Culture in Communication

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194 JOCHEN REHBEIN

In the arsenal of communicative means, the most important linguistic

means are those which contain expeditive procedures (Ehlich 1986) that

directly affect the speaker’s acts without having a propositional content. These

means are largely non-verbal (they have not yet been examined in great detail)

and some of them have been named above. Generally, non-verbal means are

used in different areas of expression (lips, eyes, head, trunk, hands, arms etc.)

(see Ehlich & Rehbein 1982) so that there can also be conflicting effects

between verbal and non-verbal forms of expression.

The above examples serve to show that communicative apparatus, both

verbal and non-verbal, differs in character from language to language and may

therefore have consequences for the intercultural context. Let us summarize

these relations.

The last scene clearly reveals that in intercultural communication the

American woman has from the start assumed a position of unquestioned

dominance, with the German publishing house representative becoming in-

creasingly obsequious.

Passmann repeatedly quotes action fragments to demonstrate his famil-

iarity with Anglo-American matters only to find himself increasingly subser-

vient to the consistent action authenticity of the American; perhaps it is this

contrast which makes him ready to accede to the unusually high royalty

demands, which are also presented with unusual insistence.

From the American’s point of view the negotiation of royalties seems to

be a quarrel about nothing, about “peanuts”. She clearly demonstrates in

concomitant self-evident or presentational action her feeling that the Euro-

pean publisher is trying to limit her rights on a large scale, indeed that she is

about to be “taken for a ride”. Her smile, which often fades and slowly returns,

is often merely a sign of a departure from and return to normal negotiating

relations and is therefore to be understood merely as a sign of politeness that

prevents her threatening attitude from turning into open aggression.

The dimensions of non-verbal communication develop between Strothers

and Passmann within the framework of action processes. This is above all due

to the cultural differences in using the communicative apparatus of speaker

and hearer-control as an instrument by which the discourse is steered: both

(speaker and hearer) use it in turn for the purpose of processing the basic action

patterns and their movement in an auxiliary device called “negotiating”. In this

sense the communicative apparatus of speaker and hearer control continues to

promote the cooperative opposition of this intercultural rencontre.

195

NTERCULTURAL NEGOTIATION

Notes

1. Thanks are due to the participants at the “Intercultural Communication” colloquium at

Villa Vigoni for their sceptical reception of the theories. Thanks too to Jennifer Hartog

for her additional interpretation.

2. See §7 below.

3. With this idea, I follow Koole and ten Thijie 1993.

4. For an analysis of negotiation as an auxiliary device within the pattern of buying and

selling, see Rehbein 1995. The same device emerges within the pattern of time schedul-

ing when actors negotiate a certain date (see Rehbein, Kameyama & Maleck 1994). The

result of using auxiliary devices for negotiating prices, specific conditions etc. is a

contract between the parties.

5. Luckmann (1986) revives the concept of “genre” introduced by Bachtin and attempts to

make it more explicit using the term “total pattern” (Gesamtmuster). However, it is barely

operable for an empirical discourse analysis which is based on trancripts (for a compari-

son of the concept “genre” and “pattern” see Hartog 1996, 38 ff; on the theory of speech

patterns see Ehlich and Rehbein 1979, 1986; Rehbein 1977).

6. See Rehbein 1977, Section 1, for this term.

7. See Fant 1995 on cultural variations in forms of laughter.

8. I am grateful to Jan Hendriks (†) and P. van der Wijst (University of Tilburg) for

preparing the video-recording and leaving it to me for analysis. The transcription was

carried out in the HIAT-format (Ehlich & Rehbein 1976) using the computer program

syncWRITER. For a manual of methods for computer-assisted transcriptions, see

Rehbein e.a. 1993.

9. For this term, see Grießhaber 1986.

10. The pattern was analysed in detail by Rehbein 1995.

11. The wording of segment 10 is a rhetorical introduction to the subject: “one of the things

we have to ask about is how”, together with padding words, modals and relatives it

announces the controversial nature of the subject. In 1995 Marriott made different

methods for treating the subject matter of negotiations the basis of her analysis.

12. In the selling/buying pattern the positions offering, modifying the offer etc. always

include the offer of goods for a certain price (product-price ratio). If only one is made the

subject matter of the discourse, the other is presupposed.

13. In Rehbein, Kameyama & Maleck 1996 the structure of a turn in a discourse which

realises a pattern is described thus:

“A turn (contribution)… is often divided into two portions:

(i) the first portion of the turn, in which the speaker refers in the hearer role directly to

the previous utterance of the previous speaker (e.g. with simple affirmations,

negation, interjection etc.)

(ii) the second portion of the turn, in which the speaker takes the speaker role to

implement his own plan.

