Ethical Considerations & Cultural Awareness Flashcards
7 cards from real CPN practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Ethical Considerations & Cultural Awareness flashcards as text
Under the CPN code of ethics, when must a negotiator disclose a conflict of interest?
Answer: As soon as it is recognized, before proceeding
Conflicts of interest must be disclosed promptly so all parties can make informed decisions about proceeding.
A German counterpart insists on detailed written contracts and precise specifications. This reflects which cultural dimension?
Answer: High uncertainty avoidance
High uncertainty avoidance cultures like Germany prefer explicit rules, detailed contracts, and thorough documentation to reduce ambiguity.
The ethical duty of 'good faith' negotiation requires parties to:
Answer: Engage honestly with intent to reach a genuine agreement
Good faith means negotiating with genuine intent and honesty, not engaging in sham negotiations or deliberate bad-faith tactics.
Which strategy is most effective when negotiating across a high power distance culture where decisions are made by senior leaders?
Answer: Ensure your team includes senior decision-makers to match their hierarchy
In high power distance cultures, matching seniority levels signals respect and ensures the counterpart's decision-makers are engaged.
When a negotiator uses 'anchoring,' what ethical boundary must they observe?
Answer: The anchor must be plausible and not based on fabricated data
Anchoring is a legitimate tactic, but the anchor should not be supported by fabricated or fraudulent information.
A negotiator receives a gift from a foreign counterpart that appears to exceed company policy limits. What should they do?
Answer: Politely decline or report it according to company ethics policy
Negotiators should follow their organization's gift policy to avoid the appearance of impropriety, even when cultural norms differ.
Which of Hofstede's dimensions most directly predicts whether a negotiation culture will favor competitive individualism over group harmony?
Answer: Individualism vs. Collectivism
The Individualism vs. Collectivism dimension directly reflects whether people prioritize personal goals (competitive) or group consensus (harmony).
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