1、,Different Negotiating Styles,Of America, China, France and German,First, lets see a joke,Because of some reason, an American, a French and a Jew were to spent three years in prison. The Warden(监狱长) sympathize with them, said: three years is not a short period of time, well, I try to meet each of yo
2、u a request. Then the American said: give me a quantity of cigars; the French said: I want a beautiful girlfriend; the Jew said, I want a phone. Warden thought for a while and met all their demands.,Three years pass, the Americans first bursted out with his nose, ears, mouth full of cigars and shout
3、ing, “Give me fire, give me fire!“ This guy was thinking about smoking but forgot to put out the fire. Then came the French leisurely, with his left hand holding a child, right hand holding a child and following by his beautiful wife with a baby. Finally the Jew made a phone call coming in, and then
4、 he told the Warden: Thank you very much. You gave me the phone, so though I was in prison, my business was not delayed and even reach a 200% increase! So you will get a Rolls Royce in return.,Definitions of negotiation are as numerous and often as vague as definitions of culture itself, but still w
5、e can find some rules.,Cultural differences can have a dramatic effect on negotiation. It is easy to understand its importance in influencing the way in which people make decisions. From the story, we may see the French as more relaxed, the Americans as more inconsiderate.,Others like the Germans ar
6、e more precise,French mistrust the English while English mistrust the French as well since the effects of the 100 Years War live on, and cultural taboos: Muslims and Jews dont eat pork, Hindus dont eat beef, in Eastern Asia you dont show the sole of your shoe to someone.,So, what is negotiation?,Neg
7、otiation is a problem-solving process in which two or more people voluntarily discuss their differences and attempts to reach a joint decision on their common concerns .so, its involuntary(自然而然的) that cultural impact takes an important role in cross-negotiation activities.,Here we go!,American style
8、 Chinese styleFrench style Germany styleCase analyses,About American style,Arrogant(自负): Most Americans believe that they are the most powerful because of their superpower, and its almost their second nature. Impatient: They concentrate on efficiency thus they are the most impatient people in the wo
9、rld.,Risk Takers: They are often prepared to put forward new and innovative ideas, suggestions for compromise. This is often done without prior approval from headquarters and means that the head of delegation(代表团) is prepared to take the risk in order to reach consensus(一致意见). Cooperative :At the co
10、nference itself they recognize the necessity for working and cooperating with other delegations, like the conference secretariat, the press(出版社), nongovernmental organization representatives, and the private business sector. Here we go!,About Chinese styles,Personal Connections (关系)： For Chinese not
11、hing is more important than ones place within his or her social network. The importance of 关系 has its roots in filial piety, but the notion is extended to include friends, friends of friends, former classmates, relatives，etc. Face or Social Capital (面子）：closely associated with American concepts of d
12、ignity and prestige，causing a Chinese business partner to lose 面子 is a disaster. It marks the end of negotiations. Casual kidding may do it. Insults, criticism, or a lack of respect for status,Holistic Thinking(整体观念) :people themselves must be evaluated in the context of their overall social relatio
13、ns or 关系 in China. Americans identities are more defined by individual accomplishments. Alternatively, Chinese negotiators tend to talk about all issues together, skipping around the issues, and seemingly never settling anything.,Endurance （吃苦耐劳）：Where American managers list analytical skills as mos
14、t important for bargainers, Chinese list persistence, determination, and preparation as key traits. Dinner party(应酬): Chinese like to do business on the dinner table and they believe this can help them further their affection,An obvious difference between America and China,Building down approach- th
15、e negotiator begins by presenting the maximum deal if the other side accepts all the stated(指定的) conditions. Building-up approach- one side begins by proposing a minimum deal that can be broadened and increased as the other party accepts additional conditions.According to many observers, Americans t
16、end to favor the building-down approach, while the Chinese tend to prefer the building-up style of negotiating a contract(合同).,Changes of American and Chinese negotiating styles,Negotiating between US and Chinese business underwent a sea change after the 2007-8 financial crisis. Chinese negotiators
17、become more confident and independent of international partners, while US and European actors shifted their focus inward and put China strategies on hold, Here we go!,About French style ,language French people are proud of their language, They think the French is the worlds most noble and beautiful
18、language. So they often use French in negotiations, even though they speak English so well. Experts say, if a French to use English for you in negotiations, then this is probably the biggest concession(妥协) for you.,Personal power-There is little collective decision-making, even such negotiations wit
19、h higher efficiency. This is because they emphasize clear and simple organization, the personal responsibility and individual rights. Human relationships French businessman are serious in the process of trading relationships. In general, They will not easily settle one important business beforethey
20、have been a friend.,not strong concept of time, but strictly distinguish working time and time to rest August is the French national holiday season, all staff are on vacation, so that you want to do business will be in vain. Generally，the French have 5 weeks of vacation a year, 4 weeks in the summer
21、 vacation, 1 week during Christmas. So with the French business have famous words: if you talk about business in July, August no results. Here we go!,About Germany style,While German culture is still relatively homogeneous, the reunification of the eastern part of the country in 1990 introduced new
22、aspects as the East Germans had adopted some differing values during two generations of communist rule. However, West German influences tend to prevail in the countrys business life, even in the East of the country.,Relationships and Respect- Your counterparts expectation may be to get to know you b
23、etter as you do business together. But once the necessary trust has been established, there will be a sense of loyalty to you which can go a long way even a difficult situation arise. Sharing of Information German negotiators may spend considerable time gathering information and discussing details b
24、efore the bargaining stage of a negotiation. They may ask numerous questions to obtain additional information.,Pace of Negotiation To negotiate with German, expect negotiations to be slow. Remain patient, control your emotions, and accept the inevitable delays. Bargaining - Not fond of bargaining an
25、d strongly dislike haggling. Many of them do not appreciate aggressive sales techniques and view negotiations as a necessary evil rather than a process to enjoy. Decision Making- In the German view, hierarchies(等级制度) are effective since they help establish order but not because bosses are better tha
26、n those they manage.,Other Important Things to Know- do not show surprise or make any comments if your German counterparts show up in outfits that combine unusual colors or include unorthodox(非传统的) fashion accessories. Business lunches and dinners are common. However, business is rarely discussed ov
27、er dinner.,Common grounds of French and Germany negotiating styles,Both Germany and France have respective different management style and Business etiquettes(礼节) but they have similarities too. 1. Prior appointment should be taken; 2. Do not sit unless you are asked to sit; 3.Maintaining eye contact
28、s while speaking is essential in both the countries; 4.Avoiding confrontational behavior or high- pressure tactics is necessary because it can be counterproductive(起反作用的).,Conclusion,International business negotiation is playing a more and more important role in modem society. Therefore, if one want
29、s to succeed in cross-cultural negotiations, learning the opponents culture and having a good understanding of how cultural differences affect negotiation will be critically important.,Follow some rules, and youll be a good negotiator too.,1. Set up your goals and plan your time. 2. Genuinely(真诚地) c
30、ommunicate your own strengths. 3. Pick the right moment. 4. Be fair and objective(不带偏见的) . 5. Listen attentively, ask questions, repeat, and summarize. 6. “Visualize“ your arguments . 7. Use clever phrases . 8. Dealing with Defeat . 9. Impromptu Meetings . 10. All is well that ends well .,Thank you!,
