Interviewer: Fascinating. So people from different European countries use a different style, do Crockett: N.. That's right I mean, another example which I've come across is the difference think of many North Europeans, such as Germans or Swedes as not being very outspoken----even to the point of being inhibited. And you sometimes even hear remarks about Swedes not being able to engage in personal relationships, that sort of thing. On the other hand, many North Europeans tend to think of Spaniards as pushy, or even aggressive. Sometimes on a personal level, Spaniards tend to disapproval of what they interpret to be Swedish indirectness, even evasiveness Swedes are sometimes characterized by Spaniards as being distant or cold. And not easy to get on with. Or not easy to get into personal contact with. And their behavior in business negotiations is seen as very impersonal Interiewer: I've heard it said though that the British give this same impression to Spaniards Cockett: Well, thats true. And yet in other contexts the British tend to give the impression of not following a particular line. They try to sort of it in with the way a negotiation is going. They're sometimes seen as pragmatic and down to earth. In contrast, say to French negotiators, who tend to have a more ordered and organized set of objectives, and when they make a contribution to the negotiation they do so from a rational and clearly define position. They dont give the impression of wishing to more either from their opinion or their planned"route Interviewer: While the British are more flexible? Cockett: Um.. I'm not sure about that. In my experience they sometimes have the reputation of not al ways being fully prepared or of not being entirely clear what they want Or even sometimes holding negotiations up, when things could move forward more smoothly. Unlike, say, their German counterparts. The Germans, well in my experience, usually tend to be very prepared Interviewer: Mmm. Ok.. so.. what about the Japanese then? I mean, is their style different Crockett: Oh well, yes, of course. Many Europeans note the extreme politeness of their Japanese counterparts. The way they avoid giving the slightest offence, you know. They ' re also very reserved towards people they don't know well. At the first meetings, American colleagues have difficulties in finding the right approach sometimes. But then when you meet them again, this initial impression tends to disappear. But it is perhaps true to say that your average Japanese business person does choose his, or, more rarely, her words very carefully. Interviewer: So whatever nationalities you're dealing with, you need to remember that different nationalities negotiate in different ways Crockett: Well, it's perhaps more helpful to bear in mind that different people behave and negotiate in different ways----and you shouldn' t assume that everyone will behave in the same way that you do8 Interviewer: Fascinating. So people from different European countries use a different style, do they? Crockett: N … That’s right. I mean, another example which I’ve come across is the difference between Spaniards and Swedes in business negotiations. Now Spaniards tend to think of many North Europeans, such as Germans or Swedes as not being very outspoken ---- even to the point of being inhibited. And you sometimes even hear remarks about Swedes not being able to engage in personal relationships, that sort of thing. On the other hand, many North Europeans tend to think of Spaniards as pushy, or even aggressive. Sometimes on a personal level, Spaniards tend to disapproval of what they interpret to be Swedish indirectness, even evasiveness. Swedes are sometimes characterized by Spaniards as being distant or cold. And not easy to get on with. Or not easy to get into personal contact with. And their behavior in business negotiations is seen as very impersonal. Interviewer: I’ve heard it said though that the British give this same impression to Spaniards. Crockett: Well, that’s true. And yet in other contexts the British tend to give the impression of not following a particular line. They try to sort of it in with the way a negotiation is going. They’re sometimes seen as pragmatic and down to earth. In contrast, say to French negotiators, who tend to have a more ordered and organized set of objectives, and when they make a contribution to the negotiation they do so from a rational and clearly define position. They don’t give the impression of wishing to more either from their opinion or their planned “route”. Interviewer: While the British are more flexible? Crockett: Um … I’m not sure about that. In my experience they sometimes have the reputation of not always being fully prepared or of not being entirely clear what they want. Or even sometimes holding negotiations up, when things could move forward more smoothly. Unlike, say, their German counterparts. The Germans, well in my experience, usually tend to be very prepared. Interviewer: Mmm. Ok … so … what about the Japanese then? I mean, is their style different from Europeans? Crockett: Oh well, yes, of course. Many Europeans note the extreme politeness of their Japanese counterparts. The way they avoid giving the slightest offence, you know. They’re also very reserved towards people they don’t know well. At the first meetings, American colleagues have difficulties in finding the right approach sometimes. But then when you meet them again, this initial impression tends to disappear. But it is perhaps true to say that your average Japanese business person does choose his, or, more rarely, her words very carefully. Interviewer: So whatever nationalities you’re dealing with, you need to remember that different nationalities negotiate in different ways. Crockett: Well, it’s perhaps more helpful to bear in mind that different people behave and negotiate in different ways ---- and you shouldn’t assume that everyone will behave in the same way that you do …