Cross-cultural Negotiation and Decision Making

Question 1: In the decision-making process, you must take into account several cultural variables. Describe one of the variables associated with risk tolerance and one of the variables associated with internal/external focus of control. Why are these important factors to consider?

Question 2: Describe the five stages of the negotiation process. Explain how the negotiation can be unsuccessful if you leave out one of the steps.

Question 3: You are a businessperson noted for your ability to complete negotiations in the U.S. within 24 hours. You have been sent to Mexico to negotiate a lucrative joint venture. Discuss the decisions you will have to make and the strategies you will have to use in order to ensure a positive outcome.

Question 4: List four nonverbal characteristics of culture that you must understand when engaging in negotiations overseas. Explain how an understanding of each characteristic will help you negotiate successfully.