商务处理的中西文化差异.pptVIP

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