Professional Documents
Culture Documents
Verbal & Nonverbal Communication
Verbal & Nonverbal Communication
Nonverbal Communication
Formal/informal language
Tone
Gestures/ Posture
Physical space and contact
Communication Style
Dress and appearance
Gender
The high-context communication style
Raymond Cohen
Conflicts
A Low Context Perspective
American negotiators tend to be surprised by their
negotiation partner’s preoccupation with history and
hierarchy, preference for principle over nitty-gritty detail,
personalized and repetitive style of argument, lack of
enthusiasm for explicit and formal agreement, and
willingness to sacrifice substance to form. They are
frustrated by their partners' reluctance to put their cards
on the table, intransigent bargaining, evasiveness,
dilatoriness, and readiness to walk away from the table
without agreement.
Raymond Cohen
Negotiating Across Cultures
Low Context Communication Styles
Western Asian
Territoriality