英美商务谈判风格及注意事项(英文版)
英语商务谈判技巧
英语商务谈判技巧I "会听'要尽量激励对方多说，向对方说："yes'，"please go on'，并提问题请对方回答，使对方多谈他们的状况。
II 巧提问题用开放式的问题来了解进口商的必须求，使进口商自由畅谈。
"can you tell me more about your campany?'"what do you think of our proposal?'对外商的回答，把重点和关键问题记下来以备后用。
进口商经常会问："can not you do better than that?' 对此不要让步，而应反问："what is meant by better?'或"better than what?'使进口商说明他们究竟在哪些方面不满意。
进口商："your competitor is offering better terms.'III 使用条件问句用更具试探性的条件问句进一步了解对方的具体状况，以修改我们的发盘。
典型的条件问句有"whatif'，和"ifthen'这两个句型。
2如何高效地学习商务英语提升英语语言能力当然是重中之重。
如何提升语言能力,这个是学英语的同学碰到的首要问题。
关于商务英语来说,听说尤为重要。
一些日常商务交流的场景要熟悉,常用的单词词组也要记住。
最好在校期间,可以和同学组成小组学习商务场景对话。
出来社会工作了你就知道,英语口语不过关的话,在面试第一轮就被刷掉了。
现实的状况是,很多同学考试可以得高分,英语笔译能力也不错,就是开口交流不流利,或者是纯粹的哑巴英语。
拓展知识面,通过学习和施行了解商务流程。
在校同学主要靠学校老师提供模拟场景的机会以及自己在假期找到实习的机会。
学商务英语的同学,一定要找到机会实习,理论和施行往往有一段距离。
2018年英语商务谈判技巧【精品】-推荐word版 (4页)
本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==英语商务谈判技巧【精品】在我们进行商务谈判之前，有必要去学习掌握一些技巧。
以下是小编搜集整理的英语商务谈判技巧，欢迎阅读，供大家参考和借鉴!1.商务谈判前的准备商务谈判前的准备也是商务谈判技巧的一部分，她往往会起到令人意想不到的效果)谈判前，要对对方的情况作充分的调查了解，分析他们的强弱项，分析哪些问题是可以谈的，哪些问题是没有商量余地的;还要分析对于对方来说，什么问题是重要的，以及这笔生意对对方重要到什么程度等等。
同时也要分析我们的情况。
假设我们将与一位大公司的采购经理谈判，首先我们就应自问以下问题:一要谈的主要问题是什么?一有哪些敏感的问题不要去碰?一应该先谈什么?一我们了解对方哪些问题?一自从最后一笔生意，对方又发生了哪些变化?一如果谈的是续订单，以前与对方做生意有哪些经验教训要记住?一与我们竞争这份订单的企业有哪些强项?一我们能否改进我们的工作?一对方可能会反对哪些问题，一在哪些方面我们可让步?我们希望对方作哪些工作?一对方会有哪些需求?他们的谈判战略会是怎样的?回答这些问题后，我们应该列出一份问题单，要问的问题都要事先想好，否则谈判的效果就会大打折扣。
2.提问技巧提问技巧非常重要，通过提问我们不仅能获得平时无法获得的信息，而且还能证实我们以往的判断。
出口商应用开放式的问题(即答复不是“是”或“不是”，而是需要特别解释的问题)来了解进口商的需求，因为这类问题可以使进口商自由畅谈他们的需求。
例如:“Can you tell me more about your company?”“What do you think of our proposal.?”对外商的回答，我们要把重点和关键问题记下来以备后用。
发盘后，进口商常常会问:“Cannot you do better than that?”对此发问，我们不要让步，而应反问:“What is meant by better?”或“Better than what'?”这些问题可使进口商说明他们究竟在哪些方面不满意。
商务英语negotiation
商务英语negotiation一、引言商务英语是在商业活动中使用的英语，它包括商业交流、商务谈判、商务信函、商业演讲等方面的内容。
而商务谈判是商务英语的重要组成部分，它在商业交易中起着举足轻重的作用。
本文将探讨商务英语谈判的一般原则、技巧和注意事项。
二、商务英语谈判的一般原则1. 诚信原则谈判双方应该本着诚实、守信的原则进行谈判，不以欺骗、误导对方为手段。
2. 合作原则在谈判过程中，双方应该本着合作、共赢的原则进行谈判，而不是采取零和博弈的态度。
3. 相互尊重原则在谈判中，双方应该相互尊重，不应该对对方进行人身攻击或侮辱。
4. 互惠原则在商务英语谈判中，双方应该本着互惠互利的原则进行谈判，而不是单方面追求自己的利益。
5. 灵活原则在商务英语谈判中，双方应该本着灵活应变的原则进行谈判，根据实际情况做出相应调整。
6. 求同存异原则在谈判中，双方应该注重求同存异，找到双方共同的利益点，同时尊重对方的差异。
三、商务英语谈判的技巧1. 语言表达技巧在商务英语谈判中，双方应该注意语言的表达技巧，用词准确、表达清晰，避免产生歧义。
2. 逻辑思维技巧在商务英语谈判中，双方应该善于运用逻辑思维，寻找问题的根源，找出解决问题的方法。
3. 沟通技巧在商务英语谈判中，双方应该善于沟通，倾听对方的意见，及时反馈自己的想法，避免双方产生误解。
4. 调控情绪技巧在商务英语谈判中，双方应该注意调控情绪，避免因情绪强烈而导致谈判破裂。
5. 听取建议技巧在商务英语谈判中，双方应该善于听取对方的建议，做出有效回应，寻找双方都能接受的方案。
6. 技术谈判技巧在商务英语谈判中，双方应该善于运用技术手段，比如数据分析、市场调研等，为谈判提供有力支持。
四、商务英语谈判的注意事项1. 准备充分在进入商务英语谈判前，双方都应该对谈判的内容、目标作出充分准备，以应对各种可能的情况。
2. 注意谈判场地商务英语谈判应该选择一个合适的场地，保证谈判的顺利进行。
商务英语谈判技巧
商务英语谈判技巧谈判中有时仅靠以理服人，以情动人是不够的，毕竟双方最关心的是切身利益，断然拒绝会激怒对方，甚至交易终止。
商务英语谈判技巧有哪些?下面店铺整理了商务英语谈判技巧，供你阅读参考。
商务英语谈判技巧：谈判对话Dialogue 1A: Is there any way you can cut us a better deal on your wholesale price for this order?B: We did the best that we could to give you a low price. Did you get our latest estimate?A: Based on the estimate you gave us, by the time we figure in transportation and other expenses, our profit is shot. With the offer you’ve given us, we’re making next to nothing. Can’t you do any better?B: I’ve already given you a discount of 20% off of what we normally charge… if I go any lower, we’ll have loss on the project.I really want to work with you on this, but we’ve already gone as low as we could go.A: To be honest… Our budgeted cost can’t exceed more than $150 dollars per unit. That’s our bottom line. If you can meet that price, you will get a deal. Otherwise…B: I’ll say that… I’ll go over the numbers again with our fina ncial team and see what I can do. I can’t give you any guarantees, but I’ll try.Dialogue 2A: You’ve got the email with all the specifications for the project from us, we’ll be accepting bids until noon on Tuesday, if you have any questions in the meantim e, please let me know…B: Actually, I do have a question. We’d like to know whatyou had in mind for a budget on this project. We’re hoping to put together a really competitive bid, but at the same time, we’d like to hit your target price too.A: I understand, but unfortunately it is our policy not to disclose our bottom line. You can be assured that price is a weighty consideration when we review the proposals, but we also take other elements into consideration, including design and practicality. We also give weight to the reputation of the submitting company.B: Do you have any price range? Is there any way you can give me some ideas of which direction to go, or how high is too high?A: We are just looking for a reasonable price according to the specificat ions in our project blueprint. That’s all I can say.安格英语老师认为学会迂回是谈判中非常重要的一项技能，而选择何时亮出自己的底线也需要大家在职场中多年的实践和学习才能够灵活地掌握。
英文版谈判策略及欧美谈判风格.doc
Design Your Negotiation Strategies for Businessmen from theAmericas and EuropeI.：IntroductionAccording to Robert Maddox, author of SUCCESSFUL NEGOTIATION, negotiation is the process we use to satisfy our needs when someone else controls what we want, is a basic human activity as well as a process people undertake every day to manage their relationship, is a fact of life. People negotiate something at work, at home, or as a consumer everyday even when they don’t think of themselves as doing so. Negotiation is a conflict-solving process, so negotiation strategies are necessary. In different situation , need different strategies. International business negotiations cover various levels of negotiators from multi-nations andmulti-nationalities. Due to different cultural background and customs there exist evident differences of values and negotiation styles among people all over the world. Therefore a business negotiator should have some business conventions of different countries. Different cultures solve problems in different ways. You must ask yourself what you expectations are when you enter a negotiation setting. The expectation of different cultures, even within an organization, can be very different. Those expectations relate directly to their view of what the problem is and what the values are surrounding the problem and the options for solving it.So in this paper, focus will be laid upon what negotiation strategies is, what the major negotiation styles are in the Americas and in Europe, and what differences are between in the Americas and in Europe.II：what I have learned from this courseThis term, we have learned the ENGLISH FOR INTERNATIONAL BUSINESS-------NEGOTIATION & COMMUNICATION. At first, I don’t know anything about business negotiation, but now something are change and different. We have learned Part1 - ABC to business negotiation & communication, Part3-Practical business negotiation, and Part 4 – Intercultural business negotiation & communication in this term. Through learning 3 part, I already know that what is communication and negotiation, what are the principles and strategies of negotiation & communication, what is the intercultural business negotiation and so on. In class, we always have opportunities to practice our new knowledge ,as to me ,I think it is a better way to study well, which enhance our business English ability to some extent, after that ,I know what is it and how to use it. In the future we may use it’s theories into our daily life to help and change us. All in all, It’s very useful in English major.III：The brief introduction to negotiation strategies.What is negotiation strategies?Negotiation strategies is a kind of psychological judo. Strategies are crucial tobusiness negotiation. They are acting guidelines and policies of the whole negotiation process and are subject to modification with the progress the negotiation. Since different organizations work in different ways, and each has a characteristic style of negotiation, negotiators need training and experience before they can successfully handle the differen t styles of other parties. No single style of negotiation “wins”. It is the more skilled negotiator who will prevail.A: Choosing suitable style and modes.As strategies are closely related to negotiation styles, each negotiating team and each negotiator should choose a style that will best serve their goal. Negotiators and teams must be flexible, able to change styles as easily as they change locations.B: Strategies of pre-strategies of presentation.In the bidding presentation of the negotiation process, there are three guidelines to the way in which a bid should be put firmly , clearly, seriously, and without reservation or hesitations.C: Strategies of responsiveness.At this stage first party should fully aware that he has put a bid, and he has apr efect right to know what the other party is prepared to offer in return. It’s quite necessary to do some research work of studying the other side before responding to the bid. In responding to bids by the other party there is a need to distinguish between clarification and justification. On this basis, he or she must have idea how to satisfy the other party in gaining their interests and at the same time have to figure out what are the interests that really belongs to them and what are the things they expect to get. D：Offensive and defensive strategies.Offensive strategies are designed to take the initiative while defensive strategies are the counter to offensive ones, and they are the springboards from which a counter-offensive can be launched.E: Strategies of making concession.Making concessions is one of the most popular strategies used in the bargaining process to keep the negotiation on going. Making concessions however has a lot to do with many other factors. Every concession is very closely connected to a part y’s own interests. Although it depends mainly on the negotiator’s flexible usage of the strategies of making concessions, it also is constrained by some basic principals.F: Towards settlement.When the parties become aware that a settlement is approaching, they should make final offer.IV：The major negotiation style in the Americas and in Europe .1: Definition for negotiation style➢Negotiation style is the demeanor which acting in the negotiation occasion and process.➢Negotiation style is the negotiato rs’ Reflection of the culture➢Negotiation style has itself’ s Unique which is different from the style of different countries and areas.