中美商务谈判风格
I.Introduction
With the development of economic globalization and China’s entry into WTO, international business becomes increasingly popular and concerned.As international business relations grow,so does the frequency of business negotiations among people from different countries and cultures.And that can create considerable challenges for business representatives unfamiliar with the cultures of different groups.Different cultural factors can form different business negotiation styles.Therefore,the approaches to international business negotiation have attracted increasingly academic attention.Negotiations can easily break down because of a lack of understanding of cultural components in the negotiation process.Furthermore,China and America are key economic and trade partners to each other.At present,the U.S.is the second largest trading partner to China,and China is the fourth largest market to the U.S. export.Business negotiation plays an essential role in international market.Thus,to successful negotiations,two sides must first understand the cultural differences. Negotiators who take the time to understand the approach that the other parties are likely to use and to adapt their own styles to that one are likely to be more effective negotiators.Thus in an intercultural negotiation,in addition to the basic negotiation skills,it is important to deeply understand the cultural distinctions,and to modify the negotiation style accordingly.
This paper focuses on some dimensions of culture and Sino-US negotiation styles to illustrate the functions of the cultural factors in business negotiations.
.Business Negotiation and Communication
II II.Business
2.1The Nature of Business Negotiation
It is easy to define negotiation,because it is a basic human activity which we undertake in daily life to manage our relationships,such as between a husband and a wife,children and parents,students and teachers,employers and employees,buyers and sellers.It is so familiar to us.This kind of negotiation is communication activity to human beings.Meanwhile,it is so hard to define negotiation,because the contents
of negotiation are relatively extensive and people cannot exactly express the definition of negotiation in everyday life with one or two sentences.(Zhu Wenzhon g＆Zhou Xingying,2007)According to the common recognition,negotiation is a process of coordinating relationships and meeting each other’s needs to reach unanimous suggestions by discussion.(Yu Muhong＆Zhang Ruwen,2005)Therefore,we describe the general outline of negotiation from different levels and different analysis angles in order to grasp some basic elements of negotiation concept.
In1971,a British scholar Mash gave a definition to negotiation in his book Contract Negotiation Handbook:“So-called negotiation is a constantly coordinating process of reaching satisfied agreement by modifying conditions you put forward in a business involved in your interests.”After doing overall research on many European and American negotiation experts’works,a French negotiation scholar,Christophe Dupont define what the negotiation is in Language,Conduite,Theorie,Application:“negotiation refers to two parties or some parties react to each other on face-to-face position.Every role has different and contrary opinions,but they have to survive relying on each other.They select reality attitude of achieving an agreement to suspend divergences and create、continue、develop a certain relationship between them(even though it is temporary).”
Famous American negotiation consultants C.Wayne Barlow and Glenn P.Eisen in their co-work Negotiation Skills pointed out:“negotiation is an operating skill of exchanging ideas when two sides are devoted to convince the other side to accept its requirements.The destination is to reach a mutual-benefit agreement.”
The following negotiation definitions from Chinese scholars’views:
“Negotiation is an interpersonal activity of both sides exchanging ideas,reacting emotions and earning mutual benefits.”(Yi Kaigang,2006)
“Negotiation refers to a behaviour of people trying their best to reach unanimous goal for their own sakes.”(Liu Yuan,2006)
“Negotiation is a process of using discussing skills and coordinating goals again and again,on the precondition of your benefits,between individuals,organizations and nations.”(Ding Jianzhong,2004)
Although the foreign scholars and the Chinese scholars have different opinions on the concepts of negotiation,they contain similar and basic points.
1)Objectivity
There is a strong objectivity in negotiation activities and every side has its own needs and objectives.We at the most call the chatting or leisurely talking without clear objectives daily talk,not negotiation,because we do not know what we are talking about or why we should talk,so it must be emphasized that the objectivity is the most basic point in negotiations.
2)Mutuality
Negotiation is a bilateral or multi-lateral behaviour and activity.Negotiation must include partners.Otherwise,talking to oneself is not negotiation and does not reach negotiation goal.Moreover,negotiation,in another word,is a kind of communication.Therefore,people attach much importance to mutuality in negotiation definition.
3)Consultation
Negotiation is an effective means to realize two side’s goal through mutual communication.It is not an order or an anoucement,either party does not have a final word.During the negotiation process,both parties not only have clear standpoints and views,but also have to hear carefully counterpart’s statements and requirements so as to exchange information,improve affection,lessen divergences and reach an agreement finally by constantly adjusting negotiation policies.Thus consultation is a necessary element of negotiation.
In conclusion,negotiation is a sophisticated and comprehensive art including psychology,sociology,management,linguistics,economics,public relations, behaviouristics and logic.Negotiation is also a kind of social activity involved in knowledge in many fields-marketing,international trading,laws,technology, literature,geography,lecture,body language,arts and finance.
2.2The Nature of Communication
Communication is the process of understanding and sharing of meaning in pairs or in small https://www.sodocs.net/doc/8c14494329.html,munication is considered a process,because it is an activity, exchange,or set of behaviours.(Song Li,2004)David Berlo,a well-known communication figure,probably provides the clearest statement about communication as a process.Berlo wrote:If we accept the concept of process,we view events and relationships as dynamic,ongoing,ever-changing and continuous.When we label something as a process,we also mean that it does not have a beginning,an end,a fixed sequence of events.It is not static,at rest.It is moving.The ingredients within a process interest;each affects all the other.
In my opinion,communication is of course a complicated process.First, communication asks for understanding.Your best friend asks:“Did you have a blast last night?”You can hear the voice,but you may not understand it.An Asian student who has to struggle with English as a second language may have the same troubles with these kinds of words that Americans regard as easy and simple to understand. Understanding or interpreting the meaning of another person’s message does not occur unless the two communicators can elicit common meanings for words,phrases and non-verbal codes.That is why when two Americans,especially a husband and a wife,talk to each other,others do not understand what they are talking about at all. The importance of this sort of situation was emphasized by humanistic psychologist Carl Rogers in his book On Becoming a Person.He claimed:“I have found it of enormous value when I can permit myself to understand another person.”
In addition to understanding,communication contains sharing.Bernard Shaw said:“You have an apple.I have an apple.If we exchange with each other,both of us still have an apple;on the contrary,I have a thought.You have a thought.If we exchange with each other,both of us have two thoughts.”For my part,that is sharing. Sharing is like a gift that people can exchange.Considering what our goals are,we share with others when we talk to them alone or in larger groups.
What exactly is understood and shared in the communication process?When you use language for expressions’meaning is the shared understanding of your feeling. When you use language for pragmatic purposes,meaning is the appropriate response
that indicates that the message was understood.For example,you require an item list, and the other person gives you one.Meaning is the message you construct in your mind as you interpret the message.During the process of delivering your words,to make someone understand the context is also very important.
2.3Business Negotiation:a Special Communication
Communication is always the link that will be used to negotiate the issue or argument whether it is face-to-face,on the telephone or in writing.As for business negotiation,although it shares the features of these common communications like that between friends,colleagues,roommates and so forth,it indeed is no easy.Business negotiation is something that we do all the time and is only used for business purposes. And business negotiation is usually considered as a compromise to settle an argument or an issue to benefit ourselves as much as possible.So the business negotiation is really more concerned with profits.Furthermore,negotiation is not always between two people;it can include several members from two parties.In business negotiation relationship,parties communicate with each other,because they think that they can influence the process in such a way that they can get a better deal than simply accepting or rejecting what the other party is offering.During the negotiation process, if your reason for negotiation is seen as“beating”the opposition,it is known as “distributive negotiation”.(Sun Ping,Liu Ya n＆Yang Qin,2007)In this case,you must be prepared to use persuasive tactics and you may not end up with maximum benefit.This is because your agreement is not being directed to a certain compromise and both parties are looking for a different outcome.If your negotiation is much more friendly with both parties aiming to reach the agreement,it is known as“integrative negotiation”.(Sun Ping,Liu Yan＆Yang Qin,2007)In this case,it usually brings an outcome where you will both benefit highly.
There have been many financial terms in the business negotiation process,if you are not a formal negotiator or expert,you may not fully understand them.The key tool to communicate with each other in business negotiation is a formal language, which is the prominent element to differentiate from any types of talks.It is also the
primary obstacle that hinders the negotiation from going on wheels.There are many instances that have shown that the difference in the use of languages may prevent one party in a negotiation from accurately and correctly understanding the other party,and hence brings about misunderstandings and frustrations.It is said that business negotiation contains many parts:marketing,promotion,packing,shipment, international payments,insurance,arbitration,advertising,complains and claims, merger and acquisition technology transfer and so on.,that means negotiators must hear and debate carefully,attentively and logically while negotiating with the other side.
In sum,business negotiation is a special communication,which is totally different from a leisure chatting or a daily talk.
2.4Stages of Business Negotiation
Pre-negotiation,face-to-face negotiation and post-negotiation are three main stages in a negotiation process.
Pre-negotiation’s basic contents are negotiator’s preparation,collection of information and plans.
1.negotiatiators’preparation
The first content of preparing negotiation is negotiators’preparation,because the main body of negotiation is negotiators,namely negotiation groups.How to solve this problem?First,to make sure how many people you need in a negotiation group. Generally speaking,the ideal number in a negotiation group is no more than four persons,according to experts’researches.What’s more,modern management theories hold the view that the management span should not be so wide in complex and variable environments so that three/four-persons negotiation group can supervise each other,cooperate each other,and even communicate each other.Imagine that ten or more people in a negotiation group,they have to spend much time and energy to deal with interpersonal relations,rather than focus on negotiating with rivals.Second, even if the negotiation is about huge projects,the types of expertise knowledge are not beyond four during per negotiation process.It is also good for a negotiation group
to have one/two experts or technicians.Here is another important point that should be mentioned,experts or technicians had better participate negotiation work as consultants or observers.They should not have direct says so as to avoid negotiation failures,because they may lack negotiating experience and https://www.sodocs.net/doc/8c14494329.html,st but not the least,the negotiation group’s constitution is the essential part in a whole negotiating process.The negotiators are selected from the department that is closely linked to what commodities should be traded.In conventional situations,negotiators are composed of the conductor of a department,the head of an enterprise,a lawyer and a translator.Different identities have different functions and responsibilities.The conductor of a department should have full view on negotiation contents,details and provision.He has rights to make an ultimate decision.The head of an enterprise should know all the information about his company and estimate what risks negotiators can take and what they cannot.He also is able to assess enterprise’s productivity,scale and to assume proper tasks and work volume.His participation undoubtedly improves other negotiators’confidence.In international negotiation,a specialized translator or interpreter is necessary.A usual trade practice in negotiation is that one side never hires the translator who is recommended by the other side. Additionally,a lawyer shoulders a heavy responsibility in international negotiation, because different countries own different laws and regulations.As an international lawyer who is proficient at law knowledge,he should offer some useful suggestions while formulating contract clauses in order to ensure the legal effect of a contract.
