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<title><![CDATA[西华国际——美洲公司李涛职业博客]]></title>
<link rel="alternate" type="text/html" href="http://xhult.blog.bokee.net"/>
<modified>2007-12-28T23-15-54 CST</modified>
<tagline type="text/html" mode="escaped"><![CDATA[视野的广度决定事业的宽度，思维的深度决定事业的高度！]]></tagline>
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<copyright>Copyright (c) 2005,  xhult</copyright>


<entry>
<title>SWOT分析方法</title>
<link rel="alternate" type="text/html" href="http://www.bokee.net/blogmodule/weblogcomment_viewEntry/1308115.html"/>
<issued>2007-12-28T23-06-03 CST</issued> 
<created>2007-12-28T23-06-03 CST</created>
<modified>2007-12-28T23-06-03Z</modified>
<id>tag:xhult.blogchina.com,2005://1308115</id>
<author>
<name>xhult</name>
<url>http://www.bokee.net/blogmodule/weblogcomment_index/xhult.html</url>
</author>
<dc:subject>Default Cloumn</dc:subject>
<content type="text/html" mode="escaped" xml:lang="zh_CN" xml:base="http://www.bokee.net"> 
<![CDATA[<p class="MsoNormal" style="MARGIN: 9pt 0cm 12pt; WORD-BREAK: break-all; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-pagination: widow-orphan" align="left"><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">SWOT</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">是一种风险分析方法：</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt"> <br />-S</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">是</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">Strength <br />-W</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">是</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">Weak <br />-O</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">是</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">Opportunity <br />-T</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">是</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">Threaten <br /></span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">该分析方法就是通过实力、弱点、机会、威胁分析，保证从</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">SWOT</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">的每一个方面进行检查，从而扩大考虑风险范围。</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt"> <br /></span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">不仅仅适用于风险分析，还可以用在其他项目分析上。</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt"> <br />SWOT</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">分析法是竞争分析常用的方法之一。运用</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">SWOT</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">法进行选择分析，就是将与你密切相关的各种主要内部优势因素</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">(Strengths)</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">、弱点因素</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">(Weaknesses)</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">、机会因素</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">(Opportunities)</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">和威胁因素</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">(Threats)</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">，通过调查罗列出来，并依照一定的次序按矩阵形式排列起来，然后运用系统分析的思想，把各种因素相互匹配起来加以分析，从中得出一系列相应的结论</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">(</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">如对策等</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">)</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">。