单项选择题
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HOW NEGOTIATION-SPECIFIC EXPECTATIONS SHAPE THE
PROCESS Different cultures will influence expectations as to what the specific process and outcome will look like. The expectations revolve around four key areas: Underlying View of the Process. People may view the negotiation process as cooperative (win- win) or competitive (win-lose). Some people will seek (21) advantage; others won’t Making assumptions about which view the other side will take can be misleading and even dangerous. Approach to Building Agreement. US negotiators often seek agreement on specifics first, building up toward an (22) deal. Their Chinese counterparts often focus first on what seems to many Americans to be a very general historical and national frame for discussion. Then, as many French negotiators do, they seek agreement on general principles, later working through the details. This tendency also (23) itself in thought processes: Many Chinese tend to reason about the whole while Westerners often (24) by breaking the whole into parts and reasoning incrementally. Form of Agreement. In many parts of East Asia, negotiators are (25) with a fairly broad agreement that focuses on general principles rather than detailed roles. By contrast, North American and European executives often (26) on a detailed contract in which as many contingencies as possible are foreseen. Implementation of Agreement. Is (27) to an agreement expected or contingent US negotiators generally expect to (28) with the letter of the contract; treating renegotiation as a very unusual even aberrant event. In many other cultures, an agreement is merely a starting point in what is expected to be an evolving relationship; renegotiation may occur as warranted (29) that all contingencies cannot possibly be foreseen. The precise terms am expected to (30) as the process does. |