[Excerpt] The 8th chapter of negotiation skills with non-Americans

Part IV Mutual benefit win
But in fact, movies and TV shows do not reveal a real America, but to understand the American way of doing business, we must understand the true mentality and way of thinking of Americans. On the contrary, many Americans think they know the non-Americans. They will still stick to their own way of life, and many traditional values will still not change much. I believe that although there are many similarities between Americans and non-Americans today, there is still a big difference in the way we do business with each other.

the 8th chapter talks with non-American skills
1. How Americans negotiate
Now we only believe in the agreement, once one party tries to violate the agreement, we will go to court immediately, and at all costs to recover the related losses. In the eyes of the American people, the agreement is static and definite, and no one can make any changes once the agreement is reached. So in this case, we realize that different nationalities and cultures have different ways of doing things, and what we have to do is to learn, understand, and learn to abide by them.
(1). Understanding the differences of different nationalities
There is no doubt that Americans are the most litigious people in the world. Indians may find the American approach ridiculous because the civil justice system is virtually nonexistent in the Indian concept. In the United States, legal acts are very common, and many companies will continue to do business with their partners while they are suing. In the eyes of Americans, litigation is only a way of settling disputes and does not provoke any hatred. In most countries, when a company is sued by another company, the defendant company feels very embarrassed, so they tend to refuse to have any business dealings with the plaintiff's company.
We can use the word "context" to describe the degree of relationship between the two sides. When the relationship between the two sides is relatively close, and the negotiating parties have a more focused relationship, we call it "high-context" negotiation. We call it "low-context" negotiations when the two sides do not attach much importance to each other's relationship, but rather focus on reaching an agreement as soon as possible. Different nationalities are more or less concerned about the relationship between the two sides during the negotiation-the environment in which the two sides negotiate. From a context-dependent perspective, the following are arranged in order from highest to lowest: East, Middle East, Russia, Spain, Italy, France, England, United States, Germany and Switzerland.
(2). Non-Americans attach more importance to bilateral relations
In the United States, communication between people often does not take into account the relationship between the two sides. When they say one thing, whatever the circumstances of the time, they express the same meaning.
(3). Do business with non-Americans: observe first, listen again, speak after
So when it comes to negotiating with non-Americans, Americans will be able to achieve better results if they learn to slow down. We tend to show our position first, listen to each other's responses, and then observe the behavior of the negotiations. Not Americans tell us that we should reverse the order. We should observe first, then listen, and finally speak. In fact, when the other person puts forward a condition, you must consider to speak again, this will be regarded as a kind of respect by the other side of the performance-when you remain silent, the other side is not because you are refusing, and will think you are only very cautious, need a little time to seriously consider the other side of the conditions.
All in all, when dealing with non-Americans, Americans tend to focus too much on reaching agreement, rather than on the relationship between the two sides, and it is easy to rush into the details of the discussion. Of course, there is a close connection between the two. It takes time to establish a relationship with each other and make it feel comfortable doing business with you. So when it comes to negotiating with non-Americans. Be sure to try to improve the relationship with each other, gradually cultivate the other side of your trust, not too much emphasis on the details of the agreement. Of course, it also takes a lot of time.

2. Characteristics of the Americans
Features 1 The American expression habit is very concise, commonly uses one word to answer the question;
Features 2 Americans are very patriotic;
Feature 3 American Society has no established class system, the standard of distinction is only money;
Features 4 Americans have a strong religious plot;
Features 5 Americans have a positive pioneer mentality;
Features 6 Americans believe that time is money;
Features 7 American character: Frank, direct, opinionated;
Features 8 Americans have the habit of tipping;
Feature 9 The United States is one of the most diverse countries in the world;
Features 10 Americans like independence;

3. Characteristics of American negotiations
Features 1 direct and fast;
Features 2 preference for single-handedly;
Feature 3 do not play emotional games;
Feature 4 relationship short-term benefits;
Feature 5 not willing to learn a foreign language;
Feature 6 inability to endure silence;

4. Characteristics of non-American negotiations
(1). English
When negotiating with the British, be sure to keep an eye on their ancestral home. Make sure you have a good time in advance, because the English people always like to plan ahead. Be punctual, but don't come early. You would rather be 10 minutes late or 1 minutes ahead of any appointment. The British pay great attention to etiquette. The British usually do not interfere with other people's behavior, rarely mention some of the issues involving privacy.
We can see how many British people think about work and success. Just listen to his polite answer: "In England, our concept of success is very different from that of Americans." Here, we feel that the goal of professional success is that we are no longer so hard. In the United States, success will make you more difficult. ”

(2). French
Most Americans are uncomfortable with the French, and everyone is under a lot of pressure, so most Parisians are less polite.
In addition to those who live in Paris, most of the French are very enthusiastic and very friendly. Even in Paris, as long as you are friendly to others, others will be good to you. If you are hostile to the people around you, they will be hostile to you. And if you are willing to socialize with Parisians and want to know their culture, you will find that they are also willing to associate with you and be willing to learn about your culture. In large French companies, offices tend to be ranked by rank, with the office of the President at the core, and then a lap to extend. When meeting a lady, be sure to call her "Madame", even if the other person is not married.
It's also important: never talk about work at dinner.

