List four specific problems related to language difficulties in cross-cultural communication.

· barriers caused by semantics. Some words, for instance, do not translate between cultures.

· barriers caused by word connotations. Words imply different things in different languages.

· barriers caused by tone differences. In some cultures language is formal, and in others it’s informal. In some cultures, the tone changes depending on the context.

· barriers caused by differences in perceptions. People who speak different languages actually view the world in different ways.

8. What is the difference between functional and dysfunctional conflict? What determines functionality?

Functional vs. Dysfunctional Conflict  

1. Not all conflicts are good. Functional, constructive forms of conflict support the goals of the group and improve its performance. Conflicts that hinder group performance are dysfunctional or destructive forms of conflict.   2. What differentiates functional from dysfunctional conflict? You need to look at the type of conflict. · Task conflict relates to the content and goals of the work. Low-to-moderate levels of task conflict are functional and consistently demonstrate a positive effect on group performance because it stimulates discussion, improving group performance. · Relationship conflict focuses on interpersonal relationships. a. These conflicts are almost always dysfunctional. b. The friction and interpersonal hostilities inherent in relationship conflicts increase personality clashes and decrease mutual understanding. · Process conflict relates to how the work gets done. a. Low-levels of process conflict are functional and could enhance team performance. b. For process conflict to be productive, it must be kept low. c. Intense arguments create uncertainty.

9. What defines the bargaining zone in distributive bargaining?

Bargaining zone -The zone between each party’s resistance point, assuming there is overlap in this range. B.Z is the gap between buyers and sellers resistance points. But also buyers and sellers have their target points, in which buyer and seller wants to buy and sell products.

10. How can you improve your negotiating effectiveness?

By BATNA – best alternative to a negotiating agreement and by understanding of what negotiator wants. (ne polnost’u no svoimi slovami)

Chapter

1. What is power? How do you get it?

power -A capacity that A has to influence the behaviour of B, so that B acts in accordance with A’s wishes.

The most important aspect of power is that it is a function of dependency. The more that B depends on A, the more power A has in the relationship. Dependence, in turn, is based on the alternatives that B perceives and the importance that B places on the alternative(s) that A controls. A person can have power over you only if he or she controls something you desire.

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