2.face-to-face negotiation
Face-to-face negotiation,in other words,is that two parties fight with each other psychologically and mentally.Negotiators in this stage should not take anything for granted just on the basis of their own understanding and speculation in any international negotiations.Otherwise,failure of communication will be inevitable. Negotiations,in my eyes,should make full use of every thing and every chance to find out the behaviour patterns,the life manners,facial patterns and the negotiation styles of the counterpart so that we can have a well-thought-out plan.At the same time, we’d better try to avoid using our own way of thinking to make any judgment for our
counterpart and we should try to make allowances for them and show respect to the other party’s customs.I believe that the good communication and understanding between two parties is very important and will lay solid foundations to the expected outcomes.If the counterpart offers some strict and demanding requirements,we should say no without hesitate to protect our own profits.
3.post-negotiation
Post-negotiation is the stage when both parties reach their own negotiation goals and all the provisions have been agreed upon.This stage concerns drawing up a final constructive agreement.The atmosphere of post-negotiation is more relaxed than the above two stages.At this stage,all the negotiators should check all the items again and again with caution.They should obliterate some conflicts and arguments during negotiation process.They may talk about some interesting topics such as sports, music,fashion shows,food etc.to maintain a friendly partnership and long-term cooperation with each other.If the counterpart has enough time to stay here,the other party should recommend some beautiful scenic sports and local specialized snacks,or both sides have a great time in a club after tired business negotiation.
III..What are Sino-US Business Negotiation Styles Respectively?
III
3.1American Business Negotiation Style
The America is a very important trade partner of China as well as a counterworker in international business negotiation.They are confident and decisive.Their beliefs are high in individualism.Thus,in negotiation,they would like to get down to business directly,paying much attention to high efficiency.America plays an extraordinary role in foreign investments and joint-ventures,so knowing US negotiation style is the foremost task.In a word,there are following characteristics of American negotiation style.
Americans are arrogant.Everybody knows that America is a superpower country, so most other people believe that they are the most arrogant,or certainly one of the most arrogant nations across the world.In a sense,they have reasons to be arrogant,
because English is the most common and general language in most international business negotiations all over the world.And US dollars are used to settle accounts in more than50percent of international business negotiations.People often think that Americans are very powerful.Their superpower is definitely a part of their images. This kind of power-based arrogance is considered as Americans’second nature.They seem to hold the belief that they are superior to other people,because they have ruled the world’s economy for fifty years and naturally think that they are the best in everything they do.Their arrogance also indicates that they would like to criticize others and blame others and even complain about others directly,when the negotiation does not develop in the way they wish.In addition,American experts point out that the approaches of negotiation in US often make people feel that they are so arrogant and overly confident.They speak loudly and quickly and do something efficiently.They seldom say sorry when they do something wrong.They are self-centered and they like to order others to do something.
Americans are legalistic.The Americans rely highly on an unbiased system of laws and courts for the settlement of conflicts and problems.This concept of relying on laws and courts has been well demonstrated in business negotiation.They always hold the opinion that the most important thing in doing business is to obtain economic profits and the best way to protect their profits is the contract,the concrete form of law.Therefore,they pay great attention to the contract in business.They usually assign a large discussion on the details of the contract and law in point as well so as to solve all kinds of problems that might come across in the execution of the contract. The advantage Americans have is that they can treat business and friends separately. They do not mix business and friends.No matter what relation,even between a father and a son,it should be absolutely clear in the economic interests.Another reason is that the majority of American negotiators are lawyers.This means that they are intelligent,hardworking,adversarial,usually dedicated to the task at hand,and legalistic.Legalistic,in this context,means being concerned with details.Americans are less interested in general principles,or with the larger picture,and are more interested in the fine print of the agreement.It also means that when an agreement is
written,they consider that it is a final one.It is not subjected to being rewritten or renegotiated.
Americans are flexible.American negotiators have more authority to make decisions during negotiation process than any other delegations.This means that they can often make decisions on an item or the spot at the negotiation table.The flexibility is due to the fact that an excellent negotiator is trusted by the headquarters. He has also built some negotiating flexibility into US position before leaving for the negotiation table.Moreover,U.S.delegations are larger than other negotiation groups, because they have subject matter experts,who often have answers to difficult questions at their fingertips.This enables the United States to project a positive image and to adapt negotiation groups in order to meet a new situation or a particular issue that just arises.
Americans are cooperative.Americans are aware of the importance of teamwork. In the negotiation,they recognize the necessity for working and cooperating with other negotiators in a group.They always think that cooperation can maximize individual value.Every person in a negotiation group has different and clear responsibilities to do detailed work.If they try their utmost to finish their work perfectly,that will make the whole negotiation very successfully and smoothly. Representatives and the private business sector also recognize the authority of the head of their negotiation group and acknowledge the importance of the negotiator’s need to speak with one voice on an item.
Surely,the combination of these characteristics can be found in all of the American negotiation groups who represent the United States enterprises.There might be other traits that could be added to the list of the attributes defining a U.S. negotiation style.It is clear that most of these characteristics are positive with awareness and training,some negative traits like arrogance,will be changed in the future.
3.2Chinese Business Negotiation Style
.Chinese is the largest developing country in Asian.She has many partners in
international trades and represents significance of oriental culture.Fully knowing Chinese business negotiation style is very helpful for other western countries to communicate and do business with Asian enterprises.In fact,Chinese communication can be problematic and misunderstood by Americans,because the Chinese people and Americans hold different values.Different values in turn impact the actions and behaviours.For example,the traditional western belief about human nature is that human beings are basically evil.We see this in the Bible story of Adam and Eve.God threw them out of the Garden of Eden,because they had eaten the fruit from the Tree of Knowledge without permission.From that time on,in accordance with Christianity, all human beings have been born with original sin.That means they do evil as part of their nature and can only be saved from evil by God.As the result of the enhancement of humanism in the USA,this basic belief has changed to one of seeing humans as a mixture of good and evil.However,in China most people believe that human nature is basically good.The reasons why some people become evil after growing up are due to the environment,education,family and friends,rather than themselves.Thus,during the negotiation,Chinese negotiators are more likely to make concessions than Americans.
The Chinese focus on the development of the relationship in negotiation. Several Chinese concepts should be mentioned here,gan qing,which represents mutual warm feeling and empathy between friends;ren qing and bao,which both have much to do with reciprocity and the feeling of obligation that lubricate relationships and serve as a resource in relationships;han xu(“implicit communication’’—literally,han“holding something in the mouth’’;and xu,“thinking opinion’’).Insights into Chinese communication from han xu include the instrumental value of keeping speakers from being in potentially damaging situations because of something they have said.Plus,it underlies the notion that how something is said is as important as what is said.Han xu becomes an explanation for the value of non-verbal communication in the Chinese culture.The Chinese don’t like to express their emotion in public,so most Americans find that the Chinese people say something indirectly and they often get confused.Another cultural factor in China is
Ting hua.Ting hua(that means obedient)is more than simply attuning to others and it is also related to the way of communication serves the hierarchy and role relationships.“Not speaking”is a way of minimizing risks and of adapting a subordinate role.The “voice”is regarded as marking superiority,seniority and expertise..Ke qi (“courtesy”)pervades Chinese public communication,it is an important part in the Chinese tradition.It is used to communicate with family members,company colleagues and even the head of an enterprise.Courtesy is necessary while meeting a new client,especially at the first time,in order to leave the best and deep impression to him/her.Making a good use of courtesy could shorten the unequal power distances between employers and employees.
The last and the most interesting characteristic of the Chinese business negotiation style is mian zi(“face”).This concept was first introduced by the Chinese anthropologist Hu,Hsien Chin in1994,though the term had been used in English for at least several centuries before that.The Chinese people put a strong emphasis on maintaining relationships and are expected to be motivated to protect their faces in public.Given this sensitivity of saving face,they like to do business in a harmonious and relaxed atmosphere.In communication process,they respect their counterparts and don’t say no directly when they disagree with their counterparts. Considering social face,the Chinese negotiators are usually hesitant about engaging in an aggressive interaction that may let others lose their faces.To settle this problem, the Chinese negotiators tend to discuss it in a private environment.The Chinese people are very good at using euphemisms to illustrate bad news,unexpected results and negative statements etc.Therefore,protecting face is the numerous significance of this construct in Chinese culture and communication.
In a word,the Chinese business negotiation style encompasses the above concepts that may not be found in other countries.Understanding those basic concepts is a cut way to grasp the Chinese negotiation style so as to communicate with the Chinese negotiators without any perplexities or confusions.
.Comparison and Analysis of the Specific Factors in Sino-US IV https://www.sodocs.net/doc/8c14494329.html,parison
Business Negotiation
4.1The Definition and Characteristics of Culture
What is culture?Culture influences almost every aspect of human society, including material culture and spiritual culture.(He Weixiang,John Jamison,Peter H. Antoniou&Katherine Whitman，2004)Many scholars have ever defined culture. Following statements are their views.
Herskovits claimed that culture is the man-made part of the environment.
Parsons and Shils said that on a cultural level we view the organized set of rules or standards as such,abstracted,so to speak,from the actor who is committed to them by his own value-orientations and in whom they exist as need-dispositions to observe these rules.Thus,a culture includes a set of standards.An individual’s value-orientation is his commitment to these standards.
