BEC高级商务英语谈判英语

　　Part I Objectives
　　· What you should know before negotiating
　　· 北美商务谈判须知
　　· Seven useful tactics in negotiation
　　· 谈判的七条战略性技巧
　　· Negotiation language focuses
　　· 谈判口语用法总结
　　Part II The How-Tos
　　What you should know before negotiating in US
　　Your business card will not be refused, but you may not always receive one in return. Try not to be offended--in the U.S., the rituals involved in exchanging business cards are sometimes not observed as closely as in other cultures.
　　The recipient of your card will probably place it into a wallet, which a man may put in the back pocket of his pants. This gesture is done for convenience and is not meant to be a sign of disrespect, as it might be in other cultures.
　　In many cases, business cards are not exchanged unless you want to contact the person later.
　　Usually, business is conducted at an extremely fast pace.
　　In a meeting, the participants will proceed with business after some brief, preliminary "small talk."
　　Many Americans believe that their country is the most successful economic and democratic power, and assume that American ways are the "correct" ones. This attitude frequently leads to a lack of interest in or knowledge of other cultures.
　　Americans often know little of concepts such as "saving face" and the social niceties and formalities that are vitally important to other cultures.
　　The United States is a very ethnocentric culture, and so it is closed to most "outside" information. Thinking tends to be analytical, concepts are abstracted quickly, and the "universal" rule is preferred.
　　Regardless of the negotiator, company policy is always followed.
　　There are established rules for everything, and experts are relied upon at all levels.
　　The concept "time is money" is taken seriously in U.S. business culture, so always get to the point.
　　In the U.S.A., money is a key priority and an issue that will be used to win most arguments. Americans don't always realize that businesspeople from many other cultures rarely, if ever, sacrifice status, protocol, or national honour for financial gain.
　　In arguments, Americans will often emphasize their financial strength and/or indomitable position. Generally, they will use a majority vote unhesitatingly if they have it and will not spend much time seeking consensus. In many cases, they are willing to fire anyone jeopardizing their deal.
　　Americans regard negotiating as problem-solving through "give and take" based on respective strengths. They often are unaware that the other side may have only one position.