Chapter 10 Different negotiating styles of different cultures 世界各地商人的谈判风格 People from different countries have different values, different attitudes and different experience. They have different strengths and d ifferent weaknesses from one another A competent negotiator should develop a style appropriate for his own includ ing the of his particular culture. He should not seek te the style but he does not, as that would lead to displaying nIs natura/ people have of a different culture he should not follow a style in which other people have rather than his natur ral He needs to become aware of what those strengths of his are and to practice the skills of exploiting them He needs also to be conscious that other people operate in different ways. It is Important to their different ways without being subservient to them American The american style is very and they try to demand the from counterparts. Generally, Americans openly disagree and use aggressive persuasive tactics such as and warnings. Americans tend to make throughout the negotiations, settling one issue, then proceeding to the next. Thus the final agreement is a sequence of several smaller Within the American culture, great respect is attached to success. There is concern to acquire the symbols of success The American style of negotiating is possibly the most influential in the world And many other people seek to emulate It is characterized first by personalities which are usually and quickl convey sincerity and warmth. The negotiator enters the negotiating room confidently talking The American negotiator, enthusiastically starting negotiations from a position, appreciates this attitude of the search for gain. His strengths are particularly high in the bargaining phases of negotiation. He naturally moves quickly towards those phases. He is himself adept at using tactics to gain advantage, and others to have the same professionalism. Americans do prefer negotiations and get annoyed with too much extraneous, social izing or postponement They are used to cutting deals short just to save Americans make decisions based upon the bottom line and on cold, hard They do not play favorites. Economics and performance count,not Business is German1 Chapter 10 Different negotiating styles of different cultures 世界各地商人的谈判风格 People from different countries have different values, different attitudes and different experience. They have different strengths and different weaknesses from one another. A competent negotiator should develop a style appropriate for his own_____ including the _____ of his particular culture. He should not seek to _____ the style of a different culture. He should not follow a style in which other people have _____, but he does not, as that would lead to displaying his natural _____ rather than his natural _____. He needs to become aware of what those strengths of his are and to practice the skills of exploiting them. He needs also to be conscious that other people operate in different ways. It is important to _____ their different ways without being subservient to them. American The American style is very _____ and they try to demand the _____ from counterparts. Generally, Americans openly disagree and use aggressive persuasive tactics such as _____ and warnings. Americans tend to make _____ throughout the negotiations, settling one issue, then proceeding to the next. Thus the final agreement is a sequence of several smaller _____. Within the American culture, great respect is attached to _____success. There is concern to acquire the symbols of _____ success. The American style of negotiating is possibly the most influential in the world. And many other people seek to emulate. It is characterized first by personalities which are usually _____, and quickly convey sincerity and warmth. The negotiator enters the negotiating room confidently, talking _____. The American negotiator, enthusiastically starting negotiations from a _____ position, appreciates this attitude of the search for _____ gain. His strengths are particularly high in the bargaining phases of negotiation. He naturally moves quickly towards those phases. He is himself adept at using tactics to gain advantage, and _____ others to have the same professionalism. Americans do prefer _____ negotiations and get annoyed with too much extraneous, socializing or postponement. They are used to cutting deals short just to save _____. Americans make decisions based upon the bottom line and on cold, hard _____. They do not play favorites. Economics and performance count, not _____. Business is _____. German