Chapter 10 Different negotiating styles of different cultures 世界各地商人的谈判风格 People from different countries have different values, different attitudes and different experience. They have different strengths and d ifferent weaknesses from one another A competent negotiator should develop a style appropriate for his own includ ing the of his particular culture. He should not seek te the style but he does not, as that would lead to displaying nIs natura/ people have of a different culture he should not follow a style in which other people have rather than his natur ral He needs to become aware of what those strengths of his are and to practice the skills of exploiting them He needs also to be conscious that other people operate in different ways. It is Important to their different ways without being subservient to them American The american style is very and they try to demand the from counterparts. Generally, Americans openly disagree and use aggressive persuasive tactics such as and warnings. Americans tend to make throughout the negotiations, settling one issue, then proceeding to the next. Thus the final agreement is a sequence of several smaller Within the American culture, great respect is attached to success. There is concern to acquire the symbols of success The American style of negotiating is possibly the most influential in the world And many other people seek to emulate It is characterized first by personalities which are usually and quickl convey sincerity and warmth. The negotiator enters the negotiating room confidently talking The American negotiator, enthusiastically starting negotiations from a position, appreciates this attitude of the search for gain. His strengths are particularly high in the bargaining phases of negotiation. He naturally moves quickly towards those phases. He is himself adept at using tactics to gain advantage, and others to have the same professionalism. Americans do prefer negotiations and get annoyed with too much extraneous, social izing or postponement They are used to cutting deals short just to save Americans make decisions based upon the bottom line and on cold, hard They do not play favorites. Economics and performance count,not Business is German
1 Chapter 10 Different negotiating styles of different cultures 世界各地商人的谈判风格 People from different countries have different values, different attitudes and different experience. They have different strengths and different weaknesses from one another. A competent negotiator should develop a style appropriate for his own_____ including the _____ of his particular culture. He should not seek to _____ the style of a different culture. He should not follow a style in which other people have _____, but he does not, as that would lead to displaying his natural _____ rather than his natural _____. He needs to become aware of what those strengths of his are and to practice the skills of exploiting them. He needs also to be conscious that other people operate in different ways. It is important to _____ their different ways without being subservient to them. American The American style is very _____ and they try to demand the _____ from counterparts. Generally, Americans openly disagree and use aggressive persuasive tactics such as _____ and warnings. Americans tend to make _____ throughout the negotiations, settling one issue, then proceeding to the next. Thus the final agreement is a sequence of several smaller _____. Within the American culture, great respect is attached to _____success. There is concern to acquire the symbols of _____ success. The American style of negotiating is possibly the most influential in the world. And many other people seek to emulate. It is characterized first by personalities which are usually _____, and quickly convey sincerity and warmth. The negotiator enters the negotiating room confidently, talking _____. The American negotiator, enthusiastically starting negotiations from a _____ position, appreciates this attitude of the search for _____ gain. His strengths are particularly high in the bargaining phases of negotiation. He naturally moves quickly towards those phases. He is himself adept at using tactics to gain advantage, and _____ others to have the same professionalism. Americans do prefer _____ negotiations and get annoyed with too much extraneous, socializing or postponement. They are used to cutting deals short just to save _____. Americans make decisions based upon the bottom line and on cold, hard _____. They do not play favorites. Economics and performance count, not _____. Business is _____. German
