7. Перечитайте текст, сосредоточив внимание на его важнейших деталях, и выполните нижеследующие задания.

7.1. Выберите правильные варианты ответов на поставленные вопросы (на каждый вопрос – только один правильный ответ).

1. What is the most common form of greeting in the corporate world?

a) a hug

b) a kiss on the cheek

c) a nod

d) a handshake

e) both “a” and “d”

2. What countries do not regard small talk as part of business culture?

a) England

b) Germany

c) Finland

d) America

e) both “b” and “c”

3. What subject is off-limits in Saudi Arabia?

a) poverty

b) religion

c) politics

d) the well-being of female family members

e) weather

4. In what country is it appropriate to use “hard selling” or persuasion to get a businessperson to side with you in the negotiation process?

a) Australia

b) Germany

c) the USA

d) Mexico

e) Saudi Arabia

5. In what parts of the world is it common and excepted to bargain during negotiations?

a) North America

b) Russia

c) some parts of Africa

d) the Middle East

e) both “c” and “d”

7.2. Заполните таблицу, посоветовав, как следует поступить в каждой из предложенных ситуаций.

What should one do…
1	… when the negotiation process is prolonged?
2	… greeting a potential client or a business contact?
3	… before the negotiations begin and after negotiations have ended for the day?
4	… presenting information while negotiating?
5	… if one is deciding which negotiation strategy to use?
6	… when it’s time to come to a decision?

7.3. Определите, истинно или ложно каждое из нижеперечисленных утверждений (относительно текста). Пометьте каждое предложение как “t (true)” или “f (false)”. Откорректируйте ложные утверждения.

1. In any country of the world kisses on the cheek are not accepted as business greetings.

2. In the Middle East business people greet the representatives of the opposite sex with a nod of acknowledgment.

3. It is generally not accepted to engage in small talk before the negotiations begin and to have short conversations after negotiations have ended for the day.

4. After negotiations, a German or Finnish professional may host a dinner or a trip to the sauna for casual conversation.

5. It’s OK to inquire about the well-being of a female family member in Saudi Arabia.

6. Being thoroughly prepared for the presentation and ready to answer any questions is likely to make new clients more at ease when it comes to doing business with you.

7. Following up with the negotiation proceedings, for example, by sending a short email, you may seem too pushy.

7.4. Дайте развернутые ответы на поставленные вопросы, опираясь на содержание текста.

1. Why is it important that you know the etiquette associated with negotiating?

2. In what cases is it especially necessary to have some basic knowledge of the culture your potential clients belong to?

3. What aspects of Belarusian culture a foreigner should know to avoid awkward situations while negotiating with the Belarusians?