Part of the negotiating style

(1) Establishment of negotiation relationship. In the process of doing business, Americans are usually more direct and do not pay much attention to the establishment of personal relationships before negotiations. If you try your best to establish a personal relationship with your American rivals before establishing a business relationship, they may be suspicious. They will think that there may be problems with the quality and technical level of your products to win them over, but they will be particularly vigilant and critical in the negotiation process. As a result, the overly "enthusiastic" negotiators feel wronged and even suffer. They like business, and personal communication and business communication are clearly separated. They believe that good business relations bring mutual friendship, not personal relations bring good business relations. But Americans emphasize individualism, freedom and equality, have a positive and open attitude towards life, and are still willing to make friends, which is easy to make. Americans are more customer-oriented than product-oriented, and they strive to maintain long-term relationships with old customers in order to maintain a stable market share.

(2) decision-making procedures. Under the profound influence of American culture, Americans do not have high requirements for the level and coordination of roles, and often respect the role of individuals and their performance in practical work. In enterprise decision-making, it is often characterized by individuals or a few people, and it is carried out from top to bottom, emphasizing the responsibility of individuals in decision-making. They have a strong desire for self-expression, are willing to play the image of "cowboy tough guy" or "hero", and show self-confidence in power in negotiations. In the American negotiating team, the number of delegations generally does not exceed seven, and it is rare to see large-scale delegations. Even if team members are present, there are usually only one or two key decision makers in the negotiation. When encountering problems, they often have the right to decide, and the situation of "acting first" often happens. However, they often prepare information very seriously, fully, in detail and in a standardized way before the negotiation, so as to make simple and flexible decisions in the negotiation process.

(3) the concept of time. Americans have a strong sense of time. Make an appointment and be on time. People who are late for an appointment will feel guilty and ashamed. If you can't keep the appointment as scheduled, you must call the other party and apologize for it, otherwise it will be considered insincere and untrustworthy.

American negotiators always try to save time, don't like red tape, and want to get to the point without etiquette and small talk. They like intensive negotiations and emphasize making decisions as efficiently and quickly as possible without delay. In American values, time is linear and limited, so it must be cherished and used effectively. For the whole negotiation process, they always have a timetable and carefully plan the use of negotiation time, hoping to carry out each stage one by one and complete the phased negotiation tasks. They discuss one thing after another, one question after another, and finally complete the whole agreement one by one. This is the so-called "American negotiation". They attach importance to time cost and negotiation efficiency, and often use deadline strategy to increase the pressure on the other side and force the other side to make concessions.

(4) communication methods. According to the cultural anthropologist T. HDL between Edwz's classification of culture, American culture belongs to low connotation culture. In the cultural mode with low connotation, communication is easier and more direct. American businessmen are frank, sincere, enthusiastic and talkative, and constantly express their opinions and opinions. They pay attention to reality and have a clear and rational definition of "yes" and "no". When they can't accept the terms offered by the other party, tell the other party clearly that they can't accept them, and never be vague, so that the other party is full of hope. Whether introducing or making suggestions, American negotiators are willing to be concise and try to provide accurate data. Any indirect or ambiguous answer will be regarded by American negotiators as a sign of lack of ability and confidence, insincerity or even hypocrisy. Americans advocate equality for all, and don't emphasize hierarchical differences in communication. As for the negotiation, they think it is a fair and free negotiation between the two sides and should have a "win-win" result, so they hope to state their views and opinions as frankly as possible. Reasonable arguments will be welcomed. Americans greatly appreciate those who can respond positively, base themselves on facts, bargain generously, and be good at using strategies in order to obtain economic benefits. Whenever this time, they have a sense of "diamond cut diamond" excitement; On the contrary, being too modest and not taking a clear stand will only make things worse.

(5) Attitude towards the contract. Americans value contracts. Because of the high mobility of the American population, it is impossible for them to establish a stable and lasting relationship, so they can only use contracts that are not based on interpersonal relationships as an effective means to protect their survival and interests. They believe that the results of the negotiations between the two sides must reach a written legal document that clearly defines each other's rights and obligations, and regard reaching a written agreement as a key step in the success of the negotiations. Americans always sign contracts carefully and strive for perfection. The terms of the contract are detailed and accurate from product characteristics, transportation links, quality standards, payment plan, responsibility allocation to penalty for breach of contract, legal application and so on. It even seems tedious. But they believe that it is the inclusion of various standards that makes the contract binding and brings a sense of security. Once the contract is signed, they will earnestly perform it and will not change or give up easily. (1) Establishment of negotiation relationship. Canada is a multi-ethnic immigrant country. Ethnic groups influence each other and cultures penetrate each other. Most people are cheerful, emphasize freedom, pay attention to practical interests, give play to their individuality and pay attention to the comfort of life. Influenced by multiculturalism, Canadian businessmen generally know English and French.

