《国际商务谈判（英文）》课程教学大纲

PAGEPAGE29国际商务谈判教学大纲TeachingProgrammeforInternationalBusinessNegotiation经济学院TableofcontentsITeachingpurposesandrequirements………………….3IIPointstobenoted………..3IIITeachingcontents………..4Chapter1…………………4Chapter2…………………6Chapter3………………..11Chapter4…………………14Chapter5…………………16Chapter6…………………18Chapter7…………………21Chapter8…………………22Chapter9…………………24Chapter10………………26Simulation………………28IVperiodallocation……….29VMainreferencedocuments…………….………………30Teachingpurposeandrequirements教学目的与要求Throughthestudy,thestudentsshouldmastertherelevanttheories,principles,theproceduresandtherelevantknowledgeofinternationalbusinessnegotiationandmasterthestrategiesandskillsforbusinessnegotiationThestudentsshouldknowthecustomsandhabitsofthebusinessmenfromthosekeycountriesandcanmasterthecommonlyusedsentences,phrasesandexpressionsofbusinessconsultation.Focusonseveralcasestudies,andbytheendofthesemester,thestudentscanconductaneasybusinessnegotiationwiththeguidanceandhelpoftheteacher.Pointstobenoted应当注意的问题Internationalbusinessnegotiationisanewcourseandhasashorthistory,itisoneofthemainspecializedcoursesforstudentsmajoringininternationaltradeandeconomicswhichshouldbetaughtin3rdyearofthecollegeteaching.Beforestudythiscourse,thestudentsshouldhavelearnedtherelevantcourseslikeINTERNATIOANLTRADE,PATCTICEOFINTERNATIONALTRADE,INTERNATIONALFINANCE,INTRENATIONALCOMMERCIALLAW,MARKETINGandMARKETING.Themainmethodisteachingtogetherwithstudents’participation.IIITeachingcontentsChapter1NegotiationMotivesandKeyTerminology谈判动机与关键词IKeypoints重点1Whatarethemotivesofnegotiation?人们的谈判动机是什么？2Definitionofnegotiationandsuccessfulnegotiation成功谈判的含义是什么？IIDifficultpoints难点Whataretherelationsbetweennegotiation,conflictandinterest?谈判、冲突和利益的关系是什么？IIITeachingcontents教学内容1Whatarethemotivesofnegotiation?Toresolvetheconflicts,problems2.Meanstoresolvetheconflicts,problems:militaryforcesandnegotiation(whichisbetter?)3.Doyouhavetheexperienceofanegotiation?(Tobeanegotiator)4.DefinitionofnegotiationandsuccessfulnegotiationAprocessofcommunicationtocometoanagreement/solveaproblem/makeanarrangement.*Featuresofasuccessfulnegotiation:MutualgivingandtakingCollaborationbetweentheparticipantsEqualrightsoftheparties5.DefinitionofConflict:adispute/disagreement6.Definitionofstakes:benefits/interest(presentinterest&underlyinginterest)Stake→conflict→negotiation7．Usefulphrases:NegotiatingpowerSalesvolumeInlump-sumBreachofcontractMakeconcessionIVReviewandpointsforconsideration复习思考题Whydopeopleneedtohavenegotiation?(Motives)人们为什么要进行谈判？Ifthereareconflictsordisputesbetweendifferentorganizations,theseconflictsareneededtoberesolved,andnegotiationisnodoubtthebestoption.Whatisyourunderstandingofnegotiation?你对谈判是如何理解的？Howmuchdoyouknowaboutnegotiation?Negotiationexistseverywhereandatanytime,butasuccessfulnegotiationshouldhave3features……Whataretherelationsbetweennegotiation,conflictandinterest?谈判、冲突和利益的关系是什么？Sincedifferentparticipantshavedifferentinterests,whichquietlyeasilyleadstoconflicts.Inordertoresolvetheseconflicts,negotiationisusuallyamust.V．