A、Not assuming everyone will behave in the same way as you do. B、Trying to respect the cultural traditions of your counterparts.

M: Yeah, you mentioned Americanized style. What is particular about the American style of business bargaining or negotiating?
W: Well, I’ve noticed that, for example, when Americans negotiate with people from Brazil, the American negotiators make their points in a direct self-explanatory way.
M: I see.
W: While the Brazilians make their points in a more indirect way.
M: How?
W: Let me give you an example. Brazilian importers look at the people they’re talking to straight in the eyes a lot. They spend time on what for some people seems to be background information. They seem to be more indirect.
M: Then, what about the American negotiators?
W: An American style of negotiating, on the other hand, is far more like that of point-making: first point, second point, third point, and so on. Now of course, this isn’t the only way in which one can negotiate. And there’s absolutely no reason why this should be considered the best way to negotiate.
M: Right. Americans seem to have a different style, say, even from the British, don’t they?
W: Exactly. Which just shows how careful you must be about generalizing. I mean, how else can you explain how American negotiators are seen as informal and sometimes much too open? For in British eyes Americans are direct, even blunt
M: Is that so?
W: Yeah, and at the same time, for the British too, German negotiators can appear direct and uncompromising in negotiations. And yet if you experience Germans and Americans negotiating together, it’s often the Americans who are being too blunt for the German negotiators.
M: Fascinating. So people from different European countries use a different style, don’t they?
W: Eh… That’s right.
M: OK… so… what about the Japanese then? I mean, is their style different from Americans and Europeans?
W: Oh well, yes, of course. Many Europeans note the extreme politeness of their Japanese counterparts. The way they avoid giving the slightest offence, you know. They’re also very reserved towards people they don’t know well. At the first meetings, American colleagues have difficulties in finding the right approach sometimes. But then, when you meet the Japanese negotiators again, this initial impression tends to disappear. But it is perhaps true to say that your average Japanese business person does choose his, or, more rarely, her words very carefully.
M: So can we say whatever nationalities you’re dealing with, you need to remember that different nationalities negotiate in different ways.
W: Well, it’s perhaps more helpful to bear in mind that different people behave and negotiate in different ways—and you shouldn’t assume that everyone will behave in the same way that you do.
M: Right. This is definitely a very useful tip for our businessmen who often negotiate with their overseas partners. OK, Janet, thank you very much for talking with us.
W: Pleasure.
Questions 6 to 10 are based on what you have just heard.
6. What do Brazilian negotiators do to make their points in a more indirect manner?
7. What’s the American negotiation like?
8. Which group of people seems to be the most straightforward?
9. What do the Europeans think of their Japanese counterparts?
10. What tip does Janet offer at the end of the interview?