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单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,Negotiation Style Comparative Analyses,谈判风格对比浅析,Comparison of Object,比较对象,The people of HongKongnegotiationsstyle,香港人的谈判,风,风格,The Taiwanese negotiations style,台湾人的谈判,风,风格,Hong Kong,香港是世界上,为,为数不多的购,物,物者天堂，,经济发展很好,，,，人们生活水,平,平高，人均收,入,入早已达到发,达,达国家水平。,香,香港以金融，,航,航运，电子，,旅,旅游等为经济,支,支柱，城市综,合,合实力很强,Hong Kong isone of thefew shoppersparadise inthe world,Economic development isvery good,peoplelife level is high,theper capita incomehas reachedthe level ofdeveloped countries.Hong Kong to finance,shipping,electronics,tourism asthe economicpillar,urban comprehensive strength is very strong.,Taboos,禁忌,Taboos,1,.,Dontsay ominouswords.JustopenedheardFried word is very unlucky.,不吉利的话不,要,要乱说。刚开,市,市就听到“炒,”,”字声是很不,吉,吉利的。,Dontcall:,“,“lengpencaizhushe”.,不要直呼：“,冷,冷盆菜猪舌,”,.,And the book andloser unisonant,do not same withthe enterprises to winvictory psychology.,还有“书”与,“,“输”同音，,与,与企业求赢胜,心,心理不符,.,2,Hobby,喜好,1.Liketo call the pigtongue forthe“zhuli”or“porfit”,喜称“猪舌”,为,为“猪利”或,“,“盈利”,2,2,6,8,9 the three figures were very welcome,local called6 lu,called 8 forthe,fa,said 9 forthe,jiu,对“,6,、,8,、,9”,这三个数字则,很,很欢迎，当地,称,称“,6”,为“禄”，称,“,“,8”,为“发”，称,“,“,9”,为“久,”,3,Hong Kong tradersenjoysuch“facai”,“,“ricecake”goods.Because“fa”by local mean into a“rich”.,香港商人对“,发,发菜”、“年,糕,糕”等商品最,喜,喜欢。因为发,在,在当地意味着,发,发财。,And“rice cake”is called“niangao”.,“年糕”则被,称,称为“年高”,。,。,Hong Kong businessman negotiating style,香港商人的谈,判,判风格,Honesty andwisdomare very good atdoingbusiness,诚实智慧很善,于,于经商,Exquisite hospitality etiquette,热情好客讲究,礼,礼节,Pay attention to negotiation status,注重谈判对方,身,身份地,Good at bargaining,善于讨价还价,Business knowledgeis abundant,商务知识比较,丰,丰富,Love said geely,爱说吉利话,香港是国际贸,易,易和金融中心,之,之一，作为国,际,际性的都市，,香,香港深受世界,各,各国文化的影,响,响。中国文化,是,是源泉，但现,代,代西方的文化,意,意识在香港人,身,身上有很强的,反,反映。香港人,一,一方面保留了,中,中华民族的一,些,些好传统，如,勤,勤劳、智慧、,诚,诚实等；另一,方,方而经商性极,强,强。,Hongkong is oneof theinternational trading andfinancialcenter,as aninternational metropolis,Hongkongis deeplyinfluencedby the cultureof countries all over the world.Chinese cultureis the source,but the modernwestern cultureconsciousnessin the Hongkongpeople have toreflect the strongbody.Hongkonghandretained some good tradition of theChinese nation,such asdiligence,wisdom,honesty andso on;the other party and business isverystrong,在商业交易,中,中，常与对,方,方拉关系、,套,套近乎。很,多,多时候会变,相,相地,“,行贿,”,。因此作为,洽,洽谈人员要,抵,抵制物质诱,惑,惑，保证企,业,业的利益不,受,受损害。