C.Kluckhohn announced that culture consists in patterned ways of thinking, feeling and reacting,acquired and transmitted mainly by symbols,constituting the distinctive achievements of human groups,including their embodiments in artifacts; the essential core of culture consists of traditional(i.e.,historical derived and selected)ideas and especially their attached values.
Hofstede argued that culture consists of a set of mental programs that control an individual’s responses in a given context.
Triandis thought that culture is a subjective perception of the human-made part of the environment.The subjective aspects of culture include the categories of social stimuli,associations,beliefs,attitudes,norms and values,and roles that individuals share.
D’Andrade and Greetz addressed that a culture is viewed as a pattern of symbolic discourses and shared meaning that needs interpreting and deciphering in order to be fully understood.
Samovar and Porter stated that culture at the deposit of knowledge,beliefs, values,attitudes,meaning,hierarchies,religion,notions of time,roles,spatial
relations,concepts of the universe,and material objects and possessions acquired by a group of people in the course of generations through individual and group striving.
It can be concluded that culture is a way of life transmitted from generation to generation.It is obvious that culture is closely linked to communication,and negotiation is a sort of special communication.Therefore,negotiation is heavily influenced by culture.They are intrinsically inseparable.
Here are some features in culture.
Culture is learned.We were not born with the knowledge of how to speak,think and behave.We began to learn our parents’patterns of speaking,thinking and behaving in the process of growing up.The learning environments encompass family, community,school and society.If the environment is different,the culture we learned and acquired will be different,too.We always do something that our culture regards as appropriate.Our actions and behaviours invariably keep a line with our culture. Everything a person experiences is also part of his/her culture.
Culture is invisible.That means the culture concept is acquired unconsciously. We are rarely conscious of what message we are receiving now and what message we are going to send afterwards.We learn the cultural pattern in a subconscious way.We also perform them almost habitually,automatically and naturally.The relationship between us and the culture is just like fish and water,birds and sky.We live harmoniously in an invisible cultural environment.For example,most of us would have a different time pointing to a specific event or experience that taught us about the importance of modesty,humility and friendly interpersonal relationship.It is because we learned them under the conscious level.
Culture is adaptive.Most people are very familiar with the idea of culture shock. People frequently use this term whenever they tell a story about problems the Chinese meet when they go abroad or when they are willing to talk about the problems foreigners have when they are in China.That is a well-known situation that is unpleasant and uncomfortable.The“shock’’in culture shock emphasizes the pain and doubt that a person experiences when faced with a significantly new environment. (Linell Davis,2004)For instance,the university student is moving from the most
familiar community he or she lives to a totally new campus.At one time or another during his/her first few months as a university student he/she probably experienced all the feeling in the concept of culture shock.They have to learn how to adapt the new life and adjust their thinking,behaviour and communication ways.That is a typical example to prove that culture is adaptive.
Culture is changeable.Few things in the world never change except for true theories.Any great inventions,creations and progress of mankind definitely impact on people’s ideas,behaviours,beliefs,activities etc.and these impacts more or less lead to some changes in human’s culture,the structure of culture,the concepts of culture. For example,in the past,the Chinese women lived a very hard life with low social status.They had to follow their husbands’step,follow their son’s words and follow their fathers’requirements.They did not have freedom of speaking,rights to say no and even welfare after suffering unfair treatment.However,today,they are as excellent as men,taking part in politics affairs,contributing to public charities,doing business themselves etc.Women,nowadays,are very strong,independent,capable, responsible and confident.They can uphold the half sky in all fields both abroad and at home.This culture for women is so different from that used to be.The huge change in culture of women indicates that everything on the earth is changeable,culture is no exception.
4.2Six Aspects of Culture Affect Negotiation Style
Negotiation practices differ from culture to culture and such culture can influence“negotiation style’’—the way persons from different culture conduct themselves in negotiation session.(Liu Fengxia,2006)In chapter three,the author has mentioned some key features in U.S.business negotiation style and Chinese business negotiation style respectively.Here will be some explanation and comparison of other specific factors that influence the two countries’negotiation styles in order to completely understand these two different negotiation styles.
4.2.1Negotiation Goal:Contract or Relationship
Different cultures hold different purposes of negotiation.Chinese negotiators look forward to building long-term partnership.They are not in a hurry to push for an agreement.Generally,there is a slow start to“warm up”before formal negotiation, and then it is followed by some tentative suggestions.And it is well-known that the Chinese are reserved,introverted and famous for their hospitality and good manners. Thus,the Chinese people consider mutual-benefit relationship and trust are very important.What’s more,they think that the time should be spent in the beginning of enjoying tea,coffee and social talk.Although at the final stage,both sides have signed the contract that describes the relationship between them,the essence of the deal is the relationship itself,not a contract.Unlike the Chinese negotiators,American executives like to put the negotiation goal on the priority and think it is the first.Their goal is to sign a perfect contract after negotiation.American negotiators often act in a impersonal way—“business is business”.Besides,American negotiators are always driven to bring counterpart concerned into agreement and they have little interest in building any relationship.They like to be openly challenged for the negotiation,and think that it is quite normal if they run into any conflicts with any party concerned.
4.2.2Risk Taking:High or Low
Most US negotiators are risk takers.They like to try new approaches.They are often prepared to put forward new,innovative ideas for compromise,even specific expressions that can move the negotiation towards agreement.This is often done without prior approval from the headquarters and represents the risk the leader of the negotiation group is prepared to take,in order to reach consensus.This trait is widely recognized by other delegations.Americans’risk taking is much higher than Chinese. By comparison,the Chinese negotiators don’t tend to take risks.If they want to take risks,they should acquire the permission from the leader of the negotiation group or the headquarters.The reason perhaps is that the Chinese negotiators suffer much more pressure than the Americans.Most Chinese people are conservative and they are not likely to take risk under the conditions of losing their jobs or causing failure in negotiation.In addition,the traditional Chinese culture—“Let it be’’can affect the
willingness of the Chinese negotiators to take a high risk in a negotiating process.
4.2.3Team Organization:One Leader or Group Consensus
In any international negotiation,it is important to know how the other party is organized and makes decisions.Culture is the key factor that affects the way groups are organized and the way organizations function.Some cultures focus on individuals, while others emphasizes the group.The Chinese negotiation group is the team with a supreme leader who has complete authority to decide all matters during the process. Every member in the team should follow his words without any complains.The Chinese people,to a far greater degree than any other groups,preferred one-person leadership.(perhaps a reflection of the political tradition in this country.)On the contrary,the American delegation is more democratic.The Americans prefer a negotiation team based on consensus,rather than the one-person leadership.When they encounter frustrations or obstacles in negotiation,the first thing they do is that they discuss with each other and they should report everything to the leader as soon as possible and print a perfect chat indicating how terrible the situation is.The methods of coping with difficulties are totally different from Chinese negotiators.The American team members believe that every person in a negotiation team is equal and is capable of doing something.They can deal with something as well as their leaders. The most important point is that they view the group consensus more useful,helpful and beneficial than individualism.
4.2.4Personal Style:Informal or Formal
Personal style concerns the forms that a negotiation uses to interact with counterparts at the negotiation table.A Culture strongly influences the personal style of negotiators.It has been observed that the Chinese negotiators have a more formal style than the Americans.A negotiator with a formal style insists on addressing his or her counterparts by their titles,avoids personal anecdotes,and refrains from questions touching on the private or family life of members of the other negotiation team. However,a negotiator of informal style tries to start the discussion on a boring basis, and quickly seeks to develop a personal,private relationship with the other party.
They may dress leisure clothes,take off jackets and roll up their sleeves while making a deal in earnest.They also may chew gums during negotiating the goods’prices. Informal dresses,expression,insincere responses negative reactions etc.must leave a bad impression of deemphasizing this negotiation to the other side and the counterpart will not cooperatively do business with your party any more.According to a research, nearly83percent of Americans considered themselves to have an informal negotiating style while only54percent of the Chinese were similarly inclined.
4.2.5Negotiation Attitude:Impatience or Patience
Americans are the most impatient people in the world.This characteristic is carried over into their negotiation style to such an extent that the rest of the world recognize that the trait in American negotiators and takes advantage of it at every opportunity.Impatience is such an ingrained,subconscious tendency in most Americans that they don’t even realize the rest of the world marches to the tune of a different drummer.Different perceptions cause many misunderstandings during negotiations.Americans do business like chasing a bus as quickly as possible.They do everything effectively and view that time is money.If their counterpart discusses a problem at lower speed,they will become impatient and begin to move their attention to other subjects.Moreover,Americans are not good listeners.This goes hand in hand with impatience,because English as a universally accepted language by most people in international trades is American native language.Therefore,they are easier to be absent-minded while listening to the counterparts.The Chinese negotiators are opposite and they will explain them to their counterparts.The Chinese negotiators are timid,conservative,cautious and patient and they are not inclined to be excited easily because of some emergencies.According to the stereotype,the Chinese team is less likely to show their emotions at the negotiating table,and even though they have a strong emotion,they will hide it in their hearts quickly and try their best to control it. Besides,the Chinese negotiators are wholly good listeners,because they are non-native English speakers.They should pay much attention to their counterparts to avoid neglecting any important details of an agreement.No matter how long the
counterpart describes the contract,the Chinese negotiators will be patient and take key notes with caution until the other part finishes it.
4.2.6Form of Agreement:General or Specific
Looked at from the cultural angle,the Chinese team usually pays attention to a contract in the form of general principles,rather than tiny details.They care the main idea of the contract whether it is opposite to the original meaning.Why?Because,it is claimed the Chinese negotiators believe in the counterpart’s faith,trust and sincerity. They also trust that the long-term relationship between two sides and the essence of the deal is relationship.If some unexpected circumstances occur,the Chinese team must turn to the relationship,not the details of the contract.By contrast,the Americans are more likely to trust the contract and regard that it has legalistic power to protect their interests at any time.Before signing a name on a written contract,they check every detail to avoid any errors.The success of business deal directly depends on the quality of the contract.Thus,the Americans prefer to the contracts that attempt to anticipate all possible circumstances and results.If there are some terrible situations they face,they handle the problems in accordance with contract,not relationship.