German negotiators are known for very thorough In other words. in particular the German preparation for negotiations is superb. They are also wel known for steadfastly to their negotiating positions in the face of pressure The Germans tend toward a just-the-facts approach when conducting Instructions and preliminaries are so be prepared to get right to the point The German negotiator will identify the deal he hopes to make. He will then prepare a reasonable bid, carefully covering each issue in the deal When sell ing, make straightforward presentations. The Germans will be interested in the for purchasing goods or services, rather than the image that surrounds the purchase Germany is a land of Time schedules are strictly ermans. Punctual delivery means on the day precisely goes for meeting payments and social gatherings as well During the negotiation, he will put the issues and the bids clearly, firmly and assertively. He will not be significantly open to compromise. The pattern of negotiating is surprisingly akin to some interpretations of the German character thorough, systematic, highly prepared in flexibility and compromise It is a very powerful style when practiced by skilled negotiators. Its strength particularly in the bidd ing phase of negotiations. Once stated, the bids seem to take on some degree of being sacred so that the for bargaining is diminishe Germans take their time to deliberate and to confer with responsible colleagues before making an important decision. Decisions are made after careful, thorough and precise analysis, so that are minimized. Expect them to take time than Americans but perhaps than the Japanese and most other Asians The germans frown on workaholics. Business is seen as a means to finer things of life. Personal lives are kept separate from personal inquiries or the volunteering of information about ones home life French French negotiators are reputed to have three main characteristics in international dealings: a great deal of firmness, an insistence on using as the langu negotiation, and a decidedly lateral style in negotiating. That is, in contrast to the American piece-by-piece approach, they prefer to make an agreement. then an agreement in principle, then headings of agreement, repeatedly covering the whole breadth of a deal. And, like de gaulle, they have a high capacity to gain by say ing Irm The french are verbally and nonverbally expressive. They love to, ofte engaging in spirited debate during business meetings. Negotiators from less confrontational cultures such as east Asia should not mistake this love of debate for Proper use of the language is a sensitive cultural issue. Unless one speaks fluent French All contracts must be comp letely in and commonly used
2 German negotiators are known for very thorough _____. In other words, in particular the German preparation for negotiations is superb. They are also well known for _____ steadfastly to their negotiating positions in the face of pressure tactics. The Germans tend toward a just-the-facts approach when conducting _____. Instructions and preliminaries are _____, so be prepared to get right to the point. The German negotiator will identify the deal he hopes to make. He will then prepare a reasonable bid, carefully covering each issue in the deal. When selling, make straightforward presentations. The Germans will be interested in the _____ for purchasing goods or services, rather than the image that surrounds the purchase. Germany is a land of _____. Time schedules are strictly _____ to by the Germans. Punctual delivery means on the day precisely. _____ goes for meetings, payments and social gatherings as well. During the negotiation, he will put the issues and the bids clearly, firmly and assertively. He will not be significantly open to compromise. The pattern of negotiating is surprisingly akin to some interpretations of the German character: thorough, systematic, highly prepared, _____ in flexibility and compromise. It is a very powerful style when practiced by skilled negotiators. Its strength _____particularly in the bidding phase of negotiations. Once stated, the bids seem to take on some degree of being sacred so that the _____ for bargaining is diminished. Germans take their time to deliberate and to confer with responsible colleagues before making an important decision. Decisions are made after careful, thorough and precise analysis, so that _____ are minimized. Expect them to take _____ time than Americans but perhaps _____ than the Japanese and most other Asians. The Germans frown on workaholics. Business is seen as a means to _____ the finer things of life. Personal lives are kept separate from _____. _____ personal inquiries or the volunteering of information about one’s home life. French French negotiators are reputed to have three main characteristics in international dealings: a great deal of firmness, an insistence on using _____ as the language for negotiation, and a decidedly lateral style in negotiating. That is, in contrast to the American piece-by-piece approach, they prefer to make an _____ agreement, then an agreement in principle, then headings of agreement, repeatedly covering the whole breadth of a deal. And, like de Gaulle, they have a high capacity to gain by saying firmly “_____”. The French are verbally and nonverbally expressive. They love to _____, often engaging in spirited debate during business meetings. Negotiators from less confrontational cultures such as East Asia should not mistake this love of debate for _____. Proper use of the language is a sensitive cultural issue. Unless one speaks fluent French, use an _____. All contracts must be completely in _____, and commonly used