➢Negotiation style goes through repeated practice and conclusions which isgenerally accepted by its country and the businessmen..2: The Function of N Style➢Great harmonious atmosphere➢Provide basis for N strategies➢Improve the N levelPeople from different counties have different values, different attitudes and different experience. These different nations of value yield different understandings of the culture-negotiation link. researches and observations by most scholars indicate fairly clearly that negotiation practices differ from culture to culture and that culture can influence “negotiating style”—the way person from different cultures conduct themselves in negotiating sessions.3: The major negotiation style in the Americas3-1: American style3-1-1: Establish the negotiation relationshipThe American style is characterized first by personalities which are usually outgoing, and quickly convey sincerity. Personalities are confident and positive and talkative. They usually ignore establishing personal relation prior negotiation. In their minds, good business relation brings about good personal relation, not vice versa.3-1-2: Process of decisionsAmerican’s process of decisions is top to down. Their high individualism is manifested through their decision making process--- individual has the right to make decision. Personal responsibility is stressed.3-1-3: Value of timeAmericans are very direct, openly disagree and think punctuality is mandatory. Their try to demand the same from counterparts. They tend to make concessions throughout the negotiations , setting one issue, then proceeding to the next. They are particularly high in bargaining phases of negotiation, make decisions based upon the bottom line and on cold, hard facts. Thus the final agreement is a sequence of several smaller concessions.3-1-4: The ways of negotiationsThe Americans style of negotiation is possibility the most influential in the world. Openly disagree and use aggressive persuasive tactics such as threats and warnings. Prefer speedy negotiations and get annoyed with too much socializing or postponement.3-2: Canadian style3-1-1: Establish the negotiation relationshipCanada is a Immigrant country ,has many races. Canadians are opening , and liking to live a comfortable life, emphasizing the free, and focusing on profit.3-2-2: Process of decisionsCanadian sates have their own society lives, economical activities, and development on Science and technology. Their have powerful decision right .3-2-3: Value of timeIf you want to visit the businessmen ,you should ask the Secretary for help, appointing a date in advance, and meeting them on time .3-2-4: The ways of negotiationsCanadian like to take the relative things about Skiing, skating, ice sculpture and ice hockey. All activities should not be arranged on 13th, because they taboo this day. What’s more, they like blue, so you can g ive them valuable flowers and blue-packing present when you are invited. They don’t like to bargaining on the price, and don’t do less profits and more sales business.3-2-5: Attitude to contractThe French speaking businessmen make a sign after the main terms are agreed, but they always change the less important terms after making a sign. While English speaking businessmen are not.4: The major negotiation style in Europe .4-1: British style4-1-1: Establish the negotiation relationship.British people are not used to showing off in public and keep a distance with others. They will not confuse personal relation, so business affairs go first. They also attach great importance to protocol and ceremony, before negotiation exchange or greeting and courtesy may sometimes last for a couple of hours.4-1-2:Process of decisions.British’s process of decisions is top to down. Personal responsibility is stressed. They take more attention on their counterparts’ identification ,experience, and ability.4-1-3: Value of time.Britain is a an orderly society ,punctuality is mandatory. Englishmen always arrange appointments in advance and present an agenda as early in the process as possible.4-1-4: The ways of negotiations.British negotiators’ style is clam, balanced, confident, cautious and not flexible. They tend to keep silent in the beginning in business talks, they are reserved rather than expressive or demonstrative in the way they communicate and start the bargaining at a point only slightly distant from the projected goal.4-1-5: Attitude to contract.British business moves at a deliberate pace. They take more attention on the details in contract. They keep the promise. But they don’t care about the date of delivery.4-2: French style4-2-1: Establish the negotiation relationship process of decisionsFrench people consider the friendship as important in doing business, so they will not place large order before trustful and friendly relationship is established.4-2-2: process of decisionsFrench people’s high individualism is manifested through their decision making process--- individual has the right to make decision. Personal responsibility is stressed.4-2-3: Value of timeFrench people are very strict to others on the time, while to themselves are not.Usu ally in French . August is holiday month ,so don’t arrange appointment in this month4-2-4: The ways of negotiationsFrench negotiators are reputed to have three main characteristics in international dealing: a great deal of firmness, an insistence on using French as language for negotiation, and a decidedly lateral style in negotiating. That is ,they prefer to make an outline agreement, then an agreement in principle, and then headings of agreement repeatedly covert the whole breadth of a deal.4-2-5:Attutide to contractAll contracts must be completely in French, and commonly used foreign words cannot be substituted. They keep a promise, and focus on terms of quality and date of delivery.V: Design my negotiation strategies.International business negotiations take place across national boundaries,which means understanding the different cultural environments among nations and considering cultural differences in all respects of business are very import to the operation of international business negotiations.Case in:One of Latin American company, Brazil, go to America to import sets of equipment, but they late for the meeting, because of going shopping. The members of German are so angry that they spend much time to blame Brazil company. The members of Brazil have apology to them, but in the negotiating . the German representatives are so arrogant that they force Brazil to sign the contract without bargaining. The Brazil representatives think it every unreasonable. As a result, they break the business relationship.As we know that the Germen negotiation style that the Germen are confident and striving to excel , they are very direct, openly disagree and think punctuality is mandatory. Their try to demand the same from counterparts. They show their trustless and dislike to the later without any hiding. As to contract , they do their homework very well before negotiations, make poor conversation partners as they see no points in small talk. The Latin American Negotiation style is that the Latin American are insist that relationships are equal ,friendly, and win-win. Respecting their culture is very important. People in Latin American consider relationship a very important element in doing business. They don’t cherish the time. Just as a banker said：They will pay while you never know when. The process speed is very slow because they have long-time holidays and short-time workdays. Thus negotiation is done within networks, relationships are emphasized, and open ruptures are avoided. The Latin America n people don’t take more attention on contract. What’s worse, their don’t give any concessions. There is no doubt that the relationship of Germen and Latin American is brokenUpon this case ,we can gain some negotiations strategies. As to Germen, we should meet them at anytime on time, make a good preparation for negotiations, do the negotiating process efficiently and carefully, what’s more, we should also keepour promises conformity with the contract. While as to Latin American , we should respect them and their culture that is very important. If a good relationship is established between the two sides, they will not hesitate to help their counter counterparts. After we consigned the contract, we should urge them to do something.International business negotiations take place across national boundaries, which means understanding the different cultural environments among nations and considering cultural differences in all respects of business are very import to the operation of international business negotiations.。
商务英语谈判 negotiation Principles.-sl
3) Search for mutual gains
• ﹡Shared interests exist in every negotiation;
they are opportunities, not godsends;
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4) Find ways to help make the other party’s decision easy
outbursts.
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• 3) Strive for better communication. • ﹡Be an active listener and acknowledge
what is being said.
• ﹡ Speak to be understood. • ﹡Avoid being judgmental or debating the
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3. Invent options for mutual gains The brainstorming of options prior to decision-making
is a critical piece for the success of the collaborative negotiation process. The ability to invent options is one of the most useful assets a negotiator can have. 1) Separate the act of inventing options from the act of judging them 2) Develop as many options as possible before choosing one 3) Search for mutual gains 4) Find ways to help make the other party’s decision easy
美国商务谈判
Sticking out their tongue to people 冲着别人伸舌头
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பைடு நூலகம்输入内容
Sticking index finger to others 食指指向别人
with your index finger across the throat before. 用食指横在喉咙之前 输入内容
2、pay attention to interest
The main performance of pay attention to interest 美国人注重利益的表现： When Americans do businesses，Often to obtain economic benefits as the main objective，More consideration is given to the practical interests of business Rather than a businessman's personal. 美国人做生意时，往往以获取经济利益作为主 要目标，更多的考虑的是生意所能带来的实际 利益。
2、Greetings寒暄方式 meeting manner is simple，usually shaking hands or smile is enough.见面礼义简单，通 常握手或者微笑即可 3 、 ceremonial costume 服饰礼仪 Clean is good，formal suit is better， 干净整洁，最好穿西装
4
can you guess the film?
