《国际商务英语谈判与沟通》-11

ChapterEleven

LanguageSkillsandNon-businessCommunication

inInternationalBusinessNegotiationsSection4

Non-businessCommunicationinthePhaseofGreetingCustomersinInternationalBusinessNegotiationsSection5

Non-businessCommunicationinthePhaseofFormalNegotiationsinInternationalBusinessNegotiations上一页下一页返回ChapterEleven

LanguageSkillsandNon-businessCommunication

inInternationalBusinessNegotiationsSection6

Non-businessCommunicationatOtherActivitiesinInternationalBusinessNegotiationsSection7

Non-businessCommunicationinthePhaseofSeeingoffCustomersinInternationalBusinessNegotiations上一页返回Section1

FeaturesofLanguageSkillsofInternationalBusinessNegotiationsInordertomakeproperbusinessnegotiations,negotiatorsneedtopaycloseattentiontotheuseofproperlanguageskills,andthelanguageadoptedforinternationalbusinessnegotiationsshallfollowtheprinciplesbelow:(1)Beingobjective.Negotiatorsaresupposedtoapplytheirlanguagewiththeideasexpressedbasedontypicalfactsandspecificdataandchoosetheproperwaysofexpressionstomaketheothersideconvinced.Objectivityhererequiresnegotiatorstofollowtherealityandrespectthefact.(2)Beingaccurate.Negotiatorsshalladoptaccuratelanguagetoexpresstheirownposition,views,andrequirementsclearlytoincreasemutualunderstandingandreduceunexpectedmisunderstanding.下一页返回Section1

FeaturesofLanguageSkillsofInternationalBusinessNegotiationsThus,businessnegotiators‘expressionsneedtobeaccuratetomaketheothersideunderstandyourattitudessufficiently.(3)Beingtargeted.Itisclearthatsex,age,occupation,personality,andinterestsfordifferentnegotiatorsareverydifferent,andnegotiatorsshallchooseadaptablewordsfordifferenttargets,andthus,negotiatorsaresupposedtotakedifferentmeasurestomakecommunicationwithdifferentpeople.Ininternationalbusinessnegotiations,negotiatorsshallpayheedtotheculturalbackgroundsoftheircounterpartstocarryoutsmoothnegotiations.上一页下一页返回Section1

FeaturesofLanguageSkillsofInternationalBusinessNegotiations(4)Beingflexible.Negotiationsusuallyinvolvemanypeopleandthefeedbackandreactionsfromdifferentpeoplemaydifferalot.Therefore,negotiatorsneedtomaketheirwordsflexibleandmakesuretheirideasareclearlyexpressed.Meanwhile,negotiatorsshouldhaveagoodunderstandingoftheircounterpartsthroughtheirwordsandtheirnon-verbalbehavior,suchaseyemovements,facialexpressions,gestures,tomakeeffectiveandefficientjudgmentandshowtheirideasflexiblytomakebettercommunicationandunderstandingbetweeneachother.(5)Beinglogicandpersuasive.Negotiatorsarestillsupposedtomaketheirideasexpressedinalogicway.上一页下一页返回Section1

FeaturesofLanguageSkillsofInternationalBusinessNegotiationsThus,theirideascouldbeunderstoodandacceptedeasilybytheircounterparts.Otherwise,theirideasmayconfusetheircounterpartsandaffectthenegotiation.What‘smore,theirideasshouldbepersuasivewithspecificfactsandprecisedataaccordingtotheeffectivewaysofcollectinginformation.(6)Beingformalandpolite.Thelanguageofnegotiatorsshouldbeformalwhichmeansthatthelanguageshouldbeclear,prudent,civilized,andprecise.Nomatterwhatnegotiatorssay,theyshouldshowtheirideasinaformalandpoliteway.Insuchaway,negotiatorsmayhelpmakethenegotiationprogresssmoothlyinafriendlyandharmoniousatmosphere.上一页返回Section2

