According to Janet, what would most affect negotiations?

M: Now，Janet, you’ve experienced the negotiation strategies．So what is the most significant?
W: I’m just going to focus on the situations where people are speaking English in international business situations．
M: I see．Now, not everyone speaks English to the same degree of proficiency．
W: Yes, perhaps．Besides, we have negotiations between individuals who belong to distinct cultural traditions．
M: Now some people say this Americanized style has acted as a model for local patterns．
W: Maybe it has；maybe it hasn’t．
M: What is particular about the American style?
W: Well, for example, when Americans negotiate with people from Brazil, the American negotiators make their points in a direct, self-explanatory way．
M: I see．
W: While Brazilians make their points in a more indirect way．
M: How?
W: Brazilians look straight in the eyes a lot during talking．They spend time on background information．The Americans like making points: first point, second point, third point, and so on．
M：Right．Americans seem to have a different style, say, even from the British,  don’t they?
w: In British eyes．Americans are too direct—even blunt．
M: Fascinating! So people from different European countries use different styles． don’t they?
W: That’s right．
M: OK．So what about the Japanese then?
W: Well．Many Europeans note the extreme politeness of their Japanese counterpart, the way they avoid giving the slightest offence，you know．