经典谈判场景： /boke/page/k/0/4/k01481a9dz4.html
商务英语商务谈判技巧
商务英语商务谈判技巧商务英语商务谈判技巧进出口商要想成功就得掌握谈判技巧。
下面是应届毕业生小编收集整理好的商务英语商务谈判技巧 ,我们一起来看看吧!商务英语商务谈判技巧(一)多听少说缺乏经验的谈判者的最大弱点是不能耐心地听对方发言，他们认为自己的任务就是谈自己的情况，说自己想说的话和反驳对方的反对意见。
因此，在谈判中，他们总在心里想下面该说的话，不注意听对方发言，许多宝贵信息就这样失去了。
他们错误地认为优秀的谈判员是因为说得多才掌握了谈判的主动。
其实成功的谈判员在谈判时把50%以上的时间用来听。
他们边听、边想、边分析，并不断向对方提出问题，以确保自己完全正确的理解对方。
他们仔细听对方说的每一句话，而不仅是他们认为重要的，或想听的话，因此而获得大量宝贵信息，增加了谈判的筹码。
有效地倾听可以使我们了解进口商的需求，找到解决问题的新办法，修改我们的发盘或还盘。
“谈”是任务，而“听”则是一种能力，甚至可以说是一种天份。
“会听”是任何一个成功的谈判员都必须具备的条件。
在谈判中，我们要尽量鼓励对方多说，我们要向对方说：“Yes”，“Please go on”，并提问题请对方回答，使对方多谈他们的情况，以达到尽量了解对方的目的。
巧提问题谈判的第二个重要技巧是巧提问题。
通过提问我们不仅能获得平时无法得到的信息，而且还能证实我们以往的判断。
出口商应用开放式的问题(即答复不是“是”或“不是”，需要特别解释的问题)来了解进口商的需求，因为这类问题可以使进口商自由畅谈他们的需求。
例如：“Can you tell me more about your campany?”“What do you think of ourproposal?”对外商的回答，我们要把重点和关键问题记下来以备后用。
发盘后，进口商常常会问：“Can not you do better than that?”对此发问，我们不要让步，而应反问：“What is meant by better?”或“Better thanwhat?”这些问题可使进口商说明他们究竟在哪些方面不满意。
商务英语谈判的原则
商务英语谈判的原则商务英语谈判的原则英语是国际通用语，运用英语进行谈判是国际惯例，对外贸易离不开商务英语谈判。
下面由yjbys小编为大家整理的商务英语谈判的原则，希望可以帮到大家!一、礼貌原则在对外贸易谈判中的重要性一般而言，商务英语谈判中双方谈判者都会使出浑身解数，力促谈判朝着有利于自己的方向发展。
然而，高质量的谈判不仅要实现交易，而且还要促成双方缔结长期友好、合作的关系，为今后在更宽领域的合作做好铺垫。
高效的谈判不是以破坏、搞阴谋、战胜对手或从对方那儿得到更大的利益为目的，更不是以牺牲长远利益来换取短期利益。
商务谈判实际上是人们相互调整利益关系，最终确立共赢的行为过程。
合作是所有成功会话中的必要成分，而合作的前提是保证谈判双方得到充分、真实、关联、清楚的信息，但是言语交际是复杂的社会活动, 在商务英语谈判中,谈判双方都渴望谈判成功,而且特别重视诚信。
当对方所提出的需求无法满足时,依照合作原则就应该直接地否定，然而，“否定”这一言语行为本身具有潜在的面子威胁,会导致谈判的破裂。
因此，在谈判现场,说话人并不总是按照合作原则来进行交谈，而是需要适当降低明确度,提高信息模糊性、含蓄性和可能性空间。
说话人必须使自己的语言礼貌、得体，以获取对方好感，促使交流能够继续友好进行下去，直至谈判成功。
语言学家Leech(1983)提出礼貌原则，他主张在所有的语言交际中,说话人和听话人之间应尽量地表示礼貌和尽量减少不礼貌的表达方式。
礼貌原则的实质是为了缔结和维持与对方的友好关系，其运用过程是分歧意见淡出和相关外部合作信息激活的过程。
恰如其分地使用礼貌原则，可以有效地保证谈判顺利进行，促使谈判进入合作原则阶段，最终实现交易。
若在谈判过程中不给对方“面子”,本来完全可以成交的买卖也会失去;而礼貌的交际用语重视对方的观点,尊重对方的权利、愿望和需要,迎合对方的心理,能够产生令人愉悦的感觉,从而促成交易的实现，进而扩大对外贸易。
商务谈判技巧英文版
商务谈判技巧英文版篇一：商务谈判技巧英文英语商务谈判的语言技巧美加电话英语认为随着现在社会的发展以后英语学者面临着谈判也随着发展的需求而增加，在谈判中很多英语高手都会手忙脚乱，如果大家按照小编我说的以下方法去仔细的细分出自身行业中的英语，那么在盼盼的时候你就是高手。
1．英语商务谈判的词汇选择英语商务谈判中，对于语言的选择很有讲究。
首先是词汇上的选择，要求有以下几个原则：(1)简洁性的词汇英语商务在词汇上的选择首先要注意简洁性。
商务词汇的应用与生活中英语不一样，与文学上的词汇选择更不相同，不需要很多的修饰和夸张手法。
英语谈判中所选择的词汇尽量端正、简练、清晰，不使用繁复、模糊的词汇。
(2)精确性的词汇其次英语商务谈判中的词汇选择要注意精确性，尽量避免歧义的产生而导致对方的不满和不理解。
同时也不要为了表现谈判者的英语水平而使用英语方言、英语俚语、英语谚语、双关语、洋泾浜语等。
(3)少用表示情感的词汇在商务英语的谈判中，尽量少用修饰词或者带有感情色彩的词汇。
因为谈判语言的要求是实事求是，而感情色彩的词汇往往让人觉得虚假和不可信，甚至有吹嘘的嫌疑。
结果是令人反感。
相反，事实和陈述数据的利用往往能确切地反映出某种商品的特点，而且更具有说服力。
2．英语商务谈判的句型结构除了英语商务谈判的词汇选择之外，句子结构的选择也非常有讲究，而且有些句型结构是可选的，有些句型是一定不要选择或者尽量避免的。
(1)可选的句型结构1)条件句的应用条件句型在英语里按其意义可分为真实条件句(realconditiona1)和非真实条件句(ueal conditiona1)两大类。
真实条件句所表示的条件是事实或者在说话人看来有可能实现的事情。
商务谈判者在商务谈判中，通常要选择真实条件句来表达。
恰如其分地掌握和运用条件句，是谈判成功的重要因素之一。
此外，虚拟条件句的运用可以表示委婉语气。
通常情况下，表示请求、咨询、否定等口气时可以使用。
商务英语谈判中的礼仪
商务英语谈判中的礼仪在商务谈判中，礼仪是非常重要的，它不仅关系到双方的合作关系，还能直接影响到谈判的结果。
正确的礼仪能够展示出自己的专业素养和对对方的尊重，增加谈判双方的互信，促使谈判达成成功。
本文将重点介绍商务英语谈判中的礼仪。
首先，商务英语谈判中的礼仪包括了两个方面：口头表达和行为举止。
在谈判过程中，双方应尽量使用礼貌的措辞，避免使用冒犯性的语言，尽量以积极的态度表达自己的观点。
此外，在发言时要注意语速和音量，确保对方能够听清楚自己的话。
此外，在商务英语谈判中，为了避免误解，双方应尽量使用简洁明了的语言，不要使用太过复杂的单词和句子。
遇到无法理解的词汇，可以适当地请求对方解释。
其次，商务英语谈判中的礼仪还包括行为举止。
在商务谈判开始之前，双方应提前了解对方国家的文化和礼仪习惯，以便能够更好地尊重对方的文化背景。
在与对方见面时，要注意自己的仪容仪表，保持整洁。
在商务场合，穿着正式的商务装扮是必要的，以显示自己的专业素养。
在商务谈判中，双方应保持良好的谈判态度。
这包括积极主动地倾听对方的观点，真诚地回应对方的问题和意见，并尽量避免打断对方的发言。
在商务英语谈判中，要注意尊重对方的时间，不要迟到或早退，确保按时完成商务谈判的日程安排。
在商务英语谈判中，双方还应当注意身体语言的运用。
面对面的谈判中，身体语言往往比口头表达更能够传达自己的真实意图。
在商务谈判中，可以通过保持适当的眼神接触，微笑以及适时的手势来展示自己的专业素养和对对方的尊重。
此外，在回应对方的观点时要注意姿势的选择，例如坐得笔直或微微向前倾，都能够显示出自己的专注态度。
最后，在商务英语谈判中，为了增加双方之间的互信和友好氛围，可以适当地展示自己对对方国家文化的了解和兴趣。
例如，可以适时地提及对方国家的历史、文化和名人，在商务谈判的间隙可以交流一些跨文化的话题，以增进彼此之间的了解和友好关系。
总之，在商务英语谈判中，礼仪是非常重要的。
通过正确的礼仪，可以展示出自己的专业素养和对对方的尊重，增加谈判双方的互信，促使谈判达成成功。
商务谈判技巧英文版
商务谈判技巧英文版商务谈判技巧英文版【篇一：与外商进行商务谈判时英语使用技巧】与外商进行商务谈判时大多用英语进行，所以这个时候我们要注意避免跨国文化交流产生的歧义，交谈时尽量用简单、清楚、明确的英语，不说易引起对方反感的话语，如下列这些词语中就带有不信任色彩，可能会客户不愿积极与我们合作。
“to tell you the truth”，“i’ll be honest with you?”，“i will do my best．”“it’s none of my business but?”。
为了避免误会，我们可用释义法确保沟通顺利进行。
如，“we would accept price if you could modify your specifications．”我们还可以说：“if i understand you correctly,what you are really sa ying is that you agree to accept our price if we improve our product as you request．”最后，为确保沟通顺利的另一个方法是在谈判结束前作一个小结，把到现在为止达成的协议重述一遍并要求对方予以认可。
另外在商务谈判还应注意下列问题：1、“会听”要尽量鼓励对方多说，向对方说：“yes”，“please go on”，并提问题请对方回答，使对方多谈他们的情况。
2、巧提问题用开放式的问题来了解进口商的需求，使进口商自由畅谈。
“can you tell me more about your campany?”“what do you think of our proposal?”3、使用条件问句（4）代替“no”。
“would you be willing to meet the extra cost if we meet youradditional requirements？”如果对方不愿支付额外费用，就拒绝了自己的要求，不会因此而失去对方的合作。
商务英语谈判技巧
商务英语谈判技巧商务谈判是在商业交易中双方就特定问题进行协商、辩论和最终达成协议的过程。
商务谈判是一项重要的技能，对于商务人士来说至关重要。
下面将介绍一些商务英语谈判技巧。
1.做好准备在进行商务谈判之前，确保做好充分的准备。
了解对方的需求、利益和底线，研究市场情况和竞争对手的业务，使自己掌握充分的信息。
还需要了解谈判过程中可能出现的问题，以便可以做出合理的反应。
2.创造积极的氛围在商务谈判中，一个积极的氛围可以帮助双方更好地理解对方的意图和需求。
建立良好的人际关系，展现出合作的态度，增加双方的亲近感。
采用开放式的沟通方式，鼓励对方表达意见和观点，增加双方的互信。
3.提出合理的要求在商务谈判中，提出一个合理且具有争议的要求可以帮助你获得更多的回报。
要求太低可能会被对方忽视，要求太高可能会导致对方的不满。
要确保你的要求是可以验证和合理解释的。
4.善于倾听和提问在商务谈判中，倾听对方的观点和意见是非常重要的。
通过倾听可以更好地了解对方的需求和利益，并给予适当的回应。
提问是了解对方需求和底线的好方法，通过提问可以激发对方的思考和讨论。
5.灵活应变商务谈判中很少有事情会按计划进行。
灵活应变是必须的，能适应变化和意外情况。
必要时可以调整自己的策略和目标，以便更好地应对对方的要求和需求，并达成一个双方都满意的协议。
6.以解决问题为导向商务谈判的目的是达成一个解决问题的协议。
要确保你的谈判目标是明确的，并持续努力解决双方的问题。
避免陷入争论和争斗，要着重于提出解决问题的方案和建议。
7.谈判技巧在商务谈判中，一些常用的谈判技巧可能会帮助你在谈判中取得更好的结果。
例如，利用时间压力来推动对方接受你的提议；使用比较和对比来突出你的优势；采取合作的态度来增加对方的信任。
8.记录和总结在商务谈判中，进行记录和总结可以帮助你梳理双方的观点和意见，并确保双方都清楚谈判的进展和结果。
要确保记录准确和全面，并在谈判结束时进行总结和核对。
英语商务谈判中的技巧
Global Business天下商道2011年6月 英语商务谈判中的技巧陈宇/文随着世界范围的社会生产力的发展，世界经济一体化进程在加速，全球的经济合作与交流也在不断增多，我国加入世贸组织以后，对外经贸活动变得日益频繁，国际贸易中跨国的商务谈判在所难免。
因此，英语商务谈判这一论题也变得越来越重要。
商务谈判所使用的语言必须是专门的外贸英语语言，不同于我们日常生活中的普通英语的使用，而是有其独特的风格，具体表现在词汇的选择，句型的结构及修辞方法的运用。
此外，由于中西方的历史背景、教育背景和风俗习惯等并不相同，文化因素在英语商务谈判中也起着重要的作用。
从文化的角度来探讨国际商务谈判，是成功的谈判重要的组成部分。
商务谈判（Business Negotiations）的一般定义是指不同的经济实体各方为了自身的经济利益和满足对方的需要，通过沟通、协商、妥协、合作、策略等各种方式，把可能的商机确定下来的活动过程。
在日常生活中的生意中，与公司相关的利益群体就有涉及双方共同利益的“目标物”，因此就有进行协商协议达成一致的过程，这些都可称为商务谈判。
国际贸易中，商务谈判技巧的直接关系到谈判结果的成功与否，因此作为英语商务谈判者，既要做到精通英语，也要精通商务领域专业知识，同时更要具备较强英语交际能力。
商务谈判技能使企业实现经济目标盈利，通过商务谈判也可以让企业获取更多更先进的市场信息；商务谈判还能帮助企业开拓市场。
本文从英语商务谈判的定义入手，说明了英语商务谈判的重要性，并从三个方面阐述英语商务谈判的技巧，包括英语商务谈判的语言技巧，英语商务谈判中的跨文化因素和英语商务谈判应该遵循的原则。
英语商务谈判的语言技巧1.英语商务谈判的词汇选择英语商务谈判中，对于语言的选择很有讲究。
首先是词汇上的选择，要求有以下几个原则：（1）简洁性的词汇英语商务在词汇上的选择首先要注意简洁性。
商务词汇的应用与生活中英语不一样，与文学上的词汇选择更不相同，不需要很多的修饰和夸张手法。
各国商人的谈判风格化、礼仪和禁忌
丁
美
洲
谈判风格、礼仪与禁忌：一、拉美洲人最突出的特点是固执、个人人格至上和富裕男子气概；同时他们比较开朗直率。拉丁美人在谈判过程中对自己意见的正确性坚信不疑，往往要求对方全盘接受，很受主动作出让步；如果他们对别人的某种请求感到不能接受，一般也很难让他们转变。他们判定谈判对手的的能力以及在公司、团体中所处的地位往往是通过对方讲话的语气和申请来判断，一旦他们认为对方是有较强的工作能力和丰富的谈判经验并且使公司或团体中的重要人物，便会肃然起敬，以后的谈判就会顺利得多。二、拉丁美人的生活比较恬淡和悠闲，他们并不注重物质利益。和他们做生意，最好先交朋友，一旦你成为他们的知己后，他们优先考虑你为做生意的对象。倘若彼此关系熟悉，私交不浅的话，如果你有事要拜托他们，他们会毫不犹豫地为你优先办理，并充分考虑你的利益和要求。三、拉美人是享乐至上者。许多拉美国家的假期很多。在商务谈判中常会遇到这样的情况：一笔生意正在谈判中拉美人员突然休假，是谈判活动戛然而止。在洽谈中，常会听到他们说“明天再谈吧“、或是“明天就办”，到了明天仍然是同样话。四、拉美国家的教育水平相对较低。交易是应该找靠的住的朋友，必须与负责管理的人谈生意，确保谈判成果，降低风险。五、在拉美人做生意，至关重要的一点是寻找代理商，建立代理网络。大多数拉美国家，普遍存在代理制度。如果在当地没有代理商，做生意会困难重重。如果不慎选中了一个不合格的代理商，日后想摆脱他会遇到很大的麻烦。因为大多数拉美国家的法律保护当地的当地的代理商。禁止随便的解雇他们，即使可以解雇，雇主也必须赔偿由于“任意”解雇二给代理商造成的损失。六、拉美人工作时间较短而且松懈。早上起床晚，午饭后必须午睡，午休时间一般是从中午12点到下午3点，另外，拉美国家金融界不稳定，罢工时常发生，金融活动停顿。在未取得拉美国家的井口许可证之前，千万不要擅自发货，否则可能无法收回货物；即使收回也枉付了高额的运费。拉美的一些商人，常会利用外商履约后收不到货款而惊慌失措的心理，威逼利诱外商重新谈判价格，趁机压价。鉴于这种情况，在与拉美商人谈判时，可适当在交易的价格上掺点水分，以免被迫降价造成的损失。
英文版-谈判策略及欧美谈判风格
Design Your Negotiation Strategies for Businessmen from the Americasand EuropeI.：IntroductionAccording to Robert Maddox, author of SUCCESSFUL NEGOTIATION, negotiation is the process we use to satisfy our needs when someone else controls what we want, is a basic human activity as well as a process people undertake every day to manage their relationship, is a fact of life. People negotiate something at work, at home, or as a consumer everyday even when they don’t think of themselves as doing so. Negotiati on is a conflict-solving process, so negotiation strategies are necessary. In different situation , need different strategies. International business negotiations cover various levels of negotiators from multi-nations and multi-nationalities. Due to different cultural background and customs there exist evident differences of values and negotiation styles among people all over the world. Therefore a business negotiator should have some business conventions of different countries. Different cultures solve problems in different ways. You must ask yourself what you expectations are when you enter a negotiation setting. The expectation of different cultures, even within an organization, can be very different. Those expectations relate directly to their view of what the problem is and what the values are surrounding the problem and the options for solving it.So in this paper, focus will be laid upon what negotiation strategies is, what the major negotiation styles are in the Americas and in Europe, and what differences are between in the Americas and in Europe.II：what I have learned from this courseThis term, we have learned the ENGLISH FOR INTERNATIONAL BUSINESS-------NEGOTIATION & COMMUNICATION. At first, I don’t know anythingabout business negotiation, but now something are change and different. We have learned Part1 - ABC to business negotiation & communication, Part3-Practical business negotiation, and Part 4 – Intercultural business negotiation & communication in this term. Through learning 3 part, I already know that what is communication and negotiation, what are the principles and strategies of negotiation & communication, what is the intercultural business negotiation and so on. In class, we always have opportunities to practice our new knowledge ,as to me ,I think it is a better way to study well, which enhance our business English ability to some extent, after that ,I know what is it and how to use it. In the future we may use it’s theories into our daily life to help and change us. All in all, It’s very useful in English major.III：The brief introduction to negotiation strategies.What is negotiation strategies?Negotiation strategies is a kind of psychological judo. Strategies are crucial to business negotiation. They are acting guidelines and policies of the whole negotiation process and are subject to modification with the progress the negotiation. Since different organizations work in different ways, and each has a characteristic style of negotiation, negotiators need training and experience before they can successfully handle the different styles of other parties. No single style of negotiation “wins”. It is the more skilled negotiator who will prevail.A: Choosing suitable style and modes.As strategies are closely related to negotiation styles, each negotiating team and each negotiator should choose a style that will best serve their goal. Negotiators and teams must be flexible, able to change styles as easily as they change locations.B: Strategies of pre-strategies of presentation.In the bidding presentation of the negotiation process, there are three guidelines to the way in which a bid should be put firmly , clearly, seriously, and without reservation or hesitations.C: Strategies of responsiveness.At this stage first party should fully aware that he has put a bid, and he has a prefect right to know what the other party is prepared to offer in return. It’s quite necessary to do some research work of studying the other side before responding to the bid. In responding to bids by the other party there is a need to distinguish between clarification and justification. On this basis, he or she must have idea how to satisfy the other party in gaining their interests