LanguageSkillsofInternationalBusinessNegotiations2.1

EuphemisticwordingEuphemisticpresentationscanplaythefollowingroles:①Relievethetensionofnegotiatingclimateandbreakthedeadlockwhenanegotiatorexpresseshisdifferentopinions,orgetthenegotiationtobestuck.②Avoidembarrassmentandconflict,andmaketheothersideaccepteasily,psychologically.Therearesomedevicesforeuphemisticpresentations,whichgoasfollows.下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiations2.1.1

Adoptempathictechniques(使用移情手法)Thistechniqueistolookfromtheopponents’pointofview.Ifusedskillfully,itfoolsopponentsintothinkingyourcareabouttheirproblemsinorderthattheywillreciprocate.Itispowerfulintheconditionsofhightensionorlowtrust.Thespeakercanalsolessenthetensionbyloweringthedegreeofhisnegativeface.2.1.2

Givepartnersanout(给对方台阶下)Negotiatorscangiveanopponentanoutbywayofeuphemisticspeechinbusinessnegotiationstosavetheopponent’sface.Itisverycommonfornegotiatorstorefusetheircounterpart’soffer,evencriticizetheinappropriateneeds.Thus,euphemisticspeechmayplayasomewhatlubricatingroleinbusinessnegotiations.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiations2.1.3

Adoptsoftenedwordage(使用软化词汇)Negotiatorscanusesoftenedwordagetoexpresstheirideasindirectlyandinoffensively.Theycouldchoosethoseexpressionssuchas“I’mafraid,”“wewouldsay,”“itseemstome,”“wewouldsuggest,”etc.toturnthestrongtoneintothemoderateone,therebygainingthemild,euphemisticeffects.2.1.4

Adoptpassivevoice(使用被动语态)Thepassivevoiceisoftenexpressedvaguelybywayoftheomissionoftheagent,whichgivesmuchmorepossibilitytoguesswhoisresponsibleforthedeeds.Itispossibletobethespeaker,orthesuperiororsomeoneelseincharge.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiationsSometimes,eventhoughthespeakerreferstotheopponent,inhismind,thepassivevoiceseemsmorepoliteespeciallywhenthespeakerthinkstheopponentgetswronginsomeregards.2.2FuzzywordingFuzzywordingcanoftenbeusedasakindofpolitenessstrategy,whichusuallyplayssomeunexpectedpositivepartinbusinessnegotiations.Itcannotonlyimprovethenegotiatingclimate,therebyhelpingthenegotiationgoonsmoothly,butalsosoundtheopponentoutaboutthequestion,inanefforttoknowtheotherside’srealintention.

Negotiatorsaresupposedtoadoptfuzzywordingproperlyforitispersuasiveandconvincingwithoutanyforceuponothers.Thefollowingmethodscanbeused.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiations2.2.1

Directutteranceavoided(避免直接表达)Negotiatorscouldavoidanydirectutterancetoeitherthespeakerortheopponenttomakepropercommunication.Inthisway,thespeakercanincreaseelasticityandflexibilityofhisspeechandavoidcomingintodeadlock.Forexample,ifsomeonewantstoknowthespecificsecretsofyourcompany,youcouldturnthetopictootherpointssoastomakethetalkcontinuewithoutrevealingthebusinesssecretsofyourcompany.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiations2.2.2

Authorizationlimited(权利受限)Limitedauthorizationprovidesagoodwayofmaintaininggoodrelationswithyouropponentswhenyouhavetosaynoorintendtokeepopponentsoffbalance,orwanttoretreatfrompreviousconcessions,etc.Theusualtechniqueistopasstheopponenttosuccessivelyhigher-rankingpeople.Ateachlevel,theconcessionsmadebythesubordinatearedenied,ignored,orrepudiated(拒绝).Thesubordinatemaybetreatedasinadequate.2.2.3

