教学材料《谈判英语》-Unit11

Unit11NegotiatingStyleofSomeCountriesNegotiationAwarenessPeoplefromdifferentcountrieshavedifferentvalues,differentattitudesanddifferentexperience.Theyhavestrengthsanddifferentweaknessesfromoneanother.Acompetentnegotiatorshoulddevelopastyleappropriateforhisownstrengthsincludingthestrengthsofhisparticularculture.Heshouldnotseektofollowthestyleofadifferentculture.Heshouldnotfollowastyleinwhichotherpeoplehavestrengths，buthedoesnot，asthatwouldleadtodisplayinghisnaturalweaknessesratherthanhisnaturalstrengths.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesNegotiationwithAmericansAmericannegotiatingstyleTheUSisaveryimportanttradepartnerofChinaaswellasourcounterworkerininternationalbusinessnegotiations.Theyareconfidentanddecisive.TheirbeliefsarehighintheindividualismThus，innegotiations，theywouldliketogetdowntobusinessdirectly,payingparticularattentiontohighefficiency.Americanbusinessmenareaccustomedtodiscussingprovisionsofthecontractoneitembyanother，inordertoshortenthetimeofnegotiationassoonaspossible.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesWhat’smore，theyaregoodatbargainingTheyusuallycanpersuadetheircounterworkertoacceptaproposedpricebyusingtacticsandreasoning.ThesolegoaloftheAmericansdoingbusinessiseconomicinterests.SotheysometimescannotunderstandwhyJapaneseandChinesepeopletakeintoconsiderationinnegotiationssomanyotherfactorsthattheythinkareirrelevanttothem.ThoughtheAmericanspaymuchattentiontorealisticinterests,theyseldomdemandexorbitantpricesandtheydonotexpecttheotherpeopletodoso，either.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesWhenfacedwithacomplexnegotiationtask，Americanstendtodividethelargetaskupintoaseriesofsmallertasks.Issuessuchasprices，packinganddeliverymaybesettledoneissueattime，withthefinalagreementbeingthesumofthesmalleragreements.Forthem，progressinthenegotiationismeasuredbyhowmanyissueshavebeensettled.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesThedecisionmakingprocessisjustlikeacost-benefitanalysisappliedtoallpartieswhowouldbetouchedbythedecision.Adecisionisconsideredrightbecauseitproducedthegreatestnetbenefitwhenallthecostsandbenefitstoalltheaffectedpartiedaretakenintoaccount.So，theAmericansusuallylistthepossibleeffectsandestimatethemagnitudeoftheircostsandbenefitsasaccuratelyaspossible.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesTheAmericansareextrovertwhoseemotionscanbeclearlyseenthroughtheirwordsanddeedsTheyareenergeticandemotionalinnegotiations.Theyaredirectinthewaywhethertheyarestatingtheirviewpointsortheyaremakingcleartheirattitude.Theywillopenoutiftheycannotaccepttheotherssuggestionswithnoveilatall，becausetheyareafraidofbeingmisunderstoodbytheothers.TheyfeelquiteuncomfortabletotheChineseindirectwayofbringingforwardsubstantiverequirements.TheyoftenfeelsorryforsomeAmericanbusinesspeoplelosingsomegreatopportunitiesjustbecauseoftheirbeingnotgoodatappreciatingtheChinesehints.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesTheAmericansrelyhighlyonallunbiasedsystemoflawsandcourtsforthesettlementofconflictsandproblems.Thisconceptofrelyingonlawsandcourtshasbeenwelldemonstratedinbusinesstransactions.Theythinkthatthemostimportantthingindoingbusinessisobtainingeconomicinterestsandthebestwaytoprotecttheirinterestsisthecontract，theconcreteformoflaw.Therefore，theypaygreatattentiontothecontractinbusiness.Theyusuallyassignalargediscussiononthedetailsofthecontractandthelawinpointaswellsoastosolveallkindsofproblemsthatmightcomeacrossintheexecutionofthecontract.