the cultural norms of the place determine the order of the negotiation process stages
A) The negotiation process consists of six different stages.
A French businessman has a meeting scheduled with a Brazilian to negotiate terms of a joint venture. The Frenchman prepares for the meeting in the way he always does when negotiating with French firms. The Frenchman assumes that the Brazilian will perceive and reason the way he does.
Fizzy executives hope to have other business deals with the chinese firm in the future. Fizzy is an American firm that manufactures carbonated soft drinks. Fizzy executives want to enter the global market, and they are considering the idea of a joint venture with a beverage company located overseas.
Yu Fei, a negotiator for Tama Inc., has a conference with an American competitor's officials. Her seniors advise her to completely understand the Americans' viewpoint during the conference. Which of the following benefits will be most likely achieved by Yu Fei if she listens to her seniors' advice?
D) Arab negotiators use mediators to settle disputes.
A) Arab negotiators do not use conferences as mediating devices.