Hedgingwordsused(使用对冲话语)Bydefinition,allhedgesmakethingsfuzzierinsomesense.Lakoff(1972:195)definesitas“awordorphrasewhosejobistomakethingsfuzzier.”上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiationsTherearetwokindsofhedges:(1)Reducingthedegreeoftruthvalueoraltertherelatedscopeofanutterance,suchas“sortof"“kindof"“somewhat"“really"“some"“almost"“quite"“entirely"“alittlebit"“tosomeextent"“moreorless",etc.(2)Judgingsubjectivelywhatissaidortoaccessindirectlywhatissaid,accordingtosomeobjectiveevidence,suchas“Ithink"“nowonder"“Ibelieve"“Iassume"“Isuppose"“Iamafraid"“probably"“asfarasIcantell"“seem"

“hardtosay",etc.

Inbusinessnegotiations,negotiatorscoulddeliberatelyputtheirstatementinthetermsthataretentativeorvague.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiations2.3

Merit(功绩)demonstrationsDrivenbythemixtureofstrengthpolicyandprofit,negotiatorsreadilydemonstratetheirmerits,theiradvantagesandpastaccomplishments,etc.Negotiatorsshouldpresentmeritsskillfullyandappropriatelyinordertoachievemuchmoreeffectiveresults.Understatementobeysthemodestymaxim(准则)andindirectpolitenessstrategy.Negotiatorsshouldadopttheusefuldevicesofunderstatementlistedbelow.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiations2.3.1

LimitingdirectcomparisonAnegotiatorshouldnotcontrasthisstrengthswithhisopponent’sweaknessesdirectly.Head-on(正面的)commentsarenotcommendable(值得赞美的,值得推荐的),forthedeliberatedepreciationofothersisnotonlyimpoliteacts,butalsoreflectsthespeaker’smoralinefficiencyinthelistener’seyes.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiations2.3.2

Attenuating(削弱)subjectivecoloringWhenmentioningourownmerits,wereadilystress“we"“ours”“nonebutours,”etc.However,theseexpressionssoundasifotherswereexclusive(排外的).Theyseemtoflaunt(炫耀)tothespeaker’spower.Thus,itviolatesthecooperativespiritofbusinessnegotiations.Negotiatorsneedtoreducetheuseofsubjectivewords,andoffermorefactsanddatatoprovethegreatperformancesachieved.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiations2.3.3

Minimizingexclamation(减少感叹用语)Minimizingexclamationispowerfulintheconditionofdemonstratingmeritsintheopponent’spresence.Showingmeritsandworth,negotiatorsshouldattachgreatimportancetothemoodandtone,forthearrogantairsprobablyevoketheopponent’snegativeassessmentsuchasdisagreement,dislike,andhostility.Inbusinessnegotiations,exclamationandimperativesentencesshouldbeavoidedasmuchaspossible.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiations2.3.4LesseningfloweryLanguageInbusinessnegotiations,flowerylanguagesoundsfalseandincredible,evenrepugnant(讨厌的).Thoseexaggeratingandinflatedmodifiers,suchas“good"

“optimal"“big"“first-rate"“super"“unique"“secondtonone"

“incomparable,"etc.shouldbeusedaslessaspossible.Typicalfactsandprecisedataarerequiredfortheycanexactlyreflectthenatureofmerit,andplayamorepersuasiveandconvincingroleintheprocessofbusinessnegotiations.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiationsOneexampleforcomparison:(1)Thiskindofsofahasgoodperformance.(2)Thiskindofsofacanbeusedformorethan10years,andifthereisanythingwrongwithitwithinfiveyears,wecanrepairitfreeofcharge.Fromthetwoexamples,wecanseethatthesecondexpressionisratherreliable.2.4

Polemic(争论)statementsNegotiatorstendtomakepolemicstatementsinbusinessnegotiations.Polemicstatementsshouldbedefinite;thegroundsofargumentsshouldbesufficientandlogical.Severaldevices(策略)areshownasfollows.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiations2.4.1