</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt"> <br /></span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">这种研究方法，最早是由美国旧金山大学的管理学教授在</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">20</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">世纪</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">80</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">年代初提出来的。在此之前，早在</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">60</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">年代，就有人提出过</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">SWOT</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">分析中涉及到的内部优势和弱点、外部机会和威胁这些变化因素，但只是孤立地对它们加以分析，而</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt">SWOT</span></strong><strong style="mso-bidi-font-weight: normal"><span style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">法用系统的思想将这些似乎独立的因素相互匹配起来进行综合分析。运用这种方法，有利于人们对组织所处情景进行全面、系统、准确地研究，有助于人们制定发展战略和计划，以及与之相应的发展计划或对策。</span></strong><strong style="mso-bidi-font-weight: normal"><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: blue; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; mso-font-kerning: 0pt"><o:p></o:p></span></strong></p>
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</entry>

<entry>
<title>短期国际资本流动对国际直接投资的影响</title>
<link rel="alternate" type="text/html" href="http://www.bokee.net/blogmodule/weblogcomment_viewEntry/1292256.html"/>
<issued>2007-12-24T12-04-06 CST</issued> 
<created>2007-12-24T12-04-06 CST</created>
<modified>2007-12-24T12-04-05Z</modified>
<id>tag:xhult.blogchina.com,2005://1292256</id>
<author>
<name>xhult</name>
<url>http://www.bokee.net/blogmodule/weblogcomment_index/xhult.html</url>
</author>
<dc:subject>Default Cloumn</dc:subject>
<content type="text/html" mode="escaped" xml:lang="zh_CN" xml:base="http://www.bokee.net"> 
<![CDATA[<p class="MsoNormal"><span lang="EN-US" style="font-size: 9pt; display: none;"><o:p>&nbsp;</o:p></span></p>
<p class="MsoNormal"><span lang="EN-US" style="font-size: 9pt; display: none;"><o:p>&nbsp;</o:p></span></p>
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            <p class="MsoNormal"><span style="font-family: 宋体;">　</span><span lang="EN-US"><span style="">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span class="f14b1"><span style="font-family: 宋体; color: rgb(21, 55, 116); letter-spacing: 0pt;">短期国际资本流动对国际直接投资的影响</span></span><span lang="EN-US"><span style="">&nbsp; </span></span></p>
            <p class="MsoNormal"><span style="font-family: 宋体;">　国际直接投资是指一国（或地区）的居民和实体与在另一国的企业建立长期关系，具有长期利益，并对之进行控制的投资。二战后，国际直接投资得到了前所未有的大发展，在世界经济中的地位不断上升，成为各国参与国际经济竞争的重要形式。但是，</span><span lang="EN-US">20</span><span style="font-family: 宋体;">世纪</span><span lang="EN-US">90</span><span style="font-family: 宋体;">年代短期国际资本的迅速膨胀和投机活动，对世界经济发展产生了重大影响，也对国际投资关系造成了巨大的冲击。</span></p>
