it's beginning to make me ill an: Oh Well, if it's so serious, why don t you invite her round to my place one evening and we can have drink together. And I can talk to her about it What do you I woman: That sounds a good idea. Oh, would you? I'd be so grateful to you, if you would woman: Of course 14.3 Talking shop 1. sample 2. boost 3. trend 4. worldwide competitor 6. volume 7. goodwill 8. pu 9 14.4 Co-operation and competition 1. facts/subject policy personal people 2. attitude 3. people problem language 4. co-operative interests relationship concessions 5. competitive opponents one-off hostile threatening 6. blend/mixture linguistic/ verbal non-verbal 7. facts people competition co-operation 14.5 International styles of negotiating A. Points mentioned B. According to the speaker Americans are direct even blunt Americans are informal and open Brazilians look people straight in the eyes Brazilians Make points in an indirect way British are pragmatic and down to earth British hold negotiations up French are ordered and organized French negotiate from a rational and clearly defined position Germans are very well prepared Germans can appear direct and uncompromising Japanese are extremely polite Japanese choose their words very carefully Spaniards are thought of as pushy, even aggressive Spaniards are indirect, even evasive Interiewer: I'm talking to Jane Crockett who has spent many years negotiating for several well-known national and multinational companies. Hello, Jane Interviewer: Now Jane, youve experienced and observed the negotiation strategies used by people form different countries and speakers of different languages. So, before we come on to the differences, could I ask you to comment first of all on what such encounters have in common? 66 it’s beginning to make me ill. 2 nd woman: Oh dear. Well, if it’s so serious, why don’t you invite her round to my place one evening and we can have drink together. And I can talk to her about it. What do you think about that? 1 st woman: That sounds a good idea. Oh, would you? I’d be so grateful to you, if you would. 2 nd woman: Of course. 14.3 Talking shop 1. sample 2. boost 3. trend 4. worldwide 5. competitor 6. volume 7. goodwill 8. publicity 9. monopoly 14.4 Co-operation and competition 1. facts / subject policy personal people 2. attitude 3. people problem language 4. co-operative interests relationship concessions 5. competitive opponents one-off hostile threatening 6. blend / mixture linguistic / verbal non-verbal 7. facts people competition co-operation 14.5 International styles of negotiating A. Points mentioned: 1 4 B. According to the speaker … Americans are direct ---- even blunt Americans are informal and open Brazilians look people straight in the eyes Brazilians Make points in an indirect way British are pragmatic and down to earth British hold negotiations up French are ordered and organized French negotiate from a rational and clearly defined position Germans are very well prepared Germans can appear direct and uncompromising Japanese are extremely polite Japanese choose their words very carefully Spaniards are thought of as pushy, even aggressive Spaniards are indirect, even evasive Transcript Interviewer: I’m talking to Jane Crockett who has spent many years negotiating for several well-known national and multinational companies. Hello, Jane. Crockett: Hello. Interviewer: Now Jane, you’ve experienced and observed the negotiation strategies used by people form different countries and speakers of different languages. So, before we come on to the differences, could I ask you to comment first of all on what such encounters have in common?