According to Weiss and Strip, cultural differences between negotiators from different countries can affect negotiations...
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According to Weiss and Strip, cultural differences between negotiators from different countries can affect negotiations in about eight (8) ways i.e. Definition of Negotiation, Selection of negotiators, Protocol, Communication, Attitudes towards Time, Risk propensity, Group vs. Individual focus, and the Nature of Agreements. By drawing insights from the table below, 1. Explain any five (5) of such ways by which a Chinese and an Australian negotiator will differ in behavioral predispositions. 20 marks 2. In your view, how will a Chinese and an Australian differ in terms of selection of negotiation strategy (i.e. Distributive vs. Integrative )? 10marks Cultural Dimension CHINA (%) AUSTRALIA (%) Power Distance 80 38 Individualism 20 90 Masculinity 66 61 Uncertainty Avoidance 31 51 Long term orientation 87 21
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