For successful cross-cultural negotiations, it is especially important that the negotiators be high in

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In cross-cultural negotiations, the ability to adapt and understand others is essential, which ties closely to openness as a personality trait.
Option 1: 'individualism' suggests a focus on independent goals and personal autonomy. While awareness of cultural differences is important, being high in openness is more directly related to receptiveness to new ideas and perspectives across cultures than a focus on individualistic values alone.
Option 2: 'emotions' implies a tendency to be driven by or react strongly to feelings. Although emotional intelligence matters in negotiations, the question emphasizes a broader dispositional trait that facilitates cultural receptivity, of which openness is a better fit.
Option 3: 'openness' denotes being curious, imaginative, and willing to consider unfamiliar beliefs and practices. This trait directly supports successful cross-cultural negotiations by reducing bias and enabling adaptability across cultural contexts.
Option 4: 'belligerence' indicates a combative or aggressive stance. Such a disposition would hinder collaboration and trust-building in multicultural settings, making it a maladaptive trait for effective negotiations.
Taken together, openness best aligns with the behavioral flexibility and willingness to engage with diverse cultural norms that successful cross-cultural negotiations require.

25S_MHR3020.02-1 Exam 3

For successful cross-cultural negotiations, it is especially important that the negotiators be high in

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