ComparedifferentnegotiationstylesofChineseandAmericancultures(中西方谈判风格的不同)

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.什么是谈判风格？首先，谈判风格是在谈判场合与过程中表现出来的关于谈判的言行举止；其次，谈判风 格是对谈判人员文化积淀的折射和反映:再次，谈判风格有其自身的特点，与不同国家 或地区的风格存在显著的差异；最后，谈判风格历经反复实践和总结，被某一国家或民 族的商人所认同。选择谈判风格？你可以根据不同的谈判情况和谈判的因素，如信仰，能力，文化，经济实力等作出相应 的选择美国人谈判风格上的特点主要有：(1)自信心强，

22、自我感觉良好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，世界贸易有50%以上用美元结算。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。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。(2)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。所以，他们有时对日本人、中国人在谈判中要考虑其他方面的因素，如由政治关系所形成的利 益共同体等表示不可理解。尽管他们注重实际利益，但他们一般不漫天要价，也不喜欢 别人漫天要价。他们认为，做买卖要双方都获利，不管哪一方提出的方案都要公平合 理。所以，美国人对于日本人、中国人习惯的注重友情和看在老朋友的面子上，可以随 意通融的作法很不适应。(3)热情坦率，性格外向美国人属于性格外向的民族。他们的喜怒哀乐大多通过他们的言行举止表现出来。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(4)重合同，法律观念强美国是一个