1. What do you think is happening here? 

Sales representatives from Germany and Britain are in a difficult negotia-

tion. Things are getting tense. Franz Bauer sits upright and is disturbed as Jim 

Banks relaxes in his chair. Franz Bauer feels that Jim is not taking the negotiation 

seriously. Jim feels that Herr Bauer is getting more and more aggressive. 

Comments 

The German's upright position indicates the seriousness with which he is 

taking the situation, while Jim's posture in the chair indicates his wish to defuse the 

situation. The two people misinterpret each other's behaviour, and so the situation 

escalates. In some cultures travellers should be careful to avoid exposing certain 

parts of their body. In some Arab cultures, for example, the sole of the foot is con-

sidered dirty, and should never be shown, so anyone who adopts the local custom 

of sitting on the floor, for instance, has to take care to avoid doing this