(3). German
The Germans are a typical "low-context" nation. When negotiating, they are always more related to the content of the negotiations, and do not relate to the relationship between the two sides or the circumstances of the signing of the contract. Germans are one of the few democracies in the world that pay more attention to contract details than Americans. Almost all of them are masters of the contract, and once they are determined, they will no longer allow even a little change. When meeting with the Germans, whether they are just meeting or ending the talks, they must be forced to shake hands with each other. Be punctual, because Germans attach great importance to this. Don't put your hands in your pocket when you talk to the Germans, because that will make you feel too casual. Don't tell jokes at work, Germans generally think it's impolite.
Germans pay great attention to titles, so when dealing with Germans, if you have a title, be sure to tell each other about your title, and learn to respect each other's titles, and be sure to bring their titles when you call them.

(4). Asian
Asians attach great importance to the relationship between people. They pay more attention to their relationship with each other than to the agreements signed by both parties. The natives usually bow slightly when they welcome them, and then greet you with their hands folded. You should return to the other side in the same way, but remember, your hand must be slightly higher than the other person. In the eyes of Asians, all the promises they made during the negotiations were made against the person who negotiated with them, so they did not care about the organization in which they were involved. Americans will feel that signing an agreement represents a complete cooperation, and in Asians ' eyes, it is just the beginning of a relationship.

(5). Korean People
The North Koreans also regard the signing of the agreement as the beginning of cooperation rather than the end. They understood why they were not to mention everything in the agreement, because, in their view, the agreement merely stated that the parties had reached a consensus on certain issues on the day they signed the agreement. They will not cling to the agreement once the situation changes. Of course, I am not saying that you should not pay attention to the agreement, but that you must set aside some space when making the agreement, so that if the situation changes, the two sides can also be randomly adjusted according to the contents of the agreement. In the event of a violation of the agreement, North Koreans will not feel that they have made any mistakes. In their view, even if they have some violations of the agreement, it is God's will.

(6). Chinese
The Chinese have a saying: "In good mood, reasonable, legal." "In the Chinese culture, when dealing with people, the first concern is the relationship between the two sides, then the rationality of the conditions, and finally take into account the legal aspects." Be sure to keep a low profile when dealing with the Chinese, because shouting is likely to be offensive to the Chinese. Chinese culture has a strong collective inclination, and they always put the collective interest before personal interests. Remember, for thousands of years, the Chinese have put their family in the most important position, and then the collective interest. So most Chinese negotiators like team work and are sure to ask the team for advice when making a decision. It is this emphasis on the collective awareness of the background, the Chinese people formed a unique concept of interpersonal communication-relations.

(7). Japanese
The Japanese are a very reluctant people to say "no", so when they say "yes", it may just mean that they hear you talking. So don't ask them questions that can only be answered with "yes" or "no". In Japanese culture, it is a very impolite act to say "no" to a person older than himself. The Japanese are a very "high-context" country. In a culture where politeness is the focus of honesty, people often say words that cannot be judged by mere literal meaning. In Japan, people have a great emphasis on grades. Regardless of any problems, the Japanese want to be able to get married in a more harmonious way. To achieve this, they believe that every problem will have a solution that does not hurt either side. To achieve this, they believe that every problem will have a solution that does not hurt either side. Japanese prefer team work. So when negotiating with the Japanese, don't try to find the other chief negotiator, because there's probably no such role in their team, and don't expect the other person to be able to give too much resistance to your plan. When negotiating, the starting point for the Japanese is usually determined by how well he knows you. The Japanese usually first gather as much information as they can, believing that once they have enough knowledge of the situation, the answer will naturally emerge. So each member of the team offers its own opinion, starting with the lowest-level member and finally the highest-ranking leader. Japanese executives believe that the main thing is to provide creative ideas, not to be responsible for the end result.

(8). Russian and Ukrainian people
In the course of negotiations, Russians are often not afraid to ask too much at the outset. They want you to show enough respect for them. Americans may feel arrogant, but Russians are clearly not looking at it that way. They can tell you that they have no final decision. This may make you feel very depressed. The Russians are very good at protecting themselves, and in order to avoid being blamed, they usually make a decision before they find 10 people to sign. Another state of mind that Russians often show is that they don't do anything without the approval of their superiors. Russians are not afraid to tell you what they care about, so be sure to learn to accept the other person's honesty, rather than seeing it as a chore. Russia is a "high-context" country. If the Russians say something is a little inconvenient, their true meaning is that it is impossible at all.

(9). Middle Eastern people
When dealing with Middle Eastern people, be sure to pay attention to the religious differences between them. It is important to note that unless they are from the Arabian Peninsula, they must not be treated as Arabs. In negotiations with the Middle East, must be fully prepared. Because they may have to use a lot of genius to start negotiating with you. When people in the Middle East sign an agreement, they usually think it's just the beginning of negotiations, not the end. So Middle Eastern people like to sign the agreement first and then negotiate again. Don't mind if the other person is late for a date, or if they don't come to the meeting at all, in many parts of the Middle East, dating is not a very firm commitment, and the Middle East is not as strong as the American sense of time.

In addition to what we have mentioned above, many Americans and non-Americans will be surprised by their enthusiasm when negotiating. At this point, the other side tries to win your favor of a performance, so you must try to cope. The right approach is not to directly deny the other party's kindness, but to the appropriate way to the other side of the enthusiasm, only in this way, to allow the other side to return to the equal status of negotiations.

[Excerpt] The 8th chapter of negotiation skills with non-Americans