TETTERS We hire Letters Different cultures have different pies of proper negotiation form will keep pouring. Once the guest has had sufficient re- freshment, the cup should be left full. The guest should not attempt to cover the cup when the beverage is poured since that action implies the offering is lacking in taste or not fresh. Get used to tobacco smoke during an inter- national meeting. Many countries don't have the prohi- bitions against smoking that are enforced in the United State Dont anticipate that final agreement will be reached in one or two meetings. The initial meeting is often social and it may not be until the second meeting that topics or business areas of interest are introduced. In some coun ies. business is disc er lunch and the lunch meet- ing may drift into a dinner meeting when the parties get nto more details. In other countries. business is never The final meeting to consum the agreement is usually in an office setting, and there is often a separate session scheduled for the actual signing of the contract, which is usually followed by an exchange You've just finished of gifts and the taking of photographs ading an article in Defense AT&l, and you have Local Etiquette something to add from your own experience. Or As final notes on cultural and ethnic awareness inform maybe you have an opposing viewpoint yourself of social taboos, acceptable gestures, and use of words in the country-or even the part of the country- Don't keep it to yourself--share it with other where you will be negotiating. Our sign for"OK, " for ex- Defense AT&eL readers by sending a letter to the ample, has an entirely different meaning in other parts editor. We'll print your comments in our"From of the world. Sometimes the written word is the safest Our Readers"department and possibly ask the for common understanding within a given country. In the author to respond. People's Republic of China, for instance, where there are many distinct dialects, a word spoken in one regions di If you don't have time to write an entire article, a alect may have an entirely different meaning in the di- letter in Defense Al&l is a good way to get your alect of another part of the country. The written symbols, point across to the acquisition, technology, and however, are universally understood logistics workforce E-mail letters to the managing editor A major consideration is that your foreign counterpart judith. greig@dau. mil know English as a second or third language. Even so, allow your foreign counterpart time to comprehend and assimilate the English language. Avoid American slang, Defense AT&L reserves the right to edit letters for length business and military jargon, acronym-speak, and ex- and to refuse letters that are deemed unsuitable for publication. tremely colloquial expressions. They often have a short shelf life and confuse the listener. It is very difficult to ex- plain slang phrases like"What's up with that? "or"M efense AT&L: September-October 2004LETTERS. We Like Letters. will keep pouring. Once the guest has had sufficient re￾freshment, the cup should be left full. The guest should not attempt to cover the cup when the beverage is poured, since that action implies the offering is lacking in taste or not fresh. Get used to tobacco smoke during an inter￾national meeting. Many countries don’t have the prohi￾bitions against smoking that are enforced in the United States. Don’t anticipate that final agreement will be reached in one or two meetings. The initial meeting is often social, and it may not be until the second meeting that topics or business areas of interest are introduced. In some coun￾tries, business is discussed over lunch, and the lunch meet￾ing may drift into a dinner meeting when the parties get into more details. In other countries, business is never discussed over meals. The final meeting to consummate the agreement is usually in an office setting, and there is often a separate session scheduled for the actual signing of the contract, which is usually followed by an exchange of gifts and the taking of photographs. Local Etiquette As final notes on cultural and ethnic awareness, inform yourself of social taboos, acceptable gestures, and use of words in the country—or even the part of the country— where you will be negotiating. Our sign for “OK,” for ex￾ample, has an entirely different meaning in other parts of the world. Sometimes the written word is the safest for common understanding within a given country. In the People’s Republic of China, for instance, where there are many distinct dialects, a word spoken in one region’s di￾alect may have an entirely different meaning in the di￾alect of another part of the country. The written symbols, however, are universally understood. Language A major consideration is that your foreign counterpart know English as a second or third language. Even so, allow your foreign counterpart time to comprehend and assimilate the English language. Avoid American slang, business and military jargon, acronym-speak, and ex￾tremely colloquial expressions. They often have a short shelf life and confuse the listener. It is very difficult to ex￾plain slang phrases like “What’s up with that?” or “My Defense AT&L: September-October 2004 28 You’ve just finished reading an article in Defense AT&L, and you have something to add from your own experience. Or maybe you have an opposing viewpoint. Don’t keep it to yourself—share it with other Defense AT&L readers by sending a letter to the editor. We’ll print your comments in our “From Our Readers” department and possibly ask the author to respond. If you don’t have time to write an entire article, a letter in Defense AT&L is a good way to get your point across to the acquisition, technology, and logistics workforce. E-mail letters to the managing editor: judith.greig@dau.mil. Defense AT&L reserves the right to edit letters for length and to refuse letters that are deemed unsuitable for publication