.

1. Negotiation
Triangle

4. Aspects of Truth

5. © 2001, 2009 Richard D Lewis

6. © 2001, 2009 Richard D Lewis

9. 9

10. Human
Mental
Programming
– Finland –

11. Human
Mental
Programming
– Germany –

12. Human
Mental
Programming
– Italy –

13. Human
Mental
Programming
– Japan –

14. 05/09/08 14

15. Blank – Blank Horizons

16. French – USA Horizons

17. Swedish – Italian Horizons

18. Linear-active – Multi-active Horizons

19. Multi-active – Reactive Horizons

20. Linear-active – Reactive Horizons

21. National Communication Patterns
• – Finland –

22. © 2001, 2009 Richard D Lewis
National Communication Patterns
– Germany –

23. © 2001, 2009 Richard D Lewis
National Communication Patterns
– UK –

25. National Communication Patterns
• – Sweden –

27. British Coded Speech (1)
What is said What is meant
Hm….interesting idea
You could say that
We must have a meeting about
your idea
We shall certainly consider it
I’m not quite with you on that
one
I agree, up to a point
What a stupid suggestion
I wouldn’t
Forget it
We won’t do it
That is totally unacceptable
I disagree

28. British Coded Speech (2)
What is said What is meant
Remind me once more of your
strategy
We must wait for a politically
correct time to introduce this
It has lots of future potential
He works intuitively
He’s our best golfer
Let me make a suggestion
I wasn’t listening last time
Forget it
It’s failed
He’s completely disorganised
We keep him out of the office
This is what I’ve decided to do

29. U.S and U.K
Trust, mistrust and communication

30. American Qualities…
As Seen by Others
American Qualities Others’ Perception
democracy and equality
individualism
competitiveness
speedy decisions
hard sell
frank, direct
optimism
charisma
seeks change and improvement
result-oriented
self-confidence
informal, smiling
future orientation
defends democracy & free trade
doesn’t exist. Impractical anyway (Asians)
lack of concern for others (Asians, Swedes)
aggressiveness (French)
too rushed (Japanese, Chinese)
over the top (Germans, Finns)
rude (Japanese, French)
lack of realism (Scandinavians)
charisma is suspect (Germans, Dutch)
doesn’t protect status quo (Saudi Arabia)
lacks people-orientation (Italians, Asians)
arrogance (South Americans, Arabs)
lacks respect, insincere (Germans, French)
lacks tradition (Chinese)
defends US interests (Russians, Arabs)

31. German Qualities…
As Seen by Others
Others’ Perception German View
They complicate things too much
They are tactless
They have no sense of humor
Their speeches are long and boring
They are too formal
They criticize and complain
Life is not simple
The truth is always the truth, why pretend?
We don’t waste time wisecracking in
business meetings
We want to know all the facts.
We are good listeners
Formality and use of surnames show
Respect
We are trying to help you improve.
We are perfectionists

32. Leadership:
Germany

33. Leadership:
Japan

36. Kumar: be able to give example of each:
regulatory normative cognitive

42. Listening Habits
– USA –

43. Listening Habits
– Germany –

44. Listening Habits
– France –

45. Listening Habits
– Russia –

46. Listening Habits
– Denmark –

47. Listening Habits
– Sweden –

48. High trust and low trust societies

49. Low trust – e.g. China, Italy

50. Low trust

51. High trust

52. Trust variance

53. 53
National Communication Patterns
– Italy –

54. National Communication Patterns
– Finland –

55. © 2001, 2009 Richard D Lewis
National Communication Patterns
– Germany –

56. © 2001, 2009 Richard D Lewis
National Communication Patterns
– UK –

57. Trust variance