【正文】 ay the occidental people handle business with no attention to human feelings. Decisionmaking ProcessIn general, decisionmaking in Japan is a munal affair requiring unanimous approval by management. In this decisionmaking style, everyone must be convinced, not just the key decisionmaker.Most Japanese panies use some form of a system of decisionmaking known as document system. A manager who is in the lower ranks of management drafts a proposal after achieving consensus within his own group. The proposal is circulated to the heads of other sections and departments. If they approve, they stamp their name seals on it. If they disapprove, they either refuse to stamp it or put their seals on it upside down. In either event, the document is then passed up through the different levels of management until it reaches the president. If everyone stamps the proposal, it bees pany policy. If all do not stamp it, it is usually sent back to its originator with certain suggestion. Although Japanese people need quite a long time to make decision, their actions are very quick once the decision are set. The German Negotiation StyleThe industry in Germany is well developed and with high productivity. The firstclass quality of their products in the world, which they are very proud of, is mainly due to the exactness and concreteness of their industry’s technology criteria. Accordingly, they often take their own products as the criteria when making purchase from other countries. So, if you want to do business with them, your products must satisfy their requirement.Prudence and earnestness are the key characteristics of German people’s negotiation style. They attach importance to and stress the feasibility of their scheme and seldom give big concession to the others, for they firmly believe that their quotation is reasonable. Language and CommunicationMany Germans speak excellent English, whereas it is rare to find a nonGerman who speaks excellent German. The German language is difficult, so do not overlook using translator, no matter how proficient you are in German. Sometimes, through their body languages, you can guess the meanings. You must know their cultural background, it is very helpful for you to municate with them smoothly. ValuesGerman people are well worthy of the name of being efficient. Their motto is “do it right away” and they do not like the way of waffling in negotiations. They are highly responsible and efficient in their work and you will never see piles of documents on German people’s desks. German people judge whether a person is petent or not, just go to see the efficiency of his handling things.Conservatism is an outstanding feature of the business culture. Security is valued greatly in Germany. So negotiator need to feel secure in the knowledge of the task they have delegated. Decisions are made after careful, thorough and precise analysis, so that risks are minimized.Time schedules are strictly adhered by the Germans. Punctual delivery means on the day precisely. Formality is a necessary sign of respect. Business is serious business. These are the values that pervade the society and are the foundation on which German businessmen build.Germans are very pragmatic people, and they look for concrete, technical evidence of excellence and superior performance in products. Promises showcased in elaborate presentations do not carry them away. Your product or service must be proven to be superior in order for it to sell to the Germans. So, arm yourself with all the data and documentation you can get.Whenever German negotiators express their agreement orally, they will stick to their words. Ultimately, they will put their oral agreements into writings. All the provisions are quite specific. It is always better to have the assistance of a German lawyer in drafting the contract and checking that its provisions conform to your oral agreement. Be precise in your wording of the contract. The Germans will especially appreciate that. Decisionmaking ProcessThere is a big gap between the top and bottom in large German corporations. Regardless of the size of the organization, decisionmaking is centralized. As a general rule, power remains at the top. Oneperson decisionmaking is even more mon in medium and small size firms. Large organization use mittees to arrive at decisions. Germans tend to arrive at decisions rather slowly.Part five ConclusionFrom the above, we can see clearly that there are many differences in negotiation styles between eastern and western countries. We can see clearly that they have different ways of munication, values and decisionmaking process. They are all based on cultural differences. The thesis can help us to understand their cultures, and then get a perspective of their negotiation styles. Mastering different negotiation styles can build a good negotiation atmosphere, provide basis for negotiation tactics and improve the quality of the negotiation. The negotiation style plays an important role in negotiation, and it matters whether the success or failure of negotiation. Sometimes, details decide all, so negotiator must perfect every aspect around the negotiation in order to win more opportunities.If we cannot change the cultural differences, we must adapt ourselves to the environment in order to control the situation and win the contract finally.致 謝在論文的最后，我要對(duì)在我畢業(yè)論文中給予我關(guān)心和幫助的老師和同學(xué)表示感謝。感謝我的指導(dǎo)教師**老師，她認(rèn)真負(fù)責(zé)的工作態(tài)度，將是我以后工作中學(xué)習(xí)的榜樣，她在論文的整體構(gòu)架，系統(tǒng)的實(shí)現(xiàn)等方面都給予了一定的指導(dǎo)；感謝**同學(xué)，他在我連接數(shù)據(jù)庫(kù)出現(xiàn)問(wèn)題的時(shí)候，和我一起研究探討，最后終于將數(shù)據(jù)庫(kù)正常運(yùn)行，還要感謝四年來(lái)曾教過(guò)我的所有的老師們，是他們認(rèn)真的備課、嚴(yán)謹(jǐn)?shù)慕虒W(xué)，讓我在大學(xué)四年的時(shí)間里學(xué)到了在以后的工作中強(qiáng)有力的理論知識(shí)，為以后的工作奠定了良好的基礎(chǔ)。再次感謝評(píng)委老師們辛勤的評(píng)閱工作！參考文獻(xiàn)[1] 陳剛．涉外導(dǎo)游詞翻譯的特點(diǎn)及策略．北京：中國(guó)旅游出版社．[2] 導(dǎo)游詞創(chuàng)作的特點(diǎn)和要求．承德日?qǐng)?bào)．[3] 英文導(dǎo)游詞的寫(xiě)作特點(diǎn)．千英翻譯網(wǎng)．[4] 英文導(dǎo)游詞的具體特點(diǎn)．導(dǎo)游論壇．[5] 中國(guó)景點(diǎn)導(dǎo)游介紹．中國(guó)導(dǎo)游網(wǎng)．2006