Ethical Considerations & Cultural Awareness Flashcards

A negotiator discovers mid-deal that their client withheld a material defect from the other party. What is the ethically appropriate action?

Answer: Advise the client to disclose the defect and, if refused, consider withdrawing

Ethical negotiators must advise clients to correct material misrepresentations and may need to withdraw if the client refuses.

In high-context cultures such as Japan or China, what does prolonged silence during a negotiation typically signal?

Answer: Thoughtful consideration or a request for the other side to continue

In high-context cultures, silence often signals reflection or an invitation to elaborate, not necessarily refusal.

Which ethical principle requires a negotiator to avoid making false statements about material facts?

Answer: Truthfulness

Truthfulness obligates negotiators to refrain from deliberate misrepresentation of material facts.

A US negotiator is meeting counterparts from Saudi Arabia who prefer to conduct negotiations after evening prayers. What is the best response?

Answer: Accommodate the schedule as a sign of cultural respect and relationship-building

Adapting to a counterpart's cultural and religious schedule demonstrates respect and builds goodwill essential to negotiation success.

What is 'positional bargaining's' primary ethical risk in competitive negotiations?

Answer: It can pressure negotiators to use deception to defend positions

Strict positional bargaining can incentivize bluffing and misrepresentation to protect stated positions.

A negotiator is working with a Latin American counterpart who spends significant time on small talk before business. This is best understood as:

Answer: Relationship-building behavior consistent with relationship-oriented cultures

Relationship-oriented cultures prioritize personal connection before business, and this small talk is a culturally normative trust-building step.

Which of the following best defines 'cultural humility' in the context of cross-cultural negotiation?

Answer: An ongoing commitment to self-reflection and openness about the limits of your cultural knowledge

Cultural humility involves recognizing that your cultural knowledge is incomplete and remaining open to learning from each individual counterpart.