196 JOCHEN REHBEIN

This internal structure of the turn obviously has a lot to do with forming and implement-

ing a plan in a speech act: portion (i) of the turn may be left out, if the speaker takes the

initiative in the speaker role with the verbalisation of his plan, or portion (i) may be

integrated, in the form of preceding speech action arguments, into an utterance, which,

taken as a whole, has the characteristics of the second portion of a turn.” (Rehbein,

Kameyama & Maleck 1996, p. 35–36). These remarks also apply here.

14. A “need” may be implemented in a directed or undirected manner in each individual case;

therefore in the definition of “auxiliary device” (Section 2 above) the term “need” and

not “aim” was chosen as basic category. The concept of “directedness” would also appear

to be culturally determined.

15. I am grateful to Jenny Cook-Gumperz and Elisabeth Couper-Kuhlen for this suggestion at

the Villa Vigoni colloquium.

16. See Redder & Rehbein 1987 on this term, 15ff.

17. The conceptual framework of the analysis is taken from Ehlich & Rehbein 1982, p. 8ss.

18. The omission of a standardized (i.e. expected) concomitant act is a zero realisation, which

may intensify the work of verbal communication up to ostension. The effect of transform-

ing verbal elements by means of mimetic/gestural zero realisation will come across in the

material at hand, too. I will return to it later.

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197

NTERCULTURAL NEGOTIATION

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199

NTERCULTURAL NEGOTIATION

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200 JOCHEN REHBEIN

Mrs S

The number tha:t we had come up with as a rough estimate was . somewhere

/2 /3 /4

Mrs S

between two hundred and two hundred fifty.

nr. of v.fram

51:12

Mrs S

/6 /8

nr. of v.fram

51:19 51:23 51:23

/10

Mrs S

NVK

% looks in her notes o - crosses hands- -o o- - - -

nr. of v.fram

51:24 51:25 51:26

Mrs S

NVK

o- - - -with bent head adressing Mr Passmann - - - - - - - - - - - - - - - - - - -

Mrs S

NVK

- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - hands crossed - - - - - - - - - - - - - - - - - -

/11

nr. of v.fram

51:28

/12

Mrs S

NVK

- - - - - - - with bent head adressing Mr Passmann - - - - - - - - - - - - - - - - - - - - -- - - - - - - - - - - - - - - - -

Mrs S

NVK

- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - hands crossed - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -

Mrs S

NVK

%some fingers directed to Passmann

/13

nr. of v.fram

51:33 51:34 51:35 51:36

Mrs S

NVK

- - - - - - - - - with bent head adressing Mr Passmann- - - - - - - - - - - - - - - - - o o - - - - - - -

Mrs S

NVK

- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - o o - - - - - - - - - - - - - - - -

Mrs S

NVK

o - - leans hs. back - - o

/14 /15

NVK

% turns his trunk

[audible intake of

Transcript Negotiating

1990/ICBC/book case /Passmore-G vs Strothers -USA/Erwin C. Hendriks /Tilburg

April-May 1991/Schwerin/1:40/PanasonicNV-8200/SyncWriter/36/532-43/635

contr. 1993/Rehbein/1:50/

[score areas 1ss of this example = score areas 533ss of the ori

inal complete transcript]

201

NTERCULTURAL NEGOTIATION

Mrs S

NVK

- - - - - - - - - - - - - - - - - - - gazes at Mr.Passmann - - - - - - - - - - - - - - - - - - - - - - - - o

Mrs S

NVK

- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - chin resting on both fists - - -

NVK

aside

breath

nr. of v.fram

51:4251:47

/16

Mrs SVK

Mrs S

NVK

o- - - chuckles- - - -o o- - - - - - - - - gazes at Mr.Passmann - - - - - - - - - - - - - - - - - - - - - - - - gazes at

Mrs S

NVK

- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - chin

/17

Mrs S

NVK

Mr.Passmann - - - - - - - - - - - - - - - - - - - - - - - - gazes at Mr.Passmann - - - - - - - - - - - - - - - - - - - - -

Mrs S

NVK

resting on both fists - - - - - - - - - - - - - - - - - - - - - - - chin resting on both fists - - - - - - - - - - - - - - -

/18

Mrs S

NVK

- - - gazes at Mr.Passmann - - - - - - - - - - - - - - - - - - - - - - - - gazes at Mr.Passmann - - - - - - - - - - - -

Mrs S

NVK

- - - - - - - - chin resting on both fists - - - - - - - - - - - - - - - - - - - - - - - chin resting on both fists -- - -

/19a

nr. of v.fram

52:10

Mrs S

NVK

- - - - - - - - - - - - gazes at Mr.Passmann - - - - - - - - - - - - - - - - - - - - - - - - gazes at Mr.Passmann - - -

Mrs S

NVK

- - - - - - - - - - - - - - - - - - - chin resting on both fists - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - o

