Question 1: How can an international negotiator overcome culture shock?
Question 2: Describe the cultural factors that influence global business negotiations.
Question 3: Describe the significance of a win-win approach to negotiations.
Question 4: Explain the phases of adjustment that individuals pass via when encountering new cultures and negotiating situations.
Question 5:
a) Describe the difficulties faced by an international negotiator in differentiating between a bribe and a gift.
b) Describe how bribery and questionable payment issues can be resolved.
Question 6: Describe how cultural issues impact on negotiations in sub-Saharan Africa.
Question 7: Set out the phases comprised in planning a negotiation.
Question 8: Describe how the given differ between regions:
a) Pace of negotiation
b) Emotional impact of negotiations