Multiple choice

Which of the following is most likely to be true about negotiators in the Far East?

  1. Negotiators avoid building informal relationships.

  2. Negotiators approach issues in a holistic manner deciding on the whole deal

  3. They begin the discussion by pointing proposals they are prepared to accept

  4. They are particular about formal contracts and insist on specific clauses
Reveal answer Fill a bubble to check yourself
B Correct answer
Explanation

Negotiation styles in many Far Eastern cultures are often holistic, meaning negotiators prefer to look at the entire agreement as a whole rather than breaking it down into individual, sequential clauses.

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