(2) decision-making procedures. Canadian residents are mostly descended from French and British. There is a deep English-French style in negotiation and decision-making (please refer to the English-French negotiation style). Canadian provinces have greater independent decision-making power over their social construction, economic activities and scientific and technological development.

(3) the concept of time. Visiting Canadian government officials and businessmen should pay attention to the assistance of secretaries and assistants, make an appointment in advance and go on time.

(4) communication methods. Canada is a big country in ice and snow sports, and the topics discussed by people are mostly related to skiing, skating, ice sculpture and ice hockey. They are afraid of the number "13", so they should not arrange banquets on this day. They like blue, and when invited to be guests, they can bring a bunch of high-value flowers or gifts wrapped in blue. When negotiating, I don't like bargaining on commodity prices, and I don't want to do business with small profits but quick turnover.

(5) Attitude towards the contract. French businessmen are sloppy in signing contracts, and often ask for signature only after the main terms are negotiated. They think the minor terms can be discussed after signing the contract. (1) Establishment of negotiation relationship. Serious English people will not easily establish personal relationships with each other. Even between people and individuals in China, communication is cautious, and it is difficult to hit it off at once. Pay special attention to respect the "personal world", generally do not show personal feelings in public, and never ask about other people's affairs at will, and do not easily associate with strangers without introduction. Don't trust or rely on others easily.

British people have a strong sense of national pride and xenophobia, and they always look like powerful people enjoying themselves. When I first came into contact with British businessmen, I always felt a sense of distance at first. People think they are arrogant and conservative. But get closer and establish friendship, and they will cherish and trust you for a long time. Similar to Americans, they are used to strictly separating business activities from personal life and have a set of clear rules on the behavior and etiquette of business activities. Personal relationship is often based on the completion of a certain job and the conclusion of a certain negotiation, which lags behind business relationship.

(2) decision-making procedures. British businessmen pay more attention to order, discipline and responsibility, and the power in the organization flows from top to bottom, with strong hierarchy, and most decisions come from the upper level. Pay more attention to individual ability and dislike decentralization and collective responsibility. In foreign business communication, the British pay more attention to each other's identity, experience, performance and background, rather than the performance of their opponents in negotiations as Americans do. Therefore, if necessary, it will play a positive role to send people with more status to participate in the negotiations with the British.

(3) the concept of time. The British have a very strict view of time. Advocate punctuality, and have the habit and tradition of doing things according to the schedule or plan. In business activities, we pay attention to efficiency, and most of the negotiations are relatively compact and do not drag our feet.

(4) communication methods. The British are famous for their gentlemanly manners. They tend to be calm and talk lightly. The appreciation that the British can give others and other things is "British". They like to talk about their cultural heritage, their pets and so on, and try to avoid discussing politics, religion, royal right and wrong and so on. When you meet an Englishman for the first time, the best and safest topic is of course the weather.

The British negotiate steadily, and are good at stating their positions and opinions concisely, and then they are more silent, showing calmness, confidence and caution. In the negotiation, there is little room for bargaining with the British. Sometimes they take an either-or attitude. At the critical moment of negotiation, they often show stubbornness and refuse to make great efforts to win, which makes their opponents quite headache. The British believe that the pursuit of order and comfort in life is the most important, followed by diligence and hard work. So they are willing to do business with less risk and less profit. If there is a dispute in the negotiation, British businessmen will argue mercilessly.

