Английский для социологов. Астафурова Т.Н. - 25 стр.

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2. attention to different stages of negotiating:
CHART 2
Socialising
Socialising
Socialising
Socialising
Fact-finding Socialising
Fact-finding Fact-finding
Fact-finding
Bargaining Fact-finding
Proposing
Proposing
Bargaining
Bargaining Bargaining
Socialising
Proposing
Proposing
Fact-finding
Proposing
Proposing
Settling Settling
Settling
Settling
Settling
Settling
3. direct vs indirect fact presentation:
CHART 3
Direct the Middle Way Indirect
Facts, logic, argument
Separate the content
and the person
Respect, positive
atmosphere, consensus
USA France
Mexico
Germany Italy Britain Arabia
Spain Portugal Japan 
     2. attention to different stages of negotiating:
     CHART 2
                                                       Socialising
Socialising                         Socialising
                 Socialising
                                                      Fact-finding Socialising
Fact-finding                        Fact-finding
                Fact-finding

                                                                                        Socialising
                                     Proposing         Proposing
Bargaining       Bargaining                                            Fact-finding



                                    Bargaining         Bargaining
                  Proposing
                                                                                       Fact-finding
 Proposing
                                                                                        Proposing
                                                        Settling        Proposing
                                         Settling
  Settling            Settling
                                                                         Settling            Settling

     3. direct vs indirect fact presentation:
     CHART 3
             Direct                         the M iddle W ay                      Indirect

 Facts, logic, argument                  Separate the content             Respect, positive
                                           and the person              atmosphere, consensus


                             USA                    France              Mexico


Germany                          Italy                       Britain                          Arabia


                                 Spain                                 Portugal                 Japan




                                                – 25 –

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