Тақырыбындағы халықаралық ғылыми-практикалық конференция материалдары
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| Eastern style of negotiation.
In the Japanese national character can be identified traits such as industriousness, highly developed aesthetic sense, adherence to tradition, discipline, loyalty to authority, duty, courtesy, punctuality, self-control, thrift, curiosity, the desire for concerted action in the group. Smile or laugh in Japan may mean different - this is a sign of friendliness, and an expression of restraint and the open expression of emotion, and a sign of embarrassment. Smile Japanese can mean "I understand" and "I do not understand." With the Japanese one should avoid the intense direct gaze, which is inevitable when a handshake. A handshake is not included in the communication process. The most important element of good manners is a bow. Fifteen of bowing are for the trivial enough greeting, forty-five times - in order to make a good impression. Special compliments to express seventy bows, and the most respected person greeted by ninety times bow in a row. In presenting the awards, and try to get a business card with both hands, in deference to read them carefully [4]. Nodding movement in Japanese does not mean "I agree with you," but rather "I will carefully listen to you." The Japanese conversations avoid sharp denial, trying to bypass the word "no". This manner of communication is the external manifestation of one of the main features of the Japanese character - a courtesy. If the Japanese want to answer in the negative, but do not have good arguments, they cite the poor state of health, earlier promise, work, etc. "Yes, but ..." also means a failure. So in response to a request from the Japanese said that he would make every effort to do everything possible, but if the result would not, he apologizes in advance. Unlike many other countries in Japan to establish business contacts with Japanese companies through correspondence and telephone communication is usually ineffective. At the talks the Japanese often seek to avoid the risk, considering it as a threat to their honor, prestige and reputation. The desire not to lose may be greater than his desire to win. Chinese negotiating style Considering the characteristics of talks with Chinese partners, we must bear in mind that during business meetings, they are very careful to collect information on the subject of discussion, as well as negotiating partners, the formation of the "spirit of friendship," which they equate with a good personal relationship partners. At the initial stage of the negotiations focuses on the appearance of partners, their manner of behavior. These figures are an indicator to determine the status of each of the participants in the negotiations. To a large extent guided by the Chinese people with higher status (both official and unofficial) and the partners who have expressed sympathy to the Chinese side. At the talks should not be expected the Chinese partner to take a stand, make the first offer firstIf you try to still get the first information from the Chinese side, the most such attempts are unsuccessful. The information will contain the general provisions. At a time when it seems that the negotiations are deadlocked, the Chinese suddenly can make new proposals, an assignment that will give the opportunity to continue business communication. Typically, in negotiations with the Chinese partner had to first "open card", namely, first to express their views at the end of negotiations. The Chinese will act only after you'll appreciate how the other side. At the same time they are very skillful use of the mistakes made by a partner. It should be noted that the Chinese attach great importance to the implementation of the agreements reached. Korean negotiating style. Businessmen from the Republic of South Korea highly value personal contact, personal contact with a partner, without which it is impossible to solve in Korea is no problem. Koreans have always insisted on a personal meeting. In the mass they are open, sociable, very polite and well-mannered people, so it is appropriate to remember that the warm feelings for you may not mean that you could so interest your partner for its proposals. Koreans are not accustomed to openly express disagreement with a partner. It is not recommended in conversations with them to use the expression "to think", "solve this problem is not so easy," "proposal needs to be a long learning," etc. It will be perceived by them as a statement of the unacceptability of the idea at this stage of the negotiations, although a partner like to express my willingness to lengthy efforts to clarify the feasibility of the idea. 100 Arabic style of negotiation. In Arab countries attach great importance to Islamic traditions. The Arabic greeting turns in contrast to the dry and short-European in the whole procedure, it is accompanied by questions about the health of the business. It is accompanied by frequent companion of Arab appeals to God, trust in his help in the completion of the upcoming cases (this is the usual formula of politeness).The cultural distance between conversing Arabs usually is shorter than it is accepted by the Europeans. Touching each other indicates mutual trust. When we first met your companion is Arabic hospitality and courtesy. Arab interlocutors avoid specific, clear answers "yes" or "no." Instead, follow the vague momentum of the "Inalla" ("If Allah wills"). Understanding of Arab etiquette prohibits the other party to resort to straightforward answers, to be definitive, the Arabs avoid fussiness and haste during the conversation. For the Arabs, one of the most important elements of the negotiations is to establish trust between the partners. In the Muslim world, a foreigner cannot ask questions or requests for a woman, it is considered indecent, all contacts, discussions are underway [5]. жүктеу/скачать 7,82 Mb. Достарыңызбен бөлісу:
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