(5) Attitude towards the contract. The British attach great importance to the signing of the contract and like to scrutinize all the details of the contract. Once you think that a certain detail is inappropriate, you will refuse to sign it unless you patiently persuade and provide strong proof. British businessmen are generally more trustworthy and have higher performance rates. Pay attention to maintaining the seriousness of the contract. However, the international complaint against British businessmen is that they have the habit of not paying much attention to the delivery date, and their export products often cannot be delivered on time. Therefore, in the agreement signed with the British, don't forget to write a penalty clause for late delivery to bind it. (1) Establishment of negotiation relationship. French people are optimistic, cheerful, enthusiastic and humorous, pay attention to life taste, have rich human feelings, patriotic enthusiasm and romantic feelings, and attach great importance to the friendship of mutual trust, thus affecting business. In business contacts, the French often rely on trust and interpersonal relationships. Before they become friends, they won't do big business with you. They are used to sounding out with small businesses first and establishing credibility and friendship before big companies follow up. Enthusiastic French regard the family banquet as the most grand hospitality, but the communication at the family banquet can never be regarded as an extension of the transaction negotiation. Once the topic at the negotiating table is brought to the table, the French will be extremely dissatisfied.

(2) decision-making procedures. French companies have many family businesses, pay attention to product characteristics, and do not easily make investments beyond financial resources. In general, the organizational structure of French companies is simple, with few top-down levels, paying more attention to individual strength and rarely making collective decisions. In negotiation, most people will take responsibility and make a quick decision. Most French businessmen are professional, familiar with products and have a wide range of knowledge. Even in highly specialized professional negotiations, they can stand alone.

(3) the concept of time. Being strict with others and being casual with yourself is a major feature of the French view of time. If you are late, you will get a cold shoulder for whatever reason, but they will naturally make excuses themselves. In French social occasions, there is an informal habit. The more important guests and hosts are, the later they arrive.

The French work hard, pay attention to efficiency and have fun in leisure. They cherish their holidays very much and are willing to spend money on them. August is usually a holiday in France.

(4) communication methods. Most French businessmen are talkative, emotional, wide-ranging, eloquent and eloquent. At the beginning of the negotiation, they like to talk about some social news and cultural topics to create a relaxed and friendly atmosphere. Otherwise, they will be considered as "boring negotiators". French businessmen slowly get down to business while chatting, and only in the final decision-making stage do they talk about business meticulously. French people respect their traditional culture and language very much, and they often use French in business negotiations. If you can speak a few words of French, it will help to form a good atmosphere for the negotiations.

(5) Attitude towards the contract. The French pay more attention to credit, and once a contract is signed, the agreement will be better implemented. In the contract terms, they attach great importance to the delivery date and quality terms. In the writing of contracts, the French often insist on using French to express their patriotic enthusiasm. To this end, the agreement with French businessmen must be signed in two languages, and it must be agreed that the contracts in both languages have the same effect.

In the choice of negotiation methods, they prefer to negotiate horizontally, and the focus of negotiation is whether the whole transaction is feasible, and they don't pay much attention to the details. After the main problems were solved, they were eager to sign the contract. They think that specific problems can be discussed later, or revised after problems are found. It often happens that the agreement signed yesterday will be revised tomorrow.

French businessmen don't like to set a strict timetable for the negotiations, but they like to see the results, so there are documents such as "memorandum" and "agreement" at all stages of the negotiations, laying the foundation for the formal signing later. (1) Establishment of negotiation relationship. Germans are calm, confident, competitive, diligent and rigorous. They are very serious about developing personal and business relationships, and they don't pay much attention to coordinating personal relationships before establishing business contacts. They pay great attention to etiquette, dress, address, etc. To gain the respect and trust of German partners, you must dress seriously and appropriately. Personal privacy, politics and World War II should be avoided in the conversation. In the first few meetings with the Germans, they appeared stiff, reserved and even a little stiff. Once you get to know each other, establish a business relationship and win their trust, you can hope to maintain this relationship for a long time. Germans don't like "one hammer" trading, and they are strong in seeking stability.

(2) decision-making procedures. In business negotiations, Germans emphasize individual talents. Personal opinions and behaviors have a great influence on business activities. Companies or enterprises have strict discipline and a strong sense of order. Most decisions are made from top to bottom, and they are not used to decentralization or collective responsibility.

(3) the concept of time. Germans are very punctual, whether it's business or personal. Avoid being late in business negotiations and contacts. For the latecomers, the Germans will make no secret of their distrust and disgust. Diligence and dedication are the virtues of German entrepreneurs. In Europe, Germans work the longest hours. They go to work before 8 o'clock, and sometimes they get off work at 8 o'clock in the evening.