Furnish(提供)appropriateexamplesWhengivingapolemicstatement,thespeakershouldattachgreatimportancetoappropriateness.Inotherwords,heshouldfurnishappropriateexamplestosupporthispoints.Forexample,ifyouwanttosaythattheproductsareappreciatedbyyourcustomers,youhadbetteroffercertaindatatoshowtheappreciationofcustomersfromthespecificaspects.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiations2.4.2

Unleashpsychologicalattacks(发起心理攻势)Anegotiator,startingfromtheopponent‘sperspective,mayshowthatheunderstandsandcaresabouttheopponent’sproblems,andestablishesamoodoftrustandrapport(和谐一致)withhim,andthusakindofpsychologicalcommunicationbetweenthemcanbeformed.Negotiatorsshallknowtheneedsandinterestsofeachotherandthenbothsidesmaymakeagreementinanefficientway.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiations2.4.3

Retreatinordertoadvance(以退为进)Inbusinessnegotiations,toretreatmeansmakingsomeconcessions,meetingsomeoftheopponent'srequirements;whiletoadvance,putforwardsomerequirements.Onesidemaychoosetoretreatinordertoadvance.Itisquitecommonthattheopponentreciprocatesyougoodconcessionsforyourmeetingsomeoftheirrequirements.Itisratherusefulwhentheothersidewantsyoutomakedueconcessionsinoneaspect,andyouwantthemtomakeconcessionsinanotheraspect.Thenthenegotiationmayleadtoawin-winresult.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiations2.4.4

Takeadvantageofcontradictions(利用矛盾)Inbusinessnegotiations,negotiatorstendtotaketheadvantageofcontradictionsorcompetitionsbetweendifferentrivalsandcounterparts,andleadthemtocompetewitheachotherinanefforttocontrolthem.Thismethodcanbeuseddependingoncertainmarketresearchandobservationoftheideasexpresseddifferentlybetweentheircounterparts.Negotiatorsshallmakegoodofcontradictionsandmakethenegotiationsdirecttotheexpectedobjectives.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiations2.4.5

Givetitfortat(针锋相对,以牙还牙)Negotiatorscanadoptatoughanddecisivetoneofvoice—“titfortat冶inmakingapolemicstatement.Thistechniquecanservetheprogressionofbusinessnegotiations,ifthenegotiatordealswithitappropriately.Itcanusuallyfooltheopponentintomakingconcessionsandclosingthedeal.However,itisaggressiveandriskyandnegotiatorsshallmakeacarefulandthoughtfuluseofthistechnique.Languageskillsherecanguidenegotiatorstoexpresstheirideasinaproperway,andnegotiatorsshallmakegooduseoftacticalexpressionstomakenegotiationsgoonsmoothlyandsuccessfully.上一页下一页返回Section2

LanguageSkillsofInternationalBusinessNegotiationsInthewholeprocessofinternationalbusinessnegotiations,inadditiontobusinessnegotiationsandcommunication,negotiatorsstillneedtomakepropernon-businesscommunication,whichisshowninthefollowingsections.上一页返回Section3

ImportanceofNon-businessCommunicationinInternationalBusinessNegotiations3.1

Differencesbetweeninternationalbusinessandnon-businesscommunicationIninternationalbusinessnegotiations,negotiatorsshallhaveagoodcommandofbusinesscommunicationandnon-businesscommunication.Herearethemaindifferencesbetweenthetwokindsofcommunicationinbusinessactivities:(1)Thecommunicationininternationalbusinessnegotiationsmustbewellpreparedbutyouneednotspendtoomuchtimeonpreparingforanon-businesstalk.(2)Thecommunicationininternationalbusinessnegotiationsmusthaveaclearpurposebutanon-businessconversationcanbeaimless,or,wecansaythatallnon-businessconversationshavethesameaim:relaxingourguests.下一页返回Section3

