ABSTRACT
L. E. Drake refers to style as a multidimensional construct relating to patterned responses or predispositions to utilize particular groups of interrelated behaviours over others in specific contexts. Even writing styles can differ substantially and lead to negative mutual perceptions. Emotional expressions are prime communication channels. D. Tannen describes high involvement style as a preference for expressive paralinguistic behaviour. American negotiation style is typically described as competitive and confrontational, as deal-oriented, as independent, persistent and authoritative, or as informal. Persuasive styles, like other stylistic considerations, are determined by culture. Stylistic considerations denote cultural differences in preferences for communication style. A culture’s typical speech style can thus be an affront to members of a culture with a different style, without any intention to offend. Drake asserts that while Western cultures emphasize what she calls a ‘quasilogical’ style, composed of rational argument-making, neutrality, conditional clauses and argument, Eastern cultures emphasize ‘analogical’ styles, including poetry, repetition, paraphrase, metaphor, emotion and parable.
