Culturallly Responsive Negotiation Strategies

Researcher Weiss introduced culturally responsive negotiation strategies, categorized by cultural familiarity levels and whether they are unilateral or joint. For low familiarity, strategies include using agents or mediators. Moderate familiarity involves adapting or coordinating with the other party. High familiarity allows for embracing or improvising approaches. These strategies help negotiators effectively engage across cultural boundaries.

What is a unilateral strategy in the context of low cultural familiarity?

• Bringing in a mediator

• Employing agents or advisors

• Coordinating procedures

• Inducing the other party to follow your norms

In a moderate cultural familiarity scenario, what does it mean to adapt to the other party's approach?

• To impose your cultural norms on the other party

• To hire a cultural advisor

• To assimilate to the other party's cultural norms

• To ignore cultural differences

Which strategy involves working together to find common cultural ground in moderate familiarity?

• Joint coordination

• Cultural imposition

• Unilateral adaptation

• Cultural avoidance

What is a unilateral strategy for high cultural familiarity?

• Embracing the other side's approach

• Ignoring cultural differences

• Hiring a mediator

• Creating a novel approach

In high cultural familiarity, what does it mean to improvise an approach?

• To ignore the other side's cultural norms

• To completely adopt the other side's approach

• To impose your cultural norms

• To make changes on the fly while recognizing the other side's approach