            <p class="MsoNormal"><strong><span style="font-family: 宋体;">　　一、短期国际资本投机冲击对国际直接投资环境的影响</span></strong></p>
            <p class="MsoNormal"><span style="font-family: 宋体;">　　</span><span lang="EN-US">1.</span><span style="font-family: 宋体;">从汇率变动看，短期国际资本投机冲击引起汇率的大幅波动和贬值，对国际直接投资产生影响。国际直接投资需要支付款项和转移资本，即需要外汇。虽然原则上投资的双方可自由商定在他们的投资中使用何种货币，但许多国家法律规定，债务必须通过本国货币的转移来清偿。因此，汇率是联系各国经济的重要纽带，成为影响国际直接投资的重要因素之一。汇率的变化会引起各国金融资产和实物资产价值的波动，这种波动一方面导致企业在国内外融资成本的变化以及国际直接投资比较利益的变化；另一方面也会引起企业财富储量的短期变化，使国际直接投资能力发生变化。汇率的多变性是现行国际浮动汇率制的主要特征。汇率的变化对于国际直接投资者而言是一个不可预测与不可控制的因素。汇率的不确定性给国际投资带来较大的风险。本币贬值幅度越大，所导致的不利后果越严重，因此，人们通常把由汇率泡沫破灭所引发的汇率的大幅度下跌称为货币危机。在开放型经济的发展中国家和地区，货币危机往往是重大金融危机的核心环节。</span><span lang="EN-US">1992</span><span style="font-family: 宋体;">年的欧洲汇率危机是一次典型的货币危机，</span><span lang="EN-US">1994-1995</span><span style="font-family: 宋体;">年的墨西哥金融危机以货币危机为主，亚洲金融危机则以泰国的货币危机为开端，其他国家或地区的金融危机也因货币贬值而深化。在开放型经济的发展中国家和地区，货币危机容易引发大规模金融危机的原因在于这些国家和地区因经济稳定性差（巨额财政赤字、高通胀率和经济增长波动大）而较难保持货币价值稳定。因此，发展中国家与地区的</span><span lang="EN-US">&ldquo;</span><span style="font-family: 宋体;">软</span><span lang="EN-US">&rdquo;</span><span style="font-family: 宋体;">货币与发达国家</span><span lang="EN-US">&ldquo;</span><span style="font-family: 宋体;">硬</span><span lang="EN-US">&rdquo;</span><span style="font-family: 宋体;">货币间汇率经常波动。但是，这些国家与地区却不能放任本币与全球性</span><span lang="EN-US">&ldquo;</span><span style="font-family: 宋体;">硬</span><span lang="EN-US">&rdquo;</span><span style="font-family: 宋体;">货币间汇率的经常波动。因为，稳定的汇率是国际经济往来的重要保障。为此，往往由政府出面来实现汇率的稳定，实质上，就是政府向微观经济主体提供一种公共设施，把汇率风险集中起来由政府承担，以保障国际经济往来的低成本和高效率。因此，发展中国家和地区对于汇率控制较严，多实行固定汇率制度或有管理的浮动汇率制度。名义汇率因此长期保持稳定，但发展中国家与地区通胀率通常高于发达国家，经济增长中也有较多的泡沫，汇率中含有较多的泡沫成分，即本币汇率经常被高估。一旦政府放弃维护汇率稳定的承诺而让本币贬值或转向浮动汇率制，本来由政府承担的汇率风险突然</span><span lang="EN-US">&ldquo;</span><span style="font-family: 宋体;">下放</span><span lang="EN-US">&rdquo;</span><span style="font-family: 宋体;">给微观经济主体，至少会在短期内造成经济混乱，使那些相信政府会维持稳定汇率的承诺因而较多地暴露于汇率风险之中的微观经济主体遭到最惨重的实质性损失。</span></p>
            <p class="MsoNormal"><span style="font-family: 宋体;">　　</span><span lang="EN-US">2.</span><span style="font-family: 宋体;">从社会稳定层面看，短期国际资本的投机冲击引起政局不稳、社会动荡，恶化了投资环境，打击了投资者信心，造成严重资金外流。</span><span lang="EN-US">1997</span><span style="font-family: 宋体;">年亚洲爆发金融危机，东南亚各国货币普遍贬值了</span><span lang="EN-US">10</span><span style="font-family: 宋体;">％</span><span lang="EN-US">-40</span><span style="font-family: 宋体;">％，居民财富大幅缩水，许多人一生的积蓄大部分已经荡然无存，自然造成了社会剧烈地动荡，各国出现了不同程度的政治危机。动荡不安的政局，严重影响了投资者的投资信心。据估计，自金融危机爆发至</span><span lang="EN-US">1998</span><span style="font-family: 宋体;">年</span><span lang="EN-US">5</span><span style="font-family: 宋体;">月，约有</span><span lang="EN-US">1150</span><span style="font-family: 宋体;">亿美元从韩国、泰国、菲律宾、印度尼西亚和马来西亚流出，而在发生金融危机之前，每年大约有</span><span lang="EN-US">1000</span><span style="font-family: 宋体;">亿美元流入亚洲地区。资金外流造成的资金短缺严重影响了亚洲国家经济的恢复。</span></p>
            <p class="MsoNormal"><strong><span style="font-family: 宋体;">　　二、短期国际资本对国际直接投资流向的影响</span></strong></p>
