谁能把这篇翻译成英文?

要谈判就要研究、了解谈判对手的谈判风格。由于世界各国之间历史传统、政治制度、经济状况、文化背景、风俗习惯以及价值观念存在明显差异,所以,各国谈判者在商务谈判中都会形成不同的谈判风格。一个合格的谈判者必须熟悉各国文化的差异,把握对方的价值观、思维方式、行为方式和心理特征,并能巧妙地加以利用,就会感到左右逢源,掌握谈判的主动权,在对外商务谈判中不辱使命,维护或取得己方利益。因此,了解不同国家、不同地区、不同民族的人的谈判风格,有利于我们取得预期的谈判成就。

一.与美国人谈判

美国人的谈判方式在世界上有很大影响。美国式的谈判,首先反映了美国人的性格特点。他们性格外露,能直接向对方表露出真挚、热烈的情绪;他们充满了自信,随时能与别人进行滔滔不绝的长谈;他们总是十分自信地步入谈判大厅,不断地发表见解。由于其贸易大国的地位,在谈判方案上总有一种“一揽子交易”的气概,使对手感到相形见绌,地位不能相等。由于民族的年轻,文化的混杂,语言表达也直率,爱开玩笑,有时使谈判混乱,讨价还价难以进行。有时这也是美国人在谈判中得利的一招。美国人的这些特点,很多都与他们发达的经济有关。他们有一种独立行动的传统,把实际物质利益上的成功作为获胜的标志。他们总是兴致勃勃地开始谈判,乐意以这种态度谋求经济利益。在磋商阶段,他们精力充沛,能迅速把谈判引向实质阶段。他们很善于玩弄手法,十分赞赏那些精于讨价还价、为得到经济利益而施展手法的人。他们自己就很精于使用策略去谋求利益。由于美国人具有这些特点,他们十分重视谈判的磋商。美国人对“一揽子”交易兴趣十足。他们作为卖者希望买者按照他们的要求作出一揽子说明;作为买者也要求卖者提出一揽子条件。所谓一揽子计划,是指谈判的内容不仅包括产品本身,而且也包括销售该产品的一系列办法。美国人在贸易谈判中的特点,可以归纳为以下四个方面:

(1) 热情奔放。(2)业务上兢兢业业。(3)颇有讨价还价的能力。(4)对一揽子交易感兴趣。

二、与德国人谈判

德国人与美国人的谈判方式不同。其性格倔强,缺乏灵活性,思考问题有系统性,准备工作完美无缺。德国人喜欢明确地表示成交愿望,准确地确定交易的形式,详细规定谈判中的议题,然后准备一份涉及所有议题的报价表。在谈判的过程中,他们的陈述和报价都非常清楚、明确、坚决和果断。他们不习惯于采取让步的方式。一般都认为与德国人不好谈判,但执行合同较好。由经验丰富的谈判者运用德国人的谈判人的方式,会产生强大的威力,这在报价阶段尤其明显。一旦德国人提出了报价,这个报价就不可更改,讨价还价的余地会大大地缩小。

如何和德国人打交道呢?从程序上看,最好在德国人报价之前就进行摸底,尽量多掌握一些对方的情况并做出自己的开场陈述,这样可以阐明自己的立场。但所有这些要做得迅速,因为德国人已经做好了充分的思想准备,他们会非常自然而迅速地把谈判引入磋商阶段。                                                                 怎么翻译成英文?
08-10-28  wu_xun 发布
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    huihui0830

    Negotiations will be to study the negotiating style of negotiations. Between the countries in the world because of historical tradition, political system, economic status, cultural background, values, customs, as well as the existence of significant differences, so, the negotiators will be in business negotiations to form a different style of negotiations. A qualified person must be familiar with the negotiations on cultural differences, grasp each other's values and way of thinking, behavior and psychological characteristics, and to be able to skillfully use will be at the best of both worlds, the negotiations have to take the initiative in foreign business negotiations, not The mission of shame, or one's own interests to safeguard. As a result, different countries and different regions, different ethnic groups were negotiating style, will help us achieve the desired success of the negotiations.

    One. Negotiations with the Americans

    American negotiations in the world greatly. American-style negotiations, first of all, reflects the American character. They exposed the character, revealed to each other directly sincere, warm feeling; they are full of self-confidence, at any time with other people for the endless talk; they are always very confidently into the negotiation hall and continuously published opinion. Because of its large trading position in the negotiations on the overall program a "package deal" of the spirit, so that the opponent is to be outshone, the status can not be the same. As the nation's young, mixed culture, language is also straightforward, fun loving, sometimes confusing negotiations, the bargaining difficult. This is sometimes the Americans in the negotiations on the tactic of profit. The characteristics of these Americans, many of which are related to their economic development. They have a tradition of independent action, the real material interests success as a sign of victory. They are always in high spirits to start the negotiations, will be pleased to provide this kind of attitude's economic interests. In the consultation stage, they are energetic and can rapidly lead to the negotiation stage of the substance. They are very good at playing the way, those who appreciate the very good at bargaining, in order to get the economic benefit of their practices. They are very proficient in the use of their strategy to seek benefits. As the American people with these characteristics, they attached great importance to the consultations of the negotiations. Americans "package" full interest in the transaction. As they want to sell them to buyers in accordance with the requirements for the package description; buyers as sellers also put forward a package of conditions. The so-called package refers to the contents of the negotiations includes not only the product itself, but also sales of the product range of approaches. Americans in the trade negotiations of the characteristics can be summed up in the following four areas:

    (1) passionate. (2) business hard. (3) some bargaining power. (4) of the package deal of interest.

    Second, negotiations with the Germans

    Germans and Americans to negotiate a different way. His stubborn character, the lack of flexibility in thinking there are systemic problems, perfect preparations. Germans like to clear that the wishes of the transaction, and accurately identify transactions in the form of detailed negotiations on the subject, and then all the issues involved in preparing a bid sheet. In the course of negotiations, their statements and quotations are very clear, clear, firm and decisive. They are not used to take concessions. And a general feeling that the Germans not to negotiate, but the better implementation of the contract. By experienced negotiators to negotiate the use of the German people the way, will have a strong power, which is particularly evident in the offer stage. Once the Germans made a bid, the offer will not change, the bargaining will greatly narrow the scope.

    The Germans and how to deal with it? From a procedural point of view, the best in the German offer to carry out thoroughly before, as many as possible to master some of the other side of the situation and make its opening statement, which would clarify its position. However, all of which should be done quickly because the Germans had been well mentally prepared, they will very quickly and naturally to the introduction of the negotiations phase of the negotiations.

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