商务处理的中西文化差异.ppt

American Negotiation Atmosphere American negotiators expect others to display “American professionalism”, not interested in establishing long-term relationships. 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: Depth vs. Breadth American put considerable emphasis on written agreements or contracts. Communication Style Americans tend to convey warmth, sincerity, confidence and positiveness. They are always ready to engage in bargaining, or compromise in the negotiation process. 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。 French Negotiation Atmosphere French are more likely to distrust their competitors at the beginning. They always regard themselves as experienced negotiators. 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: Depth vs. Breadth French is similar with the American. Communication Style The French frequently say “no” during communication and often insist on using their own language . They think principle is very important so they are very diffichlt to be persuaded. 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。 Japanese Negotiation Atmosphere Japanese are concerned with establishing long-term business or personal relationships. 注重社交关系，关注长期 合作关系和个人关系。 Detail: Depth vs. Breadth Japanese rely primarily on brief written agreements. They believe that the agreed ”principle” between the negotiators is important, not the specifics of an agreement. 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。 Communication Style Japanese appear to be more easily persuaded. Silence is a part of the Japanese negotiation process. Harmony is crucial to their negotiations. They desire smoothness in all their transactions. Their communication is positive rather than convey “no’ and put up commands. 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。 Chinese Negotiation Atmosphere Chinese feel that mutual interests and friendships are i