and at the same time have to figure out what are the interests that really belongs to them and what are the things they expect to get.D：Offensive and defensive strategies.Offensive strategies are designed to take the initiative while defensive strategies are the counter to offensive ones, and they are the springboards from which acounter-offensive can be launched.E: Strategies of making concession.Making concessions is one of the most popular strategies used in the bargaining process to keep the negotiation on going. Making concessions however has a lot to do with many other f actors. Every concession is very closely connected to a party’s own interests. Although it depends mainly on the negotiator’s flexible usage of the strategies of making concessions, it also is constrained by some basic principals.F: Towards settlement.When the parties become aware that a settlement is approaching, they should make final offer.IV：The major negotiation style in the Americas and in Europe .1: Definition for negotiation styleNegotiation style is the demeanor which acting in the negotiation occasion and process.Negotiation style is the negotiators’ Reflection of the cultureNegotiation style has itself’ s Unique which is different from the style of different countries and areas.Negotiation style goes through repeated practice and conclusions which is generally accepted by its country and the businessmen..2: The Function of N StyleGreat harmonious atmosphereProvide basis for N strategiesImprove the N levelPeople from different counties have different values, different attitudes and different experience. These different nations of value yield different understandings of the culture-negotiation link. researches and observations by most scholars indicate fairly clearly that negotiation practices differ from culture to culture and that culture can influence “negotiating style”—the way person from different cultures conduct themselves in negotiating sessions.3: The major negotiation style in the Americas3-1: American style3-1-1: Establish the negotiation relationshipThe American style is characterized first by personalities which are usually outgoing, and quickly convey sincerity. Personalities are confident and positive and talkative. Theyusually ignore establishing personal relation prior negotiation. In their minds, good business relation brings about good personal relation, not vice versa.3-1-2: Process of decisionsAmerican’s process of decisions is top to down. Their high individualism is manifested through their decision making process--- individual has the right to make decision. Personal responsibility is stressed.3-1-3: Value of timeAmericans are very direct, openly disagree and think punctuality is mandatory. Their try to demand the same from counterparts. They tend to make concessions throughout the negotiations , setting one issue, then proceeding to the next. They are particularly high in bargaining phases of negotiation, make decisions based upon the bottom line and on cold, hard facts. Thus the final agreement is a sequence of several smaller concessions. 3-1-4: The ways of negotiationsThe Americans style of negotiation is possibility the most influential in the world. Openly disagree and use aggressive persuasive tactics such as threats and warnings. Prefer speedy negotiations and get annoyed with too much socializing or postponement. 3-2: Canadian style3-1-1: Establish the negotiation relationshipCanada is a Immigrant country ,has many races. Canadians are opening , and liking to live a comfortable life, emphasizing the free, and focusing on profit.3-2-2: Process of decisionsCanadian sates have their own society lives, economical activities, and development on Science and technology. Their have powerful decision right .3-2-3: Value of timeIf you want to visit the businessmen ,you should ask the Secretary for help, appointing a date in advance, and meeting them on time .3-2-4: The ways of negotiationsCanadian like to take the relative things about Skiing, skating, ice sculpture and ice hockey. All activities should not be arranged on 13th, because they taboo this day. What’s more, they like blue, so you can g ive them valuable flowers and blue-packing present when you are invited. They don’t like to bargaining on the price, and don’t do less profits and more sales business.3-2-5: Attitude to contractThe French speaking businessmen make a sign after the main terms are agreed, but they always change the less important terms after making a sign. While English speaking businessmen are not.4: The major negotiation style in Europe .4-1: British style4-1-1: Establish the negotiation relationship.British people are not used to showing off in public and keep a distance with others. They will not confuse personal relation, so business affairs go first. They also attach great importance to protocol and ceremony, before negotiation exchange or greeting and courtesy may sometimes last for a couple of hours.4-1-2:Process of decisions.British’s process of decisions is top to down. Personal responsibility is stressed. They take more attention on their counter parts’ identification ,experience, and ability. 4-1-3: Value of time.Britain is a an orderly society ,punctuality is mandatory. Englishmen always arrangeappointments in advance and present an agenda as early in the process as possible.4-1-4: The ways of negotiations.British negotiators’ style is clam, balanced, confident, cautious and not flexible. They tend to keep silent in the beginning in business talks, they are reserved rather than expressive or demonstrative in the way they communicate and start the bargaining at a point only slightly distant from the projected goal.4-1-5: Attitude to contract.British business moves at a deliberate pace. They take more attention on the details in contract. They keep the promise. But they don’t care about the da te of delivery.4-2: French style4-2-1: Establish the negotiation relationship process of decisionsFrench people consider the friendship as important in doing business, so they will not place large order before trustful and friendly relationship is established.4-2-2: process of decisionsFrench people’s high individualism is manifested through their decision making process--- individual has the right to make decision. Personal responsibility is stressed. 4-2-3: Value of timeFrench people are very strict to others on the time, while to themselves are not. Usually in French . August is holiday month ,so don’t arrange appointment in this month4-2-4: The ways of negotiationsFrench negotiators are reputed to have three main characteristics in international dealing: a great deal of firmness, an insistence on using French as language for negotiation, and a decidedly lateral style in negotiating. That is ,they prefer to make an outline agreement, then an agreement in principle, and then headings of agreementrepeatedly covert the whole breadth of a deal.4-2-5:Attutide to contractAll contracts must be completely in French, and commonly used foreign words cannot be substituted. They keep a promise, and focus on terms of quality and date of delivery.V: Design my negotiation strategies.International business negotiations take place across national boundaries, which means understanding the different cultural environments among nations and considering cultural differences in all respects of business are very import to the operation of international business negotiations.Case in:One of Latin American company, Brazil, go to America to import sets of equipment, but they late for the meeting, because of going shopping. The members of German are so angry that they spend much time to blame Brazil company. The members of Brazil have apology to them, but in the negotiating . the German representatives are so arrogant that they force Brazil to sign the contract without bargaining. The Brazil representatives think it every unreasonable. As a result, they break the business relationship.As we know that the Germen negotiation style that the Germen are confident and striving to excel , they are very direct, openly disagree and think punctuality is mandatory. Their try to demand the same from counterparts. They show their trustless and dislike to the later without any hiding. As to contract , they do their homework very well before negotiations, make poor conversation partners as they see no points in small talk. The Latin American Negotiation style is that the Latin American are insist that relationships areequal ,friendly, and win-win. Respecting their culture is very important. People in Latin American consider relationship a very important element in doing business. They don’t cherish the time. Just as a banker said：They will pay while you never know when. The process speed is very slow because they have long-time holidays and short-time workdays. Thus negotiation is done within networks, relationships are emphasized, and open ruptures are avoided. The Latin American people don’t take more attention on contract. What’s worse, their don’t give any concessions. There is no doubt that the relationship of Germen and Latin American is brokenUpon this case ,we can gain some negotiations strategies. As to Germen, we should meet them at anytime on time, make a good preparation for negotiations, do the negotiating process efficiently and carefully, what’s more, we should also keep our promises conformity with the contract. While as to Latin American , we should respect them and their culture that is very important. If a good relationship is established between the two sides, they will not hesitate to help their counter counterparts. After we consigned the contract, we should urge them to do something.International business negotiations take place across national boundaries, which means understanding the different cultural environments among nations and considering cultural differences in all respects of business are very import to the operation of international business negotiations.。
英文版-谈判策略及欧美谈判风格
