Discussing Cross Cultural Negotiations (Int)


Students will discuss some of the differences between cultures that may influence negotiation strategies.
Student Level: 
Unit Group: 
General Business - Negotiating

Warm Up (5 mins)

What does the word "stereotype" mean?

Can you describe a cultural stereotype that is common today e.g. about American people, about Italian people, about Brazilian people?

Do you think it is accurate? Why or why not?

Listening (5 mins)

Watch the following video.

Complete the following dialogue based on what the presenter says.

1. "People tend to only look at  _______ culture when they go into international negotiations."

2. "There is also educational culture, race culture, gender culture, _______ culture .... "

Reading Comprehension (10 mins)

Read the following article.

How does your own personal negotiating style fit these categories of cross-cultural negotiating style differences?

Grammar (5 mins)

"So do I" vs "Neither do I"

"So do I" and "Neither do I" are used to indicate that you agree with the other person or that you share the same situation.

"So do I" is used for positive agreement.

"Neither do I" is used for negative agreement.

We can also use other verbs like "So can I", "So will I", "So would I" etc.

First speaker

Second speaker

I like to eat strawberries.

So do I.

I often watch movies on weekends.

So do I.

I think Meg Ryan is a wonderful actress.

So do I.

I don't like to eat apples.

Neither do I.

I never listen to heavy metal music.

Neither do I.

I don't think John is a good singer.

Neither do I.

Imagine you agree with the statements below.

How would you respond?

I would like to meet again next month.

I think we should review the contract next year.

I don't want to spend too much time discussing the details.
We hope to begin the campaign as soon as possible.
I have a wife and two children.
We won't discuss this plan with any other companies.
I can't agree to his proposal.
I didn't hear any information about the project schedule.


Practice responding to statements from your instructor using "So __ I" or "Neither __ I".

Vocabulary (5 mins)


Match the 9 words below into the two categories: 

1) Personal - words that describe your character

2) Organizational - words that describe the place where you work

bureaucratic emotional friendly
ambitious reluctant growing
honest modern centralized

Which words in the "Personal" category do you think have a positive meaning? Why?

Role Play (15 mins)

Kohei:Good morning, Mr Johnstone. It's very nice to finally meet you.
Luke:Likewise. And please call me Luke.
Kohei:OK, Luke. Please call me Kohei.
Luke:Sure, Kohei. How was your long journey to Australia?
Kohei:Oh, not too bad, thank you. It was a smooth flight.
Luke:Well before you go back to Japan we have some Aussie souvenirs to give you. Nacadamia chocolates. Do you have a family?
Kohei:Yes, I have a wife and two children.
Luke:Really, so do I. Well I'm sure the kids will love them.
Kohei:Thank you so much.
Luke:No worries. Anyway, shall we get down to business? Has your team had a look at our latest proposal?
Kohei:Yes, we have. It looks good and we think our companies can work well together on this.
Luke:So do we. It's good to hear you say that.
Kohei:What is your suggested time frame?
Luke:We'd like to get a preliminary agreement this week and a full contract signed by the end of the month.
Kohei:That might be a little too soon for us. I still need to get my boss and a number of other executives to become comfortable with the deal.
Luke:Oh really? We were hoping to get started soon.
Kohei:I understand your position. I will do my best to help.

How would you describe the style and approach of the two people in this negotiation?

Are they formal or informal?

Are there any other differences between the two sides?

Imagine you are negotiating a contract with your instructor.

Try the role play again. Pay attention to any differences in negotiating style.

Extension Activity

Do you think there are important cultural differences between areas within Japan e.g. between Kanto and Kansai people?

Do you think this influences negotiating styles?

Do you think each organization has its own unique "culture"?

Give examples to support your opinion.

Review and Quiz (5 mins)

Do you have any questions about this lesson?

What did you learn today?

Did you learn any new vocabulary or expressions?

Ask your instructor for tips on how you can improve your English.

Finally, don't forget to take the quiz after all your lessons are finished today.

Thank you !