ComparedifferentnegotiationstylesofChineseandAmericancultures(中西方談判風(fēng)格的不同)

1、2. About negotiation American stylesAmerican culturesToday my group tospic is comparing different negotiation styles of Chinese and American cultures. This is our content about five part Content:1、 The definition of negotiation styles2、 Negotiation American styles3、 Negotiation Chinese styles4、 Comp

2、are different negotiation styles5、 Conclusion1. (1)What is negotiation styles?First of all, negotiation style is manifested in the negotiations and in the process of negotiations on the behavior; secondly, style is the refraction of the negotiators and reflect the cultural heritage; thirdly, negotia

3、ting style has its own characteristics, there are significant differences between different countries or regions of the style; finally, after repeated negotiation style practice and summary, accepted by a country or a nation's merchant.(2)The choice of negotiating styleYou can make the correspon

4、ding choice according to the different negotiation situation and the negotiation factors, such as faith, ability,culture, economic strength and so onThe main features of American negotiating style:(1) They always make people feel confident and feel good about themselves. Because The United States is

5、 one of the most economically developed countries in the world. The strength of the national economy is also the most abundant, whether it is the language spoken by Americans, or the currency used by the United States, in the world economy occupies an important position. English is the most common l

6、anguage in international negotiations, and more than 50% of world trade is settled in dollars. All of these make Americans feel proud of their country and have a strong sense of self-respect and honor. This mentality is fully demonstrated in their trade activities. They have a strong sense of self-c

7、onfidence and self-esteem in the negotiations, and in addition to the self - serving beliefs that they believe in, they often make foreign negotiators with them feel that Americans have a sense of superiority.(2) They pay attention to reality and interests. Because Americans do deals, often with the

8、 ultimate goal of gaining economic benefits. Therefore, they sometimes have to consider other factors in the negotiations of the Japanese and Chinese, such as the interests of the community formed by political relations, such as theexpression cannot be understood. Although they are practical benefit

9、s, but they generally do not make exorbitant demands, not love others too much. In their view, both sides should make a profit to buy and sell, regardless of which side of the proposal should be fair and reasonable. Therefore, the Americans for the Japanese, Chinese people pay attention to the habit

10、 of friendship and look at the face of an old friend, can be arbitrarily accommodating approach is not suitable.(3) They are warm and frank, outgoing personality. An American is an extrovert. Most of their emotions are expressed by their behavior to. In the negotiations, they are full of energy and

11、emotion, whether in the presentation of their views, or to indicate the position of each other's attitude, are more straightforward.(4)Americans attach great importance to contracts, strong legal concepts. The United States is a highly legal country. According to the disclosure of information: t

12、he average 450 Americans have a law Division, which is directly related to the United States to resolve conflicts and disputes to resort to law. They are also very clear in the legal concept of commercial transactions. Americans believe that the most important thing is the economic interests of the

13、transaction. In order to ensure their own interests, the most fairness, the most appropriate solution is to rely on the law, relying on the contract, while others are unreliable.(4) Pay attention to time efficiency. The United States is a highly developed country, the pace of life faster. This makes

14、 Americans pay special attention to, cherish the time, payingattention to the efficiency of activities. Therefore, in business negotiations, Americans often complain about other countries' negotiating opponents delay, lack of work efficiency.3、 Negotiation Chinese styles（ 1） Establishment of neg

15、otiation relationship. Chinese businessmen attach great importance to interpersonal relationships, the establishment of a relationship is to seek trust and a sense of security. In the business and social contacts in all aspects, are permeated with the relationship".After the establishment of th

16、e relationship, Chinese businessmen often through a number of social activities to achieve mutual communication and understanding. These activities usually include banquets, sightseeing, shopping and so on.（ 2） Time concept. The Chinese are not very sensitive to the passage of time. People like to b

17、e methodical and orderly. In business communication, the judgment of the time directly affects the transaction behavior. More haste, less speed. If the time is not mature, they would halt the troops and wait too hasty. With theestablishment and deepening of the market economy, the concept oftime is