Design Y our Negotiation Strategies for Businessmen from theAmericas and EuropeI.：IntroductionAccording to Robert Maddox, author of SUCCESSFUL NEGOTIA TION, negotiation is the process we use to satisfy our needs when someone else controls what we want, is a basic human activity as well as a process people undertake every day to manage their relationship, is a fact of life. People negotiate something at work, at home, or as a consumer everyday even when they don’t think of themselves as doing so. Negotiation is a conflict-solving process, so negotiation strategies are necessary. In different situation , need different strategies. International business negotiations cover various levels of negotiators from multi-nations andmulti-nationalities. Due to different cultural background and customs there exist evident differences of values and negotiation styles among people all over the world. Therefore a business negotiator should have some business conventions of different countries. Different cultures solve problems in different ways. Y ou must ask yourself what you expectations are when you enter a negotiation setting. The expectation of different cultures, even within an organization, can be very different. Those expectations relate directly to their view of what the problem is and what the values are surrounding the problem and the options for solving it.So in this paper, focus will be laid upon what negotiation strategies is, what the major negotiation styles are in the Americas and in Europe, and what differences are between in the Americas and in Europe.II：what I have learned from this courseThis term, we have learned the ENGLISH FOR INTERNATIONAL BUSINESS-------NEGOTIATION & COMMUNICATION. At first, I don’t know anything about business negotiation, but now something are change and different. We have learned Part1 - ABC to business negotiation & communication, Part3-Practical business negotiation, and Part 4 – Intercultural business negotiation & communication in this term. Through learning 3 part, I already know that what is communication and negotiation, what are the principles and strategies of negotiation & communication, what is the intercultural business negotiation and so on. In class, we always have opportunities to practice our new knowledge ,as to me ,I think it is a better way to study well, which enhance our business English ability to some extent, after that ,I know what is it and how to use it. In the future we may use it’s theories into our daily life to help and change us. All in all, It’s very useful in English major.III：The brief introduction to negotiation strategies.What is negotiation strategies?Negotiation strategies is a kind of psychological judo. Strategies are crucial tobusiness negotiation. They are acting guidelines and policies of the whole negotiation process and are subject to modification with the progress the negotiation. Since different organizations work in different ways, and each has a characteristic style of negotiation, negotiators need training and experience before they can successfully handle the differen t styles of other parties. No single style of negotiation ―wins‖. It is the more skilled negotiator who will prevail.A: Choosing suitable style and modes.As strategies are closely related to negotiation styles, each negotiating team and each negotiator should choose a style that will best serve their goal. Negotiators and teams must be flexible, able to change styles as easily as they change locations.B: Strategies of pre-strategies of presentation.In the bidding presentation of the negotiation process, there are three guidelines to the way in which a bid should be put firmly , clearly, seriously, and without reservation or hesitations.C: Strategies of responsiveness.At this stage first party should fully aware that he has put a bid, and he has apr efect right to know what the other party is prepared to offer in return. It’s quite necessary to do some research work of studying the other side before responding to the bid. In responding to bids by the other party there is a need to distinguish between clarification and justification. On this basis, he or she must have idea how to satisfy the other party in gaining their interests and at the same time have to figure out what are the interests that really belongs to them and what are the things they expect to get. D：Offensive and defensive strategies.Offensive strategies are designed to take the initiative while defensive strategies are the counter to offensive ones, and they are the springboards from which a counter-offensive can be launched.E: Strategies of making concession.Making concessions is one of the most popular strategies used in the bargaining process to keep the negotiation on going. Making concessions however has a lot to do with many other factors. Every concession is very closely connected to a part y’s own interests. Although it depends mainly on the negotiator’s flexible usage of the strategies of making concessions, it also is constrained by some basic principals.F: Towards settlement.When the parties become aware that a settlement is approaching, they should make final offer.IV：The major negotiation style in the Americas and in Europe .1: Definition for negotiation styleNegotiation style is the demeanor which acting in the negotiation occasion and process.Negotiation style is the negotiato rs’ Reflection of the cultureNegotiation style has itself’ s Unique which is different from the style of different countries and areas.Negotiation style goes through repeated practice and conclusions which isgenerally accepted by its country and the businessmen..2: The Function of N StyleGreat harmonious atmosphereProvide basis for N strategiesImprove the N levelPeople from different counties have different values, different attitudes and different experience. These different nations of value yield different understandings of the culture-negotiation link. researches and observations by most scholars indicate fairly clearly that negotiation practices differ from culture to culture and that culture can influence ―negotiating style‖—the way person from different cultures conduct themselves in negotiating sessions.3: The major negotiation style in the Americas3-1: American style3-1-1: Establish the negotiation relationshipThe American style is characterized first by personalities which are usually outgoing, and quickly convey sincerity. Personalities are confident and positive and talkative. They usually ignore establishing personal relation prior negotiation. In their minds, good business relation brings about good personal relation, not vice versa.3-1-2: Process of decisionsAmerican’s process of decisions is top to down. Their high individualism is manifested through their decision making process--- individual has the right to make decision. Personal responsibility is stressed.3-1-3: V alue of timeAmericans are very direct, openly disagree and think punctuality is mandatory. Their try to demand the same from counterparts. They tend to make concessions throughout the negotiations , setting one issue, then proceeding to the next. They are particularly high in bargaining phases of negotiation, make decisions based upon the bottom line and on cold, hard facts. Thus the final agreement is a sequence of several smaller concessions.3-1-4: The ways of negotiationsThe Americans style of negotiation is possibility the most influential in the world. Openly disagree and use aggressive persuasive tactics such as threats and warnings. Prefer speedy negotiations and get annoyed with too much socializing or postponement.3-2: Canadian style3-1-1: Establish the negotiation relationshipCanada is a Immigrant country ,has many races. Canadians are opening , and liking to live a comfortable life, emphasizing the free, and focusing on profit.3-2-2: Process of decisionsCanadian sates have their own society lives, economical activities, and development on Science and technology. Their have powerful decision right .3-2-3: V alue of timeIf you want to visit the businessmen ,you should ask the Secretary for help, appointing a date in advance, and meeting them on time .3-2-4: The ways of negotiationsCanadian like to take the relative things about Skiing, skating, ice sculpture and ice hockey. All activities should not be arranged on 13th, because they taboo this day. What’s more, they like blue, so you can g ive them valuable flowers and blue-packing present when you are invited. They don’t like to bargaining on the price, and don’t do less profits and more sales business.3-2-5: Attitude to contractThe French speaking businessmen make a sign after the main terms are agreed, but they always change the less important terms after making a sign. While English speaking businessmen are not.4: The major negotiation style in Europe .4-1: British style4-1-1: Establish the negotiation relationship.British people are not used to showing off in public and keep a distance with others. They will not confuse personal relation, so business affairs go first. They also attach great importance to protocol and ceremony, before negotiation exchange or greeting and courtesy may sometimes last for a couple of hours.4-1-2:Process of decisions.British’s process of decisions is top to down. Personal responsibility is stressed. They take more attention on their counterparts’ identification ,experience, and ability.4-1-3: V alue of time.Britain is a an orderly society ,punctuality is mandatory. Englishmen always arrange appointments in advance and present an agenda as early in the process as possible.4-1-4: The ways of negotiations.British negotiators’ style is clam, balanced, confident, cautious and not flexible. They tend to keep silent in the beginning in business talks, they are reserved rather than expressive or demonstrative in the way they communicate and start the bargaining at a point only slightly distant from the projected goal.4-1-5: Attitude to contract.British business moves at a deliberate pace. They take more attention on the details in contract. They keep the promise. But they don’t care about the date of delivery.4-2: French style4-2-1: Establish the negotiation relationship process of decisionsFrench people consider the friendship as important in doing business, so they will not place large order before trustful and friendly relationship is established.4-2-2: process of decisionsFrench people’s high individualism is manifested through their decision making process--- individual has the right to make decision. Personal responsibility is stressed.4-2-3: V alue of timeFrench people are very strict to others on the time, while to themselves are not.Usu ally in French . August is holiday month ,so don’t arrange appointment in this month4-2-4: The ways of negotiationsFrench negotiators are reputed to have three main characteristics in international dealing: a great deal of firmness, an insistence on using French as language for negotiation, and a decidedly lateral style in negotiating. That is ,they prefer to make an outline agreement, then an agreement in principle, and then headings of agreement repeatedly covert the whole breadth of a deal.4-2-5:Attutide to contractAll contracts must be completely in French, and commonly used foreign words cannot be substituted. They keep a promise, and focus on terms of quality and date of delivery.V: Design my negotiation strategies.International business negotiations take place across national boundaries,which means understanding the different cultural environments among nations and considering cultural differences in all respects of business are very import to the operation of international business negotiations.Case in:One of Latin American company, Brazil, go to America to import sets of equipment, but they late for the meeting, because of going shopping. The members of German are so angry that they spend much time to blame Brazil company. The members of Brazil have apology to them, but in the negotiating . the German representatives are so arrogant that they force Brazil to sign the contract without bargaining. The Brazil representatives think it every unreasonable. As a result, they break the business relationship.As we know that the Germen negotiation style that the Germen are confident and striving to excel , they are very direct, openly disagree and think punctuality is mandatory. Their try to demand the same from counterparts. They show their trustless and dislike to the later without any hiding. As to contract , they do their homework very well before negotiations, make poor conversation partners as they see no points in small talk. The Latin American Negotiation style is that the Latin American are insist that relationships are equal ,friendly, and win-win. Respecting their culture is very important. People in Latin American consider relationship a very important element in doing business. They don’t cherish the time. Just as a banker said：They will pay while you never know when. The process speed is very slow because they have long-time holidays and short-time workdays. Thus negotiation is done within networks, relationships are emphasized, and open ruptures are avoided. The Latin America n people don’t take more attention on contract. What’s worse, their don’t give any concessions. There is no doubt that the relationship of Germen and Latin American is brokenUpon this case ,we can gain some negotiations strategies. As to Germen, we should meet them at anytime on time, make a good preparation for negotiations, do the negotiating process efficiently and carefully, what’s more, we should also keepour promises conformity with the contract. While as to Latin American , we should respect them and their culture that is very important. If a good relationship is established between the two sides, they will not hesitate to help their counter counterparts. After we consigned the contract, we should urge them to do something.International business negotiations take place across national boundaries, which means understanding the different cultural environments among nations and considering cultural differences in all respects of business are very import to the operation of international business negotiations.。
商英谈判礼仪与风格
Global Business Protocol and Etiquette商务谈判的礼仪It is true that to err is human, but isn’t the aim supposed to be for zero defects these days? Maybe a reasonable goal would be to commit fewer blunders than any of the competitors. To help international business negotiating travelers avoid damaging blunders, and to achieve that goal, one has to know a good deal about international business protocol.Dress code着装的礼仪Climate and culture both play a role in sartorial behavior. In the tropics and hot desert climes, businessmen often wear an open-necked shirt and cotton trousers. But even in those markets it may be safer to wear a suit coat or blazer to the first meeting just in case. For meetings with government officials, this formality takes on greater importance.In most parts of the world, business women can choose between a good dress, suit or blazer and skirt. For men, a dark suit, conservative tie and dark socks will cover most meetings with high-status individuals. Here are a few culture-specific hints.①Visits to Latin Europe and Latin America require special attention to the style and quality of both men’s and women’s apparel and accessories.②In the Middle East, the business contacts often judge one partly on the quality and price of one’s briefcase, watch, pen and jewelry. One should wear and carry the best one has.③Germans feel more comfortable doing business with men whose shoes are brightly polished.④Throughout Asia, it is a good idea to wear slip-on shoes such as high quality loafers because custom requires removing footwear when entering temples, peoples′ homes and some offices as well.⑤Americans pay special attention to the condition of one’s teeth, so some Europeans include a visit to their dentist for a cleaning as part of their preparation.⑥In Muslim countries, female visitors should dress so as to show as little bare skin as possible. Americans vary somewhat according to location and type of business; visitors are well advised to wear a suit and tie to the first meeting with a new contact.In China, suit, white shirt, conservative tie for men and a conservative suit or dress for women.In India, men wear a dark suit when meeting government officials. For most private sector meetings, they wear a suit in the cooler months, shirt and tie or bush shirt (worn outside the trousers) without a tie in the summer. Women wear a conservative dress or blouse and skirt (below-the-knee length) and avoid revealing garb such as thin T-shirts, sleeveless blouses and tank tops.Kissing: hand, cheek, lips...or none of them亲吻的礼仪Non-European visitors tend to be perplexed by the variety of kissing rituals in the multicultural mosaic that is Europe. Here are some guidelines.①Don’t worry about kissing or being kissed for the first meeting.②At subsequent meetings foreigners are excused from all that promiscuous kissing if they do not wish to participate. This will be a relief to many Asians who feel ill at ease with the strange andembarrassing custom of kissing people one barely knows.③For men who do decide to join in, when kissing a woman’s hand or cheek don’t actually touch the skin. Just kiss the air a few millimeters from her hand or cheek.④Cheek-kissing: The proper Brits usually kiss just one (on the right cheek), the French twice (left, right) and the passionate Belgians three times: left, right, left.⑤Hand-kissing: The reticent Germans seem to do very little cheek-kissing. Like the Italians and Spanish, a German is more likely to kiss the hand.⑥For non-European women: When a man raises the hand to his lips, the appropriate response is to react as though this is about the fifth time it has happened that day, just acknowledge that gesture with a slight smile.⑦Some male visitors to Russia are not quite comfortable with being kissed on the lips by Russian men while enfolded in a great bear hug.Forms of address称谓的礼仪The more formal the culture, the more likely you will confine yourself to using the person′s family name plus any applicable title or honorific. This is sometimes a problem for Yanks and Aussies doing business in East Asia.Visitors to Japan who interact with women should remember that the polite prefix “san” can mean “Miss”, “Ms” or “Mrs” as well as “Mister”.In the USA the saying goes, “I don′t care what you call me just as long as you call me for dinner.” Nevertheless physicians and surgeons are normally addressed as “Dr.” on all occasions. Ph D′s on the other hand are usually called “Dr.” only when he or she is “on duty”.Of course even in the informal USA there are hierarchies. Whereas at a Silicon V alley startup company everyone may be on a first-name basis, in larger, more traditional corporations executives are often addressed as Mr., Miss, Ms. or Mrs.—at least in the office.Many cultures employ standard expressions as verbal greetings. For instance, Americans often say, “Hi, how are you?” and some Asians and Europeans seem to be confused by this rhet orical question, thinking the Yank is actually asking after their health. In fact it′s a meaningless expression calling for the automatic response, “Fine! How are you?” whereupon everyone gets right down to business.In fact, Europeans also employ various meaningless syllables when being introduced to someone for the first time. Germans will say something meaning “it is a great pleasure to meet you”. How do they know whether it is going to be such a great pleasure when they don′t even know the person yet?Exchanging business cards交换名片的礼仪Many visitors to the United States are struck by how casually Americans treat that little piece of card. The East Asian who politely offers his business card with both hands should not be offended if his U.S. counterpart stuffs the card in his back pocket, tosses it onto the desk, scribbles on it or even pick his teeth with it at the lunch table. More formal cultures tend to treat the name card with more respect. For instance, in Japan the “meisi” or business card is excha nged with great ceremony. It is always presented and received with both hands, scanned carefully for four or fiveseconds, placed respectfully on the conference and then put reverently into a leather, not plastic, card wallet.Business visitors to the Pacific Rim will note that the ceremony of the meishi has spread to most parts of East and Southeast Asia. There, one is expected to treat the name card with the same respect as they treat the person who gave the card.Business gifts馈赠礼品的礼仪What to give? Watch out for culture-specific taboos. Avoid sharp objects such as knives; in some cultures they symbolize the ending of a relationship. In China, avoid clocks and watches, which bring bad luck because the word for clock sounds like another Chinese word which refers to death. Good choices are quality writing instruments, branded whisky, picture books about one′s city, region or country and products one′s home country is famous for.When to give? In Europe, after the agreement is signed. In Japan and most other Asian countries, gifts are given at the end of the meeting. Note that North America is not a gift-giving culture. Many companies have strict policies concerning gifts, especially for people with purchasing responsibilities. Many American negotiators feel uncomfortable if presented with an expensive gift.How to give? In Japan the wrapping of the gift is at least as important as the gift itself. In Japan and the rest of Asia, present and receive any gift with both hands, except in Thailand where the present is handed over with one right hand supported by the left. In Asia and North & South America, the gift will more likely be opened immediately.The nuances of gift-giving are important; however, not every blunder is fatal.Wining and dining赴宴的礼仪Many American negotiators prefer to maintain a separation between their professional and private lives as well as between business and pleasure. If invited to the cocktail party, expect to mix informally with a large number of complete strangers.Smart visitors rely on local advisers or culture-specific guides about food and drink taboos.①Observant Muslims do not drink alcohol or eat any pork product. Many avoid shellfish as well. Jews share some of these food taboos.②Hindus avoid both beef and pork; most are strict vegetarians.