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1、LessonSixNegotiationEnglish谈判英语PartIObjectives²Whatyoushouldknowbeforenegotiating北美商务谈判须知²Sevenusefultacticsinnegotiation谈判的七条战略性技巧²Negotiationlanguagefocuses谈判口语用法总结PartIITheHow-TosWhatyoushouldknowbeforenegotiatinginUS·Yourbusinesscardwillnotberefused,butyoumaynotalwaysreceiveoneinreturn.Tr
2、ynottobeoffended--intheU.S.,theritualsinvolvedinexchangingbusinesscardsaresometimesnotobservedascloselyasinothercultures.·Therecipientofyourcardwillprobablyplaceitintoawallet,whichamanmayputinthebackpocketofhispants.Thisgestureisdoneforconvenienceandisnotmeanttobeasignofdisrespect,asitmightbe
3、inothercultures.·Inmanycases,businesscardsarenotexchangedunlessyouwanttocontactthepersonlater.·Usually,businessisconductedatanextremelyfastpace.58·Inameeting,theparticipantswillproceedwithbusinessaftersomebrief,preliminary"smalltalk."·ManyAmericansbelievethattheircountryisthemostsuccessfuleco
4、nomicanddemocraticpower,andassumethatAmericanwaysarethe"correct"ones.Thisattitudefrequentlyleadstoalackofinterestinorknowledgeofothercultures.·Americansoftenknowlittleofconceptssuchas"savingface"andthesocialnicetiesandformalitiesthatarevitallyimportanttoothercultures.·TheUnitedStatesisaveryet
5、hnocentricculture,andsoitisclosedtomost"outside"information.Thinkingtendstobeanalytical,conceptsareabstractedquickly,andthe"universal"ruleispreferred.·Regardlessofthenegotiator,companypolicyisalwaysfollowed.·Thereareestablishedrulesforeverything,andexpertsarerelieduponatalllevels.·Theconcept"
6、timeismoney"istakenseriouslyinU.S.businessculture,soalwaysgettothepoint.·IntheU.S.A.,moneyisakeypriorityandanissuethatwillbeusedtowinmostarguments.Americansdon'talwaysrealizethatbusinesspeoplefrommanyotherculturesrarely,ifever,sacrificestatus,protocol,ornationalhonourforfinancialgain.58·Inarg
7、uments,Americanswilloftenemphasizetheirfinancialstrengthand/orindomitableposition.Generally,theywilluseamajorityvoteunhesitatinglyiftheyhaveitandwillnotspendmuchtimeseekingconsensus.Inmanycases,theyarewillingtofireanyonejeopardizingtheirdeal.