ImportanceofNon-businessCommunicationinInternationalBusinessNegotiations(3)Comparedwithinternationalbusinesscommunication,non-businesstalkmaybefreer,andconversationcanmovefromonetopictoanothercasuallyandunconsciously.(4)Thecommunicationininternationalbusinessnegotiationsrequireyoutobespecializedintheparticularbusinessofyourcompany,whilenon-businesstalkdemandsyourbeingopen-minded.Thatis,youshouldbefamiliarwithmanythingsinvolvinginhistory,art,music,religions,societies,taboosandculturesofChinaandyourcounterparts’countries.上一页下一页返回Section3

ImportanceofNon-businessCommunicationinInternationalBusinessNegotiations3.2

Importanceofnon-businesscommunicationNon-businesstalkisconsideredimportantforthefollowingreasons:(1)Ingeneral,anegotiationisalongprocess,lastingdaysorweeks,andapauseorpausesinanegotiationareinevitable(不可避免的).Duringapausecommunicationwillcontinueandsuchcommunicationoftencomesintheformofnon-

businesstalks(maybetheworsethebusinessis,themoreimportantthenon-businesstalkis).上一页下一页返回Section3

ImportanceofNon-businessCommunicationinInternationalBusinessNegotiations(2)Beforeanegotiationbegins,wemustreceivevisitingnegotiatorsassoonastheyarrive,andthenon-businessoftenbeginsattheairportandcontinuesonthewaytoahotelandevenlaststhewholeprocessofbusinessnegotiations.(3)Itisimpolitetoletvisitingnegotiatorshavemeals(especiallylunchandsupper)bythemselves,soweshouldenjoymealswiththem,andobviouslyitisnotsuitabletodiscussbusinessaffairsoreatingquietlyinmostofinternationalbusinessnegotiations,soinsuchsituations,non-businesstalksarerathernecessary.(4)Non-businesstalkscanshortenthedistancebetweenthetwosides,whichhelpsbusinessnegotiationsalot.上一页返回Section4

Non-businessCommunicationinthePhaseofGreetingCustomersinInternationalBusinessNegotiationsAssoonasabusinessnegotiationisdecided,airportwillbethefirstplaceforface-to-facecommunication(beforethis,twocompaniescommunicatethroughtelephonetalks,emailsandsoon).Usuallyreceiversorsecretariesaresenttomeetguests;however,ifthenegotiationisextremelyimportant,andcounterpartsarehighlyrankedintheircompany,wewillsendsuitablyhighlyrankedstafftomeetthemintheairport.Besides“Howdoyoudo!,”“Nicetomeetyou!”andthelike,weshouldmentiontheirjourney,sayingsomethinglike“Howwasyourjourney?Isitexciting?Areyoutired?IsthisthefirsttimeforyoutocometoChina(GuangdongorShaoguan)?”下一页返回Section4

Non-businessCommunicationinthePhaseofGreetingCustomersinInternationalBusinessNegotiationsOnthewaytothehotel,youshouldintroduceimportantbuildingsandorganizationspassingbyoutsideofthecarwindows.Youcanalsotellthemofthelocalweatherandaskthemiftheyhavebroughtenoughclothes.Whenarrivingatthehotel,youshouldtellthemthesurroundingsituationandnearbyshops,parks,andsoon.Butremember:donottalktoomuchwiththemaftergettingtothehotel,becausetheyneedagoodrestafteralongjourney.上一页返回Section5

Non-businessCommunicationinthePhaseofFormalNegotiationsinInternationalBusinessNegotiationsAtthebeginningofformalbusinessnegotiations,weshouldfirstshowourwarmheartedwelcome,andintroducethenegotiatorsofbothsides.Duringtheshortperiodbeforetheformalnegotiation,thelanguageshouldbeinformal,relaxing,and,ifpossible,humorous.Itshouldbepointedoutthatsometimes,beinghumorous,negotiatorscanmakenegotiationsgoonsuccessfullyevenwhentheymeetwithallkindsofbarriersanddifficulties.Afterthis,weshouldformallyannouncethetopicofthenegotiation,whichindicatesthatthecarefullyplannedbusinessnegotiationstarts.Andthelanguageskillsmentionedaboveshallbeadoptedproperly.返回Section6