            <p class="MsoNormal"><span style="font-family: 宋体;">　　从短期来看，国际游资投机冲击造成的金融危机对发展中国家吸引外资产生了严重的负面影响。进入</span><span lang="EN-US">90</span><span style="font-family: 宋体;">年代，大多数发展中国家都将借助外资发展本国经济作为经济发展战略，国际直接投资日益成为许多发展中国家获取国际资本的主要方式。外国直接投资占发展中国家资本总流量的比例已由</span><span lang="EN-US">1991</span><span style="font-family: 宋体;">年的</span><span lang="EN-US">28</span><span style="font-family: 宋体;">％增至</span><span lang="EN-US">1998</span><span style="font-family: 宋体;">年的</span><span lang="EN-US">56</span><span style="font-family: 宋体;">％。发展中国家外国直接投资总量占全球的比重也呈增长趋势，</span><span lang="EN-US">1995</span><span style="font-family: 宋体;">年为</span><span lang="EN-US">32.3</span><span style="font-family: 宋体;">％，</span><span lang="EN-US">1996</span><span style="font-family: 宋体;">年达到</span><span lang="EN-US">37.7</span><span style="font-family: 宋体;">％，</span><span lang="EN-US">1997</span><span style="font-family: 宋体;">年为</span><span lang="EN-US">37.2</span><span style="font-family: 宋体;">％。但由于亚洲金融危机，发展中国家吸收外商投资增长缓慢，在国际直接投资中的地位从</span><span lang="EN-US">1997</span><span style="font-family: 宋体;">年之后有所下降。</span><span lang="EN-US">1998</span><span style="font-family: 宋体;">年吸收外国直接投资</span><span lang="EN-US">1790</span><span style="font-family: 宋体;">亿美元，占全球份额减少为</span><span lang="EN-US">25.8</span><span style="font-family: 宋体;">％，这是</span><span lang="EN-US">13</span><span style="font-family: 宋体;">年来出现的首次下降，主要是由于流向亚洲发展中国家和地区的外资减少（</span><span lang="EN-US">1998</span><span style="font-family: 宋体;">年为</span><span lang="EN-US">850</span><span style="font-family: 宋体;">亿美元，</span><span lang="EN-US">1997</span><span style="font-family: 宋体;">年为</span><span lang="EN-US">960</span><span style="font-family: 宋体;">亿美元）；</span><span lang="EN-US">1999</span><span style="font-family: 宋体;">年发展中国家吸收外国直接投资</span><span lang="EN-US">2080</span><span style="font-family: 宋体;">亿美元，占全球比重进一步降低到</span><span lang="EN-US">24</span><span style="font-family: 宋体;">％。而发达国家吸收了绝大部分新增跨国投资。</span><span lang="EN-US">1996</span><span style="font-family: 宋体;">年起发达国家历年吸收外商投资占当年跨国投资的比重分别为</span><span lang="EN-US">60</span><span style="font-family: 宋体;">％、</span><span lang="EN-US">59</span><span style="font-family: 宋体;">％和</span><span lang="EN-US">74</span><span style="font-family: 宋体;">％。</span><span lang="EN-US">1998</span><span style="font-family: 宋体;">年增加的</span><span lang="EN-US">1920</span><span style="font-family: 宋体;">亿美元中，几乎全部为发达国家所吸纳；</span><span lang="EN-US">1999</span><span style="font-family: 宋体;">年发达国家吸收外资总额达</span><span lang="EN-US">6365</span><span style="font-family: 宋体;">亿美元，占全球的</span><span lang="EN-US">3/4</span><span style="font-family: 宋体;">，当年新增加的</span><span lang="EN-US">2050</span><span style="font-family: 宋体;">亿美元，发达国家吸纳了</span><span lang="EN-US">76</span><span style="font-family: 宋体;">％。这种情况表明国际直接投资取向发生了深刻变化，发达国家在国际直接投资中占有绝对主体地位，而发展中国家则有被</span><span lang="EN-US">&ldquo;</span><span style="font-family: 宋体;">边缘化</span><span lang="EN-US">&rdquo;</span><span style="font-family: 宋体;">的趋势。但从长期来看，发展中国家吸引外资的下降状况并非没有尽头，从金融危机中吸取教训的东亚国家和地区，正在加快产业结构的调整，更加重视直接投资的作用，经历过调整的东亚恢复经济的快速增长仍将可期，从而为外国直接投资带来的机会仍将是巨大的。</span></p>
