【正文】 they rely on intimidation? Stubborn, arrogant? Into brinkmanship? Is the individual petitive or cooperative? Talk with your team about what traits they observe.Every negotiating team must enter with a clear goal of what they want out of the negotiations and a strategy for obtaining it. Understand the nature of agreements in the country, the significance of gestures, and negotiating etiquette. (a). Because of the difficulties of crosscultural munication it is essential that you present your arguments in a clear and unplicated manner. Use simple language.(b). Prepare a list of potential positions the other side may take. This type of rehersal will ensure that you won’t be surprised and that you will have an alternate strategy for most possibilities.(c). Be prepared to take advantage of your position if you are the buyer or investor. Conversely, recognize the relative strength of a selling position.(d). Persuade, don’t debate. A debate will not move you closer to your goals. Persuading the other side will.(e). Allow the other side to make the first move. This way you can judge the level of the aspirations of the other side. If you open frist you may end up giving mor away than necessary.(f). Be prepared to walk away from a deal. Often, no deal is better than a bad deal. . Cultivation of crosscultural awarenessNegotiating in the international environment is a huge challenge for any negotiator. How do we cope with the cultural differences? What approach is more efficient and proper when dealing with Chinese, Americans or Germans? There are some very helpful guidelines we can apply:. Learn the other side’s cultureIt is very important to know the monest basic ponents of our counterpart’s culture. It’s a sign of respect and a way to build trust and credibility as well as advantage that can help us to choose the right strategies and tactics during the negotiation. Of course, it’s impossible to learn another culture in detail when we learn at short notice that a foreign delegation is visiting in two weeks’ time. The best we can do is to try to identify principal influences that foreign culture may have on making the deal.. Don’t stereotypeMaking assumptions can create distrust and barriers that expose both your and the other side’s needs, positions and goals. The way we view other people tends to be reserved and cautious. We usually expect people to take advantages of a situation, and during the negotiations the other side probably thinks the same way, especially when there is a lack of trust between counterparts. In stead of generalising, we should make an effort to treat everyone as individuals. Find the other side’s values and beliefs independently of values and beliefs characteristic of the culture or group being represented by your counterpart.. Find ways to bridge the culture gapApart from adopting the other side’s culture to adjust to the situation and environment, we can also try to persuade the other side to use elements of our own culture. In some situations it is also possible to use a bination of both cultures, for example, regarding joint venture businesses. Another possible solution is to adopt a third culture, which can be a strong base for personal relationships. When there is a difficulty in finding mon ground, focusing on mon professional cultures may be the initiation of business relations.. Tradeoff strategyDo you feel that someone is continually taking advantage of you? Do you seem to have to fight your corner aggressively, or ally with others, to win the resources you need? Or do you struggle to get what you want from people whose help you need, but over whom you have little direct authority? If so, you may need to brush up your winwin negotiation skills. The purpose of negotiation is to resolve situations where what you want conflicts with what someone else wants. The aim of winwin negotiation is to find a solution that is acceptable to both parties, and leaves all involved feeling that they39。ve won – in some way – once the negotiation has finished.There are different styles of negotiation, depending on circumstances. Where you do not expect to deal with people ever again and you do not need their goodwill, then it may be appropriate to play hardball, seeking to win a negotiation while the other person loses out. Many people go through this when they buy or sell a house – this is why housebuying can be such a confrontational and unpleasant experience. Similarly, where there is a great deal at stake in a negotiation, then it may be appropriate to prepare in detail and legitimate gamesmanship to gain advantage. Anyone who has been involved with large sales negotiations will be familiar with this. Neither of these approaches is usually much good for resolving disputes with people with whom you have an ongoing relationship: If one person plays hardball, then this disadvantages the other person – this may, quite fairly, lead to reprisal later. Similarly, using tricks and manipulation during a negotiation can undermine trust and damage teamwork. While a manipulative person may not get caught out if negotiation is infrequent, this is not the case when people work together routinely. Here, honesty and openness are almost always the best policies. 6. ConclusionIn conclusion, a lot of differences did exist in business negotiations. The analyses above mentioned are some of the factors. We can see from the analysis that modes of thinking including differences in decision making, different values and so on between Chinese and the westerners in the crosscultural business negotiation, and different cultures plays an vital role on the different modes of thinking. Last but not least, in order to improve the crosscultural business negotiation, some strategies have been put forward. In the end, negotiation is a sophisticated art, a great number of critical situations can be encountered when negotiating interculturally. We could