10. People from different cultures not only speak different languages but also use non-verbal communication in different ways.

1. What is non-verbal communication?

2. What are some examples of non-verbal communication often used by people from your culture?

Listen to four people talking about body language in different cultures (Recording 3.2) and answer the following questions.

1. Which cultures / nationalities from the list below are mentioned in the recording?

English Americans

Japanese Scandinavians

Russians Middle Eastern

African Americans Jamaicans

2. Which aspect of non-verbal communication

• is a sign of strong emotions in Jamaica?

• is not likely to be used by Scandinavians?

• violates a social harmony in Japan?

• shows that you are honest in England?

• is interpreted differently in the western and eastern cultures?

3. How can a western person non-verbally show that they are not interested in the conversation?

3B Negotiations

“Negotiation is the art of letting them have it your way.”

Daniele Vare,

Italian diplomat and writer

1. Think about a negotiation you have taken part in. It could be work-related or from your private life. In small groups talk about these your negotiations. You can use the some of the following expressions:

1. I was representing ...

2. I was negotiating against ...

3. My aim was ...

4. Their aim was ...

5. The negotiation went well/badly/ ... because ...

6. At the end of the negotiation, ...

7. Afterwards, ...

8. I learned that ...

2. Define ‘negotiation’ in a sentence. Then compare definitions with the rest of your group.

3. Look at the list of behaviours typically used by negotiators. Which do you consider to be the most important for a successful negotiator? Are there any you consider unimportant?

A good negotiator is someone who …

• focuses strongly on personal objectives.

• tests the understanding of the other party frequently.

• structures the discussion clearly and flexibly.

• highlights common grounds between the parties.

• spends a lot of time in planning.

• focuses on the long term.

• uses a lot of questions to explore options.

• fixes a clear agenda and stick to it.

4. As a group, brainstorm the sort of preparations you’d need to make for an international negotiation – think, for example, about goals, alternatives, background research, team-building, venue selection and cultural factors.

5. The flowchart below shows the principal stages and sub-stages of a formal negotiation. With a partner, complete the different sections using the verbs in the boxes. Fill in the central part of the chart first.

6. How much do you think negotiating procedure varies from culture to culture? Are the stages listed above sequenced differently or given greater or lesser importance in your culture?

7. Look at some examples of negotiations:

1. negotiating a pay rise with your boss

2. arguing over a price rise with a key supplier

3. buying time to complete a difficult project

4. renegotiating the terms of a multimillion-dollar contract

Discuss in pairs which of the four types of negotiation you have taken part in or will need to take part in. Which would you find the most stressful to do in your language and in English?