International Negotiations

Extension activity

Tell trainees to repeat the role play from exercise 2 with a different partner, this time 

trying to use some of the advice from the article.

7 

 1.06 

Elicit from the class what the diagrams might show. Trainees then work in pairs to 

predict the missing words in the descriptions. Play the recording for them to complete the 

notes. Allow them to discuss their answers in pairs again before sharing their answers with 

the class.

Extension activity

Write the following questions on the board. Trainees listen to the recording a second time to 

answer the questions. They discuss their answers in pairs before feeding back to the class.

1 

What is the name of Fons Trompenaars’ book?

2 

In a high-context culture, which is more important, business or people, according to 

the trainee?

3 

In what way is Microsoft’s slogan not a coincidence?

4 

What verb does the trainer us to describe the way high-context cultures become 

gradually more focused on the business?

5 

What verb does the trainer use to describe the way low-context cultures become more 

focused on relationships?

6 

Think about the quote from John D. Rockefeller. Which of the two diagrams best 

represents his viewpoint?

Answers

1  Riding the Waves of Culture.

2  According to the trainee, they are both equally important the other.

3  Because it is from North America, where the emphasis is on today, not tomorrow.

4  zoom in

5  unwind

6  The one on the right: start with business and then become friends.

8 

Trainees work in pairs to discuss the questions. After a few minutes, open up the discussion 

to include the whole class. Finally, tell trainees to compare their ideas with those in the 

commentary on page 62, and discuss any differences with the class. You could use the 

commentary on question d (... it’s best not to have too many preconceptions about the 

people you’re doing business with ...) to generate some further discussion.