高级商务英语口语讲义2.doc

Lesson Six Negotiation English 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 dont always realize that businesspeople from