【正文】 of the western society, mercantilism is of great importance. The westerners have been striving for the profits since the Middle Age. As a tactical maneuver, financial negotiators can browbeat the opposition much in the same way that technical negotiators can. Suddenly switching the focus to finance can put bogged down discussions back on track as counterparts strive to back away from issues in which they are not conversant. Besides having the financial knowledge necessary to make this style work, practitioners must also be dispassionate debaters. Remaining unemotional will permit the negotiator to avoid accusations of greed and allow the pursuit of topics on a just business basis. Legalistic Contrary to popular belief, lawyers are notoriously bad negotiatorsthe logic being that if they were good at it, judges would be unnecessary. But this is not to say that a legalistic negotiating style has no place at the table. All business is constrained by law to some degree, and negotiators must be concerned with its effect on the business relationship they39。re attempting to mold as well as the direct effect upon ownership, taxes, and staffing. In most of the developed West, legal considerations (and lawyers) are expected at the negotiating table. Here the legalistic style is used to remind all participants of their responsibilities and potential benefits under local and international law. Time consuming and petty it may seem, but a single negotiator with only minimal lega1 knowledge will be at a decided disadvantage. When one side adopts this posture, counterparts must be quick to respond in kind. The developing world is a different matter. Many Asian business cultures prefer to carry on business both above and below the table (Kitty O Locker, 2000:35). The same is true of many South American, Middle Eastern, Eastern European, and African munities. Agreement with the process is not as important as understanding and manipulating your counterpart39。s reaction to legal wrangling. Foreign buyers working in such markets will find that adapting a legalistic approach to negotiations at key intervals will result in the granting of major concessions. However, using it as an overall strategy will most likely derail the process pletely, as sellers will not be able to envision any profits if kept within the narrow constraints of their domestic legal system. Foreign sellers who attempt to secure legal protection for every negotiated point in these cultures will find the going difficult, if not impossible. When the negotiator is acting as host to sellers from cultures that prefer to work outside of a tight legal structure, the use of the legalistic style will keep the negotiations firmly in your hand. Counterpoints will be disconcerted and obligated throughout discussions. When the negotiator is hosting a group of buyers, negotiators should use legalistic tactics only to that degree that will protect payment or investment transfer. Different culture cause different habits, Regardless of the legal wrangling at the table, contract execution may not always be ideal if the respective governments don39。t have similar mercial codes. Additionally, using or responding to a legalistic approach will require added research timeand therefore cost. Foreign negotiators should always have a basic knowledge of the host39。s legal system and applicable international laws. With the development of global economy, there are more and more international business negotiation between China and the rest of the world. Therefore, it is urgent and important for our Chinese to understand the styles in international business negotiation. Styles in international business negotiation have something to do with culture. International business negotiation is a kind of crosscultural munication, in which different negotiators from different cultures may encounter. Therefore, the style that the negotiator uses is more or less influenced by the culture of their countries. Due to the diversity of the cultures in the world, the styles in international business negotiation are also diversified. Negotiators e from different parts of the world may prefer to different kinds of styles in the negotiation.Negotiating situations and counterpart styles vary greatly, even within the same country. Individual negotiators must be able to draw upon as many styles as possible if continued success is to be had in an everexpanding international marketplace. Being adept at only one style will limit the team or solo act to a very small number of situations, and attempting to use the same style under all conditions will result in a very small success ratio. Another reason to bee proficient with as many styles or binations of styles as possible is that it allows negotiators to recognize the more subtle hallmarks displayed by counterparts. Adeptness may e through usage or observation. A negotiator may object to a particular style for moral reasons, but they must bee familiar with its particulars nonetheless. Having a firm understanding of a counterpart39。s style and where it leads will allow for effective preplanning as well as adjustment once discussions begin. Negotiations are like chess. Visualizing all possible moves in advance leads to success.16