7) Cultures differ in the degree to which protocol, or the formality of the relations between the two negotiating parties, is important-American culture is among the most formal cultures in the world. 8) Decision making in group-oriented cultures involves consensus and may take considerable more time than American negotiators are used to. 9) Research suggests that culture does have an effect on negotiation outcomes, although it may not be direct, and it likely has an influence through differences in the negotiation process in different cultures. 10) When faced with a cross-culture negotiation, negotiators can quickly learn and effectively modify their approach in a short time. 11) During negotiations, an impasse is not necessarily bad or destructive, although it can be 12) Genuine impasse occurs when parties deliberately refuse to proceed with negotiation as a way to gain leverage or put pressure on the other party to make concessions. 13) One factor decreasing the likelihood of impasse is if there is a general agreement on underlying values, but a disagreement on how to allocate resources, a