International business negotiations involve negotiation partners from different countries and regions. If you want to win in international business negotiations, you must be familiar with the different cultural backgrounds of businessmen from all over the world and adopt different negotiation methods for different negotiation partners.
The negotiation styles of China and the West are different. For example, American customers are outgoing and cheerful, and business negotiations with American customers can usually start in a relatively friendly and relaxed atmosphere, but this does not mean that the negotiation process can be casual. American customers are very confident, rigorous, and pay attention to efficiency. They are accustomed to discussing each item according to the terms of the contract, solving one item and advancing one item, trying to shorten the negotiation time, and are accustomed to being in a dominant position during the negotiation process. They value product quality, processing technology, and the sophistication of processing. On the basis that the seller can meet their product requirements, they will also bargain. For products that are not particularly expensive, they will not be very entangled in the price, but for large engineering projects, they will discuss the price composition of the project in sections and bargain reasonably. When negotiating, American customers, in addition to discussing the terms of product quality, specifications, price, packaging, quantity, delivery date and payment method, may also discuss what both parties can do to better cooperate in the process from design to development, production, sales and after-sales service, so as to reach a package deal. When negotiating with American customers, you should avoid roundabout expressions. You must be clear about right and wrong. If you have any questions, you should ask without hesitation, otherwise it is easy to cause conflicts between the two parties and even cause the negotiations to come to a deadlock.
Unlike American customers, customers from Australia and New Zealand (hereinafter referred to as Australian customers) are characterized by friendly and easy-going personalities. Being considerate and respectful is their attitude towards life. Therefore, in international business negotiations, Australian customers are unlikely to have fierce disputes with their negotiating opponents. Australian customers put product quality first. If a customer sees your company’s products and is willing to negotiate with you for a long time to determine all the product details before talking to you about the price, then the key to whether the order can be concluded is often not the price, but the details of the product. Unlike American and Australian customers, Japanese customers are deeply influenced by traditional Chinese culture, and this is reflected in their behavior. Japanese customers work hard and think long-term. They are polite and bargain courteously. Japanese customers are rigorous in all aspects, and they are very serious about product quality, packaging, transportation, insurance and other terms.
Of course, with the rapid development of globalization and communication technology and the frequent exchanges between businessmen from various countries, they influence each other and learn from each other’s strengths. The national style of some customers is no longer very obvious. Therefore, salesmen should be familiar with the differences in negotiation styles between customers from different countries and regions, and should also be flexible in actual business negotiations according to temporary situations and appropriately adjust their negotiation methods to achieve the desired goals and achieve success in business negotiations.