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesAmericanstakebusinesscontractspurelyastheyareandtheycannotbeatthemixtureofbusinessandfriendshipNomatterinwhatgoodrelations，evenbetweenafatherandason，itshouldbeabsolutelyclearintheeconomicinterests.ThedepartmentsofAmericandomesticenterpriseshaveclearresponsibilitiesandconcreteworkdivision.Therefore，thecollectionofinformationonthenegotiationandthemakingofdecisioninthenegotiationarealloffastspeedandhighefficiency.Inaddition，theyareextrovertandstraightforward.Sothecharacteristicsoftheirnegotiationarethattheycomestraighttothepointandtheirquestionandrelatedtermsarecomparativelyreasonable.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesFortheAmericans，“timeismoney”.TheyoftencalculatetimeinminutesandsecondsTheyhaveverystrongconceptoftimeintheirworkandeveninveryimportantnegotiationsTheydonotlike“meaningless”talk.Ifyouarewastingtheirtimetheywillthinkyouarestealingtheirmoney.Theycherishtimeverymuchandarealwayspunctual.AnothermanifestationoftheAmericanbusiness—peoplecherishingtimeisthattheyprefertodothingsorderlyandsetupplanswellinadvanceandtheydonotlikeuninvitedguestswithnoappointmentsbeforehand.ItisbothimpolitetoarriveearlyorlatewhenyoucometotheappointmentwithanAmerican.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesTipsfornegotiationwithAmericansAmericannegotiatorstendto：Becompetitiveintheirapproachtonegotiations，includingcomingtothetablewithafallbackpositionbutbeginningwithanunrealisticoffer.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesBeenergetic，confident，andpersistent；theyenjoyarguingfortheirpositions,andseethingsuniversally，i.e，theyliketotalkaboutbroadapplicationsofideas.Concentrateononeproblematatime.Focusonareasofdisagreement，notareasofcommonalityoragreement.Likeclosureandcertaintyratherthanopen-endednessorfuzziness.Bedirectandhonestindeliveringtheirnegativeevaluations.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesNegotiationwithGermansGermannegotiatingstyleGermanpeoplearewellworthyofthenameofbeingefficient.Theirmottois“doitrightnow”andtheydonotlikethewayofwafflinginnegotiations.TheyarehighlyresponsibleandefficientintheirworkandyouwillneverseepilesofdocumentsupintheaironGermanpeople’sdesks.Theytakeforthatifyouwanttoknowwhetherapersoniscompetentornot，justgotoseetheefficiencyifhishandlingthings.Inaddition，Germanpeopleprefertobefullypreparedbeforeanegotiation下一页上一页返回Unit11NegotiatingStyleofSomeCountriesTheywillstudynotonlyaboutyourproducts，butalsoabouttheenvironments，thecreditstanding，thecapitalsituation，themanagementofyourcompany，etc.Theydobusinessnotonlyfocusingonmakingprofitsanddonotdobusinesswiththosefirmswithbadreputation.Inall，prudenceandearnestnessarethekeycharacteristicsofGermanpeople’snegotiatingstyle.Theyattachimportancetoandstressthefeasibilityoftheirschemesandseldomgivebigconcessiontotheothers.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesThereisabiggapbetweenthetopandbottominlargeGermancorporationsRegardlessofthesizeoftheorganization，decisionmakingiscentralized.Asageneralrule，powerremainsatthetop.ThepervasivenessofauthoritarianismandpaternalisminGermanydespiteitsexposuretomodernmanagerialtechniquesencouragesthiskindofcentralization.Onepersondecisionmakingisevenmorecommoninmediumandsmallsizefirms.LargeorganizationsusecommitteestoarriveatdecisionsGermanstendtoarriveatdecisionsratherslowly.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesForexpeditiousbusinessnegotiations，trytodevelopcontactsinthetoplayeroftheGermanorganization，particularlyinwhattheycalltheVorstand，wherethemostimportantdecisionsaremade.TipsfornegotiationwithGermansGermannegotiatorsarecharacterizedbythefollowinggeneralizations：Dotheirhomeworkverywellbeforenegotiations.Makepoorconversationpartnersastheyseenopointinsmalltalk.Franknessishonestyand“diplomacy”canoftenmeandeviousness.