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
