商务处理的中西文化差异

CulturalDifferencesIn

BusinessBetweenDifferentcountriesCulturalConductingBusinessNegotiationAtmosphereDetail:Depthvs.BreadthCommunicationStyleAmericanNegotiationAtmosphereAmericannegotiatorsexpectotherstodisplay“Americanprofessionalism”,notinterestedinestablishinglong-termrelationships.注重获取的利益，热衷展示“美国人的专业性”，不在乎与对手建立长期的合作关系，希望通过展示自己的能力获取威望，也愿意在谈判过程信任对手。Detail:Depthvs.BreadthAmericanputconsiderableemphasisonwrittenagreementsorcontracts.

CommunicationStyleAmericanstendtoconveywarmth,sincerity,confidenceandpositiveness.Theyarealwaysreadytoengageinbargaining,orcompromiseinthenegotiationprocess.美国人擅于表达出温暖、真诚、自信和积极性。做好讨价还价和妥协的准备。表达趋于直率，喜欢威胁警告对手和一意孤行，常导致谈判不欢而散。

FrenchNegotiationAtmosphereFrencharemorelikelytodistrusttheircompetitors

atthebeginning.

Theyalwaysregardthemselvesasexperiencednegotiators.在谈判之初是不会信任对手的，并自视是经验丰富的谈判者。Detail:Depthvs.BreadthFrenchissimilarwiththeAmerican.CommunicationStyleTheFrenchfrequentlysay“no”duringcommunicationandofteninsistonusingtheirownlanguage.Theythinkprincipleisveryimportantsotheyareverydiffichlttobepersuaded.在谈判过程经常说“不”并经常坚持使用本国语言。据说是欧洲谈判者中最难搞的，比较注重原则性的东西。JapaneseNegotiationAtmosphereJapaneseareconcernedwithestablishinglong-termbusinessorpersonalrelationships.注重社交关系，关注长期合作关系和个人关系。Detail:Depthvs.BreadthJapaneserelyprimarilyonbriefwrittenagreements.Theybelievethattheagreed”principle”betweenthenegotiatorsisimportant,notthespecificsofanagreement.较少注重细节，依赖较简单的书面协议，注重谈判双方原则性的东西而不是协议书上具体的要求。CommunicationStyleJapaneseappeartobemoreeasilypersuaded.SilenceisapartoftheJapanesenegotiationprocess.Harmonyiscrucialtotheirnegotiations.Theydesiresmoothnessinalltheirtransactions.Theircommunicationispositiveratherthanconvey“no’andputupcommands.日本人易于说服。喜欢较为含蓄的表达意愿，在谈判过程经常处于沉默状态。注重谈判的平和顺畅。交流富有积极性，较少说“不”和提出要求。ChineseNegotiationAtmosphereChinesefeelthatmutualinterestsandfriendshipsareimportantinthenegotiationprocess.与日本相似，注重相互利益和社会关系。Detail:Depthvs.BreadthChineseislikeJapanese,alsopreferwrittenagreements,andleaveroomfortrustandcommonsense.跟日本人相似，注重书面协议，在信任和常识之间留有余地。CommunicationStyleChineseusuallytrytheirbesttoavoidconflict.Theywon'tmakebigcompromisebecausetheycareabouttheirface.不希望发生正面冲突，尽量避免反对建议的谈判。中国人很爱面子，不会一下子就做出大妥协。MiddleEasternNegotiationAtmosphereIntheMiddleEast,personalrelationshipsarealsoanimportantpartofnegotiations.Hospitalityisthefirstpriority,trustandrespectmustbesecuredfornegotiationstobesuccessful.注重个人关系，热情是其首要考虑，信任和尊重是谈判成功的关键。Detail:Depthvs.Breadth

MiddleEasternandMexicannegotiatorsconsideredthatwrittenagreementisnot

themostimportantwhichonlyrepresentsthestrongbondoftheoralobligation他们认为书面协议不是最重要的，但是比口头理解更具有约束力。MexicanCommunicationStyleMexicannegotiatorsprefertheexaggeration.Theyput

moreemphasis

uponcontemplationand