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesConsiderformalityanduseofsurnameassignsofrespect.Expectorganizationandorderinallthings.Beslowatmakingdecisionsastheyhaveconsensusdecisionmakingprocesswhichtakestime.Bemorepresentorientedthanfutureoriented.Valuetheircompany’sloyaltytothem.ValuesecuritygreatlyinGermanysonegotiatorsneedtofeelsecureintheknowledgeofthetasktheyhavedelegated.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesNegotiationwithBritishBritishnegotiatingstyleThenationalcharactersoftheBritisharebeingtraditional，introvertandprudentTheyneversetuppersonalrelationshipwithotherseasily，evenwiththeircountrypeople.NordotheytrustandrelyonotherseasilySuchcharactersreflect，tosomeextent，theBritishfeelingofbeingsuperiorandascendant.However，onceyouhaveestablishedrelationshipwiththem，theywillcherishitverymuchandmaintainitforquitealongtime.Forasmuch，youwillalsohavegoodrelationshipwiththeminbusinessaffairs.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesIntheBritishconcept，hierarchystillexistsandthatiswhytheystillkeepthesymbolicalroyalgovernance.Accordingly，Britishpeoplecareverymuchaboutthecounterpartsposition,experienceandachievementsinforeigncontact.So，undernecessarycircumstances，sendingpeopleofhighpositionandstatustonegotiatewithBritishpeoplewillbeveryhelpful.BritishpeopledonotattachsomuchimportancetonegotiationsastheJapaneseandtheAmericandoInaccordancewithit，theydonotprepareverymuchforanegotiation，nordotheymakeanyplanscarefullyandprudently.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesTheyaregoodatstatingtheirstandpointsbrieflyandclearlyatthebeginningofanegotiation，andthenkeeptheirmouthclosedandlistentoyourtalking.TheydonotpossessasstrongpursuitformaterialbenefitsastheJapanese，nordotheyshowitasundisguisedastheAmerican.Theypreferbusinessoflessriskandoflessgainsinreturntobusinessofbigriskandofbiggainsatthesametime.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesBritishbusinesspeoplehaveacommonearmark，thatis，theycannotguaranteethepunctualcarrying—outofthecontractandtheon—timedeliveryofthegoods.Itissaidtheyarewellknownintheworldforthispoint.Thereasonisunknown，butthemostpersuasiveargumentisthat，thoughtheUKhasaquitelonghistoryofindustry，thedevelopingspeedisgettinglowerintherecentcenturies，andorderlinessandcomfortoflifeisthefirstgoalofBritishpeopleanddiligenceisthesecond.Inaddition,thesuperiorityofthequalityandthecapacityoftheBritishgoodsandthewidelyspreadmarketabroadmakesthemneglecttheprimaryrequirementsofmodemtrade.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesTipsfornegotiationwithBritishBritishnegotiatorstendto：Moveatamoredeliberatepaceduringthenegotiation.Beorderlyandpunctualandarrangeappointmentsinadvance.Startthebargainingatapointonlyslightlydistantfromprojectedgoal，soyoudon’tleavetooexcessivenegotiatingroomwithyourBritishcounterpart.Bereservedinthewayoftheycommunicate，whichisevidentintheiruseofunderstatement，lowcontactbodylanguageandrestrainedgestures.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesNegotiationwithRussianRussiannegotiatingstyleRussianpeoplepaygreatattentiontothetechnicalcontentsandclausesforcompensationinanegotiation.Thisisbecausetheythinkthetechnologyimportedshouldbeadvancedandpracticalatthesametime，andthecomplexityoftechnologyandtheinflationofthequotationrequirethemindoingso.Forthepurposeofbuyingthemostusefultechnologyinthelowestprice，theytakethedetailsofthetechnologyveryseriouslyandusuallydemandmanykindsofmaterialsrelated下一页上一页返回Unit11NegotiatingStyleofSomeCountriesSoyouhavetobefullypreparedwhennegotiatingwiththeRussians，havingtheexpertsonthetechnologyincludedinthenegotiatingteam，attachinggreatimportancetotheusageandtheexactnessofthelanguagewritteninthecontractandnotmakingpromisesontheconditionsyoucannotsatisfy.Innegotiations，RussianpeoplestillpossessthebrandoftheformerUSSRplannedsystemTheypreferverymuchthewayofdoingthingsstrictlystickingtotheiroriginalplan.Iftheconcessionmadebytheotherpartytallieswiththeirsetgoal下一页上一页返回Unit11NegotiatingStyleofSomeCountriesItwillbeeasytocometoaconclusion.Ifnot，toletthemgiveanyconcessionwillbehardlypossible.Lackofflexibilityistheunanimousconclusionbyallforeignnegotiatorswhohaveevercontactedwiththem.Russianpeopleareverygoodatdoingbusinesswithforeigners.Theyaredoingverywellinfindingcooperativeandcompetitivepartners.Iftheydecidetoimportsomeitem，thefirstthingtheywilldoistoinvitepublicbidding.Theywillsetthemtocompeteagainsteachothersothattheycanreapeasygainsfromthecompetition.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesRussianpeoplearealsoexpertsinbargaining.Nomatterhowreasonablyandpreciselycalculatedyouthinkyourquotationis，theyneverbelieveiteasily.Theywillkeepaskingforthereductionofyourpriceuntiltheythinknostoneisunturned.Soagoodpolicytoquoteistomakepublicyourstandardpriceandaddanadditionalpriceof15%asthecostforpremiumandriskindoingbusinesswiththem.DuetothehighinflationrateinRussia，thetimelimitofquotationshouldbeasshortaspossible，andtheeffectofinflationonthequestionwithinthecontractperiodshouldbetakenintofullconsideration.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesMuchofthedifficultdiscussionatthetablewillbeabouthowthebuyerpaystheseller.IftheRussiansareselling，theywillwanttobepaidinadvancewitha“hardcurrency”whichtothemisjustaboutanythingbuttheruble.Whentheyarebuying，paymentwillbedelayedandyoucanguesswhatthepreferredcurrencywillbe.JustasthegeographyliesbetweenEuropeandAsia，sodoesRussia’sattitudetowardscontracts.Itisbesttogetasmanydetailswrittenintothedocumentaspossible.Importantpointsmustbecontinuallyemphasized，asRussianstendtolookatthetotalityratherthanthedetailsofacontract.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesAlthoughithasleftcentralplanningbehind，Russiandecision—makingapparatusisverybureaucratic.Eventhesimplestdealswilltakeagreatdealoftime.Numeroustripswillberequiredformediumtolargeventures.TheRussianpeopleareextremelywarmandgregariousItisverydifficulttodislikethemonapersonallevelandthiscanbeusedagainstyou.Parties，dinners，andintroductionstofriendsandfamilycanlulltheforeignerintoabeliefthattheywillbetreatedasfriendsatthenegotiatingtable.Enjoyyourselfbutseparatebusinessfrompleasure.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesTipsfornegotiationwithRussiansRussiannegotiatorstendto：Haveclearagendasandnostrategyortacticisofflimits.Viewcompromiseasasignofweaknessandoftenrefusetobackdown.Beratherbureaucratic，andtimeconsumingindecisionmaking，soyouhavetobepatientenough.Separatebusinessfrompleasure，thoughtheyareextremelywarmandgregarious.Lookatthetotalitysoimportantpointsmustbestressed.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesNegotiationwithJapaneseJapanesenegotiatingstyleTheJapanesecultureteachesJapanesepeopletoputindividualdesireintoharmonywithandsubmittocollectivedecision.Therefore，Japanesepeopletakeitasthemostimportanttoseektheharmonyofhumanrelations.Anybusinessnegotiationheldundersuchcircumstanceswillbegoingonallright.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesDuetothedeepimpactofgroupexistenceandcollectivedecision，itusuallytakesquitealongtimeforJapanesepeopletomakethefinaldecisioninanegotiation，becausetheyneedtoconsultalltheotherdepartmentsandstaffmembersthattheythinkarenecessaryandcrucialtoarriveatthatpointIfthereisanydifferencebetweenthecontentsofthenegotiationandtheirsetgoals，theaboveprocesswillmostprobablystartalloveragainAlthoughJapanesepeopleneedquitealongtimetomakedecisions，theiractionisveryquickoncethedecisionsareset.