V.Some Skills for Business Negotiation
Know Your Objective—If you go into the negotiation knowing what you want, you'll never be disappointed.Also,you'll never make it in business either,because other people are going to walk all over you time and time again.Successful negotiators have a clear understanding about what they want to achieve before they begin the negotiation process.They not only have a"best case scenario"objective,but also a bottom line objective they absolutely must have in order to make the deal work.
A successful negotiation is the destination to negotiators.(Kathleen Kelly Reardon, 2005)
Information is Power—In negotiations,information is power.The most valuable
pieces of information are the ones that help you determine what is important to the other party and how far they are willing to go to close the deal.This is going to require you to do some research in advance,but you can also gather information by asking key questions throughout the negotiation.(Zhang Binda＆Man Yuanyuan, 2007)
Aim High—In negotiation,it's expected that both parties will ask for more than they want in hopes of getting what they actually want.When you ask for something, aim high enough to leave room for negotiation,but not so high that it comes off as an insult.Likewise,when the other person asks for something,remember that they've likely inflated their request.
Use Body Language—Good negotiators know how to use body language to their advantage.They also know how to read other people's body language to gain the upper hand.Crossed arms,raised eyebrows,wandering eye s—they all mean something.Pay attention and you'll be surprised at what you might learn about what is really going on in the negotiation regardless of what is being said with words.
Don't Be Afraid to Walk Away—No matter what happens in the middle of the negotiation process,don't be afraid to exercise your ability to simply walk away from the deal.This might mean that you'll never be able to make the deal,but it might also be the impetus the other person needed to reach an agreement
VI..Conclusion
VI
It is obvious that every negotiation group has its own special and unique negotiation style.The main factor influencing it is the culture.The Western culture and the Eastern culture are main cultural streams around the world,so the Chinese business negotiation style is so different from the American business negotiation style. But the western norms are now balanced with eastern values,and local traditions are balanced with regional and national approaches and negotiation practices continue their global evolution.Culture can affect the way in which people perceive the certain elements in the negotiation process.Knowledge of these cultural gaps may help
中美在商务谈判中的风格比较
中美在商务谈判中的风格比较 o张红霞 随着国际间经济联系日益加强,国与国之间经济和贸易谈判作为一种进行商贸活动的载体,始终是贸易双方为达到各自的商业目的而被最为广泛采用和最为常见的行为。由于不同的国家人们生活的文化背景不同,价值观念不同,行为方式和习惯不同,反映到谈判桌上,往往形成不同的谈判风格。中美两国在社会政治制度上有着根本的不同,这体现于商务谈判中,需本着中美联合公报精神,本着和平共处原则以及通行的国际惯例,既各自维护自身利益,又求同存异,努力达成协议。而同时又由于中国人和美国人往往在价值观念、意识形态及文化传统等方面存在很大差别,所以反映在谈判风格上也就有很大的区别,其主要表现在以下几个方面: 一、从对时间的态度上看,美国人缺乏耐心,中国人富有耐心。 美国人的时间观念很强。美国的谈判者和生意人有句格言,/不可盗窃时间0,他们对时间非常吝啬,在他们的观念中,时间也是商品。如果你占用、浪费了他的时间,就等于偷了他的美金。他们在谈判中连一分钟也舍不得去作无聊的会客和毫无意义的谈话。美国人遵守时间,珍惜时间,因而保证了谈判的高效率。 商务谈判的过程大体上分为:不涉及具体谈判的调查,与谈判任务相关的信息交流、说服对方和妥协成交四个阶段。美国人认为说服是谈判的核心、关键。他们倾向于迅速结束前两个阶段。双方见面后,稍事寒暄,也谈论天气、家庭、体育等话题,但不过是蜻蜓点水,迅即便开门见山,直截了当地阐明自己的需要和兴趣,做到简洁、明了、迅速,很少有废话。他们回答问题简短,对要求给予更为详细的答复缺乏耐心。中国人把大量的时间耗费在相互介绍和了解方面。在主场谈判时,他们并不急于谈判,而是耐心地认识和熟悉对方,并尽可能地建立起一种长久而牢固的信任关系。美国人的谈判很少出现长时间的停顿;中国人的谈判经常出现较长时间的沉默。沉默、拖延等说服战术,都可以使美国人作出让步。在他们看来,让步是推动事物更快发展的一种方式。在美国,看手表能推动事情的进展,而在中国则被视为不耐烦、缺乏理解、不合礼仪、层次较低。 美国人的谈判班子成员较少,而中国人往往为数众多,之中有技术人员、管理人员、法律人员等,甚至有行政领导干部参与。由于人数多,内部的意见交流就会发生困难,要把不同的意见全部集中统一起来,必然延长谈判的时间。美国人在商务谈判过程中决策的速度很快,一旦条件符合即能迅速拍板,常常在短时间内做好一笔大生意。 二、从处事原则上,美国人主张按规则办事,中国人注重按人际关系办事。 美国是当今世界上法制比较健全的国家之一,是法治社会。美国人的法律意识根深蒂固,一切都可以诉诸法律。因此,在商务谈判中美国人也非常重视法律和合同的作用,他们总带有尽可能多、尽可能好的律师参加谈判。他们不相信人际关系,只承认有法律保障的合同契约。 中国人非常重视关系,不仅表现在商务活动进行的过程中,在与谁合作的问题上,也把是否有来自各方面的关系看成是选择合作伙伴的重要因素。亲属关系、朋友关系、同学关系被人们广泛的利用,形成一幅幅错综复杂的关系网。为了维护一种长期的友好合作的伙伴关系,精明的中国商人善于在谈判前进行酿酒似的/关系勾兑0,以求得最终在谈判中签订出有利于自己的合同。 美国人派伊在他的5谈判作风6一书中指出:/用帮助中国人得到面子的方法可以得到很多东西。0中国人很看重/面子0,常常以自己的面子被别人看重而倍感自豪。在商务谈判中,中国人常给对方面子,同时,也需要对方给自己面子。因此,在谈判桌上失去很多。因为对方往往是在保住你面子的情况下强迫你作出让步。 三、从对立场和利益的态度上看,美国人重利益轻立场;中国人把立场放在第一位,经济利益放在第二位。 美国人对待事物的态度,取决于是否能为自己带来好处。在他们看来,没有永恒的朋友,也没有永远的敌人,友好归友好,利益归利益。他们注重利益,乐意以积极的态度来谋求自己的经济利益,追求物质上 545发展论坛61998年第6期
中美商务谈判风格
中美商务谈判风格 在中美商务谈判中了解彼此不同的文化，熟悉商业活动的文化差异是非常重要的。它有助于中美方谈判者更好地互相了解，从而尽可能避免因为文化差异而导致的冲突，下面整理了中美商务谈判风格，供你阅读参考。 中美商务谈判风格一：谈判策略的差异与思维方式 中美谈判策略的差异是由各自的思维方式决定的。人类思维的两种基本形式是综合性思维和线性思维。中国人重视综合性思维方式，这种思维方式源于中国的传统文化。西周初期的《易经》提出了有机整体的初步图式，为中国传统综合性思维方式奠定了基础。到了春秋战国时期，儒家和道家进一步发展了综合性思维模式。儒家把自然人性化，道家把人性自然化，都把人和自然看作是相互连通的整体。后历经两汉的宇宙论、魏晋玄学、隋唐佛教的本体论和宋明理学体系，综合性思维渐已成为中国人的思维特征之一（连淑能，22）。受其影响，中国人倾向于从总体上观察事物的特征，即将宇宙视为一个整体，从全局观点进行综合研究。虽然中国人也习惯于把事物分成对立的两个方面，但这两个对立面被看成是一个不可分割的整体。正是由于这种思维方式的差异，在谈判中，中方代表凡事" 先谈原则，后谈细节"，从整体到局部，由大到小，从笼统到具体。 美国人倾向于线性思维方式。西方人的思维方式与其哲学思想密切相关。西方哲学对世界的构成问题是从元素论起步的。水、火和空气等多曾被视为宇宙的构成物。留基伯和德谟克利特提出了原子论后，伊壁
