谈判风格对比浅析讲义

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,*,NegotiationStyleComparativeAnalyses,谈判风,格,格对比,浅,浅析,Comparison of Object,比较对,象,象,Thepeople of HongKongnegotiationsstyle,香港人,的,的谈判,风,风格,TheTaiwanese negotiationsstyle,台湾人,的,的谈判,风,风格,Hong Kong,香港是,世,世界上,为,为数不,多,多的购,物,物者天,堂,堂，,经济发,展,展很好,，,，人们,生,生活水,平,平高，,人,人均收,入,入早已,达,达到发,达,达国家,水,水平。,香,香港以,金,金融，,航,航运，,电,电子，,旅,旅游等,为,为经济,支,支柱，,城,城市综,合,合实力,很,很强,Hong Kongisone of thefewshoppersparadiseinthe world,Economicdevelopmentisvery good, peoplelife level is high, thepercapita incomehasreachedthelevelofdeveloped countries.HongKong to finance, shipping,electronics,tourismastheeconomicpillar,urbancomprehensive strength is verystrong.,Taboos,禁忌,Taboos,1,.,Dontsayominouswords.JustopenedheardFriedword is veryunlucky.,不吉利,的,的话不,要,要乱说,。,。刚开,市,市就听,到,到“炒,”,”字声,是,是很不,吉,吉利的,。,。,Don,tcall:,“,“lengpencaizhushe”.,不要直,呼,呼：“,冷,冷盆菜,猪,猪舌,”,.,Andthe bookandloserunisonant, do notsame withthe enterprises to winvictory psychology.,还有“,书,书”与,“,“输”,同,同音，,与,与企业,求,求赢胜,心,心理不,符,符,.,2,Hobby,喜好,1.Like tocallthepig tongue forthe,“,“zhuli”or,“,“porfit”,喜称“猪舌,”,”为“猪利,”,”或“盈利,”,”,2,2,6, 8, 9the threefigures were very welcome, local called6 lu,called 8forthe,fa,said9 for the,jiu,对“,6,、,8,、,9”,这三个数字,则,则很欢迎，,当,当地称“,6”,为“禄”，,称,称“,8”,为“发”，,称,称“,9”,为“久,”,3,HongKongtraders enjoy such“facai”, “rice cake” goods.Because “fa”bylocal mean into a “rich”.,香港商人对,“,“发菜”、,“,“年糕”等,商,商品最喜欢,。,。因为发在,当,当地意味着,发,发财。,And“rice cake”is called“niangao”.,“年糕”则,被,被称为“年,高,高”。,HongKongbusinessman negotiating style,香港商人的,谈,谈判风格,Honesty and wisdom are very good atdoing business,诚实智慧很,善,善于经商,Exquisitehospitality etiquette,热情好客讲,究,究礼节,Pay attention to negotiation status,注重谈判对,方,方身份地,Goodat bargaining,善于讨价还,价,价,Business knowledge is abundant,商务知识比,较,较丰富,Lovesaidgeely,爱说吉利话,香港是国际,贸,贸易和金融,中,中心之一，,作,作为国际性,的,的都市，香,港,港深受世界,各,各国文化的,影,影响。中国,文,文化是源泉,，,，但现代西,方,方的文化意,识,识在香港人,身,身上有很强,的,的反映。香,港,港人一方面,保,保留了中华,民,民族的一些,好,好传统，如,勤,勤劳、智慧,、,、诚实等；,另,另一方而经,商,商性极强。,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,，,，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,Taiwanesesimplicity, personality is usuallystraightforward. Ingeneral, they encounter thingsunder consideration, impulsive, often require, toanswer can notsatisfy the present, anger immediatelyattack, but they mayalsobe desperate,takeaction adventure. Inbusiness,theyaregenerallyverydifficultto consider thequestionfromthe long-term business interests, many shortbehavior,Obedience,easyto followandimitate,有服从心，,易,易跟从和模,仿,仿,有服从心，,易,易跟从和模,仿,仿,台湾人有服,从,从心，但由,于,于看得不远,，,，局限于狭,窄,窄的思维，,有,有时盲从。,盲,盲从就是因,为,为独立的理,性,性思考能力,不,不足，因此,他,他们做事情,往,往往又缺乏,主,主动精神，,而,而其本性中,又,又有喜欢开,拓,拓的因子，,因,因此台湾人,易,易跟从和模,仿,仿。在商界,，,，他们的产,品,品能够跟上,潮,潮流，常常,哪,哪里有新产,品,品出现，他,们,们最先学会,。,。