foreign words cannot be The French will discuss every point at length and will have a position on every topic. Avoid direct confrontation. The French love debate but not intense criticism. It will be taken as a attack. No matter how intense negotiations becomes, avoid raising one Doing so is a sign of poor breeding Ithough the senior member of the French team is likely to make most of the decisions. it does not mean those decisions will be made There is a certain ceremon ial aspect to dining in France. Many Western ideas of proper table manners in France, so visitors are ad vised to observe some key rules of etiquette Drinking wine will be part of the negotiation This is a very social culture and negotiators may find themselves at two-hour lunches France is the land where bureaucracy was invented can be a big part of negotiating, especially when dealing with government-run companies British British business moves at a more deliberate pace than American business Presentations should be detailed, as the British have seen everything "under the sun and there's nothing there, so get to the point Britain is an orderly society and punctuality is mandatory. Arrange appointments and present an agenda as early in the process as possible Start the bargaining at a point only slightly from the projected goal. Leave yourself some negotiating room but dont be excessive. The British counterpart will have already researched the true value range of the deal The english are rather than expressive or demonstrative in the way they communicate. This is evident in their use of understatement, large space bubble low-contact body language and restrained gestures Americans may find the British process to time-consuming, but for the of the worlds business cultures it is quite The business lunch has been institutionalized in britain. Much negotiation wil be done with in hand Italian Italian people are self-centered and very due to historical reasons. They do not like to outside world. Italian leaders are dogmatic. stiff and dictatorial. In negotiations, they appear to be emotional, and arguable, especially over Spanish Spanish people appear to be arrogant They respect reputation and contracts. In Spain, business is often done at dinner table and usually go late into midnight Russian
3 foreign words cannot be _____. The French will discuss every point at length and will have a position on every topic. Avoid direct confrontation. The French love debate but not intense criticism. It will be taken as a _____ attack. No matter how intense negotiations becomes, avoid raising one’s _____. Doing so is a sign of poor breeding. Although the senior member of the French team is likely to make most of the decisions, it does not mean those decisions will be made _____. There is a certain ceremonial aspect to dining in France. Many Western ideas of proper table manners _____ in France, so visitors are advised to observe some key rules of etiquette. Drinking wine will be part of the negotiation _____. This is a very social culture, and negotiators may find themselves at two-hour lunches. France is the land where bureaucracy was invented. _____ can be a big part of negotiating, especially when dealing with government-run companies. British British business moves at a more deliberate pace than American business. Presentations should be detailed, as the British have seen everything “under the sun” and there’s nothing _____ there, so get to the point. Britain is an orderly society and punctuality is mandatory. Arrange appointments in _____ and present an agenda as early in the process as possible. Start the bargaining at a point only slightly _____ from the projected goal. Leave yourself some negotiating room but don’t be excessive. The British counterpart will have already researched the true value range of the deal. The English are _____ rather than expressive or demonstrative in the way they communicate. This is evident in their use of understatement， large space bubble, low-contact body language and restrained gestures. Americans may find the British process to time-consuming, but for the_____of the world’s business cultures it is quite _____. The business lunch has been institutionalized in Britain. Much negotiation will be done with _____ and _____ in hand. Italian Italian people are self-centered and very _____ due to historical reasons. They do not like to _____ outside world. Italian leaders are dogmatic, stiff and dictatorial. In negotiations, they appear to be emotional, _____ and arguable, especially over _____. Spanish Spanish people appear to be arrogant and _____. They respect reputation and contracts. In Spain, business is often done at dinner table and _____ usually go late into midnight. Russian
