Consider the "iceberg model" of culture in Exhibit 10-1. How does this model help us understand the

challenges of cross-cultural negotiation problems?

What will be an ideal response?

The "tip of the iceberg" is an expression of fundamental values that remain invisible below the surface of the
cultural "water." The "above the water" portion of the cultural "iceberg" is made up of the behaviors, artifacts, and
institutions that characterize a culture. This portion includes traditions, customs, habits, and other immediately
visible stimuli. These behaviors and artifacts are an expression of deeper-held values, beliefs, and norms. Driving
these values and norms are fundamental assumptions about the world and humanity. The artifacts and customs
that characterize a culture are not arbitrary but are manifestations of the culture's fundamental values and beliefs
about the world.