            <p class="MsoNormal"><strong><span style="font-family: 宋体;">　　三、短期国际资本投机冲击对区域经济一体化的推动</span></strong></p>
            <p class="MsoNormal"><span style="font-family: 宋体;">　　区域经济一体化是冷战结束后世界经济变化的一大重要特征。它一般以相互间实现自由贸易为起点，逐步向经济一体化方向发展。它要求其成员在关税、资本和人员流动，乃至在一些国内外政策方面对国家主权作出一定的让渡和分享，以推动区域经济的发展。区域经济一体化组织在</span><span lang="EN-US">50</span><span style="font-family: 宋体;">年代、</span><span lang="EN-US">60</span><span style="font-family: 宋体;">年代先后出现在欧洲、拉美和非洲发展中国家，冷战结束后，发展成了世界各国的首要问题，经济合作的气氛大为加强，因而，区域经济一体化合作重新活跃起来，新的区域经济合作组织不断出现，区域经济合作组织之间的合作趋势也在加强。据日本贸易振兴会统计，到</span><span lang="EN-US">1996</span><span style="font-family: 宋体;">年年中，全世界已有</span><span lang="EN-US">101</span><span style="font-family: 宋体;">个区域经济圈，其中</span><span lang="EN-US">60</span><span style="font-family: 宋体;">％以上即</span><span lang="EN-US">69</span><span style="font-family: 宋体;">个是在</span><span lang="EN-US">90</span><span style="font-family: 宋体;">年代以后建立的，并且其中绝大部分是由发展中国家组织的。这些区域性经济集团充分表明，世界市场在经过经济跨越国界的激烈竞争时代以后，正在进入区域经济圈时代。位于同一地区的国家，因地理位置接近，交往方便，往往在历史上就有较密切的经济联系，而他们与其他相距遥远的国家，经济联系就相对较少。由于国家较少，交往便利，经济联系更加密切，彼此差异较少，易于找到利益的共同点，从而易于达成某种协议，建立某种一体化组织。在激烈的国际竞争中，地区国家之间也需要通过联合发挥地缘优势，增强自己的经济实力，以提高国际竞争能力。</span></p>
            <p class="MsoNormal"><span style="font-family: 宋体;">　　由于历史原因，东亚的经济金融合作远远落后于欧洲和北美。在亚洲金融危机之前，亚洲并没有实质性的金融合作。最早认为东亚国家应当联合起来，建立区域经济合作组织的是马来西亚总理马哈蒂尔，他提议建立东亚经济决策委员会（</span><span lang="EN-US">EAEC</span><span style="font-family: 宋体;">）。当时，美国政府公开反对他的这个提议。在美国的反对下，</span><span lang="EN-US">EAEC</span><span style="font-family: 宋体;">终于流产。亚洲金融危机爆发后，由于</span><span lang="EN-US">IMF</span><span style="font-family: 宋体;">的救援条件十分苛刻且效果不是很好，因此，日本提出要建立亚洲货币基金组织（</span><span lang="EN-US">AMF</span><span style="font-family: 宋体;">）来补充国际货币基金组织（</span><span lang="EN-US">IMF</span><span style="font-family: 宋体;">），当亚洲出现危机时，由亚洲货币基金组织首先进行救援。他们提议，基金组织拥有</span><span lang="EN-US">1000</span><span style="font-family: 宋体;">亿美元，其中日本出资</span><span lang="EN-US">500</span><span style="font-family: 宋体;">亿美元，中国内地和香港地区、韩国、新加坡共出资</span><span lang="EN-US">500</span><span style="font-family: 宋体;">亿美元。但是，这个提议同样遭到美国政府的反对，反对的意见主要有：与</span><span lang="EN-US">IMF</span><span style="font-family: 宋体;">的工作重复，造成一些国家的道德风险，亚洲国家应集中精力进行金融改革而不要分散精力。但实质的原因是</span><span lang="EN-US">IMF</span><span style="font-family: 宋体;">和美国怕分散自己政策的影响力。</span><span lang="EN-US">1997</span><span style="font-family: 宋体;">年亚洲金融危机是一个转折点，亚洲国家开始感到单纯依靠国际经济组织或大区域经济合作组织来抗御经济、金融危机是不够的，应当挖掘次区域经济合作的潜力，以达到联合自强的目的。东亚各国为此而采取的行动首先是在</span><span lang="EN-US">1999</span><span style="font-family: 宋体;">年</span><span lang="EN-US">11</span><span style="font-family: 宋体;">月成立了东盟</span><span lang="EN-US">10+3</span><span style="font-family: 宋体;">机制。接着于</span><span lang="EN-US">2000</span><span style="font-family: 宋体;">年</span><span lang="EN-US">5</span><span style="font-family: 宋体;">月，在亚行年会之后召开了第一次同行意见会议，讨论的主题是加强东亚的金融合作。为了促进持续的增长，与会者一致同意加强政策对话和区域合作，包括对资本流动的监管、建立自助和支持机制、促进国际金融改革。