II. the characteristics and styles of buyers in the Americas (North America, South America)
1. North America
The characteristics and coping styles of American buyers are mainly as follows. First, pay attention to efficiency, cherish time, the pursuit of realistic interests, pay attention to publicity and appearance image. American negotiators value efficiency and are quick to do so. Because the American economy is developed, the life, the work rhythm is extremely fast, has formed the American to abide by the time, respects the progress and the negotiation time habit. In the eyes of the American people, time is money. If we don't use their time properly, they will steal their dollars. Americans believe that successful negotiators are people who can skillfully express everything in the simplest and most persuasive language, so that American negotiators are often short on their own terms of negotiation. In the negotiations, they attach great importance to efficiency, shorten the negotiation time, and strive to make every negotiation a quick fix. If the negotiations break through their deadlines, the negotiations are likely to break down. It is not too long for Americans to negotiate unless they have special needs. Because most American companies have to report their profits to the board on a monthly or quarterly basis, if the negotiations take too long, they will lose their appeal to Americans. So as long as the price is basically appropriate, you can consider seizing the opportunity. At the same time, the American legal consciousness is deep-rooted, once the dispute and dispute, the most common way is to appeal to the court, because there is little possibility of good negotiation. The contract clauses proposed by American negotiators are mostly decided by the company's legal counsel, the board of directors, and the negotiators generally have no right to modify the terms of the contract, so the terms of the contract are not generally easy to give in.
Americans are accustomed to discussing the terms of the contract until the terms are fully negotiated. Second negotiating style outward forthright, self-confidence set some self-confidence. American negotiators have an innate confidence and superiority, they always hold the idea that there is no world in the United States, business with you is to save you, very confident to step into the negotiating venue, and constantly express their views and put forward their own rights and interests, often do not care about each other and appear aggressive, and the language is straightforward, Like to joke.
This kind of frankness exposes, is good at direct to the other side to show sincere emotion also easy to infect others, should make full use of this, and with the corresponding attitude to encourage, in order to create a good negotiation atmosphere, create success opportunity. Third, the specific business, and colleagues will be very cautious, pay attention to publicity and the appearance of the image. The American businessman attaches importance to the quality of goods and the packaging of goods. The appearance design and packaging of commodities not only embody the consumption level and cultural state of a country, but also are the important factors that stimulate consumers ' desire to purchase and improve their consumption quality.
Not only do Americans spare no effort to pursue intrinsic quality and packaging, but also high demand for foreign goods they buy. Four with the United States buyers to negotiate or quote is to pay special attention to the whole, should be overall, offer a package of proposals, consider the overall. Because Americans like to engage in a "package deal" of overall balance in their negotiating plans. The so-called "package", mainly refers to the U.S. businessmen in the negotiation of a project, not in isolation to talk about their production or sales, but the project from the design, development, production, sales to price, and so on to negotiate, and finally reached a comprehensive plan. The negotiators of American culture training pay more attention to the overall situation, and they are good at overall planning. Although they speak the truth, they are more inclined to start from the whole situation when weighing the pros and cons. Therefore, the U.S. negotiators like the total after the first, set the general conditions, and then talk about the specific conditions, all aspects of consideration. Therefore, our suppliers need to pay attention to provide a package, do not separate, the price contains content and in the production, delivery process to consider the issues, can be said, so that Americans will think you want to be very thoughtful and careful, can be a strong promotion of the order reached.
2. South America
South America consists of 13 countries.
South America buyers characteristics and coping styles are mainly as follows. (1) Stubborn, America, idle pleasure heavy feelings. Latin American industry is very low, entrepreneurial sense of enterprise is also low. Working hours are generally short and lax. Due to the climate, it is very late in the morning and must take a nap after lunch. At noon, the time of rest is usually from 12 to 3 o'clock in the afternoon noon, the bank will not open until 12 noon, and the 3 o'clock in the afternoon is closed. People often become less responsible because they are more laid-back. In business activities, the failure to observe the payment date is a frequent occurrence, while the financial value of time is also lack of sensitivity. When negotiating with South American businessmen, they often listen to them and say, "Do it Tomorrow", but it is still the same sentence by tomorrow. South America's lower education level, able to manage the business of managers, not many people, the South American vacation is also a lot of, in the negotiations, often met to negotiate a sudden take a leave, talks to pause until he returned to his leave to continue. As a result of this local situation, the emotional composition of the negotiations, once each other become confidant, they will be priority, will take care of customer requirements, negotiations can be carried out smoothly. Therefore, in South America, the talk of corruption is to be able to be considerate, callous and not suitable for the local atmosphere of negotiations. But in recent years there has been a rapid increase in business-educated South Americans in the United States, so the business environment is gradually improving.
