whether their prospective business contacts are really as human beings, for example, by inviting them to a party and socializing with them. In contrast, americans act with Second, the decision-making process of Chinese companies is considered to be and time-consuming. This is because most Chinese companies have the bottom-up decision-making system which involves many people in th decision-making, as opposed to the american companies which usually operate with decisions made by the management The face"issue is most important. The negotiator must be seen to be negotiat ing with someone of key status and He must not be forced to lose face by having to withdraw from a stance firmly stated during negotiations. The final agreement must that enables him to sustain or preferably his face as perceived by his acquaintances The Chinese welcome genuine interest in their. a present for the child(a mall present that has had some thought put into it, not something ostentatious)is precious in contrast to a big business lunch Japanese Letters of Introduction are essential for doing business here. As in much of Asia, having connections in Japan is the only way to get through the one represents an internationally recognized brand name Individualism is a characteristic of Japanese negotiators; they rarely come to the table in groups smaller than three. The person doing the talking for the Japanese side will most probably not be the person in charge of the negotiations The Japanese will not discuss points that are not part of the prearranged agenda Small will be kept to a minimum and inquires into personal lives will rarely be made or accepted Japanese negotiators are famous for their responses to proposals view vagueness as a form of protection from f face in case things go sour To maintain surface harmony and prevent loss of face, Japanese rely on codes of behavior such as the ritual of the meishi or business cards. Japanese negotiators dress and behave formally and are more comfortable with visitors who do ti Many Japanese companies still make decisions by consensus. This is a time-consuming process,so any questions or problems are almost impossible The Japanese maintain harmony at all costs and will smile the comfortable at the negotiating table, if the proposal is unacceptable, no'' is not told in a manner. Postponements and requests for further research should be understood as a to failure South Korean Koreans often make emotional pleas part of their negotiating style. They are also not beyond painting themselves as poor, humble peasants, they have one of the higher GDPs per capita in Asia. In reality, the Koreans only respect hard-line, strong5 whether their prospective business contacts are really _____ as human beings, for example, by inviting them to a party and socializing with them. In contrast, Americans act with "_____" mentality. Second, the decision-making process of Chinese companies is considered to be very _____ and time-consuming. This is because most Chinese companies have the bottom-up decision-making system which involves many people in the decision-making, as opposed to the American companies which usually operate with _____decisions made by the _____ management. The “face” issue is most important. The negotiator must be seen to be negotiating with someone of key status and _____. He must not be forced to lose face by having to withdraw from a stance firmly stated during negotiations. The final agreement must be one that enables him to sustain or preferably _____ his face as perceived by his acquaintances. The Chinese welcome genuine interest in their _____. A present for the child (a small present that has had some thought put into it, not something ostentatious) is precious in contrast to a big business lunch. Japanese Letters of Introduction are essential for doing business here. As in much of Asia, having connections in Japan is the only way to get through the _____door, _____ one represents an internationally recognized brand name. Individualism is _____ a characteristic of Japanese negotiators; they rarely come to the table in groups smaller than three. The person doing the _____ talking for the Japanese side will most probably not be the person in charge of the negotiations. The Japanese will not discuss points that are not part of the prearranged agenda. Small_____ will be kept to a minimum and inquires into personal lives will rarely be made or accepted. Japanese negotiators are famous for their _____ responses to proposals. They view vagueness as a form of protection from “_____ of face” in case things go sour. To maintain surface harmony and prevent loss of face, Japanese rely on codes of behavior such as the ritual of the meishi or business cards. Japanese negotiators dress and behave formally and are more comfortable with visitors who do_____. Many Japanese companies still make decisions by consensus. This is a time-consuming process, so _____ answers to any questions or problems are almost impossible. The Japanese maintain harmony at all costs and will smile the _____ when they’re the _____ comfortable at the negotiating table, if the proposal is unacceptable, “no” is not told in a _____ manner. Postponements and requests for further research should be understood as a _____ to failure. South Korean Koreans often make emotional pleas part of their negotiating style. They are also not beyond painting themselves as poor, humble peasants, _____ they have one of the higher GDPs per capita in Asia. In reality, the Koreans only respect hard -line, strong