英语翻译要谈判就要研究、了解谈判对手的谈判风格.由于世界各国之间历史传统、政治制度、经济状况、文化背景、风俗习惯以及价值

英语翻译
要谈判就要研究、了解谈判对手的谈判风格.由于世界各国之间历史传统、政治制度、经济状况、文化背景、风俗习惯以及价值观念存在明显差异,所以,各国谈判者在商务谈判中都会形成不同的谈判风格.一个合格的谈判者必须熟悉各国文化的差异,把握对方的价值观、思维方式、行为方式和心理特征,并能巧妙地加以利用,就会感到左右逢源,掌握谈判的主动权,在对外商务谈判中不辱使命,维护或取得己方利益.因此,了解不同国家、不同地区、不同民族的人的谈判风格,有利于我们取得预期的谈判成就.
一．与美国人谈判
美国人的谈判方式在世界上有很大影响.美国式的谈判,首先反映了美国人的性格特点.他们性格外露,能直接向对方表露出真挚、热烈的情绪；他们充满了自信,随时能与别人进行滔滔不绝的长谈；他们总是十分自信地步入谈判大厅,不断地发表见解.由于其贸易大国的地位,在谈判方案上总有一种“一揽子交易”的气概,使对手感到相形见绌,地位不能相等.由于民族的年轻,文化的混杂,语言表达也直率,爱开玩笑,有时使谈判混乱,讨价还价难以进行.有时这也是美国人在谈判中得利的一招.美国人的这些特点,很多都与他们发达的经济有关.他们有一种独立行动的传统,把实际物质利益上的成功作为获胜的标志.他们总是兴致勃勃地开始谈判,乐意以这种态度谋求经济利益.在磋商阶段,他们精力充沛,能迅速把谈判引向实质阶段.他们很善于玩弄手法,十分赞赏那些精于讨价还价、为得到经济利益而施展手法的人.他们自己就很精于使用策略去谋求利益.由于美国人具有这些特点,他们十分重视谈判的磋商.美国人对“一揽子”交易兴趣十足.他们作为卖者希望买者按照他们的要求作出一揽子说明；作为买者也要求卖者提出一揽子条件.所谓一揽子计划,是指谈判的内容不仅包括产品本身,而且也包括销售该产品的一系列办法.美国人在贸易谈判中的特点,可以归纳为以下四个方面：
（1） 热情奔放.（2）业务上兢兢业业.（3）颇有讨价还价的能力.（4）对一揽子交易感兴趣.
二、与德国人谈判
德国人与美国人的谈判方式不同.其性格倔强,缺乏灵活性,思考问题有系统性,准备工作完美无缺.德国人喜欢明确地表示成交愿望,准确地确定交易的形式,详细规定谈判中的议题,然后准备一份涉及所有议题的报价表.在谈判的过程中,他们的陈述和报价都非常清楚、明确、坚决和果断.他们不习惯于采取让步的方式.一般都认为与德国人不好谈判,但执行合同较好.由经验丰富的谈判者运用德国人的谈判人的方式,会产生强大的威力,这在报价阶段尤其明显.一旦德国人提出了报价,这个报价就不可更改,讨价还价的余地会大大地缩小.
如何和德国人打交道呢?从程序上看,最好在德国人报价之前就进行摸底,尽量多掌握一些对方的情况并做出自己的开场陈述,这样可以阐明自己的立场.但所有这些要做得迅速,因为德国人已经做好了充分的思想准备,他们会非常自然而迅速地把谈判引入磋商阶段.

To the negotiations it is necessary to study and understand the negotiation talks opponent style.As the world between countries in historical traditions,political systems,economic conditions,cultural background,customs and values are significantly different,so States negotiators in business negotiations will be the formation different negotiating style.A qualified negotiators must be familiar with their cultural differences,grasp each other's values and ways of thinking,modes of behavior and psychological characteristics,and can be used cleverly,feel both sides of the negotiating initiative,in external commercial negotiations fulfill our mission,to maintain or achieve its own interests.Therefore,the understanding of different countries,different areas,different ethnic groups of the negotiation style,and will enable us to achieve the desired success of negotiations.1.Americans negotiating with the Americans negotiated in the world,are enormous.American-style negotiations,the first to reflect the character of Americans.Their character exposed,directly to the other side of his sincere and warm feelings; They are full of confidence,and the others were ready to conduct a long river; They are very confident entering negotiations hall,continue to express views.Because of its largest position in the negotiations on the program has a "package deal" of the spirit,make opponents feel sidelined,the status will not be equal.As a young nation,the mixed culture,language expression outspoken and loved to joke and sometimes confusing negotiations.bargaining difficult.Sometimes this is the Americans in the negotiations of a profit strokes.Americans of these characteristics,many of them with the developed economies.They have a tradition of independent action,the actual material interests of success as a victory sign.They always treated to start negotiations and are willing to take this pursuit of economic interests.In the stage of negotiation,energetic and quick to put the negotiations towards the substantive phase.They are very good at manipulation,and very much appreciate those specializing in bargaining,and to get economic benefits than the practices of people.Very good at their use of strategies to pursue its interests.As Americans have these characteristics,the importance they attach to the negotiations consultations.Americans of a "package" transaction interested in full.They,as sellers hope buyers in accordance with their request package; As buyers and sellers have asked for a package.The so-called package,is the content of the talks to include not only the product itself,but also including sales of the product in a series of ways.Americans in trade negotiations characteristics that can be grouped into the following four areas :(a) passions.(2) business hard.(3) the ability to bargain fairly.(4) the package deal of interest.2,and German negotiations German negotiations with the Americans in different ways.His stubborn personality,lack of flexibility and consider issues in a systematic manner,and the preparation work is perfect.Germans like to express a clear desire transaction,and accurately identify transactions in the form of detailed negotiations on the topic,then prepare a topic involving all the quotations sheet.In the course of negotiations,their statements and quotations are very clear,explicit and resolute and determined.They are not accustomed to taking concessions.Generally considered bad German negotiations,but better implementation of the contract.Experienced negotiators German use of the negotiations,will have great power,This is particularly evident Price stage.Once German raised Price,Price will not alter the bargaining room will be greatly diminished.German and how to deal?From a procedural perspective,the best in Germany before Price conducted thoroughly,and as much as possible to gain some of the other side and make their own opening statement,this can clarify its position.But all these must be carried quickly,because the Germans have done a thorough ideological preparation,They will be very natural and rapid introduction of the negotiation stage of negotiation.