I. The characteristics of Nordic buyers and the way to deal with

  The Nordic countries mainly include Denmark, Finland, Iceland, Norway and Sweden, and the Nordic countries have stable political situation and high living standards. Because of its good religious belief, national status and historical culture, the Nordic people formed a kind-hearted, simple, courteous, amiable, step-by-step, calm and cool personality characteristics. In business, the Nordic people have the following salient features.

  1. Attaches great importance to product quality, certification, environmental protection, energy saving and so on, pay more attention to the price than the concern of the heart of the price of sadness, often once the quotation within the scope will agree.

  2. Low-key character characteristics determine that they are not good at communication and speech, not good at bargaining, like the argument, pragmatic and efficient, frank style of negotiation, do not hide their views, good at proposing a variety of constructive solutions, the pursuit of a harmonious atmosphere.

  3. Do not like to use L/C in the payment, more inclined to t/t and d/p, because they think their credibility and business ethics high.

  So when negotiating with Nordic businessmen, the following points need to be noted:

  (1).Ensure the quality of products, provide environmental protection, energy-saving products and packaging, provide the corresponding certification, Nordic people have a strong market purchasing power, in the negotiations, for high-grade, high-quality, fashionable consumer goods, they will show great interest.

  (2). We need to consider how to cooperate with the cautious attitude and seriousness of the negotiations. First, a frank attitude from the Nordic negotiators.

  This can make the two sides of the negotiations emotional integration, exchange smooth, forming a reverberation of the atmosphere of trust to promote negotiations.

  (3). Nordic people tend to be more conservative in their efforts to protect what they now have.

As a result, they are more focused in the negotiations on how to make concessions to keep the contract, do not like the endless bargaining, they want the other company in the market is excellent, and hope that the other side of the proposal is the best advice they can get.

  II. Characteristics and coping methods of buyers in Western Europe

  1.Germany

  German buyers are also very distinctive.

  (1) Rigorous, conservative, thoughtful thinking. Before the negotiations to do a full and thoughtful preparation, not only to know the issue of negotiations, product quality and price, and the other company's operations, credit situation will be detailed and careful study and comparison. Therefore, to do business with the Germans, be sure to prepare well before the negotiations in order to answer detailed questions about your company and products. At the same time should ensure product quality problems.

  (2) The pursuit of quality and use of doctrine, pay attention to efficiency, focus on details. The German demand for products is very high, so our suppliers must provide quality products.

  At the same time in the negotiations on the table to behave decisively, do not drag, in the delivery of the entire process must pay attention to the details, at any time to track the situation of goods and timely feedback to the buyer.

  (3) Abide by the contract, advocating the contract. The Germans known as the "contract of the People" title, they are involved in the contract of any provisions are very careful, serious scrutiny of all details, once the signing of the contract will be strictly adhered to, in accordance with the terms of the contract meticulous implementation, no matter what happens will not easily break.

  So do business with the Germans, also must learn to abide by the contract, if the supplier signed a contract, and then appear to change the delivery time, payment period and other provisions of the situation, it is a big disrespect to the Germans, which is likely to be you and the German businessman's last deal.

  2. The United Kingdom The birthplace of British-style world capitalism is also the first country to carry out the industrial revolution. The characteristics of British buyers and their corresponding methods are mainly as follows.

  (1) calm and stable, self-confidence and introverted, pay attention to etiquette, advocating a gentlemanly manner. British businessmen generally behave elegantly, observe social ethics, courteous spirit, while they are also very concerned about each other's self-cultivation and demeanor, if you can show good upbringing and grace in the negotiations, will soon win their respect for the success of the negotiations to lay a good foundation

  The British gentleman's manners often make their negotiators are subject to the self-image, if we put pressure on the hard arguments and unreasonable arguments in the negotiation, it will induce the British negotiators to give up their unreasonable position because of fear of losing face and thus obtain good negotiation effect.

  (2) Like the step-by-step, special emphasis on trial orders and orders gradually. So Chinese suppliers should pay special attention to the quality of trial orders or sample sheets when doing business with the British because it is a prerequisite for the British to inspect the suppliers.

  If the trial order or sample list can well meet the requirements of the British buyers, they will gradually give suppliers more opportunities for larger orders, conversely, if the first written examination can not meet their requirements, the British generally do not want to continue to cooperate.

  (3) Pay attention to the nature of British buyers. Britain is a multi-ethnic country, many big British buyers do not live in cities, because some British businessmen with a long history, such as footwear, leather, etc., may live in some estates, villages, or even castles, so their addresses are generally like "Chesterfield", " Shffield "And so on" field "as the suffix of the place. So it is important to note that the British businessman living in the country is likely to be a big buyer.

  3. France

  (1) French buyers generally pay more attention to their own national culture and national language, so when conducting business negotiations, they are often accustomed to ask each other to speak French as the language of negotiation. So to do business with the French for a long time, it is better to learn some French, or to choose a good French interpreter during the negotiation. French businessmen are mostly outgoing and talkative. They like to talk about news stories in the process of negotiations in order to create a relaxed atmosphere. Learn more about French culture, film literature, art photography and other aspects of knowledge, very conducive to mutual communication and communication.

