2. Сравнительно-адаптационный этап обучения. TASK. Read the dialogue between two Americans about the negotiations with the Japanese. Comment on the cross-cultural problem described in here. What should be the right mode of the Americans’ behavior? Why? Negotiations MARTHA: How did the negotiations go?
JANET: Not so well. We were taken.
MARTHA: What happened?
JANET: Well, I proposed our starting price, and Maruoka didn't say
anything.
MARTHA: Nothing?
JANET: He just sat there, looking very serious. So then I brought the price
down.
MARTHA: And?
JANET: Still nothing. But he looked a little surprised. So I brought it down
to our last offer and just waited. I couldn't go any lower.
MARTHA: What did he say?
JANET: Well, he was quiet for about a minute, and then he agreed.
MARTHA: Well, at least we've got a deal. You should be pleased.
JANET: I guess so. But later I learned that he thought our first price was
very generous.
