Daniel Is a Negotiator Working for a Company Based in the United

question 111

Multiple Choice

Daniel is a negotiator working for a company based in the United States. He is working in the Middle East to try to work out an arrangement between his company and one from that part of the world. Which cultural assumption most likely applies to Daniel, whose cultural orientation is characteristic of the United States?

• A) He will treat the negotiation as a business, and not a social activity.
• B) He will assume that some of the most important communication is indirect or nonverbal.
• C) His first step will be to establish a warm and trusting relationship with the negotiator(s) from the other company.
• D) He will avoid setting deadlines in the negotiation to avoid humiliating the other negotiator(s).

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Definitions:

Formal Plan

A detailed, written document that describes the strategies, activities, resources, and timelines for achieving specific goals.