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.