商务谈判台湾和香港的谈判风格

1、商务谈判台湾和香港的谈判风格Comparison of Object比较对象 The people of Hong Kong negotiations style 香港人的谈判风格 The Taiwanese negotiations style 台湾人的谈判风格Hong Kong 香港是世界上为数不多的购物者天堂，经济发展很好，人们生活水平高，人均收入早已达到发达国家水平。香港以金融，航运，电子，旅游等为经济支柱，城市综合实力很强 Hong Kong is one of the few Hong Kong is one of the few shoppers paradise in the

2、world, shoppers paradise in the world, Economic development is very good, Economic development is very good, people life level is high, the per people life level is high, the per capita income has reached the capita income has reached the level of developed countries. Hong level of developed countri

3、es. Hong Kong to finance, shipping, Kong to finance, shipping, electronics, tourism as the electronics, tourism as the economic pillar, urban economic pillar, urban comprehensive strength is very comprehensive strength is very strong.strong.Taboos禁忌禁忌Taboos1. Dont say ominous words. Just opened hear

4、d Fried word is very unlucky. 不吉利的话不要乱说。刚开市就听到不吉利的话不要乱说。刚开市就听到“炒炒”字声是很不吉利的。字声是很不吉利的。 Dont call: “lengpencaizhushe”. 不要直呼：不要直呼：“冷盆菜猪舌冷盆菜猪舌”. And the book and loser unisonant, do not same with the enterprises to win victory psychology.还有还有“书书”与与“输输”同音，与企业求赢胜心理不符同音，与企业求赢胜心理不符.2HobbyHobby喜好喜好1.Like to c

5、all the pig tongue for the “zhuli”or “porfit” 喜称“猪舌”为“猪利”或“盈利”2 226, 8, 9 the three figures were very welcome, local called 6 lu, called 8 for the fa, said 9 for the jiu 对“6、8、9”这三个数字则很欢迎，当地称“6”为“禄”，称“8”为“发”，称“9”为“久”3 Hong Kong traders enjoy such“facai”, “rice cake” goods .Because “fa”by local mean

6、into a “rich”. 香港商人对“发菜”、“年糕”等商品最喜欢。因为发在当地意味着发财。 And“rice cake”is called“niangao”. “年糕”则被称为“年高”。Hong Kong businessman negotiating style香港商人的谈判风格香港商人的谈判风格Honesty and wisdom are very good at doing business 诚实智慧很善于经商Exquisite hospitality etiquette 热情好客讲究礼节Pay attention to negotiation status 注重谈判对方身份地Go

7、od at bargaining 善于讨价还价Business knowledge is abundant 商务知识比较丰富Love said geely 爱说吉利话香港是国际贸易和金融中心之一，作为国际性的都市，香港深受世界各国文化的影响。中国文化是源泉，但现代西方的文化意识在香港人身上有很强的反映。香港人一方面保留了中华民族的一些好传统，如勤劳、智慧、诚实等；另一方而经商性极强。Hongkong is one of the international trading and financial center, as an international metropolis, Hongkong

8、 is deeply influenced by the culture of countries all over the world. Chinese culture is the source, but the modern western culture consciousness in the Hongkong people have to reflect the strong body. Hongkong hand retained some good tradition of the Chinese nation, such as diligence, wisdom, hones

9、ty and so on; the other party and business is very strong在商业交易中，常与对方拉关系、套近乎。很多时候会变相地“行贿”。因此作为洽谈人员要抵制物质诱惑，保证企业的利益不受损害。. In commercial transactions, often with each other relations, close. A lot of time will be disguised bribery . So as to discuss personnel to resist material temptation, ensure the en

10、terprise interests will not be harmed. 香港公司多如牛毛，很多是资本少、实力小的公司，因此要注意资信调查，谨防上当受骗。Hongkong company is numberless as the sand, a lot less capital, the strength of small companies, so pay attention to credit investigation, beware of cheated香港商人缺少长远打算，注意眼前利益，一有风吹草动就会发生变化，因此要仔细地认真地制定合同中每一个条款，以确保合同能得到确实执行。T

11、he merchant of Hongkong lack the long-term plan, pay attention to immediate interests, there is a sign of trouble will change, so must carefully carefully make every clause in the contract, to ensure that the contract can be fully enforcedWith Hong Kong businessmen to negotiate与香港商人的谈判技巧Pay attentio

12、n to the title注重称谓Pay attention to communication skills, establish a good relationship 讲究交往技巧，建立良好关系Pay attention to etiquette 注重有关礼仪Pay attention to the quotation and technical details and claim clause 注意报价和技术细节以及索赔条款等问题Taiwanese Culture, Taiwanese Culture, Negotiation Styles Negotiation Styles and

13、 Taboosand Taboos台湾文化、台湾文化、谈判风格与禁忌谈判风格与禁忌台湾的历史文化台湾的历史文化 台湾自古就是中国的领土。19世纪末在帝国主义向外扩张的浪潮下，台湾成为日本殖民地。1945年随着第二次世界大战结束，日本殖民统治结束。因为丰富多元的历史背景，造就了多彩多姿的台湾文化。 Taiwan is Chinese territory since ancient times. When the Taiwan is Chinese territory since ancient times. When the outward expansion of imperialism in

