Part I Explain the following terms. (30′) 1. Collectivism (Hofstede’s Culture Dimensions) 2. Neutral Culture (Trompenaars’ Culture Dimensions) 3. Positional bargaining 4. Communication 5. International business negotiation Part II Short Answer Questions (40′) 1. Why applying principled negotiation, how to focus on interest? 2. How to leave a good impression as a host at the airport? 3. When discussing who is calling the shots on the negotiation table, the economic development of your country will play a role. What are the three groups of economies in the world, and how each of them is seen by the other in the negotiation? 4. Please explain what is required if you are about to build yourself a chief negotiator.
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