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Unit IV Intercultural Management Assessment
1. Describe the five stages of the negotiation process. Explain
how the negotiation can be unsuccessful if you leave out one of
the steps.
Your response must be at least 500 words in length.
2. List four nonverbal characteristics of culture that you must
understand when engaging in negotiations overseas. Explain
how an understanding of each characteristic will help you
negotiate successfully.
3. You are a businessperson noted for your ability to complete
negotiations in the U.S. within 24 hours. You have been sent to
Mexico to negotiate a lucrative joint venture. Discuss the
decisions you will have to make and the strategies you will have
to use in order to ensure a positive outcome.
4. In the decision-making process, you must take into account
several cultural variables. Describe one of the variables
associated with risk tolerance and one of the variables
associated with internal/external focus of control. Why are these
important factors to consider?

E .=iy _ Ek4 rft, .=q (.==cEC.dv!r i^7 =E;co F,=.docx

E .=iy _ Ek4 rft, .=q (.==cEC.dv!r i^7 =E;co F,=.docx

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E .=iy _ Ek4 rft, .=q (.==cEC.dv!r i^7 =E;co F,=.docx