鸠鲁和卢克来修对此做了进一步的完善，建立了西方古代宇宙观的中心学说。原子论学说体现了古希腊哲学对元素、结构和形式分析的注重，是其线性思维方法的体现。15 世纪下半叶后，以孤立、静止和片面的观点考察和分析事物的形而上学思维方式占了主导地位。此后，笛卡儿明确把主体与客体对立起来，把"主客二分" 作为哲学的主导原则开创了西方近代哲学。线性思维方式对西方社会有着深远而广泛的影响，因此，注重事物的分析解剖和个体研究的线性思维方式也就成了是美国人思维的特征之一。由于受线性思维方式的影响，重视事物之间的逻辑关系，重具体胜过整体，因此，美国人往往对具体细节给予极大的关注。他们讲究实际，一开始就急于讨论具体款项，他们认为合同是一套完整的、应被遵守的、具有法律约束力的条款。 中美商务谈判风格二：.谈判决策的差异与权力差距文化不同决策机制的形成有其各自不同的原因。中国文化属于高权力差距型文化(high power distanee),即人与人之间由于阅历、职位、文化水平等方面的不同形成了上下级式的纵向关系。人们比较看重地位的差别,以及自己在上下级关系中所处的地位, 这种纵向的上下级关系时刻影响着个人的言行举止。中国文化着眼于伦理本位, 深受儒家思想的浸染。中国半封闭的大陆性地理环境和小农经济为儒家思想滋生和成长造就了丰沃的土壤。这是因为农业文明对土地的依赖加强了个人对家族的依赖, 使得血缘关系进一步巩固。而建立于血缘关系之上的集体(家族)是一种立体状的等级结构。其中,父对子,长对幼有着绝对的支配权，在他们之间不存在所谓的平等。具有先验性和等级性的血缘是一种任何人都无法改变也无法摆脱
最实用的商务谈判案例分析3篇
最实用的商务谈判案例分析3篇 案例分析： 日本代表的一席话说得美国代理商哑口无言，美国人也不想失去这次赚钱的机会，于是谈判顺利地进行下去。 巴西一家公司到美国去采购成套设备。巴西谈判小组成员因为上街购物耽误了时间。当他们到达谈判地点时，比预定时间晚了45分钟。美方代表对此极为不满，花了很长时间来指责巴西代表不遵守 时间，没有信用，如果老这样下去的话，以后很多工作很难合作， 浪费时间就是浪费资源、浪费金钱。对此巴西代表感到理亏，只好 不停地向美方代表道歉。谈判开始以后似乎还对巴西代表来迟一事 耿耿于怀，一时间弄得巴西代表手足无措，说话处处被动。无心与 美方代表讨价还价，对美方提出的许多要求也没有静下心来认真考虑，匆匆忙忙就签订了合同。等到合同签订以后，巴西代表平静下来，头脑不再发热时才发现自己吃了大亏，上了美方的当，但已经 晚了。 案例分析： 这个是一个挑剔式开局策略的运用，在一开始的时候对对手的某项错误或礼仪失误严加指责，使其感到内疚，从而达到营造低调气氛，迫使对方让步的目的。本案例中美国谈判代表成功地使用挑剔 式开局策略，迫使巴西谈判代表自觉理亏在来不及认真思考的情况 而匆忙签下对美方有利的合同。 但是我与此同时我们更需要注意的是,这也是一个关于国际的商务谈判,其中就没有很好的运用我们上文中所提出的观点应该在谈判之前了解对方的文化,并且应该想好一旦迟到的情况下应该如何是好,如何地应对这种文化上的差异.接下来我们来看一下另一个事例,同 样是面对这种迟到的情况,日本的谈判代表是如何做的:
日本有一家着名的汽车公司在美国刚刚“登陆”时，急需找一家美国代理商来为其销售产品，以弥补他们不了解美国市场的缺陷。当日本汽车公司准备与美国的一家公司就此问题进行谈判时，日本公司的谈判代表路上塞车迟到了。美国公司的代表抓住这件事紧紧不放，想要以此为手段获取更多的优惠条件。日本公司的代表发现无路可煺，于是站起来说：“我们十分抱歉耽误了你的时间，但是这绝非我们的本意，我们对美国的交通状况了解不足，所以导致了这个不愉快的结果，我希望我们不要再为这个无所谓的问题耽误宝贵的时间了，如果因为这件事怀疑到我们合作的诚意，那么，我们只好结束这次谈判。我认为，我们所提出的优惠代理条件是不会在美国找不到合作伙伴的。” 日本代表的一席话说得美国代理商哑口无言，美国人也不想失去这次赚钱的机会，于是谈判顺利地进行下去。 1992年上海甲公司引进外墙防水涂料生产技术，日本乙公司与香港丙公司报价分别为22万美元和18万美元。经调查了解，两家公司技术与服务条件大致相当，甲有意与丙公司成交。在终局谈判中，甲公司安排总经理与总工程师同乙公司谈判，而全权委托技术科长与丙公司谈判。丙公司得知此消息后，主动大幅度降价至10万美元与甲签约。 问题：(1)如何评论甲公司安排谈判人员的做法? (2)如何评论丙公司大幅度降价的做法? 分析： 1、这是商务谈判战术中典型的兵不厌诈。在这个商务谈判中，甲公司采用了兵不厌诈战术，让丙公司认为自己无意和他合作，主动降价。以期更低的价格达成交易。 2、丙公司中计，这在商业谈判中是不可取的。没有坚持自己的底线。
中美商务谈判案例
中美商务谈判案例Last revision on 21 December 2020
2011年，两个美国客户过来中山欧曼科技照明有限公司参观工厂和展厅。因为这两个美国客户是大客户，所以副总经理和外贸部经理，主管还有一个业务员，一共4个人，都亲自出来迎接他们。那两个美国客户刚来到公司的时候是中午午饭时间，所以中方的副总经理就有礼貌的问了句：“是中午饭时间了，请问你们想进午餐吗”在事先之前，双方都有了解一下各国文化，中方知道美方比较直接，所以就直接问了要不要先吃午饭。而美方的回答却说：“不是很饿，随便。”其实美方客户已经很饿了，就是知道中国人的间接表达关系，所以就委婉的说“随便”。最后就是美国客户饿着肚子跟着充满热情的中方人员参观了工厂。由于之前的回答令美方感到疑惑，最后还吃了饭不，也不好意思再说一次，所以他们心里觉得还是直接说比较好。在参观工厂的时候，其中一个美国客户看到了一张贴错英文字母的海报，当场就指着那张海报说：“喂，你看，那个海报的英文写错了。”当时陪同副总经理在内的还有几个车间工人，那时候总经理觉得很不满意，觉得美方客户不给他面子，不给他台阶下。那时候，有个业务员就说：“本来想换掉的，时间比较匆忙，于是先过来接待你们了。”参观完了展厅之后，到了价格谈判的阶段。美国客户直接就问如果他们下一定的订单，中方能够给多少折扣。中方抓住美方直接表达和不耐心的性格，外贸部经理就故意间接的说出一堆影响价格因素，没有直接的给出最终价格，谈判持续了大概半个小时，最后是一个美国客户急了，就说：“如果贵方不给出最低价，我们就去找其他厂家。”中方经过协商之后，最终决定先和美方客户去饭店吃饭，在吃饭的时候有敬了那两个美国客户很多杯酒，虽然吃饭期间美国客户有问到最低产品价格，但是中方没有回答，只是一直的和美方敬
商务谈判案例分析
商务谈判案例分析 A公司――国内某著名商用车公司 案例背景： 谈判过程： 第二轮谈判，会议地点改在某五星级酒店，会议前派技术部副经理开GL8商务车亲自前往机场接机，并安排外方所有参会人员入住 该酒店，会议所产生的一切费用(包括机票和酒店)均由A公司承担。会议前一天，A公司的总经理亲自宴请B公司所有谈判人员，当晚 餐桌上，双方相谈甚欢乐。第二天，谈判开始，外方调整报价，由 原先的300万欧元调整为250万欧元。A公司见此报价心生不爽， 但还是面带笑容，坚持首次合作为尝试性合作，双方仍坚持不下。 谈判间歇，A公司的翻译向B方解释，250万这个报价不符合中国国情，并且“250”在中 文中的深刻含义。B方对中国的国情有所了解，但可能是顾及在 欧洲一贯的高姿态，此轮他们他们仍然坚持报价，不做让步。 案例分析： 经过商务谈判课程的学习，我发现此谈判历经三个回合，最终签订合同归根溯源是符合谈判宝典的八项基本准则。 首先，对于A公司来说，BATNA就是寻找其他合作伙伴。事实上，在第一轮谈判失败后，A公司已经在与另外一家美国公司洽谈，寻 找合作的机会。当然，A公司的第一选择是B公司。其次，谈判的 关联方。第三轮谈判，A公司请来了当地的政府官员，旨在表现出 此项目是由政府支持的，让B公司对A公司更加信任，并且暗示B 企业今后在中国的发展有政府作为靠山，前景光明。至于双方的首 要利益，我认为，A企业的首要利益是寻求长期合作伙伴，并回避 第一次合作的风险。而对于B方来说，其首要利益是寻求新的合作
对象，摆脱破产的威胁。A方的谈判代表带B方去参观厂房，让政 府官员做签订合同的见证人，让B方意识到A方是个有实力的企业，让B方感觉到虽然第一次可能没 法赚钱，但只要项目开展成功，长远利益远大于眼前利益。 B企业在最后一轮谈判中愿意接受中方提出的第一次免费为A企 业做设计的合作方式，但是硬件的资金要A企业承担。这也是谈判 的一个创新点。B企业由于金融危机，资金有限，能为A公司免费 设计一次已属于比较大的让步，这在B企业与其他国家的合作中是 从未有过的，这样的让步充分体现了B企业的诚意。虽然提出了要 去A企业承担硬件的要求，但这个要求也合情合理，一方面B企业 目前资金确实有限，另一方面硬件设备属于可反复利用的设备，A 企业购买硬件，所有权属于A企业，因此这样的提议是一个双赢的 提议，A企业没有拒绝的理由。 总结： 制造虚假情报，声东击西 某工厂要从日本A公司引进收音机生产线，在引进过程中双方进行谈判。在谈判开始之后，日本公司坚持要按过去卖给某厂的价格 来定价，坚决不让步，谈判进入僵局。我方为了占据主动地位，开 始与日本B公司频频接触，洽谈相同的项目，并有意将此情报传播，同时通过有关人员向A公司传递价格信息，A公司信以为真，不愿 失去这笔交易，很快接受我方提出的价格，这个价格比过去其他厂 商引进的价格低26%。 评点：在一条路走不通的时候，往往应该去探索另一种方法，在本例中，我方运用了传播假情报，获取了主动权，取得了胜利。 掌握情报，后发制人 在某次交易会上，我方外贸部门与一客商洽谈出口业务。在第一轮谈判中，客商采取各种招数来摸我们的底，罗列过时行情，故意 压低购货的数量。我方立即中止谈判，搜集相关的情报，了解到日 本一家同类厂商发生重大事故停产，有了解到该产品可能有新用途。
中美商务谈判的不同