,Haveto obey the heart, easy to follow and imitate,Taiwan hasto obey the heart, but due tosee far, confined tothenarrow thinking, sometimes blindly.Blind becauseof independentrational thinking abilityis insufficient, sotheyoften dothings andlackof initiative,andits natureandfactors like pioneer, soeasyto followand imitate taiwanese. Inthebusiness world,their productsareableto keep upwiththetrend, often where thereare new products, they first learn,Short-sighted,目光短浅,A short-sighted,由于受日本,半,半个世纪的,统,统治加上祖,国,国大陆隔绝,来,来往，几十,年,年来，台湾,人,人局促在小,天,天地里，形,成,成一种小家,子,子气，目光,短,短浅，看问,题,题既难长远,，,，又拘于小,岛,岛的狭窄范,围,围，妄自尊,大,大。,Because ofhalfa centuryof Japanese rule with motherland mainland isolatedcontacts,fordecades, Taiwanese cramped inlittle world, forming a kind of petty, short-sighted, look at theproblem is difficult tolong,narrow scope and restricted to theisland, arrogant.,台湾人外表,文,文雅涵养，,但,但阴柔之气,过,过度而导致,内,内心狭隘。,他,他们有修养,而,而不够洒脱,；,；性格中有,浪,浪漫情调和,诗,诗意成分，,但,但走不出琐,碎,碎的小家子,气,气。在生意,场,场，台湾商,人,人爱计较，,非,非常精打细,算,算，精明有,余,余，大度不,足,足。,Taiwaneseappearanceelegant virtue, butthefemininityof excessive and cause heartnarrow. They are culturedandnot free and easy; romantic and poetic compositioncharacter, butcannot goouttrivial petty.In the businessfield, Taiwanbusinessmen about love, very carefully,too cleverto be magnanimous deficiency.,It will do,言必行,言必行,The word must the line,在生意场上,做,做事，台湾,商,商人信奉的,是,是说一句算,一,一句，他们,答,答应了人家,的,的事，一般,不,不会反悔。,没,没有信用，,在,在台湾商界,，,，是严重的,。,。大家都会,对,对他不屑一,顾,顾，甚至与,他,他断绝生意,来,来往。因此,，,，在做生意,中,中，台湾都,很,很重视个人,信,信誉，产品,重,重质量，对,于,于售后服务,也,也比较重视,。,。,Working inthe business field,Taiwan businessmen believe isto say a sentence, they promised tothepeople thing, generally do notgo back.Without credit,businessin Taiwanis serious. Everyonewillbe dismissed him, even cut off businessdealingswithhim.Therefore,in the business, Taiwanattached greatimportanceto personal reputation,product quality, after-sales service isalsomoreattentionto.,台湾商人重,信,信用，对于,口,口头约束的,事,事情也守信,用,用。,The merchant ofTaiwanthe heavycredit, defendsthecredit constraint also for verbal things,The Taiwanese,G,ifts,T,aboo,台湾人送礼,的,的忌讳,(1) Disable towels giftsaccordingto Taiwancustoms, business, send the handkerchief,禁用手巾赠,人,人,(2) Agiftof aknife canletperson feel a senseof threaten.,禁用刀剪赠,人,人,(3) Disable sweet send peoplefolkfestivals,often with sweet fruit for the worshipGod,。,禁用甜果送,人,人,(4) Taboogiftof fan,忌讳以扇子,赠,赠人,(5) Taboo4 number,忌讳“,4”,数,Other,T,aboos,其他忌讳,台湾人忌讳,别,别人打听他,们,们的工资、,年,年龄以及家,庭,庭住址。因,为,为他们不愿,意,意别人过问,他,他们的私事,。,。,台湾人最,讨,讨厌有人,冲,冲他眨眼,。,。认为这,是,是一种极,不,不礼貌的,行,行为,。,Taiwanese taboosomebodyaskabout theirsalary,ageandfamilyaddress,becausethey donotwant somebody to interferetheir affairs.,Someofthemosthated people rushedhimwink. Theythink this is averyrude behavior,.,(6)Thetaboo totheumbrella asa gift,忌讳以雨,伞,伞当作礼,物,物送人,(7)Taboo asgifts to send people threwricedumplings,忌讳把粽,子,子当做礼,品,品送人,Conclusion,总结,Winthetrust and goodwill,赢得信任,与,与好感,Doesnotinvolvetheuseofsensitive issues,不涉及敏,感,感问题,Payattention totheagent,注重代理,商,商,Better Writing Is Patient,要有耐心,Payattention tothecustomsandholidays,注意风俗,习,习惯及节,假,假日,Thank you!,