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Unit 3

I could see that they appreciated the effort

I made to make them feel more at ease.

Maria: I heard you met with our new business partners. How did it go?
Arnold: I think it went very well. I took great pains to make them feel welcome and at ease.

Maria: I’m sure your efforts were appreciated. How were you able to make them feel at ease?
Arnold: You know me. I can easily blend with people.
Maria: Yeah, right. I never doubted your expertise with people skills. Tell me more about the
experience.
Arnold: I used the Japanese phrases I learned to introduce myself and to welcome them.
Maria: It must have been a great experience for them to be welcomed in a familiar manner.
Arnold: I could see that they appreciated the effort I made to make them feel more at ease.
Maria: How do you make it so natural? Your way of mingling with them seemed so innate.
Arnold: It’s a skill that you have to develop. You probably have that skill, but you just don’t want
to try.
Maria: Yeah, I find it hard to relate with different nationalities.
Arnold: Build rapport with them so they will be comfortable and at ease.

Maria: How could I do such?.
Arnold: It’s so easy. You just need to be friendly. Think of how you would like your acquain-
tances to treat you.
Maria: Being familiar with their frame of mind probably gives you an edge, as well.
Arnold: Well, I research their customs and practices before handling a negotiation with them.
Maria: So, you’re also able to assess how to negotiate, and ensure they are receptive to your
ideas.
Arnold: I just try to maintain a balance between professionalism and friendliness.

1. How important do you think is creating the right opening climate for a ne-
gotiation?

Sample answer:
A good atmosphere can positively affect the outcome of the negotiation. When par-
ties are more at ease with each other, they can talk more freely and are more receptive
to inputs from each other.

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