美国人商务谈判的特点 在全球经济一体化的今天，国家间的贸易愈来愈频繁，显得越来越重要。全球经济一体化使文化背景不同的人走到一起，往往因为细微之差有的成为谈判高手，有的却败走他乡。商务礼仪就是这细微而又关键的因素之一。 商务礼仪在社交和商务谈判中起着重要的作用，能帮助商人及时调整自己的行为，创造轻松愉快的商务环境。 国际商务谈判要面对的谈判对象来自不同国家或地区，有不同的社会文化背景和政治经济制度，人们的价值观念、思维方式、行为方式、语言及风俗习惯有着迥然不同的特点，因此，他们在商务谈判中的风格也各不相同。 随着国际间经济联系日益加强, 国与国之间经济和贸易谈判作为一种进行商贸活动的载体, 始终是贸易双方为达到各自的商业目的而被最为广泛采用和最为常见的行为。由于不同的国家人们生活的文化背景不同, 价值观念不同, 行为方式和习惯不同, 反映到谈判桌上, 往往形成不同的谈判风格。中美两国在社会政治制度上有着根本的不同, 这体现于商务谈判中, 需本着中美联合公报精神, 本着和平共处原则以及通行的国际惯例, 既各自维护自身利益, 又求同存异, 努力达成协议。而同时又由于中国人和美国人往往在价值观念、意识形态及文化传统等方面存在很大差别, 所以反映在谈判风格上也就有很大的区别,美国是世界上经济技术最发达的国家之一。国民经济实力也最为雄厚，不论是美国人所讲的语言，还是美国人所使用的货币，都在世界经济中占有重要的地位。英语几乎是国际谈判的通用语言。所有这些，都使美国人对自己的国家深感自豪，对自己的民族具有强烈的自尊感与荣誉感。这种心理在他们的贸易活动中充分表现出来。 首先，他们在谈判中，自信心和自尊感都比较强，加之他们所信奉的自我奋头的信条，常使与他们打交道的外国谈判者感到美国人有自我优越感。他们喜欢直言批评，缺乏对别人的宽容和理解。美国人的自信与傲慢还表现在他们喜欢批评别人，指责别人。当谈判不能按照他们的意愿进展时，他们常常直率地批评或抱怨。这是因为，他们往往认为自己做的一切都是合理的，缺少对别人的宽容与理解。美国人的谈判说话声音大、频率快，办事讲究效率，而且很少讲对不起。他们喜欢别人按他们的意愿行事，喜欢以自我为中心。美国人在谈判中干脆直爽，直接了当，重视效率，追求实利。美国人习惯于按照合同条款逐项进行讨论，解决一项，推进一项，尽量缩短谈判时间。注重效率，珍惜时间。美国人的生活节奏极快，美国商人特别守时。他们注重效率，喜欢每一场谈判都能速战速决。他们认为守时是尊重对方的表现，按事先安排的议程行事是效率。有时为了谈判的成功，他们会耐心去适应对方的谈判节奏。但是，这是有原则，有期限的。任何超越期限的谈判，是时间的浪费，会因其缺乏严肃性而破裂。例如，巴西一家公司到美国去采购成套设备。巴西谈判小组成员因为上街购物耽误了时间。当他们到达谈判地点时，比预定时间晚了45分钟。美方代表对此极为不满，花了很长时间来指责巴西代表不遵守时间，没有信用，如果老这样下去的话，以后很多工作很难合作，浪费时间就是浪费资源、浪费金钱。对此巴西代表感到理亏，只好不停地向美方代表道歉。谈判开始以后似乎还对巴西代表来迟一事耿耿于怀，一时间弄得巴西代表手足无措，说话处处被动。在这样的坏境下，与美方谈判更要注意时间观念，一方在谈判中处于被动局面。 第二，在谈判中，他们精力充沛，感情洋溢，不论在陈述己方观点，还是表明对对方的立场态度上，都比较直接坦率。如果对方提出的建议他们不能接受，也是毫不隐讳的直言相告，甚至唯恐对方误会了。美国人的思维模式使其在谈判中习惯于迅速、直接地将谈判引向实质阶段，讨论具体问题。他们语言直率，干脆，直入主题。他们欣赏谈判对手的直言快语。但是中国人的“慢热”并不全是坏处。美国人对时间非常吝啬, 在他们的观念中, 时间也是商品。因此，从对时间的态度上看,美国人缺乏耐心, 中国人富有耐心。美国人的谈判很少出现长时间的停顿; 中国人的谈判经常出现较长时间的沉默。沉默、拖延等说服战术, 都可以使美国人作出让步。在他们看来, 让步是推动事物更快发展的一种方式。 例如，一位著名谈判专家有一次替他美国邻居与保险公司交涉赔偿事宜。谈判是在专家的客厅里进行的，理赔员先发表了意见：“先生，我知道你是交涉专家，一向都是针对巨额款项谈判，恐怕我无法承受你的要价，我们公司若是只出100元的赔偿金，你觉得如何?” 专家表情严肃地沉默着。根据以往经验，不论对方提出的条件如何，都应表示出不满意，因为当对方提出第一个条件后，总是暗示着可以提出第二个，甚至第三个。理赔员果然沉不住气了：“抱歉，请勿介意我刚才的提议，我再加一点，200元如何?” “加一点，抱歉，无法接受。” 理赔员继续说：“好吧，那么300元如何?” 专家等了一会儿道：“300?嗯……我不知道。” 理赔员显得有点惊慌，他说：“好吧，400元。” “400?嗯……我不知道。” “这样吧，600元。” 专家无疑又用了“嗯……我不知道”，最后这件理赔案终于在950元的条件下达成协议，而邻居原本只希望要300元! 这充分表明美国人有时候的不耐心和对时间的过分吝啬也可能使得谈判对我方有利。 第三，美国人讲究实际，注重利益。美国人做交易，往往以获取经济利益作为最终目标。美国人做生意时更多考虑的是做生意所能带来的实际利益，而不是生意人之间的私人交情。所以亚州国家和拉美国家的人都有这种感觉：美国人谈生意就是直接谈生意。不注意在洽商中培养双方的友谊感情，而且还力图把生意和友谊清楚地分开。所以显得比较生硬。美国人注重实际利益，还表现在他们一旦签订了合同，非常重视合同的法律性，合同履约率较高。在他们看来，如果签订合同不能履约，那么就要严格按照合同的违约条款支付赔偿金和违约金，没有再协商的余地。所以，他们也十分注重违约条款的洽商与执行为了保证自己的利益，最公正、最妥善的解决办法就是依靠法律，依靠合同，而其他的都是靠不住的。因此，他们特别看重合同。美国人的法律意识根深蒂固, 一切都可以诉诸法律。他们不相信人际关系, 只承认有法律保障的合同契约。中国人非常重视关系, 不仅表现在商务活动进行的过程中, 在与谁合作的问题上, 也把是否有来自各方面的关系看成是选择合作伙伴的重要因素。亲属关系、朋友关系、同学关系被人们广泛的利用, 形成一幅幅错综复杂的关系网。在商务谈判中, 中国人常给对方面子, 同时, 也需要对方给自己面子。因此, 在谈判桌上失去很多。因为对方往往是在保住你面子的情况下强迫你作出让步。 第四，全盘平衡，面面俱到。美国商人常常从总交易条件入手谈判，再谈具体条款。除讨论项目的品质、规格、包装、数量、价格、交货期以及付款方式外，还包括该项目的设计与开发、生产工艺、销售、售后服务以及双方更好合作事项，面面俱到。他们有理有据，从国内市场到国际市场到最终用户，以智慧和谋略取胜，精于讨价还价。注重质量，兼重包装。美国商人最关心商品的质量及其外观设计和包装。商品的质量是商品直接的最基本的要求。商品的外观设计和包装是体现一个国家消费状况、刺激大众消费的一个重要因素。美国商人不遗余力地追求和提高自己商品的内在品质、外观设计和包装水平的同时，努力把好进口商品的质量及包装这一关。为了更好地和美国商人合作,我们应了解美国的文化，应充分利用美国人的性格特点、心理特征及谈判风格采取相应的对策。总之，美国人的谈判风格首先反映美国人的真挚、热忱、直率的性格特点。他们自信，积极、诚恳，谋求自己的经济利益。美国人的谈判风格其次反映美国人重功利、敢创新的心理特征。他们兢兢业业，守信用、重效率。为了更好地维持长久的对美贸易，我们要树立自己良好的礼仪形象，尊重美国人的文化习俗，充分利用其性格特点，把握其谈判风格，采取相应的对策，争取良好的合作效果
中美商务谈判案例
案例1： 上世纪80 年代末，有家中国企业想与美国一家企业合作，但是因为长期的观念问题，中国企业代表在谈判中一直保持严肃态度。谈判中，美方谈判代表态度非常热情，但中方代表始终板着脸，面无表情，这种不冷不热的严肃态度让美方企业有了误解，认为中国企业来美国考察是真，合作是假。随即计划终止谈判，但美方老板仍然不想放弃，咨询了几位华裔朋友后，他得到了一个好办法，美方老板举行了一个小型聚会，参加人员都是中美双方谈判代表，而聚会上以中国菜为主，背景音乐也是中国的音乐，甚至连餐具也使用了中国的筷子。这一举动让中国代表一下子有了宾至如归的感觉，心理防线也没有了，大家愉快地度过了一个晚宴，大家的关系也亲近了很多。通过交流，美方代表也感觉出中方代表内心有强烈的合作意愿，此后，谈判进程e799bee5baa6e79fa5e98193e78988e69d8331333264623931加快了很多，双方也顺利合作。
案例2：中国S服装公司王经理与美国一家销售公司的谈判人员大卫进行业务磋商： 大卫：贵方提供的材料报价与我方知晓的市场平均价格有差距。 王经理：我方本着双赢的基础，在报价方面符合实际，还请大卫先生告知具体那方面存在差距，以便我方进行进一步核查，同时也可以给双方一个满意的答复。大卫：目前已经进行谈判阶段，我方难以核查每一项材料报价。 王经理：大卫先生可以....... 大卫：不必多言，材料报价这一方面请王经理仔细核查，若达不到我方的底线要求，很难继续谈判。另外在运输方面，贵公司选择海路运输，请问能提供一些运输成本的数据作参考吗？ 王经理：因为该材料并不涉及此次谈判，所以并未携带，若大卫先生需要，我可以请助手去取。 大卫：贵公司是否对此次谈判进行了充足的准备？请不要浪费大家的时间！王经理：大卫先生稍安勿躁，请相信我方有着充足的诚意，所以准备了许久，只是本次谈判涉及的仅是材料报价方面，关于运输成本，我们可以以后再谈。大卫：以后再谈？抱歉，我不能同意。
美国人谈判案例3篇.doc
美国人谈判案例3篇 美国是世界上经济技术最发达的国家之一。美国人在谈判风格上的特点主要是自信心强，自我感觉良好。下面我整理了美国人谈判案例，供你阅读参考。 美国人谈判案例篇1 我国某冶金公司要向美国购买一套先进的组合炉，派一高级工程师与美商谈判，为了不负使命，这位高工作了充分地准备工作，他查找了大量有关冶炼组合炉的资料，花了很大的精力对国际市场上组合炉的行情及美国这家公司的历史和现状、经营情况等了解的一清二楚。谈判开始，美商一开口要价150万美元。中方工程师列举各国成交价格，使美商目瞪口呆，终于以80万美元达成协议。当谈判购买冶炼自动设备时，美商报价230万美元，经过讨价还价压到130万美元，中方仍然不同意，坚持出价100万美元。美商表示不愿继续谈下去了，把合同往中方工程师面前一扔，说："我们已经作了这么大的让步，贵公司仍不能合作，看来你们没有诚意，这笔生意就算了，明天我们回国了"，中方工程师闻言轻轻一笑，把手一伸，做了一个优雅的请的动作。美商真的走了，冶金公司的其他人有些着急，甚至埋怨工程师不该抠得这么紧。工程师说："放心吧，他们会回来的。同样的设备，去年他们卖给法国只有95万美元，国际市场上这种设备的价格100万美元是正常的。"果然不出所料，一个星期后美方又回来继续谈判了。工程师向美商点明了他们与法国的成交价格，美商又
愣住了，没有想到眼前这位中国商人如此精明，于是不敢再报虚价，只得说："现在物价上涨的利害，比不了去年。"工程师说："每年物价上涨指数没有超过6%。余年时间，你们算算，该涨多少?"美商被问得哑口无言，在事实面前，不得不让步，最终以101万美元达成了这笔交易。 美国人谈判案例篇2 国Y公司向中国石家庄工厂销售了一条彩色电视机玻壳生产线，经过安装后，调试的结果一直不理想，一晃时间到了圣诞节，美国专家都要回家过节。于是全线设备均要停下来，尤其是玻璃熔炉还要保温维护。美方人虽过节是法定的，中方生产线停顿是有代价的，两者无法融合。美方走后，中方专家自己研究技术，着手解决问题，经过一周的日夜奋战将问题最大的成型机调试好了，这也是全线配合的关键。该机可以生产合格的玻壳后，其它设备即可按其节奏运转。等美方人员过完节，回到中方工厂已是三周后的事，一见工厂仓库的玻壳，十分惊讶，问"怎么回事?"当中方工厂告诉美方，自己调通生产线后，美方人员转而大怒，认为："中方人员不应动设备，应该对此负责任。"并对中方工厂的外贸代理公司作出严正交涉："以后对工厂的生产设备将不承担责任，若影响其回收贷款还要索赔。" 问题： 1.如何看美方的论述? 2.如何看中方人私调设备的行为? 3.中方外贸代理面对美方论述会怎么回答?
