商务英语Chapter9

上一页
下一页
返回
The Styles of Business Negotiation
3. Social Behavior Social behavior refers to how the Chinese establish trust toward the counterpart through personal contacts and other forms of social interactions both verbal and non-verbal during the negotiation process. 4. Technical Behavior Technical behavior concerns the Chinese attitude toward technology， technical specification quality and so on. 5 .Commercial Behavior Commercial behavior refers to how the Chinese bargain about price and other economic items. 6. Strategic Behavior Strategic behavior shows how the Chinese control various negotiating strategies.
上一页
下一页
返回
The Styles of Business Negotiation
1 .The Style of Western Negotiators Western negotiators tend to rely on individual values，imagining themselves and others as independent and self-reliant. This does not mean that they don't discuss，but the tendency of seeing themselves as separate ones rather than as a member of a team means that more preparatory procedures may be taken. They tend to be competitive in their approach to negotiations，including coming to the table with a rear position but beginning with a realistic offer.
Notes on the Text
1 .When you negotiate，to what degree should you conduct，what you hope to receive from the negotiation and how should you go about revealing your desires?
上一页
下一页
返回
The Styles of Business Negotiation
In this section we will talk about six aspects of Chinese Business English negotiation style which describe six primary patterns of Chinese business negotiating behaviors: political，legal social，technical， commercial and strategic aspects. 1 .Political Behavior Political behavior concerns how Chinese business decision-making process is influenced by Chinese politics. 2 .Legal Behavior Legal behavior deals with the Chinese attitude toward contracting and other legal arrangement.
上一页 下一页 返回
The Styles of Business Negotiation
The Differences between Chinese and Western Business Negotiation Style
In order to facilitate the success of the international marketing negotiations，it is important to understand the differences between Chinese and Western Business English Negotiation styles and the way by which persons from different countries conduct themselves in negotiating process.
上一页
下一页
返回
The Styles of Business Negotiation
2 .The Style of Chinese Negotiators Chinese negotiators are reserved and known for their hospitality and good manners. They consider mutual relationships and trust very important. Therefore，time will be spent in the beginning enjoying tea and social talk. However, they are some of the toughest negotiators in the eyes of foreign negotiators. Technical competence of negotiators is necessary，and a non-humble attitude is important because the Chinese negotiators research their opponents thoroughly to gain a competitive advantage during negotiation.
上一页
下一页
返回
The Styles of Business Negotiation
apart from除此之外(表示除……以外别无) bargain about议(某物)之价，就(某物)讨价还价 on the contrary(与此)相反，正相反 as opposed to和……相反，与……相对比 socialise with与……交往
上一页
下一页
返回
The Styles of Business Negotiation
Phrases&Expressions
go about开始做某事物，着手于做某事物，处理某事物 to a great extent很大程度上 depend on依靠，依赖，取决于 perceive of意识到，注意到，观察到 as to至于，关于 tends to倾向于，趋于 rather than并非，而不是 attach. . . to(使)相关，(使)牵连，(使)依附
Chapter Nine The Styles of Business Negotiation
Learning Focus学习要点
1.Realize the importance of Business negotiation style in the negotiating process. 领悟商务谈判风格在谈判过程中的重要性。 2.Master the six behaviors of Chinese Business negotiation style. 掌握中国商务谈判风格的6种行为。 3.Get to know the styles of western negotiators. 了解西方谈判代表的个人谈判风格。 prehend the differences between Chinese and Western Business English negotiation style.理解中西商务谈判风格的不同之处。 5.Read the text extension and case attentively. 专致阅读拓展课文和案例。
上一页
下一页
返回
The Styles of Business Negotiation
2. The Chinese view contract as an initial intention and a problem-solving framework rather than a nicely wrapped legal package. 3 .Social behavior refers to how the Chinese establish trust toward the other part through personal contacts and other forms of social interactions both verbal and non-verbal during the negotiation process. 4. However, when talking about this point，when noticing that the attitude of Chinese companies toward technology is changing，we could conclude that most Chinese companies are more and more profit-oriented. 5 .This does not mean that they don't discuss，but the tendency of seeing themselves as separate ones rather than as a member of a team means that more preparatory procedures may be taken.
下一页
The Styles of Business Negotiation
Text: The Styles of Chinese Business Negotiation
When you negotiate, to what degree should you conduct, what you hope to receive from the negotiation and how should you go about revealing your desires'? The answer to a great extent depends on the type of person or country you're negotiating with and the intention you wish them to perceive of you. It's very important that you understand the negotiation style of the person or country you're negotiating with, because that will be yourself. The following are six aspects into how you could negotiate according a determining factor as to how yese Business English negotiation style and insight to these styles.