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesComparedwithEuropeanandAmericanbusinesspeople，Japanesepeoplepaysomuchattentiontoestablishingthegoodhumanrelationsindoingbusinessthatmanyexpertsofnegotiationthinkthatfriendshipandtrustareveryimportanttoadvancegoodcooperationwiththem.ManybusinessmenfromotherculturesholdthesimilarideathatwhetherornotonecanmakefortuneinJapanesesocietydependsonwhetherornotonecanmakegoodrelationswithJapanesepeople.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesJapanesepeopledonotlikehagglingoverthetermsofthecontractandtheylayparticularstressontheimportanceofsettinguptrustworthyrelationswithforeignpartnersForeignbusinessmencansignthecontractwithnoneedatalltoworryaboutthetermsinitoncetheyhaveestablishedthetrustworthyrelationswiththem.ThereasonforJapanesepeopletospendquitealongtimeonbigtradenegotiationitemsisthattheyareendeavoringtoestablishthetrustworthyrelations，butnottoworkonthedetailedrulessoastopreventanyproblemsfromcomingintobeing.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesInbusinessnegotiations，thediscussiononcontracttermswillbeinthesecondaryplaceifonehasestablishedgoodpersonalrelationswithJapanesepeople，especiallywhenhavingobtainedtheirtrust.EuropeanandAmericanpeopleprefertowritedownthetermsofthecontractasdetailedaspossible，especiallytheresponsibilitiesofthetwopartiesandtheclaimforcompensationincaseofdisputesinthefuture，whileJapanesepeoplebelievethattheywillsurelymakeaconcertedeffortinfulfillingthecontractsincetheyhaveknowneachotherverywellandhaveestablishedgoodandtrustworthyrelations.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesIncasethatsometermscannotbefulfilledonirresistibleconditions，itisallrighttositdowntogetherandresetthem.AcontractisalwaystakeninJapanastheexternalformofinterpersonalrelationshipandJapanesepeopletakeitforgrantedthatitwillautomaticallybecomeinvalidiftheconditionshaveturnedtothedisadvantageoussideofthecompany.Theywillfeelgreatlydissatisfiedifforeignbusinesspeoplesticktothepenaltyclausesordonotrelaxtherelevantclausesinthecontract.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesWhenforeigncompaniesmaketheirdebutindoingbusinesswithJapaneseenterprises,itissuggestedthattheyshouldobtainthetrustofJapanesecounterparts.ThebestwayrecognizedistofindthesupportofacompanythatJapanesepeoplethinkofastrustworthyandhavinggoodreputation，namely，areputableinter—mediator，whichwilldefinitelybeofgreatbenefittothesuccessofnegotiations.Theintermediatorplaysallinestimableroleincommunicatingthenecessaryinformation,strengtheningtheconnectionandestablishingthetrustandfriendship，whomaybeanenterprise，asociety，aroyalmember，awell—knownpersonaswellasabank，aconsultationorganizationforenterprises，etc.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesItshouldbeverycarefulinchoosingtheinter—mediator，amaleonebeingofthetoppriority，becauseinJapaneseenterprisesmalepersonsoccupythedominantpositionsandafemaleisalwaystakenasinappropriateasaninter-mediator.Theinter—mediatorshouldbeequalinhispositionandstatustotheJapanesecounterpartsGenerallyspeaking，theintermediatorshouldgetintouchwiththemiddlemanagementechelonsbecausethedecisionisusuallytakingshapefromthemiddleandsubstrateechelonsinaJapanesecompanyandendsupinthetop，Sodoesthebusinessnegotiation下一页上一页返回Unit11NegotiatingStyleofSomeCountriesInaddition，thefirstmeetingbetweentheintermediateandtheJapaneseispreferablyintheformofface-to-facetalk，butnotthroughlettersortelephone，andinathirdplace.