Casestudy案例分析WhatwasthedevelopmentprocessofMATSUSHITA?WhydidMATSUSHITAwanttohaveanegotiationwithPhilip?3.ArethereanydifferencesofthenegotiatingpowerbetweenMATSUSHITAandPhilip?Whatarethey?4.whatwasthenegotiatingprocess?Doyouthinkitcanbecalledasuccessfulnegotiation?WhataretherisksforMATSUSHITA?5.WhatwasthepresentandlongterminterestofMATSUSHITA?Whyitsacrificeditsshort-terminterest?VIAdditionalmaterials附加练习HowtomakeatelephonecallinEnglish?Situation1:YouwanttalktoMr.RobertEdward.whenyouarethrough,heisnotthere.YouleavethemessageandaskthereceivertotellMr.Edwardtoringback.Situation2:YouwanttalktoMr.RobertEdward.whenyouarethrough,Mr.Edwardreceivesthecall.Youtellhimwhoyouareandtellhimyouwillgettohishotelandwillbewaitingforhiminthehotellobbyat6:00amChapter2NegotiationProcedure&Structure谈判程序与结构IKeypoints重点structureofbusinessnegotiation商务谈判的结构是什么？IIDifficultpoints难点Whataretheusualformatofnegotiationprocedure?一般的谈判程序是什么？IIITeachingcontents教学内容（I）NegotiationProcedure1.Whataretheusualformatofnegotiationprocedure?IntroductionofteammembersDiscussionofagendaFormalnegotiationWrappingup2．WhataretheusualpracticeofIntroductionofteammembers?Seatingorderoftheintroduction3.UsualphrasingforGreeting&introduction*Introducinganindividual*Introducingagroup*Self-introduction4Twotypesofnegotiationagendaarrangement①Gotothekeyissuesfirst,andthendiscussthelessimportantones②Placekeyissueslastorafterdiscussionandsettlementoftrivialones5.ImportanceofthewrappingupForthepurposeofnoambiguityofunderstandingDiscusstheignoredpoints*NoteTheagendadescribedhereissubjecttochangesdependingontypesofnegotiations.Simplenegotiationsusuallyskipsomestepsandgointosubstantivestagedirectly.（II）NegotiationStructure(I).Generalstructureofnegotiation*Whatarethegeneralstepsofnegotiationstructure?Duetothecommonnatureofnegotiations,thegeneralstepsofnegotiationstructureisasfollows:Determineinterests&issuesDesign&offerIntroducecriteria③EstimatereservationpointsExplorealternativestoagreementReachanagreement（II）structureofbusinessnegotiation1.Whatarethegeneralstepsofnegotiationstructure?Expressedinbusinessjargons,theyare:①Inquiry②Offer③Counteroffer④AcceptanceAmongthesefour,offerandacceptancearethetwoindispensablesteps.2.Themeaningofthefourstepsandexamples.(1)Whatisthemeaningofaninquiry?Thepotentialbuyerorthesellerasksforthetermsandconditionsforconcludingadealordoingthemarketsurveyandseekingthepossibilityofmakingabusiness/whethertheotherpartyhastheintentionofbuyingorsellingsomething.thusithasnobindingforcesoneitherside(2)Whatisthemeaningofanoffer?Adefinitesuggestionformakingabusiness.Ithaslegal/bindingforces.Thecontents:nameofcommodity,quantity,andprice,……Offerorvsofferee(3)Whatisthemeaningofcounteroffer?BargainingstageItmeanstheoffereedoesnotagreeordoesnotcompletelyagreethesuggestedterms.(4)Whatisthemeaningofacceptance?Acceptalltheterms（III）UsualphrasingandcommonlyusedexpressionsInquiry-Weareinterestedinyour……we’dliketoknowyourpriceofit.-Pleasequoteusyourbest/mostcompetitive/favorablepricefor….-We’dliketohaveyourlowestquotations,FOBShanghai/CFRNewYork.WhatisyourCIFquotationoftheseproductsto….offerWearepleasedtoofferyouourbestpriceasfollows:Ourbestpriceis….counteroffer-thatdependsonyoursizeiftheorder-Ifyourorderislargeinquantity,wecanconsidertoofferyouaspecialprice-Howaboutthis:bothofusmakesomeconcessions,andwemeeteachotherhalfway.Whatdoyouthink?-Whydon’twemeeteachotherhalfway:I’lltake5%,andyouabsorb5%.-Yourpriceisonthehighside,canyoulowerthepriceabitfurther?-Thisisourrockbottomprice.Wecan’tloweritanyfurther.-Yourpriceistoohigh,pleaseofferusyourbestprice-Idon’tthinkthat’syourbestprice,Putyourcardsonthetable,okay?-I’llgonofurther./Thisisthefurthestwecango.-Let’ssplitthedifference-Thisisthebestpriceintown.Youcan’tfinditanywhereelse.-We’vecometoadead-endnow,andwedon’tknowwhattodo.