14
More implicit
NEGOTIATING
more explicit
or Dutch tend to be quite direct in their communication and usually express exactly what is meant. Scientific research has shown that the way in which the Dutch express their thoughts can be quite to-the-point. The problem is that other cultures may sometimes perceive this directness as just plain bluntness. Native English speakers tend to opt for the much more scripted language of request-making. Therefore, try to be aware that specific levels of directness appropriate for given situations might differ cross-culturally. And remember that languages such as Dutch or German tend to use more direct-level requests than, for instance, British English. The table below shows the selected cultures described in this book and their levels of directness in communication.
Switzerland (German-speaking) Germany Norway United States Denmark Czech Republic France United Kingdom Italy Belgium (Walloon) Brazil Turkey Morocco India United Arab Emirates Hong Kong China Japan Table: levels of directness in negotiations, by country
The table also makes clear why Americans generally use more direct and explicit communication. And indeed, British English can seem vague at times to people from the cultures positioned higher in the table. But there is a very simple reason for that: vagueness is used to maintain politeness and avoid confrontation. The same applies to friendly small talk, humour and understatement, which are all normally used to soften style. Humour comes in many varieties in Britain, and can often be used for many different situations: humour, self-mockery, criticism, paying a compliment, awkward moments etc.