Americans are usually confident, profit-oriented, enthusiastic and frank, value contracts, have a strong sense of law, and value time efficiency. They like to be straightforward and get to the point when negotiating; they value efficiency and cherish time.
The types of Chinese sellers that American buyers least accept are as follows:
(1) They cannot deliver on their prices after quoting.
(2) They are extremely suspicious of their customers.
(3) They are not polite when communicating on the phone or the Internet, and use few polite words.
(4) They have only a superficial understanding of production processes.
Business communications with American buyers should pay attention to the following:
(1) “Yes” and “No” must be kept clear. This is a basic principle. When you cannot accept the terms proposed by the other party, you must clearly tell the other party that you cannot accept them. Do not be ambiguous and give the other party hope.
(2) When negotiating with Americans, never criticize someone by name. Because when Americans talk about third parties, they will consider damaging the other party’s personality.
(3) The value of time. In their minds, time is also a commodity, time is money, and work efficiency should be high.
(4) They do not raise the bottom price, do not like silence, and do not focus on using negotiations to build relationships.
(5) When negotiating quotations with American buyers, special attention should be paid. You should look at the overall situation, provide a complete solution when quoting, and consider the whole.