Listening Content

[1:54] Cross-Cultural Business Negotiation Skills and Success Strategies

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This article analyzes real-life examples in cross-cultural business negotiations, explaining how listening, building trust, and respecting cultural differences can improve negotiation success, while providing practical strategies and key considerations.

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Content

At this point, you should have taken a look at the two telephone conversations, which conversation will lead to a more successful negotiation, where both sides feel they got what they wanted. You probably said the second one. What did you notice about the first conversation? Bobby Thomas is interested in building a relationship. He jumped immediately to price. He didn't listen. He wasn't honest. Maybe the worst thing is that Trey doesn't really trust him now. Even if they negotiated a deal, Trey is not going to feel good about this.

Finally, when negotiating with people from other cultures, it's important to be aware of cultural differences. Generally, it's good to observe the behavior of others in situations where you're unsure what to do. It's usually a good idea to be more formal rather than less formal. If you're not sure, the best thing you can do is learn about cultural differences before the negotiation.

In the next videos, we're going to see several people from different cultures talk about some cultural differences in terms of negotiating. As you listen, think about your own culture. Is your culture similar? Or different from the speaker's culture?

After each short video, there will be a poll question. Choose one of these answers. This person's experience is similar to my culture. This person's experience is different from my culture. If you don't know, choose I'm not sure. After the videos, you will have an opportunity to share your thoughts in a discussion forum.

Listening Comprehension

formal
noun
1. a gown for evening wear
Synonym: dinner dressdinner gownevening gown
2. a lavish dance requiring formal attire
Synonym: ball
honest
adj
1. gained or earned without cheating or stealing
e.g. an honest wage
an fair penny
Synonym: fair
2. not forged
e.g. a good dollar bill
Synonym: good
3. not disposed to cheat or defraud
not deceptive or fraudulent
e.g. honest lawyers
honest reporting
Synonym: honorable
4. marked by truth
e.g. gave honest answers
honest reporting
5. without pretensions
e.g. worked at an honest trade
good honest food
6. without dissimulation
frank
e.g. my honest opinion
7. worthy of being depended on
e.g. a dependable worker
an honest working stiff
a reliable sourcSFLe of information
he was true to his word
I would be true for there are those who trust me
Synonym: dependablereliabletrue(p)
observe
verb
1. stick to correctly or closely
e.g. The pianist kept time with the metronome
keep count
I cannot keep track of all my employees
Synonym: keepmaintain
2. make mention of
e.g. She observed that his presentation took up too much time
They noted that it was a fine day to go sailing
Synonym: notementionremark
3. observe with care or pay close attention to
e.g. Take note of this chemical reaction
Synonym: notetake note
4. discover or determine the existence, presence, or fact of
e.g. She detected high levels of lead in her drinking water
We found traces of lead in the paint
Synonym: detectfinddiscovernotice
5. watch attentively
e.g. Please observe the reaction of these two chemicals
6. follow with the eyes or the mind
e.g. Keep an eye on the baby, please!
The world is watching Sarajevo
She followed the men with the binoculars
Synonym: watchfollowwatch overkeep an eye on
7. show respect towards
e.g. honor your parents!
Synonym: respecthonorhonourabide by
8. behave as expected during of holidays or rites
e.g. Keep the commandments
celebrate Christmas
Observe Yom Kippur
Synonym: celebratekeep
9. conform one's action or practice to
e.g. keep appointments
she never keeps her promises
We kept to the original conditions of the contract
Synonym: keep
cultural
discussion
noun
1. an extended communication (often interactive) dealing with some particular topic
e.g. the book contains an excellent discussion of modal logic
his treatment of the race question is badly biased
Synonym: treatmentdiscourse
2. an exchange of views on some topic
e.g. we had a good discussion
we had a word or two about it
Synonym: give-and-takeword