Mrs S

NVK

% hardly perceptible nod

/19b

nr. of v.fram

52:11

Mrs S

NVK

- - - - - - - - - - - - - - - - - - - - - gazes at Mr.Passmann - - - - - - - - - - - - - - - - - - - - - - - - gazes at

Mrs S

NVK

o - - - - - - - - - - - - - - - - - - - - - - - - - - hands crossed under chin - - - - - - - - - - - - - - - - - - - - - - - - - - -

/19c

nr. of v.fram

52 :18 52:22

Mrs S

NVK

Mr.Passmann - - - - - - - - - - - - - - - - - - - - - - - - gazes at Mr.Passmann - - - - - - - - - - - - - - - - - - - - -

Mrs S

NVK

- - hands crossed under chin - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - hands crossed under chin - - -

Mrs S

NVK

% hardly perceptible nodding

/19d

nr. of v.fram

52 : 26 52:27 52:29

Mrs S

NVK

- - - gazes at Mr.Passmann - - - - - - - - - - - - - - - - - - - - - - - - gazes at Mr.Passmann - - - - - - - - - - - -

Mrs S

NVK

- - - - - - - - - - - - - - - - - - - - - - - - - - - - hands crossed under chin - - - - - - o o - - - - - - - - - - - - - - - - - -

Mrs S

NVK

% noddingo - cocked head - - o

/19e

Mrs S

NVK

- - - - - - - - - - - - gazes at Mr.Passmanne - - - - - - - - - - - - - - - - - - - gazes at Mr.Passmann - - - - - - - -

Mrs S

NVK

- - - - - - hands crossed on the table - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - hands crossed on the

202 JOCHEN REHBEIN

nr. of v.fram

52:42 52:44

Mrs S NVK

- - - - - - - - - - - gazes at Mr.Passmann - - - o o- - - - -

Mrs S NVK

table - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - o o - - - -

Mrs S NVK

o- - - -

/19f

nr. of v.fram

52:45 52:46

/21

Mrs SVK

Mrs S NVK

deliberately closed eyes - - - - - - - - - - - - - - oo - chuckles - - - - - - - - - chuckles - - - - - - - - - - - - - - - -

Mrs S NVK

- - - - - - - - - - - - - - - - - - - - - - - - spreads hands - - - - o

Mrs S NVK

opens mouth- - o

/20

NVK

o - - - laughs- - - - - - - - - - - - - - - laughs - - - - - - - - - - - - - - - - - -laughs -

NVK

% gets up and down suddenly

nr. of v.fram

52:51

/23

Mrs SVK

Mrs S NVK

- chuckles - - - - o

/22 /24

NVK

- - - o

NVK

o- starts to lean back

nr. of v.fram

52:57

Mrs SVK

Mrs S NVK

o - - - - - - - - - - - - - - - - - - - - - - - - - - - furtive glance - - - - - - - - - - - - - - - - - - -

/25 /26

nr. of v.fram

53:00 53:05

/27

Mrs SVK

Mrs S NVK

- - - - - - - - - - - - - - - - - - - - furtive glance - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - furtive

/28

[sound of lighter being lit

nr. of v.fram

53:0853:09 53:10 53:11

/30

Mrs SVK

Mrs S NVK

glance - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - o

Mrs S NVK

o- - - - - - - - - - - - - - - -

Mrs S NVK

%slight gestural deixis

/29

203

NTERCULTURAL NEGOTIATION

nr. of v.fram

53:14 53:16 53:17

/34

Mrs S

Mrs S NVK

- - - - - - slight assertive nodding - - - - - - - - - - - - - - - - - - - - - o

/31 /32 /33

nr. of v.fram

53:20

Mrs S

Mrs S NVK

% assertive nodding

/35 /36 /37

nr. of v.fram

53:22

/38

Mrs S

/39

nr. of v.fram

53:28

/41

Mrs S

/40

NVK

o- - straightens up at the desk

nr. of v.fram

53:33 53:35 53:36 53:38 53:39

Mrs S

< << < <

Mrs S NVK

o- - - fixes her gaze on Passmann - - o o- - - - - - - - - - - - - - - - - - - - - - - - -

Mrs S NVK

o - - - - - - - - - - - - - - - - - - - - - - - -

Mrs S NVK

o- - - - slightly shakes head - - - - o

/42 /43

[clinking

Mrs S NVK

- - - - - - - - - - - - - - - furtive glance - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -

Mrs S NVK

- - - - - - - - - - - hardly perceptible nodding - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -

/44

sound of pipe against table

Mrs S NVK

- - - - - - - - - - - - furtive glance - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -

Mrs S NVK

- - - - - - - - hardly perceptible nodding - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -

/45

Mrs S

Mrs S NVK

- - - - - - - - - furtive glance - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -

Mrs S NVK

- - - - - hardly perceptible nodding - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -

Mrs S NVK

- - - - - - furtive glance - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -

Mrs S NVK

- - hardly perceptible nodding - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -