番茄花園-On Negotiation with International Businessmen- busi.pptVIP

On Negotiation with International Businessmen- business etiquette,cultural differences intercultural communication WANG Guo-An (Andrew) Professor of International Trade Vice Director, International Affairs Office Zhejiang Gongshang University, China Mobile:86-36-0051-6079 86-571(office) Fax: 86-571E-mail: International@ Alternative e-mail: tradelaw@ /english/eindex.php/andrew.wang/index2.htm 1.Direct approach and indirect approach The Chinese and Japanese dislike doing business with strangers; it’s helpful to be introduced properly by an intermediary known to both sides. But Americans like to adopt a direct approach. Alternatively, in any culture, if you make an independent initial approach, you should provide as much information as possible about your company and what you hope to accomplish.  2. Greetings Chinese: Where are you going? Have you had a meal? Japanese: Americans: Hi, what’s up? 3.Telephone conversation Could/Would…? Who are you?X Who is speaking? This is Andrew speaking. Do not hang up the receiver until your customer/superior has hung up.  4. Introduction by yourself or by someone else By yourself: Institution (full name), department, rank or position and name By someone else: on social occasions: female host In international interactions: someone with the same occupation, protocol personnel or someone with the highest position Name cards: Chinese/traditional Chinese characters, English, with not more than two ranks or positions, different name cards on different occasions, no home phone number, no scratching. 4. Introduction by yourself or by someone else How to get name cards: By offering your name card, by saying that can I exchange my name card with you or how can I get in touch with ? Examine others’ name cards carefully to show respect. Offer your name cards with two hands. Privacy: No questions regarding one’s income, age, marital status, health/con