Asked by Morgan Hooper on May 10, 2024
Verified
According to Graham,which of the following statements would be characteristic of a Japanese negotiator?
A) Higher profits are associated with making opponents feel uncomfortable.
B) Higher profits are achieved by making opponents feel comfortable.
C) The use of powerful and deceptive strategies is more likely to receive higher outcomes.
D) Representational strategies are negatively related to profits.
E) None of the above is characteristics of a Japanese negotiator.
Japanese Negotiator
A reference to the specific style and approach used by Japanese professionals in negotiation processes, often characterized by non-confrontational tactics.
Higher Profits
Increased financial gains or returns from business activities.
Powerful Strategies
Highly effective approaches and tactics employed to accomplish goals or solve problems in various contexts.
- Assess the influence of cultural adaptability and how negotiators from various cultures are perceived.
- Acknowledge the impact of culture on expected behavioral patterns and the utility of instructions on cultural norms in negotiation settings.
Verified Answer
KH
kylie hotonMay 12, 2024
Final Answer :
B
Explanation :
Graham suggests that Japanese negotiators prioritize relationship building and harmony, and believe that higher profits can be achieved by making opponents feel comfortable. Option A, C, and D are not characteristic of Japanese negotiators according to Graham.
Learning Objectives
- Assess the influence of cultural adaptability and how negotiators from various cultures are perceived.
- Acknowledge the impact of culture on expected behavioral patterns and the utility of instructions on cultural norms in negotiation settings.