Russians may be new to international commercial negotiations but they 're old hands at negotiation with foreign They have clear agendas and no strategy or tactic is off-limits. Russia is no place for negotiation amateurs Arrive at the table with objectives and make concessions early the discussions The Russian people are extremely warm and gregarious. It's very difficult to them on a personal level. Parties, dinners and introductions to friends and family can lull the foreigner into a belief that they ' ll be treated as at the negotiating table. One could enjoy the process but business from pleasure Be ready for hardball tactics-a tough, sometimes confrontational approach possibly punctuated with table-pounding, emotional outbursts, brinkmanship, loud threats and walkouts Counter these tactics by staying Counter this with patience more tafe The Russian decision-making is rather bureaucratic. Even the simplest deals will when col d to other industrialized powers. numerous will be required for medium to large ventures Just as the geography lies between Europe and Asia, so does russia toward contracts. It's best to get as many details written into the document as possible Important points must be stressed continually as the russians tend to look at the Australian he Australians are tough breed and they enjoy competition. They encourage long-term relationships and prefer to work with people they count as Australians shun formality and are recognized as some of the friendliest business people in the world. Since formalities are minimal, negotiations move at a guick pace Show up on and come while negotiating, as the Australians are keen to spot deception and they feel no hesitation to walk away from ing The Australians will haggle, but only to a small degree. Waiting for the price to is an Australian pastime. Since Australians tend to dislike bazaar haggling, visiting negotiators will get better results by opening discussions with a The negotiating process may take time than it would in some other deal-focused business cultures, though than in strongly relationship-focused markets such as Japan Be assured that they'll know all about the prospective company and culture before the meetin Chinese There are at least two d ifferences in the way of business between Chinese and American business men First. Chinese tend to have business negotiations in a rather pposed to the manner of american businessmen. Chinese take time to see
4 Russians may be new to international commercial negotiations but they’re old hands at negotiation with foreign _____. They have clear agendas and no strategy or tactic is off-limits. Russia is no place for negotiation amateurs. Arrive at the table with _____ objectives and make _____ concessions early in the discussions. The Russian people are extremely warm and gregarious. It’s very difficult to _____ them on a personal level. Parties, dinners and introductions to friends and family can lull the foreigner into a belief that they’ll be treated as _____ at the negotiating table. One could enjoy the process but _____ business from pleasure. Be ready for hardball tactics--- a tough, sometimes confrontational approach, possibly punctuated with table-pounding, emotional outbursts, brinkmanship, loud threats and walkouts. Counter these tactics by staying _____. Counter this with patience, _____ and more _____. The Russian decision-making is rather bureaucratic. Even the simplest deals will take a great deal of _____ when compared to other industrialized powers. Numerous _____ will be required for medium to large ventures. Just as the geography lies between Europe and Asia, so does Russia’s _____ toward contracts. It’s best to get as many details written into the document as possible. Important points must be stressed continually as the Russians tend to look at the totality rather than the _____ of a contract. Australian The Australians are tough breed and they enjoy competition. They encourage long-term relationships and prefer to work with people they count as_____. Australians shun formality and are recognized as some of the friendliest business people in the world. Since formalities are minimal, negotiations move at a quick pace. Show up on_____ and come _____. Be _____while negotiating, as the Australians are keen to spot deception and they feel no hesitation to walk away from the table if they feel one is holding _____ information. The Australians will haggle, but only to a small degree. Waiting for the price to _____ is an Australian pastime. Since Australians tend to dislike bazaar haggling, visiting negotiators will get better results by opening discussions with a_____ bid. The negotiating process may take _____ time than it would in some other deal-focused business cultures, though _____ than in strongly relationship-focused markets such as Japan. Be assured that they’ll know all about the prospective company and culture before the_____ meeting. Chinese There are at least two differences in the way of business between Chinese and American business men. First, Chinese tend to have business negotiations in a rather _____ manner, as opposed to the _____ manner of American businessmen. Chinese take time to see
