1、Cultural Variations In,Conducting Business,Cultural Conducting Business,Negotiation Atmosphere,Detail : Depth vs. Breadth,Determination Approach,Communication Style,Negotiators,American,Negotiation AtmosphereAmerican negotiations expect others to display “American professionalism”, not interested in
2、 establishing long-term relationships.注重获取的利益，热衷展示“美国人的专业性”，不在乎与对手建立长期的合作关系，希望通过展示自己的能力获取威望，也愿意在谈判过程信任对手。 Detail: Depth vs. BreadthAmerican put considerable emphasis on written agreements or contracts.书面协议以及合同。注重数量而不是质量。,Communication StyleAmericans tend to convey warmth, sincerity, confidence and p
3、ositiveness. They are always ready to engage in bargaining, or compromise in the negotiation process.美国人擅于表达出温暖、真诚、自信和积极性。做好讨价还价和妥协的准备。表达趋于直率，喜欢威胁警告对手和一意孤行，常导致谈判不欢而散。 Negotiators美国更趋向于选择技术型精英作为谈判队伍的代表。在美国人看来，社会地位、教育和年龄都不是主要的选择依据，他们更看重的是候选人的实际能力。因此美国谈判团队中生力军主要是二三十岁的年轻人。 Determination Approach美国人视谈判为解
4、决问题的过程，依赖理智的思维和具体的数据。,French,Negotiation AtmosphereFrench are more likely to distrust their counterparts in the beginning, and they see themselves as more experienced negotiators.在谈判之初是不会信任对手的，并自视是经验丰富的谈判者。 Detail: Depth vs. BreadthFrench is like the American.跟美国人一样注重书面协议以及合同,Communication StyleThe
5、French frequently employ “no” communication and often insist on the use of their own language in negotiation settings. Said to be the most “difficult” of Europeans.在谈判过程经常说“不”并经常坚持使用本国语言。据说是欧洲谈判者中最难搞的，比较注重原则性的东西。 Negotiators法国谈判团队通常会选择德高望重的人作为谈判代表。社会地位、职业、学业和家庭背景都是主要的选择依据。在法国人看来，谈判双方能力和背景的对等有助于谈判的进行
6、。 Determination Approach法国人较为保守顽固，决定一般有高权威人士做出。,Japanese,Negotiation AtmosphereJapanese are concerned with establishing long-termbusiness or personal relationships.注重社交关系，关注长期合作关系和个人关系。 Detail: Depth vs. BreadthJapanese rely primarily on general, brief written agreements. They believe that the agree
7、d ”principle” between the negotiators is important, not the specifics of an agreement.较少注重细节，依赖较简单的书面协议，注重谈判双方原则性的东西而不是协议书上具体的要求。,Communication StyleThe Japanese appear to be more easily persuadable. Silence is part of the Japanese negotiation process. Harmony is crucial to their negotiations. They
8、desire smoothness in all their transactions. Their communication is more frequently positive than expressive of “nos” and commands.日本人易于说服。喜欢较为含蓄的表达意愿，在谈判过程经常处于沉默状态。注重谈判的平和顺畅。交流富有积极性，较少说“不”和提出要求。 Negotiators日本的谈判者平均年龄在30多岁，谈判领队最少要40岁。日本女人很少参与谈判。大多数是根据社会地位跟学识来挑选谈判者。年长是挑选队长的最重要的标准。 Determination Appro
9、ach日本人根据具体的信息下决定而不是有说服力的争论。他们做出决定的过程很缓慢，但是一旦做了决定就会很快实施。,Chinese,Negotiation AtmosphereChinese feel that mutual interests and friendships are important in the negotiation process.与日本相似，注重相互利益和社会关系。 Detail: Depth vs. BreadthChinese is like Japanese, also prefer written agreements, and leave room for t
10、rust and common sense.跟日本人相似，注重书面协议，在信任和常识之间留有余地。 Communication Style不希望发现正面冲突，尽量避免反对建议的谈判。中国人很爱面子，不会一下子就做出大妥协。 Negotiators中国谈判者希望跟有权威有地位的人进行谈判，如果不是这样的话，他们会觉得是受到侮辱。,Middle Eastern,Negotiation AtmosphereIn the Middle East, personal relationships are also an important part of negotiations. Hospitality
11、 is the first priority, trust and respect must be secured for negotiations to be successful.注重个人关系，热情是其首要考虑，信任和尊重是谈判成功的关键。 Detail: Depth vs. BreadthMiddle Eastern and Mexican negotiators written agreement is secondary and only represents the strong bond of the oral obligation他们认为书面协议不是最重要的，但是比口头理解更具
12、有约束力。 Negotiators中东选择谈判队员跟日本相似，也很注重年龄。年长的经常受到器重而年轻人常常受到忽略。沙特阿拉伯人主要依据社会地位跟忠诚度进行挑选。 Determination Approach中东人一般根据直觉作出决定，在询问下属相关事情后由领导做出决定。,Mexican,Communication StyleMexican negotiators prefer the deductiveapproach. More emphasis is placed upon contemplation and intuition, they use more physical conta
13、ct to show confidence.墨西哥谈判者喜欢用夸张的言语表达空泛的思想，很少坦诚的交谈。他们倾向于推论的方式，注重思考和直觉。另外，墨西哥人喜欢跟人有身体接触以此显示其自信。 Negotiators个人能力和熟人关系通常是选择谈判队员的标准。 Determination approach墨西哥是一种集中化的做决定方式。,Others,德国人喜欢钻牛角尖。重点关注谈判的投标环节。不喜欢妥协。跟日本人相反的，德国人习惯于清楚坚定果断的表达自己的观点。在谈判中不会问很多问题，但是会透露很多事情并频繁的打断谈话。 巴西谈判者具有挑衅性的。在谈判桌上经常提出许多要求并频繁使用“没有的”和“你的”等词。,Thank you for watching,