</span><span lang="EN-US">2000</span><span style="font-family: 宋体;">年</span><span lang="EN-US">5</span><span style="font-family: 宋体;">月，东盟</span><span lang="EN-US">10+3</span><span style="font-family: 宋体;">财政部长在泰国清迈达成了清迈协议。涉及金融合作的协议有：（</span><span lang="EN-US">1</span><span style="font-family: 宋体;">）充分利用东盟</span><span lang="EN-US">10+3</span><span style="font-family: 宋体;">的组织框架，加强有关资本流动的数据及信息的交换。（</span><span lang="EN-US">2</span><span style="font-family: 宋体;">）扩大东盟的货币互换协议，同时在东盟与其他三国（中国、日本和韩国）之间构筑双边货币互换交易网和债券交易网。（</span><span lang="EN-US">3</span><span style="font-family: 宋体;">）研究如何将东盟</span><span lang="EN-US">10+3</span><span style="font-family: 宋体;">各国超过</span><span lang="EN-US">7000</span><span style="font-family: 宋体;">亿美元的外汇储备用于相互之间的金融合作，以稳定亚洲区域内的货币市场。此后</span><span lang="EN-US">2001</span><span style="font-family: 宋体;">年</span><span lang="EN-US">5</span><span style="font-family: 宋体;">月，又在夏威夷举行了东盟</span><span lang="EN-US">10+3</span><span style="font-family: 宋体;">财长会议。宣告建立东盟</span><span lang="EN-US">10+3</span><span style="font-family: 宋体;">的早期预警系统，以求及早发现新兴工业化国家宏观经济、金融和公司企业的弱点，防范潜在的金融危机。</span><span lang="EN-US">2001</span><span style="font-family: 宋体;">年</span><span lang="EN-US">11</span><span style="font-family: 宋体;">月我国在第五届东盟</span><span lang="EN-US">10+3</span><span style="font-family: 宋体;">首脑会议上提出了十年内建立中国</span><span lang="EN-US">&mdash;&mdash;</span><span style="font-family: 宋体;">东盟自由贸易区的倡议，这个倡议获得东盟十国的一致同意，并将很快进入磋商和正式谈判的阶段。建立中国</span><span lang="EN-US">&mdash;&mdash;</span><span style="font-family: 宋体;">东盟自由贸易区，目标之一是促进东亚地区的金融稳定。在中方提出的五条原则中，第三条强调的就是继续推进金融领域的合作，落实清迈倡议。清迈协议表现出东亚国家携起手来共同抗御金融危机的决心，这在历史上是第一次。在此基础上，日本已经同韩国、泰国、菲律宾、马来西亚缔结了货币互换协定。中国也同泰国缔结了协定。</span><span lang="EN-US">2002</span><span style="font-family: 宋体;">年</span><span lang="EN-US">3</span><span style="font-family: 宋体;">月</span><span lang="EN-US">29</span><span style="font-family: 宋体;">日，中国又同日本缔结了在必要时向对方提供最高约合</span><span lang="EN-US">30</span><span style="font-family: 宋体;">亿美元的货币互换协议。它以日元和人民币为提供货币的对象。人们认为日元与人民币的互换虽然同在发生货币危机时用美元同本币交换的机制不同，但是外汇储备额居世界第一位的日本同外汇储备居第二位的中国之间构筑了外汇通融的安全保障体系，是一个巨大进步。它在</span><span lang="EN-US">IMF</span><span style="font-family: 宋体;">之外构筑了防范金融风险的另一条防波堤，在东亚第一线的各个国家依靠自己的内部资源，互助互利，在发生危机时可以更迅速地做出反应。可以避免在发生危机时各自为政，甚至实行竞相贬值的汇率政策。近年来东亚区域经济、金融合作又以新的势头得到有力的推动。促成这种变化的有以下几个因素：一是在亚洲经济复苏以后，对再次发生金融危机的高度警惕；二是中国经济的持续高速增长，以及中国同东亚各国、各区域经济依存性的加强。随着亚太经济形势的上述变化，亚洲国家已经越来越感到加速东亚区域经济合作的必要性和迫切性。目前，亚洲货币合作的主要目标是：防止亚洲再次遭受国际游资投机冲击而陷入金融危机。</span></p>
            <p class="MsoNormal"><span style="font-family: 宋体;">　　根据以上分析，短期国际资本投机冲击对国际直接投资，尤其是对发展中国家吸引外国直接投资在短期内将产生严重的负面影响，但从中长期来看，则影响不大，并将促进发展中国家进一步发奋图强，重新调整投资政策，改善投资环境，增强抗御短期国际资本冲击的能力，加大对国际直接投资的吸引力。</span></p>
            </td>
        </tr>
    </tbody>
</table>
</div>
<p class="MsoNormal"><span lang="EN-US"><o:p>&nbsp;</o:p></span></p>]]>
</content>
</entry>

<entry>
<title> 外商谈判风格种种</title>
<link rel="alternate" type="text/html" href="http://www.bokee.net/blogmodule/weblogcomment_viewEntry/1153318.html"/>
<issued>2007-11-06T12-22-05 CST</issued> 