whether their prospective business contacts are really as human beings, for example, by inviting them to a party and socializing with them. In contrast, americans act with Second, the decision-making process of Chinese companies is considered to be and time-consuming. This is because most Chinese companies have the bottom-up decision-making system which involves many people in th decision-making, as opposed to the american companies which usually operate with decisions made by the management The face"issue is most important. The negotiator must be seen to be negotiat ing with someone of key status and He must not be forced to lose face by having to withdraw from a stance firmly stated during negotiations. The final agreement must that enables him to sustain or preferably his face as perceived by his acquaintances The Chinese welcome genuine interest in their. a present for the child(a mall present that has had some thought put into it, not something ostentatious)is precious in contrast to a big business lunch Japanese Letters of Introduction are essential for doing business here. As in much of Asia, having connections in Japan is the only way to get through the one represents an internationally recognized brand name Individualism is a characteristic of Japanese negotiators; they rarely come to the table in groups smaller than three. The person doing the talking for the Japanese side will most probably not be the person in charge of the negotiations The Japanese will not discuss points that are not part of the prearranged agenda Small will be kept to a minimum and inquires into personal lives will rarely be made or accepted Japanese negotiators are famous for their responses to proposals view vagueness as a form of protection from f face in case things go sour To maintain surface harmony and prevent loss of face, Japanese rely on codes of behavior such as the ritual of the meishi or business cards. Japanese negotiators dress and behave formally and are more comfortable with visitors who do ti Many Japanese companies still make decisions by consensus. This is a time-consuming process,so any questions or problems are almost impossible The Japanese maintain harmony at all costs and will smile the comfortable at the negotiating table, if the proposal is unacceptable, no'' is not told in a manner. Postponements and requests for further research should be understood as a to failure South Korean Koreans often make emotional pleas part of their negotiating style. They are also not beyond painting themselves as poor, humble peasants, they have one of the higher GDPs per capita in Asia. In reality, the Koreans only respect hard-line, strong
5 whether their prospective business contacts are really _____ as human beings, for example, by inviting them to a party and socializing with them. In contrast, Americans act with "_____" mentality. Second, the decision-making process of Chinese companies is considered to be very _____ and time-consuming. This is because most Chinese companies have the bottom-up decision-making system which involves many people in the decision-making, as opposed to the American companies which usually operate with _____decisions made by the _____ management. The “face” issue is most important. The negotiator must be seen to be negotiating with someone of key status and _____. He must not be forced to lose face by having to withdraw from a stance firmly stated during negotiations. The final agreement must be one that enables him to sustain or preferably _____ his face as perceived by his acquaintances. The Chinese welcome genuine interest in their _____. A present for the child (a small present that has had some thought put into it, not something ostentatious) is precious in contrast to a big business lunch. Japanese Letters of Introduction are essential for doing business here. As in much of Asia, having connections in Japan is the only way to get through the _____door, _____ one represents an internationally recognized brand name. Individualism is _____ a characteristic of Japanese negotiators; they rarely come to the table in groups smaller than three. The person doing the _____ talking for the Japanese side will most probably not be the person in charge of the negotiations. The Japanese will not discuss points that are not part of the prearranged agenda. Small_____ will be kept to a minimum and inquires into personal lives will rarely be made or accepted. Japanese negotiators are famous for their _____ responses to proposals. They view vagueness as a form of protection from “_____ of face” in case things go sour. To maintain surface harmony and prevent loss of face, Japanese rely on codes of behavior such as the ritual of the meishi or business cards. Japanese negotiators dress and behave formally and are more comfortable with visitors who do_____. Many Japanese companies still make decisions by consensus. This is a time-consuming process, so _____ answers to any questions or problems are almost impossible. The Japanese maintain harmony at all costs and will smile the _____ when they’re the _____ comfortable at the negotiating table, if the proposal is unacceptable, “no” is not told in a _____ manner. Postponements and requests for further research should be understood as a _____ to failure. South Korean Koreans often make emotional pleas part of their negotiating style. They are also not beyond painting themselves as poor, humble peasants, _____ they have one of the higher GDPs per capita in Asia. In reality, the Koreans only respect hard -line, strong