BEC初级口语素材9
|
谈判能力在每种谈判种都起到重要作用，无论是商务谈判、外交谈判，还是劳务谈判，在买卖谈判中，双方谈判能力的强弱差异决定了谈判结果的差别。 Negotiation English 谈判英语 Part I Objectives What you should know before negotiating 北美商务谈判须知 Seven useful tactics in negotiation 谈判的七条战略性技巧 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. Trynot to be offended--in the U.S., the rituals involved in exchanging business cards aresometimes 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 theback pocket of his pants. This gesture is done for convenience and is not meant to be a signof disrespect, as it might be in other cultures. In many cases, business cards are not exchanged unless you want to contact the personlater. Usually, business is conducted at an extremely fast pace. In a meeting, the participants will proceed with business after some brief, preliminary "smalltalk." Many Americans believe that their country is the most successful economic and democraticpower, and assume that American ways are the "correct" ones. This attitude frequently leads toa lack of interest in or knowledge of other cultures. Americans often know little of concepts such as "saving face" and the social niceties andformalities 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 tothe point. In the U.S.A., money is a key priority and an issue that will be used to win mostarguments. 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 indomitableposition. Generally, they will use a majority vote unhesitatingly if they have it and will notspend much time seeking consensus. In many cases, they are willing to fire anyonejeopardizing their deal. Americans regard negotiating as problem-solving through "give and take" based onrespective strengths. They often are unaware that the other side may have only one position. American businesspeople are opportunistic and willing to take chances. Opportunism andrisk 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 asingle meeting. Be aware that the United States is the most litigious society in the world. There are lawyerswho specialize in practically every industry and segment of society. In negotiations, points are made by the accumulation of objective facts. This evidence issometimes biased by faith in the ideologies of democracy, capitalism, and consumerism. Thesubjective 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. Thisapproach often causes embarrassment to business travelers who are unaccustomed todealing with Americans. Although they are risk-takers, American businesspeople will have a financial plan which mustbe 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 makingup their minds quickly and decisively. Persistence is another characteristic you will frequently encounter in Americanbusinesspeople; there is a prevailing belief that there is always a solution. Moreover, they willexplore all options when negotiations are at an impasse. Anxiety often develops over deadlines and results. The work ethic is strong, so that itappears that Americans’ lives revolve around work. Refrain from discussing personal matters during business negotiations. Consistency is another characteristic among American businesspeople: when they agree toa 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 isoften a venue for business discussions and deals. Ethnic and social bias against some minorities does exist. Nevertheless, personal equality isguaranteed by law. Traditional sex roles are changing rapidly, but women are still striving for equality in payand positions of authority. This culture stresses individual initiative and achievement. Moreover, Americans can alsobe very competitive in both work and leisure. In the structure of the workplace, there is an inevitable inequality in employees’ roles, butpersonal equality is guaranteed by law. Although the United States is probably the most individualistic of all cultures, eachemployee is essentially replaceable in any workplace. Outside of the office, Americans tend to be informal and insist on staying on a "first namebasis." Nevertheless, it’s important to understand the office hierarchy, and a visitor shouldlearn the rank and titles of all members of the organization. 相关资料 |
