4.How to Negotiate with Americans 濡備綍鑸囩編鍦嬩汉璜囧垽(鏂�)

銆€銆€1.The US is an attractive market. Its business culture, which has brought the world "shareholder value" and "IPOs", has been leading commercial thinking in recent years and will continue to do so. But whoever wants to succeed in the US needs to remember the rules of the game.

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銆€銆€2.US business is described by the lyrics of the song New York, New York: "If you can make it here, you can make it anywhere!" Yet a euphoric approach to business is by no means enough. Although business communication in the US is pleasant and easygoing, it is at the same time ruthlessly focused.

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銆€銆€3.Communicating is a natural talent of Americans. When negotiating partners meet, the emphasis is on small talk and smiling. There is liberal use of a sense of humor that is more direct than it is in the UK. If you give a talk in America, you should speak in a relaxed way and with plenty of jokes to capture your audiences鈥� attention.

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銆€銆€4.Informality is the rule. Business partners renounce their academic titles on their business cards. Sandwiches and drinks in plastic or boxes are served during conferences. Your business partners tend to act casually in the office and chat about their family.

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銆€銆€5.The attitude "time is money" has more influence on business communication in the US than it does anywhere else. After the neutral warm-up, US negotiating partners quickly get to the point. Even social get-togethers are often used to discuss business matters.

銆€銆€5銆佲€滄檪闁撳氨鏄噾閷⑩€濋€欑ó鎱�(t脿i)搴﹀湪缇庡湅鐨勭敓鎰忓牬涓婄殑褰遍熆鍔涙瘮鍏朵粬浠讳綍闋�(l菒ng) 鍩熼兘寮�銆傚湪绨″柈鐨勫瘨鏆勪箣鍚�锛岀編鍦嬭珖鍒ら洐鏂瑰緢蹇湴鍒囧叆涓婚锛岀敋鑷崇ぞ鏈冧笂鑸� 杈︾殑鑱�(li谩n)姝℃渻閮芥渻琚埄鐢ㄤ締瑷庤珫鐢熸剰銆�

銆€銆€6.Although Americans do business in a very pragmatic way, they want to win. Developing a personal relationship with the business partner is not as important as getting results.

銆€銆€6銆佺編鍦嬩汉鍋氱敓鎰忓緢娉ㄩ噸瀵︽晥锛屼粬鍊戝氨鏄兂璐忋€傜浉姣斾箣涓�锛岀櫦(f膩)灞曡垏鍟嗘キ(y猫)浼� 浼寸殑鍊嬩汉闂�(gu膩n)绯诲氨涓嶆槸閭ｄ箞閲嶈浜�銆�

銆€銆€7.And US negotiators tend to want those results fast. As financial results are reported every quarter, it is essential to secure profitability on a short-term basis. For this reason, many US contracts contain the provision "time is of the essence" within their preamble. Hence, US impatience in negotiations should not be perceived as impoliteness, but as the corollary of "time is money".

銆€銆€7銆佽€屼笖缇庡湅璜囧垽鑰呮兂鏈€蹇湴鐛插緱绲�(ji茅)鏋�銆傞噾铻嶆儏娉佹檪鍒诲彈鍒伴棞(gu膩n)娉�锛岄€欏皪鍦� 鐭湡鍏�(n猫i)淇濊瓑鏀剁泭寰堥噸瑕�銆傚洜姝�锛岃ū澶氱編鍦嬪绱勫湪鍓嶈█閲岄潰鍖呭惈鈥滄檪闁撳氨鏄敓 鍛解€濋€欎竴姊濇銆傛墍浠ョ編鍦嬩汉璜囧垽寰堟€ф€�锛屼絾閫欎笉鎳�(y墨ng)瑭茶鐞嗚В鎴愮劇绂�锛岃€屾槸鍥� 鐐衡€滄檪闁撳氨鏄噾閷⑩€濈殑鐞嗗康鍦ㄨ捣浣滅敤銆�

銆€銆€8.This attitude has a strong influence on negotiations, since strategic alliances and other long-term projects are evaluated in terms of their potential to achieve a quick return on investment.

銆€銆€8銆佸洜鐐烘埌(zh脿n)鐣ュ悎浣滃拰鍏朵粬鐨勯暦鏈熼爡鐩兘鏄互鍏舵經鍦ㄧ殑蹇€熸姇璩囧洖鍫辩巼渚嗛€茶瑭曞児鐨�锛岄€欑ó鎱�(t脿i)搴︽渻灏嶈珖鍒ゆ湁寰堝ぇ鐨勫奖闊裤€�

銆€銆€9.Because the Asian negotiating approach tends to be long-term in nature, it is one of the main reasons why so many joint ventures and alliances between US and Asian companies have failed to meet expectations.

銆€銆€9銆佷簽娲蹭汉璜囧垽鐨勬檪闁撴渚嗗緢闀�锛岄€欎篃鏄偤浠€涔堢編鍦嬪拰浜炴床鐨勫緢澶氫紒妤�(y猫)鍚� 浣滆捣渚嗗嵒娌掓湁閬斿埌闋�(y霉)鏈熸晥鏋滅殑涓€鍊嬩富瑕佸師鍥犮€�

銆€銆€10.When doing business in the US, you should take the following considerations into account.

銆€銆€10銆佺暥浣犲湪缇庡湅缍�(j墨ng)鍟嗘檪锛屼互涓嬬殑閫欎簺浜嬫儏鏄€煎緱鑰冩叜涓€涓嬬殑銆�

銆€銆€11.Conducting negotiations on a highly professional level and making presentations with the help of state-of-the-art technology is appreciated in the US. You should observe a negotiated agenda, or even a draft agreement. The negotiation will proceed in a well-prepared, calm, matter-of-fact and pragmatic manner, all laced with a substantial dose of humor.

銆€銆€11銆佽棟琛�(sh霉)鑸湴灏囪珖鍒ゅ収(n猫i)瀹瑰憟鐝�(xi脿n)鍑轰締锛屽紩灏�(d菐o)涓€鍊嬪皥妤�(y猫)鐨�銆侀珮姘村钩鐨勮珖鍒わ紝閫� 鍦ㄧ編鍦嬪緢鍙楁杩�銆傚埗瀹氫竴鍊嬭珖鍒よ绋�锛岀敋鑷虫槸涓€鍊嬪崝(xi茅)瀹氳崏妗堛€傝珖鍒ゅ皣鏈冨湪婧� 鍌欏厖鍒�銆佸钩鍜�銆佸浜嬫眰鏄殑鐙€鎱�(t脿i)涓€茶锛屽苟涓旀埃姘涜紩鏉惧菇榛�銆�

銆€銆€12.Present and market your case in a positive way. You should not be too modest about your own company鈥檚 products, services, and market position. Instead, take a "can-do" attitude.

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銆€銆€13.Moreover, do not be misled by your negotiating partners鈥� relaxed style of communication. Subjects such as religion, politics or ethnic background should only be touched on cautiously, even in private conversation.

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銆€銆€14.The casual attitude in the US does not mean there is no hierarchy in US companies. On the contrary, status is expressed in a very subtle way, and it may take some time to gain a detailed understanding of the ranking system.

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