(2) Lack of international trade knowledge. Businessmen engaged in international trade, there are also the concept of payment of letters of credit is very weak people, and even oh businessmen want to pay the same as domestic transactions by cheque, some people do not understand the practice of formal transactions in international trade. South American Home, in addition to Brazil, Argentina, Colombia, the import license is very strict censorship, so if the product has not been confirmed prior to the approval, do not start to organize production, so as not to get into a dilemma. Buying dollars in South American trade is the main currency, and the dollar's black market is a common phenomenon in South American countries (regions).
(3) Political instability, domestic financial policy is volatile, so and South American businessmen to do business with L/C, should be particularly cautious, in advance to a lot of time to visit the confidence of local banks, at the same time using the "localization strategy, pay attention to the role of Chamber of Commerce."
Third, if the Middle East, Asia, Oceania buyers
1. The Middle East
The characteristics and coping styles of buyers in the Middle East are mainly as follows.
(1) Have family concept, re-Lutheran friendship, stubborn and conservative, slow pace. In the Arab countries, credibility is the most important, business people must first win their goodwill and trust, and the premise of winning their trust is that they must respect their religious beliefs, respect for "Allah Allah." The Arabs are slow to negotiate, they don't like to talk about business on the phone, and in a sense, an Arab negotiator is just part of a negotiation with them, because they often take a long time to make a final decision. If foreign businessmen visit the Arabs before seeking a partner, the first chance is likely not only to get the results they expect, but also to be confused by their talkative, sometimes even a second or a third time without touching on a substantive topic. In this case, be calm and patient. In general, when the Arabs look at a proposal, they will confirm whether it is practicable and, if practicable, arrange for the meeting to be chaired by the experts. If at this time you appear very impatient, keep urging, often make haste makes waste. Because an idle Arab will probably squeeze you out of his schedule once he feels you've squeezed him into a busy schedule. In addition, the Arabs have a "prayer" of faith, often from time to time suddenly kneel down to pray to the heavens, murmuring, you should not be too surprised or incomprehensible.
(2) More body language in negotiation, like bargaining. The Arabs are very fond of bargaining. No matter the size of the store can be bargained. The list price is only the seller's "offer". What is more, do not bargain for people who buy things, but not bargain after nothing to buy people are more respected by the buyer, the Arab people's logic is: the former underestimate him, the latter respect him. What is often happening in the market is that a stall seller will take seriously and deal with the person who bargained with him, even if the business is no more than a shrug, a hand to show powerless. Therefore, in order to adapt to the Arab bargaining habit, foreign investors should establish a sense of the price must be, where the other party to put forward the terms of the bargain, it is necessary to prepare a bargaining scheme. Smart bargaining to have wisdom, not only to find the right reasons, convincing, in the form as much as possible to do the grand bargain. As a supplier, no matter how you quote, the Arabs will haggle, because the price is their main purpose, so we in the first offer, may wish to raise some of the price, leaving some of the other side bargaining space, otherwise reported low there will be no price reduction space.
(3) Pay attention to the Arab negotiation habits and religious beliefs. In business dealings, they are accustomed to using "IBM" here "IBM" is not referring to IBM, but refers to Arabic, respectively, in the first, B, M, the beginning of three words. I refers to "because of Xiali", both "God's will", B refers to "Pokula", both "Talk Tomorrow", M refers to "Marxism-Leninism", both "Don't mind." They often use these words as weapons, to protect themselves against each other's attack. For example, the two sides have a contract, and then the situation changed, Arab businessmen want to cancel the contract, it will be justified to say: "This is the will of God." And when the situation is good for each other in the negotiations, they shrug their shoulders and say, "Let's Talk Tomorrow," until tomorrow it's time to start again. When foreign businessmen fret about the Arabs ' actions or other unpleasant things, they pat the foreign shoulder and say, "Don't mind." So, to do business with the Arabs, remember their "IBM" approach, with each other's leisurely pace, slowly advancing is the best policy.