Non-businessCommunicationatOtherActivitiesinInternationalBusinessNegotiations6.1

Non-businesscommunicationoneatingInthenon-businesstalksection,diningtimeisthemostimportant,asittakesmuchtimeforustobewithnegotiationcompetitors.Beforeanegotiationcomestoanend,everydaywehavetohavelunchandsupperwiththem(usuallytheycanhavebreakfastbythemselves).Eachtimewhenwearehavinglunchorsupperwiththem,weshouldhavenon-businesstalkswiththem,andnoexception!Ofcoursefoodisthefirsttopicatthedinnertable.YoucanaskthemwhethertheylikeChinesefood,andtellthemhowtocookChinesedishes.Youcanalsoaskthemabouttheirfoodintheircountryorculture.下一页返回Section6

Non-businessCommunicationatOtherActivitiesinInternationalBusinessNegotiationsIftheycometoChinaforthefirsttime,youmayteachthemtousechopsticks,andtellthemthatchopsticksarealsousedinJapan,KoreanPeninsula,andVietnam,whichhavebeendeeplyinfluencedbyChineseculture.Chinapossessesalargepopulationlivinginalargeterritory.Giventheabundantresources,Chinesehavecreatednumbersofmouthwateringdisheswiththeirowncharacteristicsusingthetypicallocalingredients.NegotiatorscanintroducetheknowledgeaboutChinesefoodtotheirforeigncounterpartsandguidethemtohaveataste,ifpossible.Generally,Chinesefoodcanberoughlycategorizedintoeightregionalcuisines,includingSichuanCuisine,Shandong上一页下一页返回Section6

Non-businessCommunicationatOtherActivitiesinInternationalBusinessNegotiationsCuisine,JiangsuCuisine,ZhejiangCuisine,GuangdongCuisine,HunanCuisine,FujianCuisineandAnhuiCuisine.Withvariousstylesofcuisines,youcanpicktherestaurantmatchingwithnegotiationcompetitors’taste.Iftheywanttotrysomefreshseafood,youcanrecommendaGuangdongCuisinerestaurant,whichisfamousforretainingthenaturalflavorofthefood.Iftheyareinterestedinspicyfood,youcanbringthemtoaSichuanrestaurantandpreparetheirtastebudforahotadventure.上一页下一页返回Section6

Non-businessCommunicationatOtherActivitiesinInternationalBusinessNegotiationsWhiledininginthesetypicalrestaurants,youcansharesomeanecdotesabouttablemannerswithyourguests.Forinstance,Cantonesewouldknockthetabletwicewiththeindexfingerandmiddlefingerasasymbolofthankswhensomeoneservestheteaforhim.ThiscustombeganfromancientChina.WhenEmperorKangxitravelledincognito(隐瞒真实身份的)outsidethepalace,hisministerssalutedhimwiththeindexfingerandmiddlefingerbentonthetabletoimitatethepositionofkneeling.Besides,somejokesaboutmisunderstandingdifferenteatingculturescanbringeveryoneintolaughter,sothatyoucancreateadelightfuldiningatmosphere.上一页下一页返回Section6

Non-businessCommunicationatOtherActivitiesinInternationalBusinessNegotiationsIfyoutalkaboutfoodwithguestseachtimewhenhavingameal,theywillprobablybebored(nevermakeaforeignerfeelthatChinesearetheboringpeoplewhoareinterestedonlyinmaterialpleasures!).Inadditiontofood,wecantakemanyotherthingsastopicsforthenon-businesscommunication.Whatcanbetalkeddependsonwhereguestsarefromandtheirpersonalitiesandinterests.Forexample,ifyourguestscomefromGermanyorAustria,youmaytalkaboutclassicalmusic,aboutMozartorBeethoven,andyoucanalsotellthemsomethingaboutChinesemusicsuchas“TheMoonReflectedonWater”or“ButterflyLove.”上一页下一页返回Section6