-That’sdifficult,thereisn’tanyroomleftforustocompromise.-Okay,I’llcutthepricebyUSD100-Ifthereisnootherway,let’ssplitthedifference-Ifthereisnoalternative,I’lltakeUSD25andyouabsorbtherest.acceptance-well,I’mgladwe’vecometoanagreementatlast.-So,itmeanswecansignthecontract,doesn’tit?-Good,That’sadeal.IVReviewandpointsforconsideration复习思考题（I）Supposeyouaretalkingwitharepresentativefromanimportandexportcorporationandyouareseekingajobopportunity.Trytoconsiderthefollowingpoints:假设你与一家进出口公司的代表进行交谈，你欲谋求一份工作，试考虑一下问题1．Whatareyourinterestsandtheirinterests?whataretheissueswhichbothofyoupayattentiontoandshouldbeidentified?Toidentify(makesure)theirowninterestsandtheotherparty’sinterests.(wage/chanceofpromotion/housing/workingEnvironment/goingabroad）2．Whatisyourexpectedwage?andhowaboutothertermsandconditions?Design&offer/Introducecriteria:your/hisrequirementsandthereasonsfortherequirementsifnecessary.3．Whatisyourdeadlineforthewage,etc.?Doyouhaveanyalternativesuggestion?Estimatereservationpoints/Explorealternativestoagreement:deadline/alternativesuggestion（II）Casestudy：SINO-USNEGOTIATIONONINTELLECTUALPROPERTYRIGHT案例分析：中美知识产权谈判China’seffortsinjoiningGATT/WTOIntellectualpropertyrightissueSino-UStradeimbalanceChapter3NegotiationLubricationPreparation谈判的润滑剂/谈判的准备工作IKeypoints重点：TargetDecision谈判目标的确立IIDifficultpoints难点：CollectingInformation收集信息IIITeachingcontents教学内容（I）TargetDecision（II）CollectingInformation（III）StaffingNegotiationteams（IV）ChoiceofNegotiationVenues（I）TargetDecision1.Preferenceofinterestsdesirabletarget/acceptabletarget/bottomtarget2．Targetlevelsdesirabletargetacceptabletargetbottomtarget（II）CollectingInformation1．Thesignificanceofinformation2．WheretocollectinformationItalldependsonthetypeofnegotiationP42Ifyouwanttomakesomeexportbusiness,wheredoyouthinkyoucangettheinformation?Tradefair/friends/internet/advertising/banks3．Thecontents⑴Locallawsandregulations*whatlessoncanyoulearnfromthecase?TheknowledgewelearnhereinChinamaynotworkinforeigncountries.WeshouldknowabouttheLocallawsandregulationsoftherelevantcountries.⑵Financialcredit*whatlessoncanyoulearnfromthisstory?Weshouldnotjudgeaperson/acorporationonlyfromthesuperficialimpression.Formakingabusiness,we’dbettercollecttheinformationfromthosereliablesourcessuchasbanks……⑶marketsurvey（III）Teamstuffing1Onetoonetypeofnegotiation/simple2Teamnegotiation/complexleader/professionals/interpreterothers（1.）theleader:shouldbeknowledgeable,capableandcanmakethefinaldecision.（2.）professionals:aretheexpertsineachfield…..（3.）interpreter:canjudgecorrectlytheintentionofthespeakerandconveythemeaningappropriately.Oftenatthecorepositioninanegotiation（IV）venuechoiceHostvenueGuestvenueThirdpartyvenue*Pointsforconsideration:课堂讨论Ifitisuptoyoutodecide,whichdoyouprefer?Why?*theadvantageofhostparty:Goodtiming,favorablegeographicallocationandsupportfrompeopleallaround①Choosethemostsuitableoccasionandsitetoholdthenegotiation.②Cancreatepressure/obstaclesfortheotherparty.Everycoinhastwosides.StartingthenegotiationWell,let’sgetdowntobusiness?Perhapsitistimeforustotalkbusiness.Agreeing:That’justwhatIwasgoingtosay.Icouldn’tagreemore.Disagreeing:Doyoureallythinkso?Comeon!Youmustbekidding!SeeingtheothersideIt’struethatourpriceishigher,butisn’tequallytruethatourqualityisbetter.Youhaveapointtherebuthaveyoualsotakenotherfactorsintoconsideration.IVReviewandpointsforconsideration复习思考题Whatpreparationsdopeopleneedtomakefornegotiations?Whatarethefundamentalelementsforthesuccessofanegotiation?