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Mgt 360 – Managing Cultural Differences and Diversity in a Global Economy
Micro-theme #12 (up to 10 points)
Dr. Pisani Fall 2020
Student Name: ___________________________ Date: November 10, 2020
Please answer both of the following questions (and sub-questions, if pertinent) in the space provided below as it pertains to the reading Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries (3rd edition).
1. (Ch. 3) Assess why:
a. Brett suggests that negotiators from dignity cultures tend to utilize the Q&A strategy (e.g., USA, Israel, Germany, Sweden).
b. Brett suggests that negotiators from face and honor cultures tend to utilize the S&O strategy (e.g., China, Russia, Japan, Thailand, India, Qatar).
2. (Ch. 4) Explore how Bret’s cultural dimensions of dignity, face, and honor cultures approach conflict and confrontation. How does this match up (or not) with the cultural dimensions offered by Hall and Hofstede? Discuss.

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