Non-businessCommunicationatOtherActivitiesinInternationalBusinessNegotiationsWhentheyfindthatyoucansharesomethingtheylikewithyou,thenegotiatingatmospherewillbebetter,andthenegotiationwillbemorefruitful.Althoughmanytopicscanbeusedinnon-businesstalks,wemustavoidanysensitivematter.Forexample,youcannotmentionNorthKoreawhenyouarediningwithabusinessmanfromSouthKorea,becauseSouthKoreansdislikepoliticsinNorthKoreans.上一页下一页返回Section6

Non-businessCommunicationatOtherActivitiesinInternationalBusinessNegotiations6.2

Non-businesscommunicationonaccommodatingBeforemakingaroomreservation,you’dbetteraskcounterparts’preferences,forexample,asingleroomordoubleroom,downtownorsuburb,theirfavoritebrandandsoon.Thehotelswithlaundryservicesaremoreconvenientfortravelers,andyouneedtoconsiderotherfacilitieslikemeetingfacilities,fitnesscenterandsoon.What’smore,famoushotelscanalsobebrieflyintroducedfortheirdifferentchoices.上一页下一页返回Section6

Non-businessCommunicationatOtherActivitiesinInternationalBusinessNegotiationsInGuangzhou,somefamouslocalhotelsareasfollows:Shangri-LaHotel,locatednearthefinancialdistrict,30minutes’drivefromBaiYunInternationalAirport,allowseasyaccesstoshoppingcentersandfamoustouristattractions.TheGardenHotel,closetotheTradeFairCenter,hadanexperienceofaccommodatingthedistinguishedguestsfrominternationalOlympiccommitteeduring2010AsianGames.Withrichexperiencesandoutstandingservices,yourforeigncounterpartscanenjoytheirstayinChina.Don’tforgettoarrangeasafetyboxforthemtokeeptheirpassportsandothervaluablebelongings.Andtellthemwhereandhowtochangelocalmoney.上一页下一页返回Section6

Non-businessCommunicationatOtherActivitiesinInternationalBusinessNegotiationsUsuallyforeignguestswillbeaccommodatedbytheirhosts.Inthiscaseyoumaytalkaboutaccommodationassoonastheycheckinahotel.Youshouldclearlytellthemthatyourcompanywillpay(orhavepaid)ortheyhavetopaythehotelthemselves.YoucanhelpthemfindtheTVchannelinEnglishintheirroom.However,wemustknowthatweshouldnotstayintheirroomtoolong.上一页下一页返回Section6

Non-businessCommunicationatOtherActivitiesinInternationalBusinessNegotiations6.3

Non-businesscommunicationontripmodeYourforeigncounterpartswillnotonlystayinthehotelandtheymaygotoyourcompanyfornegotiations;intheirsparetime,theywillgoaroundandhavealookatthecityandbecauseofthis,transportationwillbeatopic.Ifyouworkastheirfreeguide,youcanjustaskthemtofollowyou.Iftheywanttogosomewherebythemselves,youmaytellthemhowtoreachtheirdestination(andthedestinationnameinChinese),howtotakeataxi,whatbustotake,andhowtoaskwaysinChinesewhentheylosetheirway.上一页下一页返回Section6

Non-businessCommunicationatOtherActivitiesinInternationalBusinessNegotiationsHeretherearemorewaysfortrips.Let’shavealookattheminbrief.TheChinahigh-speedrailwaysystemhasbeendevelopingdramaticallyduringrecentyears,whichisrankedthelargesthigh-speedtrainnetworkintheworld.Threemajorhubsforhigh-speedtraintravelareBeijing,ShanghaiandGuangzhou,connectingallmajorcities.Withaspeedof300km/h,high-speedrailwayhasbecomeafavorable,convenientandfasttripmode.Inordertosolvetheovercrowdedproblemofurbantraff