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Fig. 7.3 National Environment
5. How does the meaning of time vary with cultures.

6. What does the term ‘risk tendency’ mean?
7. Look at the 23 items that can be used as the guidelines in international
negotiations. Try to explaine each of them.

8. What are specific features in negotiating with the Chinese?
9. Explain the difference between Chinese and American negotiations.
10. Summarize the text.

Text 6

NEGOTIATION CONFLICT STYLES
54
By Calum Coburn
People often ask "which is the best negotiation style?" As with
much management theory there is no single 'best' or 'right' approach. All

five profiles of dealing with conflict are useful in different situations.
Although we're capable of using all five, most of us tend to have one or
two preferred negotiation conflict styles that we use unconsciously in

most conflict situations. Why? Either because our preferred styles have
worked for us in the past, or because of our temperament (nature) or
because of our upbringing (nurture).
So if you're involved in business negotiations, which negotiation

styles are likely to reward you with the biggest profit prizes? This

54
Coburn C. Negotiation Conflict Styles / Calum Coburn. – Available at : http:// www.
negotiations. com/articles/negotiation-conflict-profiles/