18、gradually strengthened, and the work efficiency is constantlyimproving.(3)Communication mode. Harmony and balance of Chinese culture in broad sense. Influenced by the Confucian culture, the concept of "face" goes deep into all aspects of social life and has a direct impact on business nego

19、tiation. In business negotiations, businessmen do not like the direct, tough communication, the other side of the requirements put forward to take a vague, ambiguous way to answer, or the use of rhetorical questions to focus shift.(4)Attitude toward contract. Traditional Chinese society attaches imp

20、ortance to relations rather than the law. After the reform and opening up, China has strengthened the legal system construction and law enforcement efforts. China is in a period of rapid development, a large number of conditions have changed, the government and enterprises are likely to make some ad

21、justments to some extent, thereby affecting the performance of the agreement signed in advance.什么是談判風(fēng)格？首先，談判風(fēng)格是在談判場(chǎng)合與過(guò)程中表現(xiàn)出來(lái)的關(guān)于談判的言行舉止；其次，談判風(fēng) 格是對(duì)談判人員文化積淀的折射和反映:再次，談判風(fēng)格有其自身的特點(diǎn)，與不同國(guó)家 或地區(qū)的風(fēng)格存在顯著的差異；最后，談判風(fēng)格歷經(jīng)反復(fù)實(shí)踐和總結(jié)，被某一國(guó)家或民 族的商人所認(rèn)同。選擇談判風(fēng)格？你可以根據(jù)不同的談判情況和談判的因素，如信仰，能力，文化，經(jīng)濟(jì)實(shí)力等作出相應(yīng) 的選擇美國(guó)人談判風(fēng)格上的特點(diǎn)主要有：(1)自信心強(qiáng)，

22、自我感覺(jué)良好美國(guó)是世界上經(jīng)濟(jì)技術(shù)最發(fā)達(dá)的國(guó)家之一。國(guó)民經(jīng)濟(jì)實(shí)力也最為雄厚，不論是美國(guó)人所講的語(yǔ)言，還是美國(guó)人所使用的貨幣，都在世界經(jīng)濟(jì)中 占有重要的地位。英語(yǔ)幾乎是國(guó)際談判的通用語(yǔ)言，世界貿(mào)易有50%以上用美元結(jié)算。所有這些，都使美國(guó)人對(duì)自己的國(guó)家深感自豪，對(duì)自己的民族具有強(qiáng)烈的自尊感與榮譽(yù) 感。這種心理在他們的貿(mào)易活動(dòng)中充分表現(xiàn)出來(lái)。他們?cè)谡勁兄?，自信心和自尊感?比較強(qiáng)，加之他們所信奉的自我?jiàn)^頭的信條，常使與他們打交道的外國(guó)談判者感到美國(guó) 人有自我優(yōu)越感。(2)講究實(shí)際，注重利益美國(guó)人做交易，往往以獲取經(jīng)濟(jì)利益作為最終目標(biāo)。所以，他們有時(shí)對(duì)日本人、中國(guó)人在談判中要考慮其他方面的因素，如由政治關(guān)系所形成的利 益共同體等表示不可理解。盡管他們注重實(shí)際利益，但他們一般不漫天要價(jià)，也不喜歡 別人漫天要價(jià)。他們認(rèn)為，做買(mǎi)賣(mài)要雙方都獲利，不管哪一方提出的方案都要公平合 理。所以，美國(guó)人對(duì)于日本人、中國(guó)人習(xí)慣的注重友情和看在老朋友的面子上，可以隨 意通融的作法很不適應(yīng)。(3)熱情坦率，性格外向美國(guó)人屬于性格外向的民族。他們的喜怒哀樂(lè)大多通過(guò)他們的言行舉止表現(xiàn)出來(lái)。在談判中，他們精力充沛，感情洋溢，不論在陳述己方觀點(diǎn)，還 是表明對(duì)對(duì)方的立場(chǎng)態(tài)度上，都比較直接坦率(4)重合同，法律觀念強(qiáng)美國(guó)是一個(gè)