(4) communication methods. Although Germans are conservative, they are resolute, considerate and meticulous, pay attention to details, and strive for perfection in everything. Before the negotiation, they collected detailed information and made full preparations. They never fight unprepared. Full preparation enabled them to take the initiative at the beginning of the negotiation, and the negotiation thinking was very systematic and logical. They negotiated decisively, paid great attention to planning and tight rhythm, and got down to business seriously from the beginning. In the negotiation, the Germans are serious, and their statements and quotations are very clear. The negotiation plan is concrete and practical, and the expression is clear, orderly and authoritative. Germans are often opinionated and inflexible in negotiations.

(5) Attitude towards the contract. Germans have the nickname "Contractors" and attach great importance to and respect contracts. Before signing the contract, they negotiated every detail and made clear the rights and obligations of both parties before signing it. This negotiation style of 100% makes German businessmen's performance rate the highest in Europe. They will strictly abide by the contract and be honest and credible. At the same time, they also strictly demand that the other party, unless there are special circumstances, will never pay attention to the trading partner's request for grace or explanation afterwards in terms of delivery and payment methods and dates. They attach importance to commercial rights. There are strict and clear commercial rights in German legal provisions. For example, if you want to terminate the agency contract, you must pay the profit of the average transaction amount during the five-year period, otherwise you can't terminate the agency contract. (1) Establishment of negotiation relationship. Russia is a country of etiquette. Russians are hospitable, pay attention to personal relationships and are willing to do business with acquaintances. Their business relationship is based on personal relationship. Only by establishing personal relationships, mutual trust and loyalty can we develop into business relationships. Without personal relations, even if excellent foreign companies enter the Russian market, it is difficult to maintain development. Russians mainly build relationships and enhance friendship by participating in various social activities. These activities include visits, birthday parties, visits, chats and so on. When dealing with Russians, we must pay attention to etiquette, respect national customs and show interest in local customs. Only in this way can we win their goodwill, sincerity and trust in the negotiations.

(2) decision-making procedures. For a long time, Russia is a country with a planned economy and a long history of centralization. This makes all aspects and levels of Russian social life have relatively strong characteristics of centralization. They often appear in the form of negotiating teams, with a strong sense of hierarchy and status, and their responsibilities are often unclear and specific. They advocate the hierarchical system of collective members' consistent decision-making and decision-making process. They like to do things according to the plan, and once the concessions of the other party are different from their original goals, it is difficult to reach an agreement. Because Russians often report to leaders in negotiations, it takes a long time for decision-making and feedback in negotiations. Russia is in the transitional period from planned economy to market economy, and is undergoing drastic political, economic and social changes. When negotiating with them, we should pay attention to this change, collect relevant information and be prepared for complexity and turmoil.

(3) the concept of time. There is an old Russian proverb: "If you plan to travel for a day, you'd better take bread for a week." . Because in Russia, there are too many unpredictable and uncertain factors, including the negotiation time and decision-making, the intervention of administrative departments, and the backwardness of transportation and communication. They think that time is nonlinear and there is no need to plan in sections. When negotiating, Russians don't like to put forward discussion outlines and detailed process arrangements, and the pace of negotiation is slack and slow. However, Russians are punctual and need to make an appointment in advance in business contacts.

(4) communication methods. Russians like non-public communication, and they like the way in which personal relations precede business relations. Once they get to know each other and establish friendship, Russians are very generous, simple and enthusiastic. They are talkative and flexible, and are willing to talk about their art, architecture, literature, drama and ballet. They are very generous and brave. They kept toasting for a long time, shaking hands when they met and left. Russians are experts in bargaining and are good at using various skills. Commonly used skills include creating competition and aiming at goals. They are short of foreign exchange and prefer barter trade.

(5) Attitude towards the contract. Russians value contracts. Once a negotiation agreement is reached, they will strictly implement it according to the literal meaning of the agreement, and rarely accept the opponent's request to change the terms of the contract. In the negotiation, they attach great importance to every clause, especially the technical details, and accurately express every clause in the contract. (1) Establishment of negotiation relationship. The Japanese have a unique way of negotiation. They are considered as "tough negotiators" or "Round Table Warriors". Japanese believe that good interpersonal relationship will promote business communication and development. They attach great importance to interpersonal relationships. The establishment of interpersonal relationship and the degree of trust determine the situation of establishing business relationship with Japanese. The Japanese believe that some form of introduction will help the two sides to establish business relations as soon as possible. Therefore, in the early stage of negotiations, Japanese businessmen will try to find a person or company that has business dealings with them as an introducer in the early stage of negotiations. Japanese people often establish contacts through personal contacts or arrange activities through government departments, cultural institutions and related organizations. In order to get to know each other better, Japanese businessmen often invite each other to restaurants or other places.