谈判需要做那些准备工作？/谈判成功的要素是什么？Chapter4Win-winConcept&CollaborativePrincipledNegotiation双赢理念与合作原则谈判法IKeypoints重点Win-win/doublewinConceptIIDifficultpoints难点CollaborativePrincipledNegotiationIIITeachingcontents教学内容Win-win/doublewinConcept[mostpopularandwidelyacceptedTraditionalwin-losemodel⑴Determineeachparty’sowninterestsandstance⑵defendone’sowninterestsandstance⑶seekthepossibilitiesofmakingconcession⑷reachtheagreement/announcethefailureNote:Therearetwooutcomes:tobesuccessfulortobeinfailure.Inreality,thelosercanhardlyacceptthefactofbeingdefeatedsinceononeishappytobelabeledasaloser.Thedefeatedpartywouldseekeveryopportunitytochangetheresultwhichburiestheseedsoffuturedisputes.Imaginethesituationofsilksellingifusingthewin-losemodel.2、Win-winConceptBothpartieswillnotonlyseekmeanstofulfillone’sowninterestsbutalsohopetheinterestsoftheotherpartymayberealizedmoreorlesswiththeideaofmutualunderstandingandsincerecooperationandthenegotiationwillbeconcludedtothesatisfactionofbothparties.Thus,morebusinesscanbemade.⑴determineeachparty’sinterestsandneeds⑵findoutotherparty’sinterestsandneeds⑶offerconstructiveoptionsandsolutions⑷declaresuccess/failureortobeatanimpasseWin-wintheoryhasprovedtobesuccessfulandeffectiveinmanytoughnegotiationsbecauseittakesintofullconsiderationofbothparty’sinterestwhichenhancemutualunderstanding.（II.）CollaborativePrincipledNegotiationToreachasolutionbeneficialtobothpartiesbywayofstressinginterestsandvaluenotbywayofbargaining.Itisthedevelopmentofwin-winconcept.⑴Separatethepeoplefromtheproblem⑵Focusoninterestsnotpositions⑶Makeawin-winproject⑷Introduceanobjectivecriterion⑴Separatethepeoplefromtheproblem：Understandtheotherparty,controlyouremotionandstrengthencommunication,allowthemtoexpresstheirdissatisfaction,treatyourcounterpartasacooperatorsittingonthesameboatsinkingandfloatingtogether.⑵FocusoninterestsnotpositionsSuccessfulnegotiationsaretheresultofmutualgivingandtakingofinterestsratherthankeepingfirmonone’sownpositionsIdentifyinterests&talkaboutinterestsP66⑶Makeawin-winprojectProvideanapproachtofulfillmentofthetwoparties’demands,prepareseveralprojectsandchoosethebest.Diagnose&inventcreativeoptions⑷IntroduceanobjectivecriterionWhetheryoursuggestionispersuasive.TobeindependentofwillsofallpartiesTobevalidandrealisticScientificandauthenticIVReviewandpointsforconsideration复习思考题1.whatisthemainideaofwin-winconceptandCollaborativePrincipledNegotiation?双赢理念与合作原则谈判法的中心思想是什么？2．Insilk-selling,whatisyourunderstandingof“Focusingoninterestsnotpositions”,“offerconstructiveoptionsandsolutions”“Introducinganobjectivecriterion”丝绸谈判中，你对双赢理念是如何理解的？Chapter5NegotiatingPower&RelativeFactors谈判力及相关因素IKeypoints重点WhatfactorscanaffecttheNegotiatingPower?MotivationDependenceSubstitutesIIDifficultpoints难点MotivationofanegotiationIIITeachingcontents教学内容(I)WhatisNegotiatingPower?NegotiatingPoweristheforcetocontrolthenegotiationprocessandtoaffecttheotherparty.(II)WhatfactorscanaffecttheNegotiatingPower?MotivationDependenceSubstitutesMotivationMotivationisthedesiresforgaininginterests.Thegreaterone’smotivation,theweakerishisnegotiatingpower.Motivationcanbemainlystimulatedbythefollowingmeans:OfferinducementstotheotherpartyorhissupportersPricediscount/buyoneandtakeonefree②DemonstratingattractivenessYouradvantagesThesellingpoint③Getathirdparty’ssupport④Placeatimelimit2Dependence：theneedonepartyhasfromitscounterpartforrealizinghisgoals.One’spowerisdiminishingwithincreasingofhisdependenceontheotherparty.Themosteffectiveandwidelyusedmethodstoincreasetheother’sdependenceonyouorreduceyourdependenceontheother①Reduce,delayorwithholdservicesorresources②Weakeningtheotherparty’sabilitytoworkonhisown.