Language as a Weapon in Negotiations (Russia & China)

Why are direct imperatives (e.g., "Give a discount") NOT considered aggressive in Russian negotiation culture?

A) Russians do not know polite phrases

C) Russians never negotiate seriously

D) Imperatives are only used between friends

B) In Russian communication culture, direct imperatives are seen as efficient, neutral, and respectful of time

What does the Chinese phrase "perhaps a little difficult" typically mean in a negotiation context?

D) The Chinese side agrees with the proposal

C) The request is completely impossible or unacceptable

A) There is a small problem that can be easily solved

B) The Chinese side needs more time to think

What is the main danger of using direct "no" in Russian negotiations?

B) Foreigners from high-context cultures (China, Japan) may interpret direct "no" as personal rejection or hostility and end negotiations

D) Russians never mean "no" when they say "no"

C) The word "no" is illegal in international trade

A) Russians say "no" too quietly

According to the presentation, why is the avoidance of the word "no" in Chinese negotiations considered a weapon?

D) Because saying "no" is considered a compliment in China

A) Because Chinese negotiators do not know how to say "no"

B) Because it allows the Chinese side to reject an offer without the other side

C) Because Chinese law forbids saying "no" in business

What problem arises for Russian negotiators when using the English language?

C) English has no word for "no"

D) English speakers never use numbers

B) English is too slow for negotiations

A) English has no distinction between formal and informal "you", which Russians may perceive as disrespect

What is a "linguistic weapon" in the context of negotiations?

B) Any verbal or grammatical tool that helps gain advantage, protect interests, or pressure the other side

A) Gestures and facial expressions that help persuade a partner

D) Gifts and signs of attention to the negotiation partner

C) The ability to speak loudly and confidently

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