1、商務(wù)談判臺(tái)灣和香港談判風(fēng)格Comparison of Object比較對(duì)象The people of Hong Kong negotiations style香港人的談判風(fēng)格The Taiwanese negotiations style臺(tái)灣人的談判風(fēng)格Hong Kong 香港是世界上為數(shù)不多的購物者天堂，經(jīng)濟(jì)開展很好，人們生活水平高，人均收入早已到達(dá)興旺國(guó)家水平。香港以金融，航運(yùn)，電子，旅游等為經(jīng)濟(jì)支柱，城市綜合實(shí)力很強(qiáng) Hong Kong is one of the few shoppers paradise in the world, Economic development is ve

2、ry good, people life level is high, the per capita income has reached the level of developed countries. Hong Kong to finance, shipping, electronics, tourism as the economic pillar, urban comprehensive strength is very strong.Taboos禁忌Taboos1. Dont say ominous words. Just opened heard Fried word is ve

3、ry unlucky. 不吉利的話不要亂說。剛開市就聽到“炒字聲是很不吉利的。 Dont call: “l(fā)engpencaizhushe. 不要直呼：“冷盆菜豬舌. And the book and loser unisonant, do not same with the enterprises to win victory psychology.還有“書與“輸同音，與企業(yè)求贏勝心理不符.2Hobby喜好1.Like to call the pig tongue for the “zhulior “porfit 喜稱“豬舌為“豬利或“盈利226, 8, 9 the three figures

4、 were very welcome, local called 6 lu, called 8 for the fa, said 9 for the jiu 對(duì)“6、8、9這三個(gè)數(shù)字那么很歡送，當(dāng)?shù)胤Q“6為“祿，稱“8為“發(fā)，稱“9為“久3 Hong Kong traders enjoy such“facai, “rice cake goods .Because “faby local mean into a “rich. 香港商人對(duì)“發(fā)菜、“年糕等商品最喜歡。因?yàn)榘l(fā)在當(dāng)?shù)匾馕吨l(fā)財(cái)。 And“rice cakeis called“niangao. “年糕那么被稱為“年高。Hong Kong

5、businessman negotiating style香港商人的談判風(fēng)格Honesty and wisdom are very good at doing business 老實(shí)智慧很善于經(jīng)商Exquisite hospitality etiquette 熱情好客講究禮節(jié)Pay attention to negotiation status 注重談判對(duì)方身份地Good at bargaining 善于討價(jià)還價(jià)Business knowledge is abundant 商務(wù)知識(shí)比較豐富Love said geely 愛說吉利話香港是國(guó)際貿(mào)易和金融中心之一，作為國(guó)際性的都市，香港深受世界各國(guó)

6、文化的影響。中國(guó)文化是源泉，但現(xiàn)代西方的文化意識(shí)在香港人身上有很強(qiáng)的反映。香港人一方面保存了中華民族的一些好傳統(tǒng)，如勤勞、智慧、老實(shí)等；另一方而經(jīng)商性極強(qiáng)。Hongkong is one of the international trading and financial center, as an international metropolis, Hongkong is deeply influenced by the culture of countries all over the world. Chinese culture is the source, but the modern

7、 western culture consciousness in the Hongkong people have to reflect the strong body. Hongkong hand retained some good tradition of the Chinese nation, such as diligence, wisdom, honesty and so on; the other party and business is very strong在商業(yè)交易中，常與對(duì)方拉關(guān)系、套近乎。很多時(shí)候會(huì)變相地“行賄。因此作為洽談人員要抵抗物質(zhì)誘惑，保證企業(yè)的利益不受損害

8、。. In commercial transactions, often with each other relations, close. A lot of time will be disguised bribery . So as to discuss personnel to resist material temptation, ensure the enterprise interests will not be harmed. 香港公司多如牛毛，很多是資本少、實(shí)力小的公司，因此要注意資信調(diào)查，謹(jǐn)防上當(dāng)受騙。Hongkong company is numberless as the

