Pitfalls in negotiating – Video with multiple choice exercise

Listen to Professor Horacio Falçao from INSEAD talking about cross cultural negotiations and choose the correct option to answer the questions or complete the sentences below.

1. What does the professor say about misunderstanding in cross cultural negotiations?
   1. People tend to overestimate cross cultural negotiations.
   2. People tend both to underestimate and to overestimate cross cultural negotiations at the same time.
   3. People tend to underestimate cross cultural negotiations.
2. When he explains how people underestimate cross cultural negotiations, he says that
   1. People tend to look only at national culture.
   2. People tend to analyze different cultural aspects.
   3. People do not pay attention to differences in culture.
3. Why do people need to understand that national culture is only a part of the negotiation?
   1. Because negotiators can persuade people from any cultural background.
   2. Because there are many different cross cultural issues that impact in the way people act.
   3. Because if people fail to conform to the national culture, they are out of the negotiation.
4. As regards overestimating, that is to say making certain assumptions about the other part when these assumptions may not be correct, Professor Falçao explains that
   1. People usually make mistakes when they perceive that their national culture is there.
   2. People usually make better negotiations when their national culture is there.
   3. People usually make mistakes when they try to disguise their national culture to please the other.
5. Why does he say that it is better to negotiate with an older Muslim woman who lives in the countryside of Mongolia than with a Catholic, middle-aged, lawyer background man from Rio de Janeiro, Brazil?
   1. Because the negotiator may feel a certain proximity with the man from Brazil than with the woman from Mongolia, and as a result he may lose money.
   2. Because the negotiator may feel a certain proximity with the man from Brazil than with the woman from Mongolia, and as a result he may overestimate that proximity and overlook important aspects of the negotiation.
   3. Because the negotiator may feel a certain proximity with the man from Brazil than with the woman from Mongolia, and as a result he may lose run the risk of losing money.
6. Why is the advantage of carrying out a cross cultural negotiation where proximity is not seen?
   1. People do not need to take care of the negotiation as much as when they are negotiating with people from their same background.
   2. People can obtain more benefits because the other part does not understand the different cultures.
   3. People usually take extra care in the negotiation process and therefore obtain better results.
7. How can people overcome the fact that there are so many people with so many different cultural backgrounds?
   1. People should think that people negotiate in the same way all over the world.
   2. People should consider that every negotiation is a cross cultural event.
   3. People should negotiate only with those people who have similar cultural backgrounds.
8. When the interviewer mentions the case of negotiations in Hong Kong, what does he say as regards timing?
   1. People in Hong Kong do not waste time and go straight into negotiating.
   2. People in Hong Kong take some time after the negotiation is done to reconsider things.
   3. People in Hong Kong take some time before the actual negotiation actually begins.
9. How does Professor Falçao see this example?
   1. He thinks that it may be the case of an introvert businessman from Hong Kong.
   2. He thinks that people from the West are not as introvert and people from the East.
   3. He thinks that this is a very unusual case.
10. What does he mean by rituals?
    1. They are the ways in which people build relationships and communicate with one another.
    2. They are the ceremonies done before the negotiation.
    3. They are typical ways of communicating that are the same all over the world.