Which of the following defines the U.S. (a low-context culture) approach to time:

Monochronic/Linear

From the following list, choose the categories associated with Trust. Select all that apply.

Personal, Process

In a culture with a linear approach to time, it is important to be on time to all meetings. Punctuality is a sign of respect.

True

There are situations when you develop your options based solely on the information you have on hand and the power you have to execute a solution - possibly over the opposite's objections.

True

The different forms of power are almost always derived from sources outside the relationship that exists between the negotiating parties.

True

When a person from an individualistic culture is successful in a project, that success is usually shared by the entire group.

False

What is the best tool you can use to learn what the opposite is thinking?

Actively listen and follow up with critical thinking questions.

Sharing your expertise with an opposite during a negotiation helps build options and represents which form of power?

Power With

The negotiation process can benefit tremendously if negotiators work to discover the differences between their respective cultures.

True

Of the following, what do task-oriented cultures value more than relationship-oriented cultures? Select all that apply.

Completing projects and tasks on time
Being on-time for a meeting

Once you have identified your opposite's approach to a problem, what should you do next?

Discover the differences in the ways you and your opposite approach the problem

Which of the following provides you the best leverage to keep the opposite engaged in a negotiation?

That your opposite thinks you have a very good BATNA and he/she knows his/her BATNA is very weak