14、 the end of 19outward expansion of imperialism in the end of 19th th century, century, Taiwan became a Japanese colony. In 1945, with the end of the Taiwan became a Japanese colony. In 1945, with the end of the World War II, the Japanese colonial rule ended. Because the rich World War II, the Japane

15、se colonial rule ended. Because the rich and diverse historical background creating a colorful Taiwanese and diverse historical background creating a colorful Taiwanese culture.culture.The Taiwanese style of negotiations 台湾人的谈判风格 P Patience and Stubbornness 忍耐和固执务实,重利轻义 pragmatic and value material

16、gains above justice 做起事情来埋头苦干，务实台湾人比较务实，在生意场上，他们比较敬业，敢于向外开拓，台湾的远洋渔业、国际贸易和国际航运都有非常卓越的成就。Things start to work with quiet hard application, pragmatic Taiwanese more pragmatic, in the business field, their dedication, dare to open up, Taiwan ocean fisheries, international trade and shipping are very out

17、standing achievement.由于太务实，台湾人在价值观中重利轻义，实用主义成分过重，使得台湾人之重实利却缺乏理想的群体人格。Because it is too pragmatic, Taiwanese in the values of materialistic meaning, pragmatic components of heavy weight, making the utilitarian Taiwanese but lack the desired group personalityBlunt, but easy to impulse 耿直，但容易冲动 耿直，但容易冲

18、动耿直，但容易冲动台湾人淳朴，个性通常是耿直。总的来说，他们遇到事情欠考虑，容易冲动，通常提出要求、要答案无法满足时，怒火当即发作，而且他们还可能会不顾一切，采取冒险行动。在商界，他们一般很难从长远的商业利益来考虑问题，多短促行为Upright, but impetuous台湾人淳朴，个性通常是耿直。总的来说，他们遇到事情欠考虑，容易冲动，通常提出要求、要答案无法满足时，怒火当即发作，而且他们还可能会不顾一切，采取冒险行动。在商界，他们一般很难从长远的商业利益来考虑问题，多短促行为Taiwanese simplicity, personality is usually straightforw

19、ard. In general, they encounter things under consideration, impulsive, often require, to answer can not satisfy the present, anger immediately attack, but they may also be desperate, take action adventure. In business, they are generally very difficult to consider the question from the long-term bus

20、iness interests, many short behaviorObedience, easy to follow and imitate 有服从心，易跟从和模仿 有服从心，易跟从和模仿有服从心，易跟从和模仿台湾人有服从心，但由于看得不远，局限于狭窄的思维，有时盲从。盲从就是因为独立的理性思考能力不足，因此他们做事情往往又缺乏主动精神，而其本性中又有喜欢开拓的因子，因此台湾人易跟从和模仿。在商界，他们的产品能够跟上潮流，常常哪里有新产品出现，他们最先学会。Have to obey the heart, easy to follow and imitateTaiwan has to ob

21、ey the heart, but due to see far, confined to the narrow thinking, sometimes blindly. Blind because of independent rational thinking ability is insufficient, so they often do things and lack of initiative, and its nature and factors like pioneer, so easy to follow and imitate taiwanese. In the busin

22、ess world, their products are able to keep up with the trend, often where there are new products, they first learnShort-sighted目光短浅 A short-sighted由于受日本半个世纪的统治加上祖国大陆隔绝来往，几十年来，台湾人局促在小天地里，形成一种小家子气，目光短浅，看问题既难长远，又拘于小岛的狭窄范围，妄自尊大。Because of half a century of Japanese rule with motherland mainland isolated

23、 contacts, for decades, Taiwanese cramped in little world, forming a kind of petty, short-sighted, look at the problem is difficult to long, narrow scope and restricted to the island, arrogant.台湾人外表文雅涵养，但阴柔之气过度而导致内心狭隘。他们有修养而不够洒脱；性格中有浪漫情调和诗意成分，但走不出琐碎的小家子气。在生意场，台湾商人爱计较，非常精打细算，精明有余，大度不足。Taiwanese appea

24、rance elegant virtue, but the femininity of excessive and cause heart narrow. They are cultured and not free and easy; romantic and poetic composition character, but cannot go out trivial petty. In the business field, Taiwan businessmen about love, very carefully, too clever to be magnanimous defici

25、ency.It will do言必行 言必行言必行The word must the line在生意场上做事，台湾商人信奉的是说一句算一句，他们答应了人家的事，一般不会反悔。没有信用，在台湾商界，是严重的。大家都会对他不屑一顾，甚至与他断绝生意来往。因此，在做生意中，台湾都很重视个人信誉，产品重质量，对于售后服务也比较重视。Working in the business field, Taiwan businessmen believe is to say a sentence, they promised to the people thing, generally do not go ba

26、ck. Without credit, business in Taiwan is serious. Everyone will be dismissed him, even cut off business dealings with him. Therefore, in the business, Taiwan attached great importance to personal reputation, product quality, after-sales service is also more attention to.台湾商人重信用，对于口头约束的事情也守信用。The merchant of Taiwan the heavy credit, defends the credit constraint also for verbal things The Taiwanese Gifts Taboo台湾人送礼的忌讳 (1) Disable towels gifts according to Taiwan customs, busin