③Isolatetheotherparty④Convincetheotherpartytogiveup3Substitutes：Alternativesorchoicesonecanuse.Hisnegotiatingpowerwillbestrengthenedwhentherearemoresubstitutesavailable.One’schancesofgainingsubstitutes(P99-100)Thesellercanfindothermarket/customerThebuyercanfindothersupplier/alternativeproduct*Ifyoustandinastrongerposition,youmighttrytousethefollowingstrategies:①Timepressure②Appearingfirmorridiculingother’sposition③Buildingprominenceofyouroption④ThreateningtherelationshipYoushouldespeciallycarefulenoughwhenusing②and④IVReviewandpointsforconsideration复习思考题Howcanyoustimulateother’smotivation?如何激发对方谈判动机？YouareworkingonasalespromotionplantopushsalesofCityBaby.Youarerunningabookstoreandthebusinessisnotveryencouraging2.ReadthecasestudyofUS-JapanNegotiationonAutoandAutopartsChapter6StrategiesforinternationalbusinessNegotiation国际商务谈判策略IKeypoints重点StrategyofmakingtheofferIIDifficultpoints难点StrategyoftheopeningstageIIITeachingcontents教学内容Fourstagesforinternationalbusiness:①openingstage(includinginquiry)②Offer③counteroffer/consultation④accept/concludingatransaction（I.）StrategyoftheopeningstageCreateafriendlyandwarmnegotiationatmosphere(yourgesture,expression,attitudeetc.…greetandsomelighttalk;)Agoodbeginningishalfdone)Exchangeopinions(goals/plan/agenda)Stateopinions(about50%and50%)4.Considermutualrelations(old/new)andstrength(strong/weak)“Inthepast,weusedtohavesomepleasantcooperations,Ithinkthistime…..“wehavekeptthebusinessrelations,webelievethroughthisconsultation,wemaypushourrelationstoanewstage”“Thisisthefirsttime,wehopethroughourmutualefforts…（II.）Strategyofmakingtheoffer1．Offerfirst/afterwards(Advantage&disadvantagerespectively)Usuallyitistheseller/strongerparty/starter2．Howtooffer①masterthemarket/determinetherock-bottomprice/determineyouroffer②maketheofferwhichispossiblytobeaccepted③howtooffer:befirmanddecisiveclearanddefinitedon’tmaketheunnecessaryexplanation.3．Principlesforexplainingtheofferdon’treplywithoutbeingaskedReplytoallthequestionsExplainmoreonthoseyoucanbesureTrytoexplainorally（III）StrategyofthebargainingstageBereadytomakethecounteroffer(judgetheintentionandanalyzethepossibilities.Howtomaketheconcession.Notethereactionofyourcounterpart②choosetheidealmodelofmakingtheconcession.1st2nd3rd4thAfirm:00060bsameamount:15151515cdecreasegradually:2520105dincreaseprogressively:5102025eone-time:600003.Howtoforcetheotherpartytomaketheconcession：①Createcompetition②usestickandcarrot③ultimatum4.Howtostoptheother’sattack：①restriction(right/materials)②showweaknessforsympathy(befired/gobankruptcy)③tobetoughandstrong（IV）StrategyofsigningthecontractYoumightUsethebanquetorsomeotheroccasionsforfurtherconsultationCongratulationsTreattheagreementseriouslyandcarefullyLegal/valid/coherent/checkwordbywordIVReviewandpointsforconsideration复习思考题WhataretheFourstagesforinternationalbusiness?Howaboutthecontents?Chapter7SkillsforinternationalbusinessNegotiationIKeypoints重点SkillsofreplyingIIDifficultpoints难点SkillsofdebatingandconvincingIIITeachingcontents教学内容(I)Howtolisten/talk/debate(DL&WinstonChurchill)Differentwaysofspeaking,listeninganddebatingwillleadtoquitedifferenteffects.(II)Howtotalk?(III)Howtodebate?