BEC高级商务英语谈判英语

　　American businesspeople are opportunistic and willing to take chances. Opportunism and risk taking often result in Americans going for the biggest possible slice of the business, 100 % if possible.
　　U.S. salespeople sometimes bring final contracts to first meetings with prospective clients. In large firms, contracts under $10,000 can often be approved by one middle manager in a single meeting.
　　Be aware that the United States is the most litigious society in the world. There are lawyers who specialize in practically every industry and segment of society.
　　In negotiations, points are made by the accumulation of objective facts. This evidence is sometimes biased by faith in the ideologies of democracy, capitalism, and consumerism. The subjective feelings of the participants are not as much of a factor.
　　In general, people from the U.S. will not hesitate to answer "no."
　　American businesspeople can be very blunt and will not hesitate to disagree with you. This approach often causes embarrassment to business travelers who are unaccustomed to dealing with Americans.
　　Although they are risk-takers, American businesspeople will have a financial plan which must be followed.
　　Often, American businesspeople try to extract an oral agreement at the first meeting.
　　Americans tend to dislike periods of silence during negotiations; they are used to making up their minds quickly and decisively.
　　Persistence is another characteristic you will frequently encounter in American businesspeople; there is a prevailing belief that there is always a solution. Moreover, they will explore all options when negotiations are at an impasse.
　　Anxiety often develops over deadlines and results. The work ethic is strong, so that it appears that Americans' lives revolve around work.
　　Refrain from discussing personal matters during business negotiations.
　　Consistency is another characteristic among American businesspeople: when they agree to a deal, they rarely change their minds.
　　Americans tend to be future oriented.
　　Innovation often takes precedence over tradition.
　　Golf is a popular sport, especially among businesspeople. Moreover, the golf course is often a venue for business discussions and deals.
　　Ethnic and social bias against some minorities does exist. Nevertheless, personal equality is guaranteed by law.
　　Traditional sex roles are changing rapidly, but women are still striving for equality in pay and positions of authority.
　　This culture stresses individual initiative and achievement. Moreover, Americans can also be very competitive in both work and leisure.
　　In the structure of the workplace, there is an inevitable inequality in employees' roles, but personal equality is guaranteed by law.
　　Although the United States is probably the most individualistic of all cultures, each employee is essentially replaceable in any workplace.
　　Outside of the office, Americans tend to be informal and insist on staying on a "first name basis." Nevertheless, it's important to understand the office hierarchy, and a visitor should learn the rank and titles of all members of the organization.