Английский для социологов. Астафурова Т.Н. - 26 стр.

     CONTENT PERSON
       • Focus on the subject        • Focus   on the person
       • Suppression of personal     • Submersion   of subject beneath
         relatiobshi ps               person
         beneath the subject
       • Emphasis on logic           • Build   positive atmosphere
         and argumentation
       • Say NO if necessary         • Never say NO
                                     • Avoid conflict
     Discuss negotiating styles of different nations in Chart 1, 2, 3.
     Where could you place your country?


                  C. PERSONAL RELATIONSHIP

      Different cultures place varying degrees of emphasis on the
importance of relationshi ps building.In many Middle Eastern countries
no business can be done until a relationshi p of mutual trust and
confidence has gradually been built up between the two parties. By
contrast, in Finland, small talk before a negotiation is generally kept
to aminimum, and most of the relationshi p building will take place
afterwards, in a restaurant or sauna. In many cultures people find it
easier to build a relationshi p with a potential business partner in a
social setting. This is particularly true of many European cultures,
such as Spain, France and Great Britain. But it’s bad manners to
discuss business at social occasion in India.
      The practice of immediately handling over a business card is
most common among the Japanese. It has the advantage of helping
you to remember unfamiliar names and to understand better the role
and status of the members of the other negotiating team. However, in
other cultures, for example, Germany, it’s more common to exchange
business cards at the end of a meeting.
      In many cultures the giving of gifts is seen as a way of helping
the negotiation to run smoothly, but in others it may be interpreted
as corruption or bribery. While the exchange of company gifts, such
as inscribed pens or, lighters, is acceptable in most cultures, other
gifts or complimentary services could lead to problems. You have to
give your present in public in the Middle East to show it’s not a bribe,
but it’s good manners to give your present in private in Asia. You


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