Английский для социологов. Астафурова Т.Н. - 23 стр.

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– 23 –
4. Activity
Being: stress
on who you are
Growing: stress on
self-development
Doing: stress
on action
5. Social Authoritarian Group-oriented
Individualistic
relationships
Fill in the chart below with characteristics analized in Table A
and discuss it in the group.
British Americans Japanese YOU
1
2
3
4
5
When the groups have finished, focus the discussion on the
following questions:
— What new facts did you learn about communicative behaviour
in the UK, in the US, in your own country?
B. NEGOTIATING STYLE
Negotiating style is determined by attention given to different
stages of negotiating by different nations.
The Japanese treat the negotiating process as a ritual in which
the principle of harmony is uppermost.This requires the careful and
painstaking establishment of good personal relationships as the first
step in the process. The Japanese ask a lot of questions in order to
detect points of weakness and they rarely make important decisions
or concessions during the negotiations. Direct pressure is rarely used,
and they will not respond to pressure tactics.Because of the need for
behind-the-scene consensus and harmony-building activities,
negotiations with the Japanies take much longer.
Americans tend to use a highly individualistic and informal style
of negotiation in which straight speaking and pressure tactics are
important. Negotiation is seen as a competitive process of offer and
counter-offer, and decisions can be made quickly, often at the
negotiation table itself.
The British tend to emphasise the establishment of sociable and
sensitive relationships and to see the negotiating process itself in terms
of problem-solving rather than hard bargaining and strong strategy.
                   Being: stress       Growing: stress on Doing: stress
4. Activity
                   on who you are      self-development   on action
                                                          Individualistic
5. Social          Authoritarian       Group-oriented
                                                          relationships

     Fill in the chart below with characteristics analized in Table A
and discuss it in the group.
          British          Americans       Japanese         YOU
1
2
3
4
5
      When the groups have finished, focus the discussion on the
following questions:
      — What new facts did you learn about communicative behaviour
in the UK, in the US, in your own country?

                       B. NEGOTIATING STYLE
      Negotiating style is determined by attention given to different
stages of negotiating by different nations.
      The Japanese treat the negotiating process as a ritual in which
the princi ple of harmony is uppermost.This requires the careful and
painstaking establishment of good personal relationshi ps as the first
step in the process. The Japanese ask a lot of questions in order to
detect points of weakness and they rarely make important decisions
or concessions during the negotiations. Direct pressure is rarely used,
and they will not respond to pressure tactics.Because of the need for
behind-the-scene consensus and harmony-building activities,
negotiations with the Japanies take much longer.
      Americans tend to use a highly individualistic and informal style
of negotiation in which straight speaking and pressure tactics are
important. Negotiation is seen as a competitive process of offer and
counter-offer, and decisions can be made quickly, often at the
negotiation table itself.
      The British tend to emphasise the establishment of sociable and
sensitive relationshi ps and to see the negotiating process itself in terms
of problem-solving rather than hard bargaining and strong strategy.

                                    – 23 –

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