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesTipsfornegotiationwithJapaneseJapanesenegotiatorstendto：Rarelycometothetableingroupssmallerthanthree.Liketheprearrangedagendaandthereforesmalltalksshouldbekepttoaminimum.Viewvaguenessasaformofprotectionfromlossoffaceincasethingsgosour.Makedecisionsbyconsensus，whichistimeconsuming.Maintainharmonyatallcostsand“no”isnottoldinadirectmanner.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesNegotiationwithKoreansKoreannegotiatingstyleKoreansoftenmakeemotionalpleaspartoftheirnegotiatingstyle.Theyarealsonotbeyondpaintingthemselvesaspoor，humblepeasants，eventhoughtheyhaveoneofthehigherGDPpercapitainAsia.Inreality，theKoreansonlyrespecthardline，strongopponents.Avoidopeningthenegotiatingwithajokeorhumorousanecdote.Thiswouldshowlackofrespectforthetopicandfortheaudience.Speakclearlyandsimply.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesKoreansareknownastoughnegotiatorsWhencalculatinganinitialoffer，doallowsomeroomforbargainingInthatway，onecangiveingracefullyandatthesametimedemandanequivalentconcessioninexchangeOnemustbringalargesupplyofpatiencetothebargainingtableBigdecisionsaremadeatthetopofKoreancompanies，andchiefexecutivesarebusypeople.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesKoreansalwaysnegotiateinteamsandthey’llalwaysattempttobenumericallysuperiorExploitingdissentorcontradictionsinforeigncounterpartsisacommonploy.Sodon’tletanyoneoftheteamgetseparatedfromthegrouportheweakestmemberswillbepickedoutfirst.Wearingdownanopponentthroughconstantrepetitionandlengthynegotiationsessionsisatimehonoredpractice.It’salsoawayofmakingsurethateverydetailhasbeencoveredMistakesbyKoreanmanagersaredealtwithseverely，especiallyiftheycausethecompanyto“loseface”atthehandsofaforeigner.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesBeingdirectisincompatiblewithKoreanbusinesspractices.Evenifthecounterpartistellingaboldfacedlie，diplomacymustbetheresponse.WomenplayaverysubservientroleinKoreanbusiness.Femalenegotiators，regardlessofrank，willnotbeinvitedalongfortheafter-hourscarousing.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesNegotiationwithArabiansArabiannegotiatingstyleIntheArabiancountries，businessactivitiesareusuallysuper—intendedbyanenlargedfamilyPeoplethinkalotoftheirresponsibilitiestoprovidehelp，supportandalmsgivingtothefamilyandfriends.FamilyconnectionsplayagreatroleinthesocialandeconomicallifethereApartfromthat，theArabianpeopleembraceIslamismandhavemanytaboos，forexample，wineisabsolutelyforbiddenanditcannotbepresentedasagiftofcourse.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesThecoreoftheagglomerationoftheArabianworldistheArabiclanguageandtheIslamismTherefore，gettingtoknowsomethingaboutthemisverynecessarywhenyouaregoingtothosecountriesforbusinessactivitiesForinstance，inthemonthofRamadan（orFast），theArabianpeopleneverdrinkandeatbeforethesunset，soyouhavetodoinRomeasRomedoes，nottotouchthefoodandtea，evenifthehostsintentionallyputtheminguestsroomsInthiswayyouareshowingyourrespecttotheirconvention.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesTheArabianpeopleareofthetraditionofthedesertregion.Firstofall，theyarehospitableandtheyalwayshostwarmwelcomereceptiontoanybodywhoispayingavisit.Forasmuch，theprocessofanegotiationmayoftenbeinterruptedbysomepeoplecallingonsuddenly，andthehostsmayleaveyoualoneandtochatwiththenewcomers.So，youhavetoadjustyourselftotheirhabit，cultivateyourpatienceandplaysomethingbyearwhennegotiatingwiththemThusyoucanwintheirtrust，whichisthekeyofdoingbusiness.下一页上一页返回Unit11NegotiatingStyleofSomeCountriesSecond，theydonotlikewranglingwithothersfacetoface，nordotheylikegettingtothepointtheminuteyoumeet.Theyregardasimpolitetotalkaboutbusinessrightawayatthefirstsightofeachother.Theyhopetospendtimeintalkingabouttopicsofsocialand