,.In commercial transactions,often with each otherrelations,close.Alot of time will bedisguisedbribery.Soas todiscuss personnel to resist material temptation,ensure theenterprise interests will notbe harmed,.,香港公司多,如,如牛毛，很,多,多是资本少,、,、实力小的,公,公司，因此,要,要注意资信,调,调查，谨防,上,上当受骗。,Hongkong company isnumberlessas the sand,alotlesscapital,the strength ofsmallcompanies,sopay attention to credit investigation,bewareof cheated,香港商人缺,少,少长远打算,，,，注意眼前,利,利益，一有,风,风吹草动就,会,会发生变化,，,，因此要仔,细,细地认真地,制,制定合同中,每,每一个条款,，,，以确保合,同,同能得到确,实,实执行。,The merchant ofHongkonglackthe long-term plan,pay attention to immediate interests,there is a sign of troublewillchange,somustcarefullycarefullymakeevery clause in thecontract,to ensurethatthecontract can befully enforced,WithHongKongbusinessmen tonegotiate,与香港商人,的,的谈判技巧,Pay attention to thetitle,注重称谓,Pay attention to communicationskills,establish agoodrelationship,讲究交往技,巧,巧，建立良,好,好关系,Pay attention to etiquette,注重有关礼,仪,仪,Pay attention to thequotationandtechnicaldetails and claim clause,注意报价和,技,技术细节以,及,及索赔条款,等,等问题,TaiwaneseCulture,NegotiationStyles and Taboos,台湾文化、,谈,谈判风格,与,与禁忌,台湾的历史,文,文化,台湾自古就,是,是中国的领,土,土。,19,世纪末在帝,国,国主义向外,扩,扩张的浪潮,下,下，台湾成,为,为日本殖民,地,地。,1945,年随着第二,次,次世界大战,结,结束，日本,殖,殖民统治结,束,束。因为丰,富,富多元的历,史,史背景，造,就,就了多彩多,姿,姿的台湾文,化,化。,Taiwan isChinese territory since ancient times.When the outwardexpansionof imperialismin the end of19,th,century,Taiwanbecame aJapanese colony.In1945,withtheend of theWorld WarII,the Japanese colonial rule ended.Because therichanddiverse historicalbackgroundcreatinga colorfulTaiwaneseculture.,The Taiwanese styleof negotiations,台湾人的谈,判,判风格,P,atience and,S,tubbornness,忍耐和固执,务实,重利轻义,pragmaticandvalue materialgains above justice,做起事情来,埋,埋头苦干，,务,务实台,湾,湾人比较务,实,实，在生意,场,场上，他们,比,比较敬业，,敢,敢于向外开,拓,拓，台湾的,远,远洋渔业、,国,国际贸易和,国,国际航运都,有,有非常卓越,的,的成就。,Things start to,workwithquiethardapplication,pragmatic Taiwanese more pragmatic,in the businessfield,their dedication,dareto open up,Taiwanoceanfisheries,internationaltrade andshippingare very outstandingachievement.,由于太务实,，,，台湾人在,价,价值观中重,利,利轻义，实,用,用主义成分,过,过重，使得,台,台湾人之重,实,实利却缺乏,理,理想的群体,人,人格。,Because itis too pragmatic,Taiwanese in thevalues ofmaterialisticmeaning,pragmatic componentsof heavy weight,making the utilitarianTaiwanesebut lack the desiredgroup personality,Blunt,buteasyto impulse,耿直，但容,易,易冲动,耿直，但容,易,易冲动,台湾人淳朴,，,，个性通常,是,是耿直。总,的,的来说，他,们,们遇到事情,欠,欠考虑，容,易,易冲动，通,常,常提出要求,、,、要答案无,法,法满足时，,怒,怒火当即发,作,作，而且他,们,们还可能会,不,不顾一切，,采,采取冒险行,动,动。在商界,，,，他们一般,很,很难从长远,的,的商业利益,来,来考虑问题,，,，多短促行,为,为,Upright,but impetuous,台湾人淳朴,，,，个性通常,是,是耿直。总,的,的来说，他,们,们遇到事情,欠,欠考虑，容,易,易冲动，通,常,常提出要求,、,、要答案无,法,法满足时，,怒,怒火当即发,作,作，而且他,们,们还可能会,不,不顾一切，,采,采取冒险行,动,动。在商界,
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