9、 sand, a lot less capital, the strength of small companies, so pay attention to credit investigation, beware of cheated香港商人缺少長(zhǎng)遠(yuǎn)打算，注意眼前利益，一有風(fēng)吹草動(dòng)就會(huì)發(fā)生變化，因此要仔細(xì)地認(rèn)真地制定合同中每一個(gè)條款，以確保合同能得到確實(shí)執(zhí)行。The merchant of Hongkong lack the long-term plan, pay attention to immediate interests, there is a sign of trouble wi

10、ll change, so must carefully carefully make every clause in the contract, to ensure that the contract can be fully enforcedWith Hong Kong businessmen to negotiate與香港商人的談判技巧Pay attention to the title注重稱謂Pay attention to communication skills, establish a good relationship 講究交往技巧，建立良好關(guān)系Pay attention to

11、 etiquette 注重有關(guān)禮儀Pay attention to the quotation and technical details and claim clause 注意報(bào)價(jià)和技術(shù)細(xì)節(jié)以及索賠條款等問題Taiwanese Culture, Negotiation Styles and Taboos臺(tái)灣文化、談判風(fēng)格與禁忌臺(tái)灣的歷史文化 臺(tái)灣自古就是中國(guó)的領(lǐng)土。19世紀(jì)末在帝國(guó)主義向外擴(kuò)張的浪潮下，臺(tái)灣成為日本殖民地。1945年隨著第二次世界大戰(zhàn)結(jié)束，日本殖民統(tǒng)治結(jié)束。因?yàn)樨S富多元的歷史背景，造就了多彩多姿的臺(tái)灣文化。 Taiwan is Chinese territory since

12、ancient times. When the outward expansion of imperialism in the end of 19th century, Taiwan became a Japanese colony. In 1945, with the end of the World War II, the Japanese colonial rule ended. Because the rich and diverse historical background creating a colorful Taiwanese culture.The Taiwanese st

13、yle of negotiations 臺(tái)灣人的談判風(fēng)格 Patience and Stubbornness 忍耐和固執(zhí)務(wù)實(shí),重利輕義 pragmatic and value material gains above justice 做起事情來埋頭苦干，務(wù)實(shí)臺(tái)灣人比較務(wù)實(shí)，在生意場(chǎng)上，他們比較敬業(yè)，敢于向外開拓，臺(tái)灣的遠(yuǎn)洋漁業(yè)、國(guó)際貿(mào)易和國(guó)際航運(yùn)都有非常卓越的成就。Things start to work with quiet hard application, pragmatic Taiwanese more pragmatic, in the business field, their d

14、edication, dare to open up, Taiwan ocean fisheries, international trade and shipping are very outstanding achievement.由于太務(wù)實(shí)，臺(tái)灣人在價(jià)值觀中重利輕義，實(shí)用主義成分過重，使得臺(tái)灣人之重實(shí)利卻缺乏理想的群體人格。Because it is too pragmatic, Taiwanese in the values of materialistic meaning, pragmatic components of heavy weight, making the utilit

15、arian Taiwanese but lack the desired group personalityBlunt, but easy to impulse 耿直，但容易沖動(dòng) 耿直，但容易沖動(dòng)臺(tái)灣人淳樸，個(gè)性通常是耿直?？偟膩碚f，他們遇到事情欠考慮，容易沖動(dòng)，通常提出要求、要答案無法滿足時(shí)，怒火當(dāng)即發(fā)作，而且他們還可能會(huì)不顧一切，采取冒險(xiǎn)行動(dòng)。在商界，他們一般很難從長(zhǎng)遠(yuǎn)的商業(yè)利益來考慮問題，多短促行為Upright, but impetuous臺(tái)灣人淳樸，個(gè)性通常是耿直?？偟膩碚f，他們遇到事情欠考慮，容易沖動(dòng)，通常提出要求、要答案無法滿足時(shí)，怒火當(dāng)即發(fā)作，而且他們還可能會(huì)不顧一切，采取冒險(xiǎn)

