International Conversation Patterns

Conversational behavior across the international bargaining table

EXPRESSIVE NEGOTIATORS: Overlapping each other.
1st Speaker: ________               _________             _______
2nd Speaker:        --------------------              ------------------
RESERVED NEGOTIATORS: Taking turns to avoid overlap.
1st Speaker: ________                        _________                   _______
2nd Speaker:                   -----------                            --------
JAPANESE NEGOTIATORS: Intervals of silence between speakers.
1st Speaker: ________                             ____                                           _____
2nd Speaker:                        -----                                    -----

-Patterns of Cross-Cultural Business Behavior

Marketing, Negotiating and Managing Across Cultures

R. Gesteland

Copenhagen Business School Press, 1999

R. Gesteland