<created>2007-11-06T12-22-05 CST</created>
<modified>2007-11-06T12-22-04Z</modified>
<id>tag:xhult.blogchina.com,2005://1153318</id>
<author>
<name>xhult</name>
<url>http://www.bokee.net/blogmodule/weblogcomment_index/xhult.html</url>
</author>
<dc:subject>Default Cloumn</dc:subject>
<content type="text/html" mode="escaped" xml:lang="zh_CN" xml:base="http://www.bokee.net"> 
<![CDATA[<div style="BORDER-RIGHT: #d8dfea 1pt solid; PADDING-RIGHT: 0cm; BORDER-TOP: #3b5998 1pt solid; PADDING-LEFT: 0cm; BACKGROUND: white; PADDING-BOTTOM: 0cm; MARGIN-LEFT: -18pt; BORDER-LEFT: #d8dfea 1pt solid; MARGIN-RIGHT: 0cm; PADDING-TOP: 0cm; BORDER-BOTTOM: #d8dfea 1pt solid; mso-element: para-border-div; mso-border-alt: solid #D8DFEA .5pt; mso-border-top-alt: solid #3B5998 .5pt">
<p class="MsoNormal" style="BORDER-RIGHT: medium none; PADDING-RIGHT: 0cm; BORDER-TOP: medium none; PADDING-LEFT: 0cm; BACKGROUND: white; PADDING-BOTTOM: 0cm; MARGIN: 0cm 0cm 0pt 18pt; BORDER-LEFT: medium none; WORD-BREAK: break-all; TEXT-INDENT: -18pt; PADDING-TOP: 0cm; BORDER-BOTTOM: medium none; TEXT-ALIGN: left; mso-border-alt: solid #D8DFEA .5pt; mso-border-top-alt: solid #3B5998 .5pt; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-pagination: widow-orphan; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt; mso-padding-alt: 0cm 0cm 0cm 0cm" align="left"><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: Tahoma; mso-font-kerning: 0pt"><span style="mso-list: Ignore">1.<span style="FONT: 7pt &quot;Times New Roman&quot;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;</span></span></span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt"><br /></span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt">;{2x/\%}3F:v2j</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt"><br /></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">　　1、</span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">日本：日商很注重面对面地接触洽谈，不习惯电报、电传、电话式的联系。如果中间人有一定的地位，经其介绍与日商面对面地洽谈后，效果会更好。日商很重视人际关系。在结识之初，如果用点头或轻度鞠躬致意，在日本会收到比握手更好的效果。日本人经常说的</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt">&ldquo;</span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">哈伊</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt">&rdquo;</span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">，只表示他听明白了你说的话，不表示他同意你的意见。你不要误解为他答应你什么了。在商务谈判中，日商很注意对方的感情、语气、语调等细微变化和反应，很会避开正面争执或尴尬局面，会用间接语句来表示不同意你的观点。在没有摸清对方的真实意图前，他们一般不会轻易同意签约。日本人对外贸易一般多以集体商定为准。他们习惯于搞长期可靠、面面俱到的合同条款商谈，一旦达成协议，习惯于就事论事解决问题，私下解决问题，不主张到公证机关去解决。</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt">:a'D&amp;B)@'\)P</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt"><br /></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">　2、</span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">美国：美国人喜欢边吃边谈，一般洽谈商务，最好在吃早餐时开始。同美国人谈生意，不必过多的礼节。美国人一般精力充沛、外向、热情、自信、果断，在贸易谈判中，以取得最大效益为目的。另外，美国人善于讨价还价，并能及其自然地把话题引到这个方面。美国人对包装极感兴趣。谈判时，他们很重视包装。因为在美国，包装对商品的销路十分重要。我的美国朋友就一个包装细小问题和我谈了一个半月。