商务谈判精品课程案例
案例1 一致式开局策略 1972年2月，美国总统尼克松访华，中美双方将要展开一场具有重大历史意义的国际谈判。为了创造一种融洽和谐的谈判环境和气氛，中国方面在周恩来总理的亲自领导下，对谈判过程中的各种环境都做了精心而又周密的准备和安排，甚至对宴会上要演奏的中美两国民间乐曲都进行了精心的挑选。在欢迎尼克松一行的国宴上，当军乐队熟练地演奏起由周总理亲自选定的《美丽的亚美利加》时，尼克松总统简直听呆了，他绝没有想到能在中国的北京听到他如此熟悉的乐曲，因为，这是他平生最喜爱的并且指定在他的就职典礼上演奏的家乡乐曲。敬酒时，他特地到乐队前表示感谢，此时，国宴达到了高潮，而一种融洽而热烈的气氛也同时感染了美国客人。一个小小的精心安排，赢得了和谐融洽的谈判气氛，这不能不说是一种高超的谈判艺术。美国总统杰弗逊曾经针对谈判环境说过这样一句意味深长的话：“在不舒适的环境下，人们可能会违背本意，言不由衷。”英国政界领袖欧内斯特?贝文则说，根据他平生参加的各种会谈的经验，他发现，在舒适明朗、色彩悦目的房间内举行的会谈，大多比较成功。 日本首相田中角荣上个世纪70年代为恢复中日邦交正常化到达北京，他怀着等待中日间最高首脑会谈的紧张心情，在迎宾馆休息。迎宾馆内气温舒适，田中角荣的心情也十分舒畅，与随从的陪同人员谈笑风生。他的秘书早饭茂三仔细看了一下房间的温度计，是“17.8度”。这一田中角荣习惯的“17.8度”使得他心情舒畅，也为谈判的顺利进行创造了条件。 “美丽的亚美利加”乐曲、“17.8度”的房间温度，都是人们针对特定的谈判对手，为了更好地实现谈判的目标而进行的一致式谈判策略的运用。 案例分析：一致式开局策略的目的在于创造取得谈判成功的条件。 运用一致式开局策略的方式还有很多，比如，在谈判开始时，以一种协商的口吻来征求谈判对手的意见，然后对其意见表示赞同和认可，并按照其意见开展工作。运用这种方式应该注意的是，拿来征求对手意见的问题应该是无关紧要的
谈判技巧 美国人的商务谈判风格
美国人的商务谈判风格 在谈判中，谈判者主要应考虑的是双方公司及谈判者个人之间的某些差异。而在涉外商务谈判中，谈判双方来自不同的国家，拥有不同的文化背景，生活于不同的政治、法律、经济、文化和社会背景之中，这种差异不仅形成了人们在谈判过程中的谈判行为的差异，而且会对未来谈判协议的履行产生十分重大的影响。下面整理了美国人的商务谈判风格，供你阅读参考。 美国人的商务谈判风格 美国谈判手有着与生俱来的自信和优越感，他们总是十分有信心地步入谈判会场，不断发表自己的意见和权益要求，往往不太顾及对手而显得气势咄咄逼人，而且语言表达直率，喜开玩笑。在谈判桌上，他们精力充沛，且一个事实接一个事实地讨论，直爽利落，不讲客套，并总是兴致勃勃，乐于以积极的态度来谋求自己的利益。为追求物质上的实际利益，他们善于使用策略，玩弄各种手法。谈判中，他们十分重视办事效率，尽量缩短谈判时间，力争每一场谈判都能速战速决，如果谈判一旦突破其最后期限，谈判很有可能破裂。 美国人的法律意识根深蒂固，律师在谈判中扮演着重要的角色。因为生意场上普遍存在着不守诺言或欺诈等现象，美国谈判手往往注重防患于未然，凡遇商务谈判，特别是谈判地点在外国的，他们一定要带上自己的律师，并在谈判中会一再要求对方完全信守有关诺言。美国商人对商品既重视质量，又重视包装。商品的外观设计和包装，体现一国的消费文化状况，也是刺激消费者购买欲、提高消费量的重
要因素。美国人不仅对自己生产的商品不遗余力地追求内在品质和包装水平，而且对于购买的外国商品也有比较高的要求。 美国人的商务谈判风格与中国人谈判风格的差异 在中美商务谈判中，双方表现了了不同的风格。这种不同的风格主要表现在谈判策略、谈判决策、谈判目标的差异上。 在谈判策略上，中方代表首先就有关合同双方所共同遵守的总体性原则和共同利益展开讨论。中方谈判者认为总的原则是解决其他问题的出发点。只有当总的原则确定下来，才有可能就合同的具体细节问题进行谈判。这种"先谈原则，后谈细节"的谈判策略是中国的谈判方式最明显的特征之一。美国人认为世界是由事实而非概念构成的，所以他们不会过于相信纯理性的东西。谈判过程中他们重具体胜于整体，谈判一开始就直奔正题讨论具体款项。他们认为总体原则可有可无，只有实实在在的具体问题才能使谈判得到进展。 在谈判决策上，中国人决策通常是集体协商的结果，一般说来避免个人做出决定。中国的谈判小组在谈判之前、谈判当中，以及谈判之后通常都要交换意见以协调整个小组的行动。当对方的提议超出中方代表的权限范围时他们还要请示上级，需要报请上级领导同意或集体讨论。在美国，个人完全可以代表公司做出决策，美方派出的谈判代表通常有足够的权力，他们可以在授权的范围内直接对谈判的议题做出决策。 在谈判目标上，中方谈判者特别重视长期友好的商业关系的建立。对他们来说，谈判的过程就是建立人际关系的过程，谈判目的更
中美企业家商务谈判行为及其价值观念的比较(doc 26页)
中美企业家商务谈判行为及其价值观念的比较(doc 26页)
之前充分了解对方并建立相互信任，而西方人倾向于开门见山，公事公办。 以上这些研究成果对帮助西方人了解中国人起了一定的作用，但这些研究有较大局限性:一是西方人对中国谈判者的分析是从外部来看中国人，不免带有偏见和片面性；二是迄今为止对中国人谈判行为的研究，还基本上是行为特点的分析，从中国的社会文化和社会心理等较深层次来研究的还比较少。 近年来中国一些学者也开始了这方面的比较研究。例如，张强(1992)在其专著《谈判学导论》中专章比较了中国人与西方人由于文化差异而形成的不同谈判行为；苏永青(1990)在《最新谈判竞争术》一书中以专章比较了日本人、西欧人、阿拉伯人、拉美人和韩国人的不同谈判行为；章瑞华等人的《现代谈判学》(1990)中也讨论了不少国家和地区的谈判风格，包括犹太人、美国人、德国人、法国人、英国人和华侨等。这些比较分析在下列方面存在缺陷；首先，比较分析的材料大多转引自外国的研究，而不是自己调查来的第一手资料；其次，都是作为谈判学著述中一个方面的讨论，而不是从社会文化的角度对谈判行为进行专门比较研究，故深度和系统性都不够。 另外，中国一些专门从事外贸实务的工作者近年来也根据我国外贸方面的实际经验整理和编写出了一些关于商务谈判的教材和资料，总结了我国企业家在商务谈判中的经验和教训，其中也分析了中、外谈判者在谈判行为和方式上的特点。但是，这类研究在很大的程度上是对具体事例的分析，而理论分析不足。 二、本项研究的理论框架 基于以上分析，我们确定本课题的研究范围既不是单纯的商贸谈判学研究，也不是单纯的社会文化学或社会行为学的研究，而是以上学科的交叉研究，侧重于比较分析中国、北美企业家在各自不同的社会文化影响下不同的价值观念和谈判行为。
商务谈判实务部分案例分析
商务谈判实务部分案例分析 【】??2010-01-14 10:59:10来源: 成功营销网作者: 佚名[] 内容导读：1，中方使用什么方法搜集到了谈判信息？其该信息属于哪一类别谈判信息？2、中力怎样加工谈判信息？ 3.中方怎样利用谈判信息？4、曰方在谈判信息的管理上存在什么问题？ 课堂 案例一：欧洲A公司代理B工程公司到中国与中国c公司出口工程设备的交易。中方根据其报价提出了批评。建议对方考虑中国的竞争性和该公司第一次进入市场。认真考虑改善价格。该代理商做了一番解释后仍不降价并说其委托人的价格是如何合理。中方对其条件又做了分析，代理人又做解释，一上午下来。毫无结果。中方认为其过于傲慢固执，代理人认为中方毫无购买诚意且没有理解力。双方相互埋怨之后，谈判不欢而散。 问题：1.欧洲代理人进行的是哪类谈判？2.构成其谈判因素有哪些？3.谈判有否可能不散？若可能不散欧洲代理人应如何谈判？ 分析：1.欧洲代理人进行的是代理地位的谈判。2.构成其谈判的因素有：标的——工程设备；当事人——欧洲A公司，欧洲B工程公司和中国c公司；背景——中国市场竞争和A公司第一次进入中国市场——微观经济环境。3.谈判有可能不散，至少可以避免“不欢而散”。A公司应核代理地位淡判的要求做到：“姿态超脱、态度积极’应做“好人”。 案例二：天津某半导体工厂欲改造其生产线，需要采购设备、备件和技术。适合该厂的供应商在美国、日本各地均可找到2家以上的供应商。正在此时，香港某半导体公司的推销人员去天津访问，找到该厂采购人员表示可以协助该厂购
