1. Jake: "Hi Ivan - I've got some news for you."
Ivan:
a. "Hi Jake. How are you doing?"
b. "I don't need some news now"
c. "Really? What is it?"

2. Jake: "Want to know what Wuffyburgers are planning?"
Ivan:
a. "No, not really."
b. "Wuffyburgers - the fast food people?"
c. "Well, what are they doing?"

3. Jake: "They've just got a press release out - want to know what's in it?"
Ivan:
a. "Don't worry, I'll get the press release later."
b. "Mmmm Anything interesting?"
c. "Can you tell me?"

4. Jake: "They're going into China - a franchise operation."
Ivan:
a. "What a pity - I'm only looking at British companies."
b. "China eh? How big, and how expensive?"
c. "A franchise operation in China?"

5. Jake: "It's big - they're betting the company. They have made some sort of deal with the Chinese government, and they are planning to open twenty branches in major cities over the next five years."
Ivan:
a. "It sounds very risky to me."
b. "Twenty branches. I wonder which cities."
c. "Well, good luck to them, but I'm not interested."

6. Jake: "If it works, think of the profits."
Ivan:
a. "And think of the possible losses. But thanks for letting me know. Any developments with Xsolaris?"
b. "But it's risky - I need to see their exact plans. But thanks for the news."
c. "No, I'm not interested. Have you got any information about the British market?"

ANALYSIS

1. Jake: "Hi Ivan - I've got some news for you."
Ivan:
a. "Hi Jake. How are you doing?"   
This is friendly, but does not ask for information, so Ivan does not sound very enthusiastic.
b. "I don't need some news now"   
Too negative and unfriendly.
c. "Really? What is it?"   
This is shows that Ivan is looking for news.

2. Jake: "Want to know what Wuffyburgers are planning?"
Ivan:
a. "No, not really."   
Too negative. Jake might decide Ivan really does not want to know and tell him nothing more.
b. "Wuffyburgers - the fast food people?"   
This shows that Ivan does not know Wuffyburgers well, so he can't be very interested in them.
c. "Well, what are they doing?"   
Demanding information shows strong interest.

3. Jake: "They've just got a press release out - want to know what's in it?"
Ivan:
a. "Don't worry, I'll get the press release later."   
Unfriendly, and sounding interested at the same time. Wrong for two reasons.
b. "Mmmm Anything interesting?"   
The "mmmm" noise suggests that Ivan will listen, but just to be polite.
c. "Can you tell me?"   
Again, asking for information directly shows interest.

4. Jake: "They're going into China - a franchise operation."
Ivan:
a. "What a pity - I'm only looking at British companies."   
A conversation killer - Ivan wouldn't get any more information.
b. "China eh? How big, and how expensive?"   
Ah! Definitely interested, no?
c. "A franchise operation in China?"   
Repeating what you have been told will get more information without showing what you think.

5. Jake: "It's big - they're betting the company. They have made some sort of deal with the Chinese government, and they are planning to open twenty branches in major cities over the next five years."
Ivan:
a. "It sounds very risky to me."   
Ivan has the information he wants. He must now close off the conversation.
b. "Twenty branches. I wonder which cities."   
Ivan only needs this information if he is interested.
c. "Well, good luck to them, but I'm not interested."   
A direct lie is not a good idea. Jake may find out later, and not trust Ivan again.

6. Jake: "If it works, think of the profits."
Ivan:
a. "And think of the possible losses. But thanks for letting me know. Any developments with Xsolaris?"   
Ivan suggests he is not interested, but does not actually lie. He changes the subject, indicating he is not very interested in the present topic.
b. "But it's risky - I need to see their exact plans. But thanks for the news."   
Shows Ivan will spent some time investigating further - a sign of interest.
c. "No, I'm not interested. Have you got any information about the British market?"   
There is no need to lie. Just give the wrong impression!