2. The Asian

The characteristics and coping styles of Japanese buyers are mainly as follows.

(1) , introverted cautious, pay attention to etiquette and interpersonal relationships, self-confidence and patience. Japanese people are very polite etiquette, they often in trade activities in the habit of giving gifts. They think that the ceremony is not expensive, but to have characteristics, there is a commemorative significance, and the different people sent to the grade of the gift to a distinction, in order to show the high and noble. Japanese businessmen pay attention to the first according to the object does not peer different bows, and hands hand on their own business card, and then take each other's business card, in a careful look after a smile nod, two eyes head to each other, said on a "See you very happy" kind of polite. In this regard, foreign businessmen need to understand and follow, otherwise it will be regarded as Japanese businessmen do not know the rules, impolite. The Japanese are very face-telling, they don't want to say "no" to anything. They think that outright refusal can embarrass, even annoy, the other person is a great deal of rudeness. Therefore, in the course of negotiations, they have reservations about the other party's proposal, and rarely directly refute it, usually in a roundabout way to state their views. Similarly, when negotiating with Japanese businessmen, try to be as peaceful and tactful as possible, and never jump to an ultimatum. The Japanese are very concerned about establishing harmonious interpersonal relationships in trade negotiations. In this way, often in the business negotiation process, a considerable part of time and energy is spent in interpersonal relationships. If you have ever had intercourse with a Japanese businessman, you should try your best to recall the relationship and friendship between the two sides before the negotiation, which will be good for the negotiations to be carried out later. Japanese businessmen disapprove of and are not accustomed to direct, pure business activities. If someone wants to come straight to the negotiation of business issues rather than engage in interpersonal relationships, they will be hit by a wall of speed and not reach. Some people think that participation in the Japanese trade negotiations is tantamount to participating in a cultural exchange activities. The Japanese have a reputation for not heavy contracts. If you are successful in building a trusting relationship with them, you can almost easily sign a contract. For the Japanese, the negotiation of big deals can sometimes be prolonged, often in order to build a relationship of trust, rather than to set the rules to prevent problems. Of course, once the contract is concluded, they pay more attention to the performance of the contract, and the efficiency of performance is high.

(2) , the team spirit outstanding, prepares fully, the plan is strong, pays attention to the long-term interest. Because of the scarcity of resources in Japan, and many earthquakes, the Japanese people's sense of hardship, team consciousness is very strong, has a high degree of professionalism and in Japanese enterprises, to "self" for evil deeds, "heavy collective" as a virtue. So the Japanese businessman's team spirit or the team consciousness in the world listing is the leading. A single Japanese is often less likely to excel in thinking, ability, innovation, or mental quality than people in other countries. However, once the Japanese become a group, the strength of the group will be very strong. Japan has a lot of family history enterprises, they make individuals, families and enterprises closely linked, so that individuals have a strong sense of dependence on the collective, sense of belonging and loyalty, so that within the enterprise organization has a high degree of unity and coordination. In Japanese enterprises, decisions are often not made arbitrarily by the highest leaders, and when they are in the company, they have to have a say in the business, where all the people have the right to speak. Top business leaders usually send someone to focus on the decisions they need, concentrate on the views, and then make a decision. To adapt to this, the Japanese business negotiation delegation is composed of people who have worked together, with each other adapt to each other, has a good cooperative relationship, strong team orientation. The role of the negotiating team is clear, but everyone has a certain right to speak, the implementation of the negotiation of a common responsibility system. In the process of negotiations will often encounter such a situation: the Japanese negotiators were not prepared to live without consultation, they rarely made a clear statement on the spot, the final decision, but to wait and colleagues have consulted before the position. Therefore, the process of dealing with Japanese companies, with the leadership of the middle class and other members with the right to participate in decision-making, and foster good relations, often facilitate the commencement of trade negotiations. The collective idea makes the Japanese less appreciative of individualism and egoism, they tend to go to negotiations, and colleagues want to be able to participate in the group, and the number of the two sides is roughly equal. If the other person does not do this, they will doubt their ability, representativeness and interpersonal relationships in the company, and even think that the other side did not put them in the eye, is a great disrespect.

