高级商务英语BEC谈判
Part I Objectives
· What you should know before negotiating
· 北美商务谈判须知
· Seven useful tactics in negotiation
· 谈判的七条战略
· Negotiation language focuses
· 谈判口语用法总结
Part II The How-Tos
What you should know before negotiating in US
Your business card will not be refused, but you may not always receive one in return. Try not to be offended--in the U.S., the rituals involved in exchanging business cards are sometimes not observed as closely as in other cultures.
The recipient of your card will probably place it into a wallet, which a man may put in the back pocket of his pants. This gesture is done for convenience and is not meant to be a sign of disrespect, as it might be in other cultures.
In many cases, business cards are not exchanged unless you want to contact the person later.
Usually, business is conducted at an extremely fast pace.
In a meeting, the participants will proceed with business after some brief, preliminary "small talk."
Many Americans believe that their country is the most successful economic and democratic power, and assume that American ways are the "correct" ones. This attitude frequently leads to a lack of interest in or knowledge of other cultures.
Americans often know little of concepts such as "saving face" and the social niceties and formalities that are vitally important to other cultures.
The United States is a very ethnocentric culture, and so it is closed to most "outside" information. Thinking tends to be analytical, concepts are abstracted quickly, and the "universal" rule is preferred.
Regardless of the negotiator, company policy is always followed.
There are established rules for everything, and experts are relied upon at all levels.
The concept "time is money" is taken seriously in U.S. business culture, so always get to the point.
In the U.S.A., money is a key priority and an issue that will be used to win most arguments. Americans don't always realize that businesspeople from many other cultures rarely, if ever, sacrifice status, protocol, or national honour for financial gain.
In arguments, Americans will often emphasize their financial strength and/or indomitable position. Generally, they will use a majority vote unhesitatingly if they have it and will not spend much time seeking consensus. In many cases, they are willing to fire anyone jeopardizing their deal.
Americans regard negotiating as problem-solving through "give and take" based on respective strengths. They often are unaware that the other side may have only one position.
American businesspeople are opportunistic and willing to take chances. Opportunism and risk taking often result in Americans going for the biggest possible slice of the business, 100 % if possible.
U.S. salespeople sometimes bring final contracts to first meetings with prospective clients. In large firms, contracts under $10,000 can often be approved by one middle manager in a single meeting.
Be aware that the United States is the most litigious society in the world. There are lawyers who specialize in practically every industry and segment of society.
In negotiations, points are made by the accumulation of objective facts. This evidence is sometimes biased by faith in the ideologies of democracy, capitalism, and consumerism. The subjective feelings of the participants are not as much of a factor.
In general, people from the U.S. will not hesitate to answer "no."
American businesspeople can be very blunt and will not hesitate to disagree with you. This approach often causes embarrassment to business travelers who are unaccustomed to dealing with Americans.
Although they are risk-takers, American businesspeople will have a financial plan which must be followed.
Often, American businesspeople try to extract an oral agreement at the first meeting.
Americans tend to dislike periods of silence during negotiations; they are used to making up their minds quickly and decisively.
Persistence is another characteristic you will frequently encounter in American businesspeople; there is a prevailing belief that there is always a solution. Moreover, they will explore all options when negotiations are at an impasse.
Anxiety often develops over deadlines and results. The work ethic is strong, so that it appears that Americans' lives revolve around work.
Refrain from discussing personal matters during business negotiations.
Consistency is another characteristic among American businesspeople: when they agree to a deal, they rarely change their minds.
Americans tend to be future oriented.
Innovation often takes precedence over tradition.
Golf is a popular sport, especially among businesspeople. Moreover, the golf course is often a venue for business discussions and deals.
Ethnic and social bias against some minorities does exist. Nevertheless, personal equality is guaranteed by law.
Traditional sex roles are changing rapidly, but women are still striving for equality in pay and positions of authority.
This culture stresses individual initiative and achievement. Moreover, Americans can also be very competitive in both work and leisure.
In the structure of the workplace, there is an inevitable inequality in employees' roles, but personal equality is guaranteed by law.
Although the United States is probably the most individualistic of all cultures, each employee is essentially replaceable in any workplace.
Outside of the office, Americans tend to be informal and insist on staying on a "first name basis." Nevertheless, it's important to understand the office hierarchy, and a visitor should learn the rank and titles of all members of the organization.
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