(IV)Howtoconvince*IIHowtoreply：1leaveenoughtimeforconsideration.(lightacigarette/havesomewater/adjustyourseat/openyournotebook)2Replyasperthegenuineintentionofyourcounterpart3toreplyfromanothersideofthematter（PremierZhou）4askforyourcounterpart’sopinioninsteadofansweringWhatisyouropinionaboutthefutureofourcooperation?5shiftingtheresponsibility(I’veheardthat/It’saidthat)6interruption/cutinArrangesomeonetocutintoaskyoutosignadocumentortoreceiveanimportanttelephonecallsothatyouwillhavemoretimetoconsider.IVReviewandpointsforconsideration复习思考题Whataretheskillsofreplyingandconvincing?Chapter8PersonalstylesvsNegotiationmodes性格类型与谈判模式IKeypoints重点PersonalitystylesIIDifficultpoints难点ACnegotiationmodelIIITeachingcontents教学内容outlinePersonalstyleisadecisivefactortodeterminetheprocessofthenegotiationandtheresultofanegotiation.Apartyweakinpower……(I.)PersonalstylescheckandsomefindingsAccordingtoone’sassertivenessandcooperativeness,wecandividepersonalstylesintofivemodes:competing,collaborating,compromising,avoidingandaccommodating.One’spersonalprofileconsistsofallfivemodes,andthereisonestylewhichisprimaryandclosesttoone’snature.2．One’slivingenvironmentandculturalbackgroundarebyfarthemostimportantfactorsinmoldingone’spersonality.3．Onlyabout1%oftheChineseareofcollaboratestyles.(II.)PersonalityvsnegotiationCompeting:usehighpressuresuchasdeadline,ultimatumandsanctions.Showlittleconcerntoother’sinterestsandforcetheothertoaccepttheirdemand.Collaborating:cooperation,showconcernsandunderstandingofbothparty’sinterestsdifficultiesandsatisfactionsCompromising:seekmiddlegroundexchangeAvoiding:willnotstatetheirconsentorobjectionopenly/changetopicsAccommodating:seekforharmonyandsatisfytheotherparty.(III.)ACnegotiationmodelPersonalcheckP147ShoppinginMan’hattanP151Collaboratingstyleismostdesirablefornegotiation*Aqualifiednegotiator’srequiredabilityandpersonality：Confidence,goodabilitytoconveyinformation,tocontrolyourself,topredictthesituationanddealwithit.PsychologicalforbiddanceNotconfidentOver/excessiveenthusiasticbeatalossIVReviewandpointsforconsideration复习思考题1.Whatarepersonalstyles&ACnegotiationmodel?2.Aqualifiednegotiator’srequiredabilityandpersonality?Chapter9CulturepatternsVSnegotiationpatterns文化模式与谈判模式IKeypoints重点negotiationpatternsIIDifficultpoints难点CulturepatternsIIITeachingcontents教学内容NegotiationsaroundtheworldMainfeaturesofbusinessmenfromdifferentcountries1．British:bearrogant,logicalandgentlemanlikeandtendtokeepsilentatthebeginning,payingattentiontoprotocolandceremony.Theirinitialofferisclosetotheirfinaloffer.2．German:beusedtogettingfullypreparedanddoingallthenecessarybackgroundresearch,pursuingperfection.Theyseldommakeconcessionsandareveryparticularaboutcontract.3．French:optimisticandromantic.TheythinkFrenchisthemostbeautifullanguage,theyarethefashionleader.Bestrictaboutqualityandpackingandcarefullypreparedfornegotiations.4．Russian:arehospitableandrelyheavilyonthenetworkofrelationship.Theyaregoodatusingstrategiesandbargainingandwillalmostneveracceptfirstoffernomatterhowlowitis.5．Americans:areopen，explicit,confidentandproud,frankandhighassertivepressingtheirgoals，6．LatinAmericans:lookdownuponwomen.haveapoorrecordofcredibilityandcommitment7．Japanese:admireranksandnorms,andarerespectfultosuperiors,payingattentiontoprotocolandceremony.TheyliketotalkaboutChinesehistory,culture.8．Arabians:Don’ttalkpoliticswiththem.Theyarehospitable.bargainingissoimporta