买所需设备和技术。由于香港客商讲中文，又是华人，很快关系就熟了，工厂同意他代为采购。由于工厂没有权，又必须委托有外贸权的公司做代理，A公司接到委托后，即与美国和日本的厂商探询，结果，美国和日本的厂家有的不报价却回函问：A公司与香港B公司的关系是什么？有的出价很高。A公司拿的探询结果未达到预期目标，具体人员与工人进行了讨论，最后得出了一致的结论。 问题：公司的探询是否成功？为什么？2.天津工厂应做何种调整？为什么？ 3.天津公司的探询要做何调整？为什么？ 分析：1.天津香港公司公司香港公司的探询姑夫败的。田为外商有的不报价，探询没结果。有结果时，条件太苛刻，非诚意报价。2.天津工厂的委托有时序错误，必须调整。香港公司不能代工厂签进口合同，直接找香港的探询可能加快进度，但存在签约和对后续工作影响的问题调整内容；让香港公司的外探纳人天津公司的对外探询中，并且以天津公司为主，避免探询混乱。3.天津公司要与工厂、香港公司统一意见——内容和策略，并把该项目的探询统一组织起来。同时要重新部署探询地区和对象，不给外商造成有多个同样项目在询价的错觉。 案例三：1983年曰本某电机公司出口其高压硅堆的全套生产线，其中技术转让费报价亿日元，设备费亿日元。包括了备件、技术服务（培训与技术指导）费亿日元。谈判开始后，营业部长松本先生解释：技术费是按中方工厂获得技术后，产的获利提成计算出的。取数是生产3000万支产品，10年生产提成事10%，平均每支产品销价s曰元。设备费按工序报价，清洗工序亿日元；烧结工序亿日元；切割分选工序亿曰元；封装工序亿日元；打印包装工序亿日元；技术服务赞
最新中美文化差异对商务谈判的影响及其对策1论文
中美文化差异对商务谈判的影响及其对策 (1)论文 【论文摘要】中美贸易关系日益紧密，商务谈判的重要性日益显现。中美文化差异对两国商务谈判造成很大影响，中国商务谈判人员对此极为关注。中国商务谈判人员应该深入了解中美文化差异，分析文化差异对商务谈判的影响并制定应对之策。【论文关键词】文化差异商务谈判沟通策略随着中美两国经贸关系日益密切，企业之间的商务活动日渐频繁，商务谈判重要性日渐显现。由于中美文化差异对双方商务谈判的影响至深，所以中国谈判人员要在中美商务谈判中获得成功就必须了解中美文化的差异，提高谈判的能力。一、中美之间的文化差异文化主要包括语言及非语言行为、风俗习惯、思维方式和价值观四个方面，它们对中美跨文化商务谈判的影响很大。 1.语言和非语言行为差异。中国自古讲究礼仪，言语当中多是体现自谦和敬人。在听到别人赞扬时，中国人一般表示用谦词来表示谦虚。中国人在交谈中必须使用称谓，以示对对方的尊敬。美国人讲究平等，在美国晚辈可以直呼长辈和上司的名字。对于别人的赞扬，美国人则会表示感谢，接受赞扬。非语言行为上的差异很大，仅列举以下两例就可见一斑:(1)目不转睛地看。中国人以此表示好奇或惊讶，美国人认为这是不礼貌、使人发窘的行为。(2)把手伸向被叫人，手心向上，握拳用食指前后摆动。中国人对此反感，美国人以此表示叫别人过来。 2.风俗习惯差异。风俗习惯主要包括一些社交活动。中国人在日常生活和工作中爱面子，非常在意自己在别人心目中的形象，怕被人笑话、议论和误解。美国人则比较实际，不会太在意别人的看法。美国人在与人交往时不会询问对方的年龄、收入、婚姻等方面，他们认为侵犯了
他人的隐私权；而在中国却经常询问这些内容。美国人喜欢直率地表达自己的观点，中国人则以一种委婉的方式来表达意思。美国人一旦被问及某事，一般必须给予一个比较明确的答复。而中国人提倡“沉默是金”。在美国常见到长辈与晚辈见面时相互拍肩膀、亲吻的情形，而在中国几乎很少见到这样的场景。美国人非常守时，而中国人往往可以理解有原因的迟到。在许多生活习惯上中美之间的差异还是非常明显的。 3.思维方式差异。中美思维差异主要体现在整体思维和个体思维的对立上。中国文化侧重整体思维，整体思维就是按照整体的观点来观察和思考世间万物，分析问题总是从事物的总体出发，注重思考整体事物整体功能、复杂关系和运行过程，而不注重事物的内部结构。美国人侧重个体思维方式，它把复杂的事物分解成简单的要素，逐个地进行研究。 4.价值观差异。中美价值观的差异主要体现在集体主义和个人主义的对立上。中国人的核心价值观念是集体主义，它认为和谐的人际关系是社会的基础。因此中国人以和为贵，并非常重视特定集体的利益或价值。美国文化价值观的核心是个人主义，即以个人为本位的人生哲学。其主要内容是相信个人价值，高度重视个人自由，强调个人的自我支配、自我控制、自我发展。二、中美文化差异对商务谈判的影响中美文化上的差异影响着两国人员商务活动的正常开展。文化上的差异严重影响中美商务谈判人员之间的沟通，中断谈判议程，并使谈判陷入僵局甚至失败。 1.存在使商务谈判双方发生误解的风险。中美商务谈判人员之间的沟通最重要的工具就是语言，除此之外还有非语言性的交流。但由于两国语言和非语言文化上的差异，双方之间的沟通存在障碍。例如“山羊”一词，在汉语里没有什么特殊意义，而goat在英语中却表示“色鬼”的意思。那么“山羊牌闹钟”就变成“色鬼牌闹钟”了。还如对中国人来说，盯着人看表示不尊敬；而在美国，直盯着说话人
美国、加拿大商务谈判
美国人是讨价还价的高手。他们经常玩弄一些手法，让谈判对手也同他们一样注重利益，作出合理让步。下面学习啦小编整理了美国人谈判风格，供你阅读参考。 美国人谈判风格 美国的谈判人员有着与生俱来的自信和优越感，他们总是十分自信地步入谈判会场，不断发表自己的意见和提出自己的权益要求， 我认为性格决定谈判风格。美国人的性格外向、随意，坦率外露。所以美国人的谈判往往具有一下几点风格： 1干脆利落，不兜圈子 美国人喜欢一个事实接一个事实地讨论，直爽利落，不讲客套，乐于以积极的态度来谋求自己的利益，较实在。善于使用策略，表达意见直接，态度认真、诚恳。 2重视效率，珍惜时间 美国经济发达，生活、工作节奏快，所以美国人养成了信守时间、尊重进度和谈判期限的习惯。在谈判时把一切事物用最简洁、最令人信服的语言表达出来，重视效率，喜欢速战速决的习惯。 3法律意识根深蒂固 美国谈判人员喜欢防范与未然，凡是遇到商务谈判，一定会带上律师。信守承诺。 美国人喜欢按合同条款逐项讨论直到各项条款完全谈妥。 4喜欢搞全盘平衡的“一揽子交易” 喜欢先总后分，先定下总交易条件，在谈各项具体条件。
比如：美国在谈判某项目时，不会只谈生产或销售，而是将该项目的从设计、开发、生产、工程、销售到价格等一起商谈。 与美国人谈判禁忌 在与美国人谈判时，应当注意美国人态度热忱、外露奔放，业阶段，他们想了解对方的一切，也希望对方了解自己的意图。他们对于“一揽子”交易兴趣十足，他们作为买方，希望卖方谈判者按照其要求做出“一揽子”说明;他们作为卖方，则希望买方谈判者提出“一揽子”条件。这里所说的“一揽子”的含义是，它不仅包括产品本身，而且还要介绍销售该产品的一系列办法，企业的形象信誉、素质实力和公共关系状况等。 在这种情况下，没有充分的准备当然就不行了。 办事拖沓，缺乏效率 美国人对时间非常吝啬，他们有句谚语：“不可1时间。”在他们的观念中，时间也是商品，时间就是金钱。他们常以“分”来计算时间，比如一个人月薪十万美元，他的每分钟就值八美元。他们在谈判过程中连一分钟也舍不得去作无聊的会客和毫无意义的谈话。假如你占用了他十分钟，在他看来，就认为你是偷了他多少美金。因此“不可1时间”就成为每个美国生意人和谈判者的格言。 美国人的时间观念很强，遵守时间，珍惜时间，因而保证了谈判的高效率。因此与美国人谈判必须遵时，办事必须高效。 美国人喜欢一切井然有序，不喜欢事先没有联系，以及与突然闯进来的“不速之客”去洽谈生意，美国商人或谈判代表总是注重预约晤谈。何