Unit IV
Assessment
Question 1 Describe the five stages of the negotiation
process. Explain how the negotiation can be unsuccessful if you leave out one
of the steps.
Your response must be at least 500 words in length.
Question 2 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.
Your response must be at least 500 words in length.
Question 3 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?
Your response must be at least 500 words in length.
Question 4 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.
Your response must be at least 500 words in length.
