商務(wù)處理的中西文化差異

CulturalDifferencesIn

BusinessBetweenDifferentcountriesCulturalConductingBusinessNegotiationAtmosphereDetail:Depthvs.BreadthCommunicationStyleAmericanNegotiationAtmosphereAmericannegotiatorsexpectotherstodisplay“Americanprofessionalism”,notinterestedinestablishinglong-termrelationships.注重獲取的利益，熱衷展示“美國人的專業(yè)性”，不在乎與對手建立長期的合作關(guān)系，希望通過展示自己的能力獲取威望，也愿意在談判過程信任對手。Detail:Depthvs.BreadthAmericanputconsiderableemphasisonwrittenagreementsorcontracts.

CommunicationStyleAmericanstendtoconveywarmth,sincerity,confidenceandpositiveness.Theyarealwaysreadytoengageinbargaining,orcompromiseinthenegotiationprocess.美國人擅于表達(dá)出溫暖、真誠、自信和積極性。做好討價(jià)還價(jià)和妥協(xié)的準(zhǔn)備。表達(dá)趨于直率，喜歡威脅警告對手和一意孤行，常導(dǎo)致談判不歡而散。

FrenchNegotiationAtmosphereFrencharemorelikelytodistrusttheircompetitors

atthebeginning.

Theyalwaysregardthemselvesasexperiencednegotiators.在談判之初是不會信任對手的，并自視是經(jīng)驗(yàn)豐富的談判者。Detail:Depthvs.BreadthFrenchissimilarwiththeAmerican.CommunicationStyleTheFrenchfrequentlysay“no”duringcommunicationandofteninsistonusingtheirownlanguage.Theythinkprincipleisveryimportantsotheyareverydiffichlttobepersuaded.在談判過程經(jīng)常說“不”并經(jīng)常堅(jiān)持使用本國語言。據(jù)說是歐洲談判者中最難搞的，比較注重原則性的東西。JapaneseNegotiationAtmosphereJapaneseareconcernedwithestablishinglong-termbusinessorpersonalrelationships.注重社交關(guān)系，關(guān)注長期合作關(guān)系和個(gè)人關(guān)系。Detail:Depthvs.BreadthJapaneserelyprimarilyonbriefwrittenagreements.Theybelievethattheagreed”principle”betweenthenegotiatorsisimportant,notthespecificsofanagreement.較少注重細(xì)節(jié)，依賴較簡單的書面協(xié)議，注重談判雙方原則性的東西而不是協(xié)議書上具體的要求。CommunicationStyleJapaneseappeartobemoreeasilypersuaded.SilenceisapartoftheJapanesenegotiationprocess.Harmonyiscrucialtotheirnegotiations.Theydesiresmoothnessinalltheirtransactions.Theircommunicationispositiveratherthanconvey“no’andputupcommands.日本人易于說服。喜歡較為含蓄的表達(dá)意愿，在談判過程經(jīng)常處于沉默狀態(tài)。注重談判的平和順暢。交流富有積極性，較少說“不”和提出要求。ChineseNegotiationAtmosphereChinesefeelthatmutualinterestsandfriendshipsareimportantinthenegotiationprocess.與日本相似，注重相互利益和社會關(guān)系。Detail:Depthvs.BreadthChineseislikeJapanese,alsopreferwrittenagreements,andleaveroomfortrustandcommonsense.跟日本人相似，注重書面協(xié)議，在信任和常識之間留有余地。CommunicationStyleChineseusuallytrytheirbesttoavoidconflict.Theywon'tmakebigcompromisebecausetheycareabouttheirface.不希望發(fā)生正面沖突，盡量避免反對建議的談判。中國人很愛面子，不會一下子就做出大妥協(xié)。MiddleEasternNegotiationAtmosphereIntheMiddleEast,personalrelationshipsarealsoanimportantpartofnegotiations.Hospitalityisthefirstpriority,trustandrespectmustbesecuredfornegotiationstobesuccessful.注重個(gè)人關(guān)系，熱情是其首要考慮，信任和尊重是談判成功的關(guān)鍵。Detail:Depthvs.Breadth

MiddleEasternandMexicannegotiatorsconsideredthatwrittenagreementisnot

themostimportantwhichonlyrepresentsthestrongbondoftheoralobligation他們認(rèn)為書面協(xié)議不是最重要的，但是比口頭理解更具有約束力。MexicanCommunicationStyleMexicannegotiatorsprefertheexaggeration.Theyput

moreemphasis

uponcontemplationand