文档介绍:Chapter2InternationalBusinessNegotiationsWhatbehaviorisimpressivewhenyoumeetyourtradingpartnerforthefirsttime?-Appearance -Punctuality -Enthusiasm -Respect ……essfulbusinessnegotiatorhave?QualitiesforFace-to-faceNegotiators1)Technicalknowledge2)Charactertraits Shrewdness GregariousnessPatience ConcentrationFlexibility ArticulatingabilityEndurance SenseofhumorNegotiatingStyles ’sfourstagemodelNon-tasksoundingsound:(especiallycautiouslyorinareservedmanner)tolearnsb’sviews,sentiment,etc.(尤指小心含蓄地)试探他人的观点、意见等。 BusinessorRelationshipfirst?Americans?businessfirst -relatedexchangeofinformation Americans?open,honest,frank Japanese?littleinformation,(moreorless) Americansmore Americansthroughoutthenegotiation ’ practicalissuesvsrelationship