【文章內(nèi)容簡(jiǎn)介】 heir bilateral relationship. So he moved nearer to the British manager. The British manager was surprised by this move, but thought the action was unintention on the Arba manager’s part. He stepped back a bit to keep the distance between them.The Arab manager, in his turn, was surprise by his British counterpart’s stepping back. He took it as a sign that the British manager was ignorant of his good intentions and again decided to move forward to show his good intentions and decided to move forward to show his sincerity. This further move, on the part of the Arab manager, made the British manager feel unfortable and even unhappy. Both felt frustrated by the situation, and neither of them understood why the other person felt the need to alter the distance between them.In the arena of international business munication, the more you know of the culture of the country you are dealing with,the less likely you are get into difficult. Features of international negotiation Not only share similar features with national negotiations but also have specific features ? Political and diplomatic ? International ? Risky ? Complicated ? Wide ranged Knowledge and Skills Requirements? Proper attitude towards negotiation ? Good preparation? Awareness of crossculture ? Getting familiar with policy and international rules and laws. ? Good mand of foreign languages. American features in negotiation ? Character: easy going , outgoing (in general )? Negotiation style: 216。 Confident and positive 216。 Direct and strategic216。 forestall one39。s opponent by a show of strength216。 Clear attitude towards agreement and disagreement .216。 Various ways of negotiations 216。 Cherish time and pay special attention to deadline 216。 Esp. Profitable 216。 Strong sense of laws and contacts 216。 Keen on package deal.216。 Strong race superiority, hard to make concession 216。 Vary from place to place (3 major areas)Three major area1. East of America, esp. people from the cities around the center of Network in the northeast .Features: master all kinds of economic dynamics in the world at any time, strong activity, do business according to international custom and international conventions, they are quickminded and skilled at bargaining and profitable, at the same time they have a good mand of business trade knowledge and skills. 2. Mideast of USA.Feature: People are kind, municative, easygoing , they honor the contract and keeping one39。s word. Do business and purchasing from Sep. to Nov. each year. 3. South AmericanFeature: treating others with sincerity, nice but hottempered, pay special attention to letter/ writing and credit . The final stage of business negotiations involves concession making and building toward agreement. Negotiation requires promise. Usually, both sides give up something to get even more. However, the approaches used to get the promise differ on the two sides. Americans and other western business executives tend to take a sequential approach to solving plex problems. That is, “l(fā)et’s discuss and settle quantity, then price, then delivery, then aftersale service” and so on. Alternatively, the Asian approach is more holisticlooking at all issues simultaneously and not agreeing on any single issue until the end. Americans often are very upset by such differences in style of concession making. American managers report great difficulty in measuring progress. “After all, in America you are half done when half the issues are settled.” In Japan, nothing seems to get settled. Frequently, impatient Americans make unnecessary concessions right before agreements are announced by the Japanese. In the American view, a business negotiation is a problem –solving activity and the solution is a deal that suits both parties. From the standpoint of the Japanese, a business negotiation is a time to develop a business relationship with the goal of longteam mutual benefit. For the Japanese the economic issues are the context, not the content, of the