【導讀】規(guī)范，本人畢業(yè)論文(設(shè)計)內(nèi)容除特別注明和引用外，均為本人觀點，能獨立查閱文獻和從事其他調(diào)研；能正確翻譯外文資料；信息及獲取新知識的能力。設(shè)計能力論文的整體思路清晰，結(jié)構(gòu)完整、研究方案完整有序。理實驗數(shù)據(jù)；能對課題進行理論分析，得出有價值的結(jié)論。努力，遵守紀律；工作作風嚴謹務(wù)實。創(chuàng)新工作中有創(chuàng)新意識；對前人工作有改進、突破或獨特見解。指導教師用黑色筆跡填寫，不少于80字。視覺效果很好；系統(tǒng)模塊檢索功能操作方便??通過對英文導游用語四部分結(jié)構(gòu)的分析，說明導游用語在結(jié)構(gòu)上的基本特點；再次，最后，對英文導游結(jié)構(gòu)和內(nèi)容上的特點進行綜合分析總結(jié)。

　　

【正文】 otiation in the world have the unanimous agreement that Japanese are the most successful negotiators. Japanese culture teaches Japanese people to put individual desire into harmony with and submit to collective decision. Therefore, Japanese people take it as the most important to seek the harmony of human relations. And any business negotiation 四川科技職業(yè)學院 畢業(yè)設(shè)計 (論文 ) 第 9 頁 授人以漁 能力為本 held under such circumstances will be going on all right. The Japanese personality generally is selfconfident and flexible. They are diligent, thrift and cautious. Language and Communication In Japanese culture, indirect and vague expression is more acceptable than direct and specific references. They are very keen on saving face both for themselves and for the others in any situation. Japanese people never turn down any offer directly. “Ha Yi”, the meaning of which is YES in a dictionary, is the most popular word that Japanese when they are listening to the other side of the negotiation expressing their standpoints, providing their offers and even bargaining. They do not mean it when they say “Ha Yi”. What they want to express is “go on please, we are listening.” This phenomenon greatly confuses many foreigners who have got in contact with Japanese for the first time. Avoid direct munication on money issues, leave this to the gobetween or lower position staff. Try not to praise your products or services directly, let your literature or gobetween do that. Traditionally, it was considered disrespectful and dangerous to look into another person?s eyes. Even today, the majority of Japanese avoid the embarrassing direct eye contact with negotiators on the other side. They feel not fortable with too much direct eye contact from the other side. Thus Chinese negotiators may think that something must be wrong, because the Japanese won?t look at them in the eye, as we take this as an ordinary source of information about the other person?s feelings. Values The Japanese are more family and group oriented than of individualism. Group leadership is regarded more than individual initiative. Saving face and achieving harmony are more important factors in business dealings for the Japanese than achieving higher sales and profits. Japanese people pay so much attention to 四川科技職業(yè)學院 畢業(yè)設(shè)計 (論文 ) 第 10 頁 授人以漁 能力為本 establishing the good human relations in doing business that many experts of negotiation think that friendship and trust are very important to advance good cooperation with them. Sending gifts is the most popular phenomenon of Japanese society. It is a way of showing courtesy, the ardor of entertaining guests and expressing regard, and an intention to establish profound friendship. The value of gifts given to the Japanese should be equal to their positions and there should be a difference between the gifts president and vice president. Otherwise, the former would have a feeling of being insulted and the latter would feel embarrassed. The patience that the Japanese shows in negotiation is well known in the world. The Japanese patience does not mean slowness, but careful decision, adequate preparation, thorough consideration and stepbystep negotiation. For obtaining an ideal transaction, they can wait for two or three months with no plain at all, as long as they can reach their set goal and a better oute. Time is not the first thing for them. Japanese?s patience in business negotiations has something to do with their attention to establishing trustworthy personal relationship, which they think takes time to examine. They are not used to the way the occidental people handle business with no attention to human feelings. Decisionmaking Process In 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 四川科技職業(yè)學院 畢業(yè)設(shè)計 (論文 ) 第 11 頁 授人以漁 能力為本 quite a long time to make decision, their actions are very quick once the decision are set. The German Negotiation Style The 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 Communication Many 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, th