高级商务英语口译讲义.pdf

LessonSix

NegotiationEnglish

谈判英语

PartIObjectives

令Whatyoushouldknowbeforenegotiating

北美商务谈判须知

令Sevenusefultacticsinnegotiation

谈判的七条战略性技巧

令Negotiationlanguagefocuses

谈判口语用法总结

PartIITheHow-Tos

WhatyoushouldnowbeforenegotiatinginUS

Yourbusinesscardwillnotberefused,butyoumaynot

alwaysreceiveoneinreturn.Trynottobeoffended-intheU.S.,

theritualsinvolvedinexchangingbusinesscardsaresometimes

notobservedascloselyasinothercultures.

Thereciientofyourcardw川robablylaceitintoawallet,

whichamanmayutinthebackocketofhisants.This

gestureisdoneforconvenienceandisnotmeanttobeasignof

disresect,asitmightbeinothercultures.

Inmanycases,businesscardsarenotexchangedunless

youwanttocontacttheersonlater.

Usually,businessisconductedatanextremelyfastace.

Inameeting,thearticiantswillroceedwithbusiness

aftersomebrief,reliminarysmalltalk.

ManyAmericansbelievethattheircountryisthemost

successfuleconomicanddemocraticower,andassumethat

Americanwaysarethecorrectones.Thisattitudefrequently

leadstoalackofinterestinorknowledgeofothercultures.

Americansoftenknowlittleofconcetssuchassaving

faceandthesocialnicetiesandformalitiesthatarevitally

imortanttoothercultures.

TheUnitedStatesisaveryethnocentricculture,andsoitis

closedtomostoutsideinformation.Thinkingtendstobe

analytical,concetsareabstractedquickly,andthe“universal”

ruleisreferred.

Regardlessofthenegotiator,c