  (3), patience and perseverance, and sometimes ambiguous attitude, the negotiations in the "wheel tactics" and "Silence Broken Ice" method. Japanese businessmen are polite and patient in the negotiations, and in fact they are very humble and stubborn, and in the negotiations will appear to be courteous and respectful to the elders or someone stronger than their own people full of admiration. In foreign countries, they abide by the country's understanding and habits, the negotiations are often in the negotiation of joking and laughing, which reflects the "polite online, slowly negotiate" attitude, will also make the other side gradually relax their vigilance, to facilitate their bargain. Many occasions, the Japanese negotiators in the negotiations will also appear ambiguous, tactfully tactful, even if agree with each other's point of view, also not directly when the show, often give people the impression of ambiguity Zlenko. Colleagues in the negotiation of "wheel tactics" and "Silence Broken Ice" method. "Wheel tactics" refers to the large number of Japanese representatives who participate and negotiate each time. Accusation in the negotiations, making the other party under pressure, "silence broken ice" means that sometimes the Japanese side in the negotiations do not prevail, will be tight-lipped, silence is gold, no matter how the other side, Japan is not to speak, so half a day down, Will let the negotiation atmosphere is very solidified and suppressed, opponents at this time the heart price defense will often loose. After the negotiations in the afternoon, once a slight concession on the price, the Japanese side immediately give back, seize the opportunity to bargain, and finally put down the price. Therefore, we must provide vigilance, and make full preparations in advance regardless of whether the other side is quiet or urgent wind of the attack, must remain calm, not disorderly. If the plan is inconsistent with the facts, you can also use tactic to quickly develop new solutions, deploy new positions and then fight again, and we must learn to be more patient.

The characteristics and coping styles of Korean buyers are mainly as follows. Korean buyers of the characteristics and coping styles are: Good negotiation, well-organized, logical, and pay attention to the creation of the atmosphere. Korean people also pay attention to etiquette, in the negotiation, the idea is very clear, and understanding and reaction ability is very strong, especially good at manufacturing negotiations atmosphere, its general stern, solemn attitude and even some dignified, so in this negotiation atmosphere, our suppliers should pay attention to prepare adequately, adjust mentality,

Don't be overwhelmed by the other person.

India and Pakistan. Both countries belong to important countries in South Asia, India has a lot of research on China, and has published a book-How to do business with the Chinese people, they think Chinese businessmen like to deposit, as long as the deposit, Chinese businessmen are willing to make the order, and the best solution for Chinese businessmen is self concession ... It is very familiar to Chinese businessman's character characteristic. Colleagues India and Pakistan buyers good grasp of trade details, such as goods in the shipment, their buyers can control the import of goods to deal with the right. So we should be fully aware of each other's credibility when dealing with Indian and Pakistani businessmen, and be cautious when determining trade terms and payment methods.

  Australia. They have a very strong sense of time, they are very good at dating, and they have the habit of punctual appointments. Its businessmen generally pay attention to efficiency, calm and quiet, public and private trenchant, in addition, due to more import barriers, Australian buyers began the order is generally not too large, colleagues on the quality of the product requirements are more stringent.

Africa. African buyers two levels of serious differentiation, rich especially rich, poor and poor; the procurement of less, more miscellaneous, but the goods will be more urgent, most of the use of t/t, cash payment method, do not like to use L/C. Market demand for high-end consumer goods is less, the demand for low-end consumer goods is larger. One thing to note: Despite the fact that there are many African fraudsters in the trade arena, many big African buyers are often privileged in the region, not only rich but also powerful. We should try to understand and analyze each other's information and reputation, and talk so that we can judge for ourselves. For good buyers, try to keep them as much as possible, especially those with privileged buyers. Overseas Chinese buyers. Its characteristics are decisive, good grasp of opportunities, like bargaining, with the spirit of adventure, and finally remind everyone, the need to make clear that the Chinese people do not equate to China, business or should be regarded as foreign buyers.