(2) decision-making procedures. The decision-making procedures or steps of Japanese businessmen often make every member of the negotiation team feel the important role of their participation. It has two main features:

First, from the bottom up, the boss approves. That is, a scheme is discussed and approved by subordinates or subordinates, and then decided by superior leaders. This feature is easy to implement because it is based on thorough discussion. But the decision-making time is too long and the efficiency is not high.

The second is to agree first and make collective decisions. When negotiating, Japanese businessmen are always divided into several groups; No individual can be responsible for the whole negotiation process; The decision must be consulted by the whole group. Any decision must be approved by the whole group before it can be put into practice.

(3) the concept of time. Because of the recognition of priority and collective decision-making, Japanese businessmen's decision-making process is slow and criticized by many foreign negotiators. Therefore, it is unrealistic to rush for success in negotiations with Japanese businessmen. Japanese businessmen are indifferent to the deadline and time They are still calm under each other's pressure. In addition, in order to let Japanese businessmen speak freely in the negotiations, it takes a lot of time to develop personal relationships with them.

(4) communication methods. Japanese businessmen pay attention to "face" and don't like conflicts in public. They often talk in a tactful and indirect way. Although most of their expressions are clear, some seemingly positive answers are actually negative answers. This kind of indirect communication can easily mislead the other party.

Once Japanese businessmen agree to a proposal and make a certain decision, they often stick to their own ideas and it is difficult to change their decision. Because changing the decision requires the consent of all the members involved in the negotiations.

In Japanese business circles, they pay attention to etiquette. Gratitude to each other is often expressed by giving gifts or treating each other warmly. Gifts are usually given at the end of the year or other festivals.

(5) Attitude towards the contract. Japanese businessmen have their own standards and principles. They believe that mutual trust is the most important thing in business communication, and it is not necessary to sign a detailed and clear contract. This concept is changing. However, even a written contract is short. They rely heavily on verbal agreements. The written agreement is only a reference document in case of dispute. (1) Establishment of negotiation relationship. Businessmen in China attach great importance to interpersonal relationships. In China, building relationships is a sign of seeking trust and security. In all aspects of business and social interaction, "relationships" are everywhere. "Relationship" has become an important channel for people to communicate with others and society. To establish business relations in business communication, we usually use an intermediary to find the person in charge with decision-making power.

After establishing the relationship, China businessmen often communicate and get to know each other through some social activities. These activities usually include banquets, sightseeing, shopping and so on.

(2) decision-making procedures. The decision-making structure is the same as the relationship, and the human factor is always decisive. To some extent, the decision-making system of Chinese enterprises is more complicated, and there are many types of enterprises in the process of reform, with great differences. The top leaders of enterprises are often the decision makers in negotiations. Striving for their participation is conducive to clarifying each other's obligations and to the implementation of the negotiation agreement.

(3) the concept of time. China people are not very sensitive to the passage of time. People like to be methodical and step by step. In business communication, the judgment of timing directly affects the trading behavior. I believe that haste makes waste, so as to prevent impatience. If the time is not ripe, they would rather stay put than act rashly. With the establishment and deepening of the market economy, China people's concept of time is gradually enhanced, and their work efficiency is also constantly improving.

(4) communication methods. China culture pursues harmony and balance in a broad sense. Influenced by Confucian culture, the concept of "face" has penetrated into all aspects and levels of social life and directly affected business negotiations. In business negotiations, businessmen don't like direct and tough communication, and often take vague and ambiguous answers to each other's demands, or shift the focus by rhetorical questions.

Business cards are widely used in business transactions. It is wise to prepare your own business card. By exchanging business cards, you can know the rank and status of both parties, so as to pay attention to the corresponding etiquette.

In the process of communication, some westerners think that forbidden topics, such as family status, physical condition and even age and income, can be used as good topics to deepen understanding. However, no matter what topic, we should be modest and polite. Modesty is a virtue advocated by Confucianism.

(5) Attitude towards the contract. In traditional China society, relationships are more important than laws. After the reform and opening-up, China has strengthened the legal system construction and law enforcement, and people's legal concept and contract consciousness have been continuously enhanced. China is in a period of rapid development. After a large number of conditions have changed, both the government and enterprises can make some adjustments in some aspects, thus affecting the implementation of the agreements signed in advance.