怎样在国际商务谈判中处理不同文化问题.pptVIP

1. Before the negotiations to understand the cultural differences that may arise(谈判前了解文化差异可能会出现的) 2.Correct handing of cultural differences in the negotiations(正确处理文化差异在谈判) 3.To do a good job of follow-up for the exchange of cultural differences after negotiations(做好后续用来交换后的文化差异的谈判) The background of negotiations and assessment of the situation(谈判和估计的背景情况） To verify the fact the negotiation process（核实事实谈判的进程） The agenda（议程） The best strategy options and concessions（最好的策略选择和让步） Negotiations styles are due to culture differences (for example: Japanese likes to talk with everyone separately ; Russian like a total approach ; American tend to work together to finalize an agreement) Time limit for the control of the negotiations is also very important (time is money) The second part: First of all , the choice of language and use in the negotiations. ( for the western countries , we must take the exchange-oriented approach , as simple clear as possible , and frank expression of his own ideas, not ambiguous and vague ) Secondly, as a result of the oriental mode of thinking is the overall orientation，they do not have an obvious sequence of points , all issues will be made in concessions and commitments in order to reach an agreement.(其次,由于东方思维模式是一个全面的定位,他们没有一个明显的序列的分,所有问题将在减让和承诺,以达成一项协议。) Westerners analysis the most important things in their logical relationship between the re-specific than the whole, at the beginning of negotiations , they hurry to talk about the specific terms The third part: First as contract, in which the relationship between people-oriented countries , a written contract is very short, it mainly used to describe the respective responsibilities of business partners (首先作为合同的关系,在以人为本的国家,一个书面合同是很短暂的,它主要用于描述各自的职责的商业伙伴) Western countries not only a waste of time but also a waste of money , so the contract is often signed by send mail. So they did not pay attention to follow-up exchanges (西方国家不仅浪费时间也浪费钱,所以本合同签字经常送邮件的。因此