③Buddhists are often strict vegetarians, but many Thai Buddhists enjoy beef as long as someone else has done the slaughtering for them.Some food and drink taboos are really serious, such as offering the Musilm guest a pork chop or the Hindu friend a T-bone steak. Other taboos are simply amusing. Italians, for example, only drink cappuccino in the morning, before about 10 am.Knowing the fundamental element of local business protocol shows your counterpart that you are a serious and committed potential supplier or partner. And making fewer blunders gives you an edge over your less conscientious competitor.Different negotiating styles of different cultures世界各地商人的谈判风格People from different countries have different values, different attitudes and different experience. They have different strengths and different weaknesses from one another.A competent negotiator should develop a style appropriate for his own strengths including the strengths of his particular culture. He should not seek to follow the style of a different culture. He should not follow a style in which other people have strengths, but he does not, as that would lead to displaying his natural weaknesses rather than his natural strengths.He needs to become aware of what those strengths of his are and to practice the skills of exploiting them.He needs also to be conscious that other people operate in different ways. It is important to respect their different ways without being subservient to them.American美国人的谈判风格The American style is very direct and they try to demand the same from counterparts. Generally, Americans openly disagree and use aggressive persuasive tactics such as threats and warnings. Americans tend to make concessions throughout the negotiations, settling one issue, then proceeding to the next. Thus the final agreement is a sequence of several smaller concessions. Within the American culture, great respect is attached to economic success. There is concern to acquire the symbols of material success.The American style of negotiating is possibly the most influential in the world. It is the style which dominates the literature and many other people seek to emulate.It is characterized first by personalities which are usually outgoing, and quickly convey sincerity and warmth. Personalities are confident and positive and readily flow into exuberant conversation. The negotiator enters the negotiating room confidently, talking assertively.The American negotiator, enthusiastically starting negotiations from a strong position, appreciates this attitude of the search for economic gain. His strengths are particularly high in the bargaining phases of negotiation. He naturally moves quickly towards those phases. He is himself adept at using tactics to gain advantage, and expects others to have the same professionalism. Americans do prefer speedy negotiations and get annoyed with too much extraneous socializing or postponement. They are used to cutting deals short just to save time.Americans make decisions based upon the bottom line and on cold, hard facts. They do not play favorites. Economics and performance count, not people. Business is business.German德国人的谈判风格German negotiators are known for very thorough preparation. In other words, in particular the German preparation for negotiations is superb. They are also well known for sticking steadfastly to their negotiating positions in the face of pressure tactics.The Germans tend toward a just-the-facts approach when conducting business. Instructions and preliminaries are brief, so be prepared to get right to the point.The German negotiator will identify the deal he hopes to make. He will then prepare a reasonablebid, carefully covering each issue in the deal.When selling, make straightforward presentations. The Germans will be interested in the reasons for purchasing goods or services, rather than the image that surrounds the purchase.Germany is a land of precision. Time schedules are strictly adhered to by the Germans. Punctual delivery means on the day precisely. Punctuality goes for meetings, payments and social gatherings as well. A lax attitude toward time is seen as an indication of general slovenliness. During the negotiation, he will put the issues and the bids clearly, firmly and assertively. He will not be significantly open to compromise. The pattern of negotiating is surprisingly akin to some interpretations of the German character: thorough, systematic, highly prepared, low in flexibility and compromise.It is a very powerful style when practiced by skilled negotiators. Its strength rests particularly in the bidding phase of negotiations. Once stated, the bids seem to take on some degree of being sacred so that the scope for bargaining is diminished.Germans take their time to deliberate and to confer with responsible colleagues before making an important decision. Decisions are made after careful, thorough and precise analysis, so that risks are minimized. Expect them to take more time than Americans but perhaps less than the Japanese and most other Asians.The Germans frown on workaholics. Business is seen as a means to enjoy the finer things of life. Personal lives are kept separate from business. Avoid personal inquiries or the volunteering of information about one′s home life.French法国人的谈判风格French negotiators are reputed to have three main characteristics in international dealings: a great deal of firmness, an insistence on using French as the language for negotiation, and a decidedly lateral style in negotiating. That is, in contrast to the American piece by piece approach, they prefer to make an outline agreement, then an agreement in principle, then headings of agreement, repeatedly covering the whole breadth of a deal. And, like de Gaulle, they have a high capacity to gain by saying firmly “Non”.The French are verbally and nonverbally expressive. They love to argue, often engaging in spirited debate during business meetings. Negotiators from less confrontational cultures such as East Asia should not mistake this love of debate for hostility.Proper use of the language is a sensitive cultural issue. Unless one speaks fluent French, use an interpreter. All contracts must be completely in French, and commonly used foreign words cannot be substituted.The French will discuss every point at length and will have a position on every topic. Avoid direct confrontation. The French love debate but not intense criticism. It will be taken as a personal attack. No matter how intense negotiations becomes, avoid raising one′s voice. Doing so is a sign of poor breeding.Although the senior member of the French team is likely to make most of the decisions, it does not mean those decisions will be made quickly. Expect decision-making to take longer than in Anglo-Saxon countries.There is a certain ceremonial aspect to dining in France. Many Western ideas of proper table manners originated in France, so visitors are advised to observe some key rules of etiquette. Drinking wine will be part of the negotiation process. This is a very social culture, and negotiatorsmay find themselves at two-hour lunches.France is the land where bureaucracy was invented. Red tape can be a big part of negotiating, especially when dealing with government-run companies.British英国人的谈判风格The British are old hands at international business. Their history of negotiation in international business goes back centuries. The depth of their knowledge is without comparison. They may put a wide safety margin in their opening position so as to leave room for substantial concessions during the bargaining process.British business moves at a more deliberate pace than American business. Presentations should be detailed, as the British have seen everything “under the sun” and there′s nothing new there, so get to the point.Britain is an orderly society and punctuality is mandatory. Arrange appointments in advance and present an agenda as early in the process as possible.Start the bargaining at a point only slightly distant from the projected goal. Leave yourself some negotiating room but don′t be excessive. The British counterpart will have already researched the true value range of the deal.The English are reserved rather than expressive or demonstrative in the way they communicate. This is evident in their use of understatement, large space bubble, low-contact body language and restrained gestures.Americans may find the British process too time-consuming, but for the rest of the world’s business cultures it is quite normal.The business lunch has been institutionalized in Britain. Much negotiation will be done with knife and fork in hand.Russian俄罗斯人的谈判风格Russians may be new to international commercial negotiations but they′re old hands at negotiation with foreign powers. They have clear agendas and no strategy or tactic is off-limits. Russia is no place for negotiation amateurs.Arrive at the table with clear objectives and make few concessions early in the discussions. If one plays by their rules, one is doomed.The Russian people are extremely warm and gregarious. It′s very difficult to dislike them on a personal level. Parties, dinners and introductions to friends and family can lull the foreigner into a belief that they′ll be treated as friends at the negotiating table. One could enjoy the process but separate business from pleasure.Be ready for hardball tactics—a tough, sometimes confrontational approach, possibly punctuated with table-pounding, emotional outbursts, brinkmanship, loud threats and walkouts. Counter these tactics by staying calm. More often, the Russian counterparts will simply try to out-wait one, exploiting the presumed impatience. Counter this with patience, patience and more patience.The Russian decision-making is rather bureaucratic. Even the simplest deals will take a great deal of time when compared to other industrialized powers. Numerous trips will be required for medium to large ventures.Just as the geography lies between Europe and Asia, so does Russia′s attitude toward contracts. It′s best to get as many details written into the document as possible. Important points must bestressed continually as the Russians tend to look at the totality rather than the details of a contract.Australian澳大利亚人的谈判风格The Australians are tough breed and they enjoy competition. They encourage long-term relationships and prefer to work with people they count as friends.Australians shun formality and are recognized as some of the friendliest business people in the world. Since formalities are minimal, negotiations move at a quick pace. Show up on time and come prepared.Be direct while negotiating, as the Australians are keen to spot deception and they feel no hesitation to walk away from the table if they feel one is holding back information.The Australians will haggle, but only to a small degree. Waiting for the price to drop is an Australian pastime. Since Australians tend to dislike bazaar haggling, visiting negotiators will get better results by opening discussions with a realistic bid. The negotiating process may take more time than it would in some other deal-focused business cultures, though less than in strongly relationship-focused markets such as Japan.Australians have well-developed commercial law. Handshakes are an amenity. Signatures mean business.Because of their relatively small population and remote locale, the Australians have become experienced travelers and negotiators. They research the target economies and companies in great detail, with an eye toward limiting surprises at the table. Be assured that they’ll know all about the prospective company and culture before the first meeting.Chinese中国人的谈判风格There are at least two differences in the way of business between Chinese and American business men.First, Chinese tend to have business negotiations in a rather indirect manner, as opposed to the direct manner of American businessmen. Chinese take time to see whether their prospective business contacts are really reliable as human beings, for example, by inviting them to a party and socializing with them. In contrast, Americans act with “get-down-to-business-first” mentality. Second, the decision-making process of Chinese companies is considered to be very slow and time-consuming. This is because most Chinese companies have the bottom-up decision-making system which involves many people in the decision-making, as opposed to the American companies which usually operate with quick decisions made by the top management.The Chinese negotiator is distinguished by concern for “face” and