Distinctive negotiation behaviors of 15 cultural groups
Following are further descriptions of the distinctive aspects of each of the 15 cultural groups videotaped. Certainly, conclusions of statistical significant differences between individual cultures cannot be drawn without larger sample sizes. But, the suggested cultural differences are worthwhile to consider briefly.
Japan. Consistent with most descriptions of Japanese negotiation behavior, the results of this analysis suggest their style of interaction is among the least aggressive (or most polite). Threats, commands, and warnings appear to be de-emphasized in favor of the more positive promises, recommendations, and commitments. Particularly indicative of their polite conversational style was their infrequent use of no and you and facial gazing, as well as more frequent silent periods.
conclusion abschließende Erklärung//sample das Muster//worthwhile adj.lohnend//consistent adj.einheitlich//emphasised BE, also: emphasized BE adj.hervorgehoben// favor AE / favour BEdie Gefälligkeit// promise die Aussicht// recommendation die Empfehlung// commitment die Verpflichtung// indicative adj.bezeichnend// infrequent adj.selten// as well as conj.sowie--
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