Activity 2

B/ Matching exercise:

Look at the table by Dr Nancy Adler in which she ranks characteristics of negotiators as reported by managers in four national backgrounds.


AMERICAN NEGOTIATORS	JAPANESE NEGOTIATORS	CHINESE (TAIWAN) NEGOTIATORS	BRAZILIAN NEGOTIATORS
Preparation and planning skill	Dedication to job	Persistence and determination	Preparation and planning skill
Thinking under pressure	Perceive and exploit power	Win respect and confidence	Thinking under pressure
Judgment and intelligence	Win respect and confidence	Preparation and planning skill	Judgment and intelligence
Verbal expressiveness	Integrity	Product knowledge	Verbal expressiveness
Product knowledge	Demonstrate listening skill	Interesting	Product knowledge
Perceive and exploit power	Broad perspective	Judgment and intelligence	Perceive and exploit power
Integrity	Verbal expressiveness		Competitiveness

Now, rearrange the sentences by matching the elements in Column A with those in Column B.