Unit 13 cultural differences affecting negotiations

Task 1 Read the text and answer the questions.

1. What determines the kind of language you use when you talk to other people?

2. How do people form an impression of you and your company?

3. What should be done before beginning any negotiations?

4. What are the peculiarities of the American negotiation style?

5. Why do Americans typically find easier to negotiate with Arabs than with representatives from many other regions of the world?

In business, people have to deal in person with all kinds of people. You may have to use English when talking to different people within your company who don't speak your language: these may be colleagues or co-workers, superiors or subordinates - who may work with you in your own department, in another part of the building or in another branch. And you may also have to deal in English with people from outside the organization: clients, suppliers, visitors and members of the public. Moreover, these people may be friends, acquaintances or strangers - people of your own age, or people who are younger or older than you. The relationship you have with a person determines the kind of language you use. This relationship may even affect what you say when you meet people: for example, it's not appropriate to say 'Hi, how are you!' when meeting the Managing Director of a large company or to say 'Good morning, it's a great pleasure to meet you when being introduced to a person you'll be working closely with in the same team.

Remember that people form an impression of you from the way you speak and behave - not just from the way you do your work. People in different countries have different ideas of what sounds friendly, polite or sincere - and of what sounds rude or unfriendly! Good manners in your culture may be considered bad manners in another.

Before beginning any negotiations, review the negotiating style of the parties. This review should help answer certain questions: What can we expect the other side to say and do? How are they likely to respond to certain offers? When should the most important matters be introduced? How quickly should concessions be made, and what type of reciprocity should be expected? These types of questions help to effectively prepare the negotiators. In addition, the team will work on formulating negotiation tactics.

For example, Americans have a negotiation style that often differs from that of many other countries. Americans believe that it is important to be factual and objective. In addition, they often make early concessions to show the other party that they are flexible and reasonable. Moreover, U.S. negotiators typically have authority to bind their party to an agreement, so if the right deal is struck the matter can be resolved quickly. This is why deadlines are so important to Americans. They have come to do business, and they want to get things resolved immediately.

A comparative example would be the Arabs, who, in contrast to the logical approach of the Americans, tend to use an emotional appeal in their negotiation style. They analyze things subjectively and treat deadlines as only general guidelines for wrapping up negotiations. They tend to open negotiations with an extreme initial position. However, the Arabs believe strongly in making concessions, they do so throughout the bargaining process, and they almost always reciprocate an opponent's concessions. They also seek to build a long-term relationship with their bargaining partners. For these reasons, Americans typically find it easier to negotiate with Arabs than with representatives from many other regions of the world.

Remember also that your body language, gestures and expression may tell people more about you than the words you use.

Task 2 Discussion. Read the following information and discuss as a whole class whether Russians belong to monochronic or polychronic nation. Prove your ideas.

Many people in Mediterranean cultures have different attitude to time than those in English-speaking countries and Northern Europe. In a polychromic culture, such as Spain, Italy, Greece, there is a high tolerance for many different things happening at once and so meetings may be interrupted by telephone calls and people dropping with questions.

In contrast, people from monochronic culture, such as Britain, Germany or North America, dedicate blocks of time to a certain task or meeting and have a very low tolerance for interruptions and diversions within that block of time.

Task 3 Look through the small social conversations below and discuss how each conversation might continue.

Alex White, a new employee, meets Chris Grey.

Alex White: I’d just like to introduce myself. My name’s Alex White and I’m the new export sales coordinator.

Chris Grey: Oh, yes. I’ve heard of you. How do you do? I’m Chris Grey. Nice to meet you. …

Liz Jones, a colleague from Canada, is visiting the office in London.

Tony Harris: Ms Smith, I’d like to introduce you to Mrs Jones. Mrs Jones is from our sales office in Toronto.

Liz Jones: Hi!

Claire Smith: How do you do, Mrs Jones? I’ve been looking forward to meeting you.

Liz Jones: Oh, please call me Liz.

Claire Smith: And I’m Claire.

Liz Jones: Hi.

Claire Smith: Well, Liz, did you have a good journey?

Liz Jones: Yes, not too bad. …

Miss Lucas, a visitor from Argentina, is introduced to Mr Evans.

Miss Lucas: Mrs Green, I don’t know anyone here. You’ll have to introduce me.

Mrs Green: Of course. I’ll introduce you to Mr Evans first. He is the host. Roger, this is Anna Lucas. She’s just moved to the area.

Mr Evans: Nice to meet you, Miss Lucas. Where did you come from? …

Task 4 Study the following phrases and make dialogues of your own.

Hello. Let me introduce myself. My name’s …

How do you do? I am … from …

Pleased to meet you. I am …

Nice to meet you.

Could you introduce me to … ?

Let me introduce you to …

What do you do? – I work as a sales manager / I work for General Electronics.

Who do you work for?

Where are you based? - We are based in London.

And what exactly do you do? I am responsible / in charge of staff management.

Is this your first visit to … ? – No, I was here last year.

Did you have a good journey?

When did you actually arrive?

Where are you staying?

Are you staying long?

Do you need any help or information?