中石油职称英语选读(4新)

4. How to Negotiate with Americans如何与美国人谈判

1. The US is an attractive market. Its business culture, which has brought the world

2. US business is described by the lyrics of the song New York, New York:

3. Communicating is a natural talent of Americans. When negotiating partners meet, the emphasis is on small talk and smiling. There is liberal use of a sense of humor that is more direct than it is in the UK. If you give a talk in America, you should speak in a relaxed way and with plenty of jokes to capture your audiences' attention. 沟通是美国人与生俱来的才能。双方谈判的时候，闲聊和微笑是很重要的。美国人比英国人更幽默也更直接。如果你在美国演讲，你要很放松并且要准备很多笑话来吸引听众的注意力。

4. Informality is the rule. Business partners renounce their academic titles on their business cards. Sandwiches and drinks in plastic bottles or boxes are served during conferences. Your business partners tend to act casually in the office and chat about their family. 美国人不拘礼

节。商业伙伴不会在他们的名片上写他们的毕业院校。会议期间会提供一些用塑料瓶或盒子装的三明治和饮料。你的生意伙伴很可能会在办公室随意地做一些事情或聊他们的家庭。

5. The attitude

6. Although Americans do business in a very pragmatic way, they want to win. Developing a personal relationship with the business partner is not as important as getting results. 美国人做生意很注重实效，他们就是想赢。相比之下，发展与商业伙伴的个人关系就不是那么重要了。

7. And US negotiators tend to want those results fast. As financial results are reported every quarter, it is essential to secure profitability on a short-term basis. For this reason, many US contracts contain the provision

8. This attitude has a strong influence on negotiations, since strategic alliances and other long-term projects are evaluated in terms of their potential to achieve a quick return on investment. 因为战略合作和其他的长期项目都是以其潜在的快速投资回报率来进行评价

的，这种态度会对谈判有很大的影响。

9. Because the Asian negotiating approach tends to be long-term in nature, it is one of the main reasons why so many joint ventures and alliances between US and Asian companies have failed to meet expectations. 亚洲人谈判的时间历来很长，这也是为什么美国和亚洲的很多企业合作起来却没有达到预期效果的一个主要原因。

10. When doing business in the US, you should take the following considerations into account. 当你在美国经商时，以下的这些事情是值得考虑的。

11. Conducting negotiations on a highly professional level and making presentations with the help of state-of-the-art technology is appreciated in the US. You should observe a negotiated agenda, or even a draft agreement. The negotiation will proceed in a well-prepared, calm, matter-of-fact and pragmatic manner, all laced with a substantial dose of humor. 艺术般地将谈判内容呈现出来，引导一个专业的、高水平的谈判，这在美国很受欢迎。要遵守谈判议程，甚至协议草案。谈判将会在准备充分、平和、实事求是的状态中进行，佐之以轻松幽默的氛围。

12. Present and market your case in a positive way. You should not be too modest about your own company's products, services, and market position. Instead, take a

13. Moreover, do not be misled by your negotiating partners' relaxed style of communication. Subjects such as religion, politics or ethnic background should only be touched on cautiously, even in private conversation. 还有，不要被你的谈判合伙人放松的沟通方式所误导。诸如宗教、政治或种族等，这些问题一定要慎重提及，即使是在私人的交谈中也应如此。

14. The casual attitude in the US does not mean there is no hierarchy in US companies. On the contrary, status is expressed in a very subtle way, and it may take some time to gain a detailed understanding of the ranking system. 这种不拘礼节的态度并不意味着在美国的公司中没有等级制度。相反，每个人的身份地位会以一种非常微妙的方式表现出来，而要真正理解这种等级制度是需要一定时间的。