Task 5. In your opinion, which of the following apply more to men or women. Work in pairs, then discuss your opinions in class.

Men / Women

1. are better time managers

2. are less worried about deadlines

3. have more pressure outside work

4. are less ambitious

5. worry more about making mistakes

6. pay more attention to detail

7. are better at doing many things at the same time

8. are more likely to become angry when stressed.

Task 6. Match the phrases which are close in the meaning. Make up your own sentences with each phrase from the right column.

to stop doing an activity	1. anti-social hours
to achieve a dream	2. to work one’s way up through a company
times when people do not work, for example the weekend or at night	3. to give up one’s job
to get better and better jobs in the same company	4. rat race
to do extra work outside the office	5. to realize one’s ambition
a very busy and competitive way of life	6. to take work home

 

Business across cultures: Conflict and negotiation styles across cultures

Task 1. How good are you at managing conflict? Answer the questions in the quiz below. Then count your score and compare it with a partner.

Quiz

1. You are in a meeting. People cannot agree with each other. Do you

a) say nothing?

b) intervene and propose something new?

c) take sides with those you like?

d) suggest a 10-minute break?

2. Your two closest friends have an argument and stop speaking to each other. Do you

a) behave as though nothing has happened?

b) bring them together to discuss the problem?

c) take the side of one and stop speaking to the other?

d) talk to each one separately about the situation?

3. You see two strangers. One begins to hit the other. Do you

a) pretend to be an off-duty police officer, and ask them what is going on?

b) call the police?

c) shout at them to stop?

d) walk away quickly?

4. Your neighbors are playing very loud music late at night. Do you

a) ask them to turn it down?

b) do nothing?

c) call the police?

d) play your own music as loudly as possible?

5. You are in the check-in queue at an airport. Somebody pushes in. Do you

a) ask them to go to the back of the queue?

b) say nothing?

c) complain loudly to everyone about people jumping queues?

d) report them to an airport official?

6. A colleague criticizes your work. Do you

a) consider carefully what they say?

b) ignore them?

c) get angry and criticize them?

d) smile, but wait for an opportunity to get back at them?

 

Give yourself the following marks.

1	a) 2	2	a) 2	3	a) 3	4	a) 4	5	a) 4	6	a) 4
	b) 3		b) 3		b) 4		b) 2		b) 2		b) 3
	c) 1		c) 1		c) 2		c) 3		c) 1		c) 1
	d) 4		d) 4		d) 1		d) 1		d) 3		d) 2

Results:

6 – 11 You need to improve your conflict management skills.

12 – 17 You are quite good at conflict management in certain situations.

18 – 22 You are good at conflict management in most situations.

 23 – 24 You are excellent at conflict management. You should be working for the United Nations. 

 

Task 2. What is the best way to handle a conflict: to avoid the problem or to discuss the problem and find a way out of the difficult situation? Prove your opinion using the following phrases:

• to argue with each other
• to show one’s frustration by being aggressive

• to sort out the conflict in a constructive way
• to address the problem with somebody directly
• to ask what is wrong
• to listen to your partner carefully
• to understand one’s problems and concerns
• to work out a way out of the situation constructively

Task 3. Work in 4 groups. Read one of the following articles (from the Financial Times). Before you read, match the words from the article with their definitions:

Group 1.

1. tactics	a. be flexible
2. make compromises	b. not changing your opinion or attitude
3. consistency	c. the methods you use to get what you want

Negotiations are demanding and may become emotional. You may find your negotiator banging his or her fist on the table or leaving the room. Accept such tactics with patience and calmness. They are designed to make it difficult for you to concentrate. Russian negotiating teams are often made up of experienced managers whose style can be like a game in chess, with moves planned in advance. Wanting to make compromises may be seen as a sign of weakness.

Group 2.

4. speak your mind	d. when you find out what the other side wants
5. place great weight	e. say what you think
6. exploratory phases	f. consider very important

 

As well as being formal, negotiations are direct. German managers speak their mind. They place great weight on the clarity of the subject matter and get to the point quickly. Excessive enthusiasm or compliments are rare in German business. You should give a thorough and detailed presentation, with an emphasis on objective information, such as your company’s history, rather than on clever visual or marketing tricks. Prepare thoroughly before the negotiation and be sure to make your position clear during the opening stage of the talks, as well as during their exploratory phases. Avoid interrupting, unless you have an urgent question about the presentation. 

Group 3.

7. small talk	g. style of behavior
8. protocol	h. polite or social conversation
9. manner	i. the way things are done on official occasions

Communications is a natural talent of Americans. When negotiating partners meet, the emphasis is on small talk and smiling. There is liberal use of a sense of humor that is more direct than it is in the UK. Informality is the rule. Business partners do not use their academic titles on their business cards. This pleasant attitude continues in the negotiation itself. US negotiators attach little importance to status, title, formalities and protocol. They communicate in an informal and direct manner on a first-name basis. Their manner is relaxed and casual. The attitude ‘time is money’ has more influence on business communications in the US than it does anywhere else. Developing a personal relationship with the business partner is not as important as getting results. 

Group 4.

10. counterparts	j. unplanned thoughts
11. spontaneous ideas	k. give your opinion
12. put your point across	l. the people on the other negotiating team

At the start of the negotiations with Spanish partners you should have documentation available in Spanish. Business cards should carry details in Spanish and English. During the negotiation your counterparts may interrupt each other, or even you. It is quite common in Spain for this to happen in the middle of the sentence. For several people to talk at the same time is accepted in Latin cultures, but is considered rather unusual in Northern Europe. The discussion is likely to be lively. In negotiations, Spanish business people rely on quick thinking and spontaneous ideas rather than careful preparation. It may appear that everybody is trying to put his or her point across at once. That can make negotiations in Spain intense and lengthy, but also enjoyably creative.