specialization.The “face” issue is most important. The negotiator must be seen to be negotiating with someone of key status and authority. He must not be forced to lose face by having to withdraw from a stance firmly stated during negotiations. The final agreement must be one that enables him to sustain or preferably improve his face as perceived by his acquaintances.The specialization means that there will be lots of experts at the negotiation: the technical expert, the financial expert, the shipping expert, and another three experts. Inevitably this leads to protracted negotiations, each expert establishing and safeguarding his face during the negotiations. The Chinese welcome genuine interest in their families. A present for the son (a small present that has had some thought put into it, not something ostentatious) is precious in contrast to a big business lunch, which is worthless.Japanese日本人的谈判风格Letters of Introduction are essential for doing business here. As in much of Asia, having connections in Japan is the only way to get through the front door, unless one represents an internationally recognized brand name.Individualism is not a characteristic of Japanese negotiators; they rarely come to the table in groups smaller than three. The person doing the most talking for the Japanese side will most probably not be the person in charge of the negotiations.The Japanese will not discuss points that are not part of the prearranged agenda. Small talks will be kept to a minimum and inquires into personal lives will rarely be made or accepted. Japanese negotiators are famous for their ambiguous responses to proposals. They view vagueness as a form of protection from “loss of face” in case things go sour. To maintain surface harmony and prevent loss of face, Japanese rely on codes of behavior such as the ritual of the meishi or business cards. Japanese negotiators dress and behave formally and are more comfortable with visitors who do likewise.Many Japanese companies still make decisions by consensus. This is a time-consuming process, another reason to bring patience to the negotiating table. So quick answers to any question or problem are almost impossible.The Japanese maintain harmony at all costs and will smile the most when they′re the least comfortable at the negotiating table; if the proposal is unacceptable, “no” is not told in a direct manner. Postponements and requests for further research should be understood as a prelude to failure.Korean韩国人的谈判风格Koreans often make emotional pleas part of their negotiating style. They are also not beyond painting themselves as poor, humble peasants, even though they have one of the higher GDPs per capita in Asia. In reality, the Koreans only respect hard-line, strong opponents.Avoid opening the negotiating with a joke or humorous anecdote. This would show lack of respect for the topic and for the audience. Speak clearly and simply.Koreans are known as tough negotiators. When calculating an initial offer, do allow some room for bargaining. In that way, one can give in gracefully and at the same time demand an equivalent concession in exchange. One must bring a large supply of patience to the bargaining table. Big decisions are made at the top of Korean companies, and chief executives are busy people. Koreans always negotiate in teams and they′ll always attempt to be numerically superior. Exploiting dissent or contradictions in foreign counterparts is a common ploy. So don′t let anyone of the team get separated from the group or the weakest members will be picked out first. Wearing down an opponent through constant repetition and lengthy negotiation sessions is a time honored practice. It′s also a w ay of making sure that every detail has been covered. Mistakes by Korean managers are dealt with severely, especially if they cause the company to “lose face” at the hands of a foreigner.Being direct is incompatible with Korean business practices. Even if the counterpart is telling a bold-faced lie, diplomacy must be the response.Women play a very subservient role in Korean business. Female negotiators, regardless of rank, will not be invited along for the after-hours carousing.Indian印度人的谈判风格Once one has built a comfortable relationship with the local counterpart, the formal negotiation process can begin. Be prepared for tough, drawn-out bargaining sessions.The Indian loves the bargaining, the market-type haggling. He feels deprived if negotiations do not include a suitable bargaining ritual. So remember to build a safety margin into the opening position.Indians are a warm and welcoming people who enjoy harmonious relationships. Confrontation isn′t considered a respectable form of discussion. Like many Asian cultures, directly saying “no” is thought to be rude.India is an ancient culture with splashes of modernity throughout its business sector. Research each company thoroughly and find out the nature of their management style.Many large companies are family owned and operated. Don′t assume that good relations with one family member could constitute access to the source of commercial power. Internal rivalries can be bitter, personal, and long-standing.India has numerous dialects, and contracts must be written in the vernacular. English is widely spoken and will most likely be the language of negotiation.Be aware that much traditional Indian food is eaten with one′s fingers rather than with utensils. Avoid the use of the left hand for passing items, especially food. The left hand is considered unclean because as it is used by Indians for personal hygiene. India is very diverse and regionalized. Strategies that were successful in one city will not necessarily work in another. Cultural diversity, whether based on profession or tribe, is simply one of the elements that need to be taken into account to keep things operating on a civilized level. It is quite risky to assume that because a person is from a particular background they necessarily think or act in only one way. It makes more sense to look to the interests of parties and try to get beyond presumed cultural barriers by focusing on the end results desired by the parties. It is fundamentally important to find out whether there are things that are done or said which they find offensive and to let them know what one finds offensive.The world is divided into an incredible number of groups: East and West, North & South, Male & Female. Within what may be referred to as the West, there are thousands of ways to define cultural differences. Even if one takes a single country such as France or Germany there are differences of language, religion, and even corporate culture.Generalizing about people is a challenging task. If one treats people as individuals, one is far more likely to find ways to convince them through negotiation. Using interest-based negotiation is an excellent means for overcoming cultural barriers. It focuses on the fundamental reasons people pursue particular objectives, rather than getting lost in style.。
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Several points for you to pay attention to according to the negotiation style
• In negotiations with the Americans, it should be noted that Americans want to know everything about each other, and they also want the counterparts to know their intentions. For their full interest of "package", when they are as the buyer, they hope the seller negotiators meet their requirements in accordance with their "package" description; when as the seller, they want the buyer propose "package" condition. Here the word "package" includes not only the product itself, but also a series of ways to market the product, corporate image of credibility, strength and quality of public relations status.
The ways of negotiations
• British negotiators’ style is clam, balanced, confident, cautious and not flexible. They tend to keep silent in the beginning in business talks.They are reserved rather than expressive or demonstrative in the way they communicate and start the bargaining at a point only slightly distant from the projected goal.
Attentions
↘Do not try to establish personal relationship with them at the beginning. ↘Arrange the negotiation in advance and not be late for the meeting. ↘Pay attention to your appearance and behaviors.↘Do not wear a striped tie. ↘Talking about the private matter of the British Royal Family isn't a good idea.
The ways of negotiation
• The Americans style of negotiation is probably the most influential in the world. They disagree something openly and directly, and use aggressive and persuasive tactics such as threats and warnings. They prefer speedy negotiations and get annoyed with too much socializing or postponement
Process of making decisions
• American’s process of making decisions is top to down. Their high individualism is manifested through their decision making process--- individual has the right to make decision. Personal responsibility is stressed.
• Avoid being lack of efficiency Americans' strong sense of time, make it possible for the negotiation to be effective. So you'd better cooperate with them punctually and improve you efficiency of work. • Do not hope for cooperation through the reducing of the price. Americans are good at bargaining but they hold that the price need not be reduced if the goods are in good quality. • Do not despise the function of the lawyer and the contract American's law is complex and its carry out follow strict rules. Americans attach importance to the lawyer and the contract. So you'd better choose a lawer who are familiar with the American law if you negotiate with Americans.
Attitude to contract
• British business moves at a deliberate pace. They take more attention on the details in contract. They keep the promise. But they don’t care about the date of delivery.
Value of time
• Americans are very direct and open, and they think punctuality is mandatory. They try to demand the same from counterparts. They tend to make concessions throughout the negotiations , setting one issue, then proceeding to the next. They are particularly high in bargaining phases of negotiation, and make decisions based upon the bottom line and on cold, hard facts. Thus the final agreement is a sequence of several smaller concessions.
The Negotiation Style in America and in Britain
Negotiation style
• People from different counties have different values, different attitudes and different experiences of life. Researches and observations by most scholars indicate clearly that negotiation practices differ from culture to culture and that culture can influence negotiating style––the way people from different cultures conduct themselves in negotiating sessions.
British. business negotiation.
Style. and. Attentions
Establishing the negotiation relationship.
British people are not used to showing off in public and keep a distance with others. They will not confuse personal relation, so business affairs go first. They also attach great importance to protocol and ceremony, before negotiation exchange or greeting and courtesy may sometimes last for a couple of hours.
Process of decisions
• Personal responsibility is stressed. They take more attention on their counterparts’ identification ,experience, and ability.