questions: (30) Please choose one question from the following two and answer. 1. What to reconnaissance, i.e. summarize the information to be collected be going into face-to-face negotiation? 2. Please list nine items what are particularly important for your stimul negotiation and give the reasons.

Answer 1

I will give answers for Part 1

1. Negotiation:-

• A negotiation is actually a discussion which indeed targets to reach an agreement.
• Mostly it can be a discussion where both parties are not yet reached an agreement.
• It is for getting best possible deal with mutual understanding.
• Can resolve the different thoughts among each other.

2. High-context culture:-

• Using context, the communication rules are transmitted.
• The communication context may be body language, tone etc.
• It is actually emotionally related people like having years of relation and all so that they can understand the communication through their emotions.

3. Power distance:-

• It is the unequal distribution of the power.
• From lower level inequality of power is achieved.
• The inequality is measured using power distance index.

4. Diffuse:-

• There is smaller public and private space.
• The people protect their public space properly.
• Restricting the entry by others into public space.

5. Values:-

• Cultural values are some sort of standards in a society which is approved, right and accepted.
• There are different cultural values for different society.
• Different state people varies on their different cultures.

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