International Negotiations

Extension activity

Trainees read the commentary to sort the countries into six groups, i.e. the three broad 

cultural types from exercise 5 and the three ways of combining these broad types. Then 

discuss the answers with the class, including whether they agree with the groupings and 

whether they have experienced any of them in practice.

Answers

Fact cultures: the UK, Germany, Switzerland, the Netherlands, the Scandinavian countries, 

most Central and East European countries (with the possible exception of Hungary), 

the USA

Fact and people cultures: France, Poland, Russia, Romania

People cultures: most Latin (Italy, Spain, Portugal) and non-Latin Mediterranean (Greece, 

Turkey) countries, Latin American countries, the Gulf states

People and trust cultures: Vietnam, the Philippines, India

Trust cultures: the majority of Asian cultures (Japan, China, Korea, Thailand, etc.)

Trust and fact cultures: the UK, Hong Kong

7 

Make sure everyone understands all the words in the advice for negotiating with people from 

each of the cultures (e.g. to digress, seldom, to read between the lines). Trainees then work in 

pairs to discuss the advice. Afterwards, discuss the answers with the class. You could also elicit 

some more advice for negotiating with different nationalities and cultures, based on your 

trainees’ own experience.

8 

Go through the rules with the class. Make sure trainees know to check the answers in the key 

on page 61 and to keep a record of their points. Note that the game will work just as well in 

groups of three, or with a shorter time limit.

If you don’t have dice, give each pair or group twelve identical pieces of paper. They should 

write the numbers 1–6 on each piece of paper, so that there are two with each number. They 

place these face down and in a mixed up order on their desks. Trainees then take turns to 

choose two at random, turn them over and treat the two numbers as dice rolls.

Stop the game at the end of the time limit to check who has the most points. You could also 

go through all the useful phrases with the class to check everyone fully understands what they 

mean and when to use them.