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●Negotiation Styles（第1页）

●ionStyles

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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.