奇书网

●Negotiation Styles（第1页）

●ionStyles

Culturalandnatioiotheprioritiesandunibehaviorsofthatculture。Prioritiessuchasteamwork，trust，openness，andnon-tationalsituationsareallalongaslidiheachculture。Theunibehaviorsofeachculturereflecttheseprioritiesanddictatehowaculturewilleiations。

■eseStyleofion

&iatorsexpecttobuildupalong-termcooperativerelationshipwiththeirpartners。Differentfrotiators，theyarenotinahurrytoreaagreement。Inageneralway，theyneedaslowstartto“”，whichisfollowedbysometeioiators，liketheirJapaerparts，anyopentationsforwhateverreasons，aryingto“saveface”forbothsides。

Theesearereserved，andtheyareknoodmannersandhospitality。Theeseattachmuchimportaualtrustaionships。Therefore，theymayspendmujoyingteaandsocialtalkinthebeginniioheeyesotiatorstheesearesomeofthetoughestorsiheesewouldresearchtheiroppohhlytogaiiveadvantageduriion，soboththetepetenoitudearevitalimportaingwiththeese。Theesedelegationwillbelarge，andtheyprefertouseanintermediary。Althoughegotiatorsimplythatthereisnoiseorathirdchoice，thereusuallybeampleroomforiseiy。Nothingisfinaluntilitissigned。

■U。S。Styleofion

Imagihersasionomous，aheU。S。orsiorelyonindividualism。Itdoesheydohers，buttheytendtoseeselfasseparateratherthanasamemberofworkorweb。Andthiskindoftendencyusuallydepeiativeiion。Normally，Ameriegotiatorsarepetitiveintheirapproaegotiationsandaret，persisteic。Theyseethingsuniversallyandareftheirpositiorateoatime;foareasofdisagreemehoseofreement。Theyprefertyaofuzzinessoropen-endedness。

■BritishStyleofion

&heirculturalcharacteristics，theBritishorsareveryformalaheyareedwithproperetiquetteaiootiatorsarealwaysreservedaheirionstyleischaracterizedwiththesoftsell。ThestatusaheorsarereatimportanparedtotheAmericulturewhichisrelativelylowtextculture，Britishcultureishighe。Inotherwords，thenuanunitalot。Undernormalces，mostWesternerslookforidaheyaskaquestioement。

&yleofion

WhendoiheFreherpeopletobehaveastheydo。Forexample，theywouldliketheirterpartstospeaktheirlahoughtheyeionforthesakeofversation，theyarealsmaticaboutdetailsreementduriions。Theyareveryindividualistidhaveasenseofpridewhiesiedassupremaegotiating，theFreheirownlogicwhichisreferredtoas“”。Theirlogicisbasedonpriablishedpreviously;itprowhatisknown，inpoint-by-pointfashion，uisreadealingwiththeFreocol，status，family，edudpersosarethekeystosuccess。

■Japaiation

Japaureisahierarchitationanditfogroupgoalsandindependengtheproegotiations，thesevalueswillmahemselvesinawarenessoalsandneeds，ahoseofsuperiorstatus。Japaorsareknoweheirtrationonbuildingupinterpersoionship，andtheiriuseofpoalywithfadfagmightbethevitalreasonthatpolitenessissoimportantandtationisavoided。TheJapaousetheirpowersinmuted，iwayswiththeirpreferenonyandparedwithFreneriegotiators，Japaorsarefoundtodissiderablylessaboalsandthemselves。

■AfriStyleofion

ManynationsinAfricapossessiemsofflictresolutionthathaveuedtothepreseimesquiteintaesfragmentedbyrapidsoge。ThesesystemsaregeonparticularapproachesthatrespectelderrolesandkihestructuresoflocalsoNigeria，forihegsoetworksisparamount，andindividualdiffereobesubsumedihegroup。Toeprreemeiohepartiesmustpromisenottoiors’powertocurseorbewitchtheotheriure。Thetargetofanyproalorinformal，istoaffectapositiveoutewithout“residualofbitter”。EldershavesubstaheirwordswillbesurelyrespetheyinterveionoraostAfripeoplebelievethateldershavetosupernaturalpowersandthesepowersoveprotectiveshieldsatbestandcausepersonaldisasteratworst。InotherAfritext，arangeofindigenousprocessesexistinwhichhierardrelatioicularlyemphasized。