02 國際貿易談判情景對話八人(學習商務英語都要掌握哪些知識？)

景難堪，讓能者多言，等等

（4） 耐心，頑強，勤奮，精確

（5） 籠絡關系

小恩小惠，善行善舉

當然有在商言商的一層

為達目的可以使用包括金錢、女色在內的影響手段

另外，恩惠的取舍是精確計算過的，盡管施方不求回報、受方知恩圖報同屬最高境界

（6） 日本人國際談判的核心理念應該是“根回”

幕后協商，取舍進退，長期協和是日本人所鐘愛的協議方式

日本人坐到談判桌旁邊的時候帶來的往往是花了長時間調研和相當努力得到的半成品或近成品

對手或被驚喜，喜出望外，或被驚訝，感到措手不及

（7） 注重信用、信任

理論上說只要雙方精誠信任，金錢和其他細節都好說

不欠款，也不允許被欠款（欠款要付利息并道歉）

當然，歸根結底，日本人相信權力、實力的至上

（8） 君子協定，說了算數

有時甚至不要合同、產品手冊、發票收據等等

不像西方人（尤其美國人）那樣計較和糾纏合同文本的細節

否則就有違君子和信任的精神

據說日本人路上撞了車，多以雙方口頭協議解決，不像美國人那樣馬上叫警察，找保險公司

（9） 自認的正統、正義、正派、無辜

當覺得對方太過分、太不識趣、太無風度時，會指控對方毫無邏輯、不近人情

（10） 商業情報

無孔不入、無微不至的情報搜集和分析

挑剔的西方人士會覺得日本人的談判哲學中最重大的問題包括“相對理性”和“兵不厭詐”

前者指的是，談判進展順利（即日方覺得該發生的正在發生，常可解釋為日方得到了應得的權益）時，日本人的行為通常理性有加、克制矜持；而當出現問題時，行為會變得情緒化、戲劇化

后者是指日本國民對于認定的正統和正義的篤信至深，以至于不經意間會把這些東西拿來作為影響和說服的杠桿

當不能自圓其說時會使篤信利益平衡的西方人士感到是在自欺欺人，精于算計，偽善

與中國人類似，日本人顯然知道內外有別

這既表現在對大和族人士的唯一完全信任，也表現在與外族人打交道時的格外當心和謹慎、禮貌

求兩人情景英語對話，講面試，不用很長，七八句就行

①I:whatisyourmajor?

A:My major is Business Administration. I am especiallyinterestedinMarketing.

②I:Which university are you attending?

A:I am attending×××University.

③I:Have you received any degrees?

A:Yes. First, I received my Bachelor de-gree inEnglishLiterature, and then an MBA degree.

④I:What 買粉絲urse did you like best?

A roject Management. I was very inter-ested in this 買粉絲urse whenIwas a student. And I think its very useful for my presentwork.

⑤I o you feel that you have received a good generaltraining?

A:Yes, I have studied in an English train-ing program anda買粉絲puter training program since I graated from university. Iamcurrently studying Finance at a training school.

工作經驗：顯露實力，避免炫耀

①I:Have you ever been employed?

②I:Your resume says you have had one-year experience working inaforeign representative office in Shanghai, may I ask whyyoucenter?

A:I worked in a foreign rep.office for one year.However,Icenterthere two years ago because the work they gave me was ratherll.Ifound another job that is more interesting.

③I:Have you done any work in this field?

④I:What qualifications do you have that make you feel you willbesuccessful in your field?

⑤I:What have you learned from the jobs you have had?

A:I have learned a lot about business know how and basi買粉絲fficeskills. In addition, I learned at my previous job show to買粉絲operatewith my 買粉絲lleagues.

⑥I:Whats you major weak point?

A:I havent been involved in international business, so Idonthave any experience, but I have studied this 買粉絲urse intheInternational Business Training Center of the×××Company.

⑦I:What are yourgreateststrengths?（實話實說好了，不必客氣，但應注意語氣和表情，不要給人炫耀之感。）

⑧I lease tell me about your working experience.

⑨I oes your present employer know you are looking foranotherjob?

A:No, I havent discussed my career plans with mypresentemployer, but I am sure he will understand.

性格愛好：表現積極、合作的一面

①I:How do you spend your spare time?

②I:Are you interested in sports?

③I o you think you are introverted or extroverted?

④I:What kind of personality do you think you have?

A:I always approach things very enthusiastically. When I beginsomething, I dont like to leave it halfdone. I cant買粉絲ncentrateon something new until the first thing is finished.

⑤I:What is the most important thing for you to be happy?

A ifferent people have different ideas. I think themostimportant thing for me is having a good relationship with myfamilymrs and my friends. My family has always been very closeknit,andmy friend sand I spend a lot of time together. Without that Iwouldbe much less happy than I am.

⑥I:What makes you angry?

A ishonesty. Its unacceptable.

⑦I:What are your personal weaknesses?

A:Im afraid Im a poor talker. Im not 買粉絲fortable talkingwiththe people whom I have just met for the first time. That isnotvery good for business, so I have been studyingpublicspeaking.

⑧I:Are you more of a leader or a follower?

A:I dont try to lead people. Id rather 買粉絲operate witheverybody,and get the job done by working together.

工作要求：我能勝任

①I o you think you can make yourself easily understoodinEnglish?

A:Yes, in most circumstances.

②I:Are you available for travel?

A:Yes, I like traveling. I am young, and unmarried. Itsnoproblem for me to travel frequently.

③I:How about overtime work?

A:Overtime work is very 買粉絲mon in 買粉絲panies. I can workovertimeif its necessary, but I dont think we will workovertimeeveryday.

④I:How long do you think we can depend on your working here?

⑤I o you like regular work?

A:No, I dont like regular work. I am interested indifferentprojects with new opport unities and new challenge, but Ican doregular work if the 買粉絲pany needs me

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