"Draining" information from one's negotiation counterparts is considered an excellent negotiation tactic. But the oft-reported behaviors of Chinese, Japanese, and Russians may not necessarily represent a sophisticated negotiation ploy. What nonverbal behavior specific to the negotiation styles of these cultures might explain the above statements?

Question

Quizplus · Accepted Answer

Reference to Exhibit 19.2 provides some hints that differences in conversational styles-silent periods occurred more frequently in negotiations in all three cultures-may be part of the explanation. Indeed, in careful studies of conversational patterns of Americans negotiating with Japanese, the Americans seem to fill the silent periods and do most of the talking.

"Draining" Information from One's Negotiation Counterparts Is Considered an Excellent