英文版日本韩国的商务谈判风格及注意事项.pptx

Japan negotiation 组员：高跳琴 晏彬 贾苗 皇孟孟Japanese style of business negotiation 1.With a strong sense of community,collective decision-making2.Etiquette,value manners 3.Trust is an important medium for successful cooperation.4.Patience is a guarantee of success of negotiations5.Entrenched hierarchy6.Do not choose the legal means to resolve disputes 1.strong sense of community and collective decision-makingvThe Japanese are collectivism,collective core.The Japanese believe that seeking harmony between the relationship of people is the most important。vTerms of the contract is the result of collective deliberation.It takes longer for the Japanese to make decision,but once determined,their action is very fast.2.EtiquettevJapanese pay attention to the identity of the position.The Japanese are aware of their position and authority very much,they know how to talk and act is right in an appropriate demeanor.vNegotiations with the Japanese,exchanging business cards is an absolutely essential ritual（仪式）。3.Trust is an important medium for successful cooperation v In business negotiations,if you have established a good personal friendship with the Japanese,particularly winning the trust of the Japanese people,then negotiate contract terms is secondary 4.Patience is a guarantee of success of negotiationsvThe patience of Japanese in the negotiations is very famous.For an ideal transaction,they can wait two or three months without complaint,as long as they are able to achieve the desired goals,or achieve better results,the time for them,not the first one.5.Entrenched hierarchyvJapanese value order very seriously.Generally people who can act as representative must have the experience of 15-20 years.They pay attention to the qualifications,hoping to be able to negotiate with their opponents position fairly.vJapans women have low status in society,and they are generally not allowed to participate in the operation and management activities of large companies,but not be allowed to be a companion in a number of important occasions.6.Do not choose the legal means to resolve disputes The Japanese do not like to have a lawyer involved in the negotiations,they feel every step people who consult with a lawyer is not trustworthy,and even they believe that it is lack of sincerity to consider the future dispute at the beginning with a lawyer involved in the negotiations.The Japanese generally do not choose to take legal action about dispute.They are good at capturing the opportunity to sign a contract vague for making changes in the future situation.precautionsvAvoid looking for middlemen in early talking.vAvoid lack of patience while waiting for negotiations.vif your offer is too high,they will feel you have no sincerity.vDo not be late and avoid without explanation information about the negotiations vDo not personally and publicly criticize the Japanese.vDo not secretly increase the number of the negotiators during negociation.vtry to avoid lawyers,accountants young people and women in delegation.South Korea negotiationSouth Korean businessman negotiating style and taboos1.Focus on preparatory work of business negotiations.They usually try their best to know the opponent through the relevant agencies at home and abroad before negotiations.2.Logical,work coherently,pay attention to skills3.For large topic,they are more willing to come to the point straight.4、They like using the other countrys languages,Korean and English as the language of the contract.5、Focus on the choice of location,usually negotiate in famous places.6、If the Korean choose the venue for negotiations,they will arrive on time.If the opponent choose venue for negotiations,they will arrive a little delayed.Taboos1.Never rush the negotiations before the opponent is introduced to them.2.Avoid strong words and say no“.In explaining the circumstances of ones own,do not be too aggressive,fiery or threatening.If the Koreans come to talk about a transaction,and you are not interested,do not show your dislike directly.3、Avoid indecisive eyes.When talking with Koreans,eye contact is very important,it can attract attention and express your sincerity.4Leave as soon as possible after the negotiation is finished.Because Korean was invaded frequently in the history,they do not want to be exploited,and do not want you to stay in the country longer than they think.