16、行動(dòng)。在商界，他們一般很難從長(zhǎng)遠(yuǎn)的商業(yè)利益來考慮問題，多短促行為Taiwanese simplicity, personality is usually straightforward. In general, they encounter things under consideration, impulsive, often require, to answer can not satisfy the present, anger immediately attack, but they may also be desperate, take action adventure. In bu

17、siness, they are generally very difficult to consider the question from the long-term business interests, many short behaviorObedience, easy to follow and imitate 有服從心，易跟從和模仿 有服從心，易跟從和模仿臺(tái)灣人有服從心，但由于看得不遠(yuǎn)，局限于狹窄的思維，有時(shí)盲從。盲從就是因?yàn)楠?dú)立的理性思考能力缺乏，因此他們做事情往往又缺乏主動(dòng)精神，而其本性中又有喜歡開拓的因子，因此臺(tái)灣人易跟從和模仿。在商界，他們的產(chǎn)品能夠跟上潮流，常常哪里有新

18、產(chǎn)品出現(xiàn)，他們最先學(xué)會(huì)。Have to obey the heart, easy to follow and imitateTaiwan has to obey the heart, but due to see far, confined to the narrow thinking, sometimes blindly. Blind because of independent rational thinking ability is insufficient, so they often do things and lack of initiative, and its nature a

19、nd factors like pioneer, so easy to follow and imitate taiwanese. In the business world, their products are able to keep up with the trend, often where there are new products, they first learnShort-sighted目光短淺 A short-sighted由于受日本半個(gè)世紀(jì)的統(tǒng)治加上祖國(guó)大陸隔絕來往，幾十年來，臺(tái)灣人局促在小天地里，形成一種小家子氣，目光短淺，看問題既難長(zhǎng)遠(yuǎn)，又拘于小島的狹窄范圍，妄自尊

20、大。Because of half a century of Japanese rule with motherland mainland isolated contacts, for decades, Taiwanese cramped in little world, forming a kind of petty, short-sighted, look at the problem is difficult to long, narrow scope and restricted to the island, arrogant.臺(tái)灣人外表文雅修養(yǎng)，但陰柔之氣過度而導(dǎo)致內(nèi)心狹隘。他們有修

21、養(yǎng)而不夠?yàn)⒚摚恍愿裰杏欣寺檎{(diào)和詩意成分，但走不出瑣碎的小家子氣。在生意場(chǎng)，臺(tái)灣商人愛計(jì)較，非常精打細(xì)算，精明有余，大度缺乏。Taiwanese appearance elegant virtue, but the femininity of excessive and cause heart narrow. They are cultured and not free and easy; romantic and poetic composition character, but cannot go out trivial petty. In the business field, Taiw

22、an businessmen about love, very carefully, too clever to be magnanimous deficiency.It will do言必行 言必行The word must the line在生意場(chǎng)上做事，臺(tái)灣商人信奉的是說一句算一句，他們?nèi)菰S了人家的事，一般不會(huì)反悔。沒有信用，在臺(tái)灣商界，是嚴(yán)重的。大家都會(huì)對(duì)他不屑一顧，甚至與他斷絕生意來往。因此，在做生意中，臺(tái)灣都很重視個(gè)人信譽(yù)，產(chǎn)品重質(zhì)量，對(duì)于售后效勞也比較重視。Working in the business field, Taiwan businessmen believe is t

23、o say a sentence, they promised to the people thing, generally do not go back. Without credit, business in Taiwan is serious. Everyone will be dismissed him, even cut off business dealings with him. Therefore, in the business, Taiwan attached great importance to personal reputation, product quality,

24、 after-sales service is also more attention to.臺(tái)灣商人重信用，對(duì)于口頭約束的事情也守信用。The merchant of Taiwan the heavy credit, defends the credit constraint also for verbal thingsThe Taiwanese Gifts Taboo臺(tái)灣人送禮的忌諱 (1) Disable towels gifts according to Taiwan customs, business, send the handkerchief 禁用手巾贈(zèng)人 (2) A gift of a knife can let person feel a sen