  (2) The French are naturally romantic, pay attention to leisure and have a weak sense of time. They are often late or unilaterally changing their time in business or social intercourse, and always find a lot of high-sounding reasons. There is also an informal custom in the delivery of a formal occasion, the higher the object and object status of the more late. Therefore, to do business with them, we must learn to endure. But the French often do not forgive others for being late, and for those who are late, they will have a cold reception. So if you're asking for them, don't be late.

  (3) The negotiation attaches importance to the terms of the contract, the idea of flexible and efficient, pay attention to rely on personal strength to reach a deal. French businessmen in the negotiation of flexible ideas, a variety of methods, in order to facilitate the transaction, they often use administrative, diplomatic and other means to intervene in negotiations, as well as the individual has a greater authority, in the conduct of business negotiations, more than one person to undertake and responsible for decision-making, very few organisms decision-making, negotiation efficiency.

  (4) French businessmen on the quality of goods strict requirements, the conditions are more stringent, at the same time they also attach great importance to the beauty of goods, packaging exquisite. The French think of the world leader in French-style goods, and Paris's fashion and perfume are typical. As a result, they are very fastidious in their dress. In their view, clothing can represent a person's self-cultivation and identity. So in the negotiations, sedate, elegant dress will bring good results.

  4. Belgium, the Netherlands, Luxembourg and other countries

  Buyers are usually very sedate and have a strong plan. Pay attention to appearance, status, understanding, programmatic, credibility, high business ethics. Luxembourg's buyers are mainly small and medium-sized enterprises, the general recovery rate is high, but not willing to take any responsibility for logistics, usually with Hong Kong suppliers more business. Coping style: Chinese suppliers should pay attention to the hot strike while negotiating, do not reject each other because of payment method or transportation problem.

  III. Characteristics and coping methods of buyers in southern Europe

  The countries of southern Europe mainly include Italy, Spain, Portugal, Greece, Yugoslavia and other countries in the Balkans.

  1. Italy Italians have a weak sense of national identity, they are not accustomed to mentioning the name of the country, but are willing to mention their hometown. Italians have a high cultural quality, with both the German and the French talkers. The characteristics and coping styles of Italian buyers are mainly as follows.

  (1) Good at socializing and mood changing. Italian people speak with more gestures, rich expression of change, easy emotional, often for a lot of small things and loudly quarrel, not to give. Italians are less rigid than Germans, some more enthusiastic than the British, but in the contract negotiations, make decisions will not emotional impulse, generally unwilling to hasty stance, more cautious. At the same time pay more attention to the price of products, intransigence in terms of prices, like the use of proxy methods.

  (2) Pay attention to saving and advocating fashion. Italians have a habit of saving. Unwilling to spend more to pursue high quality, they also pursue fashionable, well-dressed, unrestrained and comfortable. Their offices are generally well equipped, relatively modern, and they are also very concerned about the comforts of life. When negotiating with them, dress fashion, make a good impression on them.

  (3) Italians and foreign businessmen are less enthusiastic about trading, and they are more willing to deal with domestic enterprises. Due to historical and traditional reasons, Italians do not pay much attention to the outside world and do not actively understand foreign ideas and international practice. They rely on domestic enterprises, that domestic enterprises to produce products generally high quality, and domestic enterprises and their common. So be patient with the Italians and convince them that your product is more affordable than the products they produce domestically. It should also be noted that commercial activities in Italy must take full account of political considerations and the political background of the other party in order to prevent economic losses from political changes.

  2. Spain

  Spanish buyers are usually cheerful, not easily mistaken, more brokers, fewer orders.

  3. Portugal

  Portuguese buyers are generally easy-going and self-centered; they tend to be agricultural, handicraft, and manufacturers less.

   4. Greece

  Greek buyers are honest but inefficient, and do not pursue fashion like wasting time. (The Greeks have a belief that rich people have time to waste.) So they prefer to bask in the sun in the Aegean, and do not want to be busy outside to make money.

  IV Characteristics and coping methods of buyers in Israel, Russia and Eastern Europe

  Eastern European countries include: Russia, Poland, Romania, Bulgaria and the former CIS countries. Russian businessmen generally appear worried, lack of self-confidence, like talking about large amounts of contracts, the terms of the transaction requirements harsh, lack of flexibility. At the same time, the Russian bureaucracy is more serious, doing things like procrastination, like to enrich the "gray trade." In this context, negotiators from Eastern European countries appear to be undisciplined, humble and lacking in self-confidence. In the negotiations they appear to be anxious, pay attention to the real benefits, although taking into account the historical relationship, but the interests of the real grasp. So buyers in Russia and Eastern Europe should pay attention to tracking and follow up buyers, strike the hot, avoid each other fickle; to the Russians to "localize" the strategy.