Culture & People Dimension – Final Graded Quiz :International and Cross-Cultural Negotiation (Negotiation, Mediation and Conflict Resolution Specialization) Answers 2026

Question 1

Which “experience” would you be best advised not to repeat?

• ❌ Staring deeply into your counterpart’s eyes for too long and creating unease.

• ❌ Wearing a wax shirt to a business dinner in South Africa and feeling uncomfortable.

• ✅ Writing on your new principal’s business card during introductions in Shanghai.

Explanation

In many East Asian cultures (including China), business cards are treated with high respect. Writing on one—especially immediately after receiving it—is considered disrespectful.

Question 2

It is more crucial to develop a cultural adaptation strategy when you are…

• ❌ Given a strict mandate, negotiating at home in a multilateral context.

• ✅ Negotiating a bilateral agreement in your counterpart’s setting with strong interdependency.

• ❌ Negotiating in Rome with FAO members.

Explanation

Cultural adaptation matters most when power balance, dependency, and local context strongly influence outcomes.

Question 3

Interpersonal factors especially require a cultural adaptation strategy if…

• ✅ You have little cultural knowledge, are new to negotiation, and have never met your counterpart.

• ❌ You have known your counterpart for 10 years and trust is established.

• ❌ You know the counterpart well but distrust them from a past deal.

Explanation

Adaptation is critical when uncertainty, inexperience, and lack of relationship are high.

Question 4

Which approaches are coherent with the situations described?

• ❌ Adopting an American style when negotiating with the French government.

• ✅ Acting as a go-between after living and integrating in Japan for several years.

• ✅ Negotiating flexibly with a trusted counterpart you’ve worked with successfully before.

Explanation

Cultural coherence means leveraging real competence and trust, not forcing an artificial style.

Question 5

How do you react to the statement: “Adaptation is only to please the counterpart”?

• ❌ Make them uncomfortable if it helps win.

• ❌ No need to reassess; styles never change.

• ✅ Adaptation requires critical thinking, issue focus, and relationship awareness.

Explanation

Cultural adaptation is about effectiveness and relationship management, not manipulation.

Question 6

Where are you most likely NOT facing the final decision-maker?

• ❌ Belgium, France, Germany.

• ✅ China, Singapore and Korea.

• ❌ Egypt, Lebanon and Jordan.

Explanation

In many collectivist Asian cultures, negotiators often consult internally and final decisions are made elsewhere.

Question 7

How do negotiators behave in consensus-oriented cultures?

• ❌ Avoid conflict at all cost (a flaw to exploit).

• ✅ Seek internal consensus; process is slow but decisions are stable.

• ❌ Consult widely but decide unilaterally in the end.

Explanation

Consensus cultures prioritize collective buy-in, reducing the risk of later opposition.

Question 8

Which proposition best describes a ‘representation’ relationship?

• ❌ Bottom-up decision-making.

• ❌ Horizontal deal-making.

• ✅ Delegated decision-making with continuous communication between agent and principal.

Explanation

Here, the agent is a formal representative, authorized but closely linked to the principal.

Question 9

In international negotiations, which specificities should be taken into account?

• ✅ Behaviours at the negotiation table

• ✅ Values

• ❌ Personality

• ✅ Assumptions

Explanation

International frameworks emphasize shared values, norms, behaviors, and assumptions rather than individual personality traits.

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