</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt"><br /></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">　3、</span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">英国：英国人不象美国人那样，他们对准备工作做的不是很充分，但有自己的特点：讲礼仪，友好，善于交往，并使人感到愉快。同英国人谈生意有三忌：一是不要佩带有条纹的领带，二是不要以英国皇室的私事作为话题，三是不要直称他们是英国人，要说</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt">&ldquo;</span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">大不列颠人</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt">&rdquo;</span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">，这样会使他们非常高兴。</span><span style="FONT-WEIGHT: normal; FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">中国外贸人论坛</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt">%j2I0b&quot;w0a*o ~#q</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt"><br /></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">　4、</span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">法国：法国人不喜欢你提过多的个人问题，特别是私事。谈生意时，要尽量避免上面的话题。法国人喜欢用法语作为谈判语言，喜欢先就主要交易条件达成协议，然后才谈合同条文，并在谈判中反复多次地提及交易的全部条款内容。</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt"><br /></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">外贸人论坛</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt">3i;h&amp;{*v#_5@5{0\0@</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt"><br /></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">　5、</span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">德国：德国人做事很严谨，很少和你讨价还价，一经出价，就不喜欢再还价了。他们比较缺乏灵活性，不会做出重大让步。德国人注重选择合适的谈判对象，很善于和你一起去解决问题。重视体面，注意形式。对有头衔的商人，一定要称呼他的头衔。另外，见面和告别时要和他们握手。</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt">.[8u!v!p%Z2L&amp;R+W</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt"><br /></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">　6、</span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">北欧：</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt">(</span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">芬兰，瑞典，丹麦，挪威等</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt">)</span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">北欧一些国家商人比美法商人都文静得多。谈判开始，常沉默不语，听你说完后，才提出他的问题，谈吐坦率，善于发现并抓住能达成生意的机会。看重老牌公司，如果你的公司是成立很久的，一定不要忘了告诉他们。</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt">8]4f7_'W-f%T$H9Q6m</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt"><br /></span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt">#o3f!{9`7]</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt"><br /></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">　7、</span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">加拿大：他们商人不喜欢做薄利多销的生意，不喜欢价格变来变去，喜欢长期合作。</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt">/S'w(z.U&amp;G6V.L0a&amp;P</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt"><br /></span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt">,e;d9P0s,L</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt"><br /></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">　8、</span><span style="FONT-WEIGHT: normal; FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-font-kerning: 0pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">澳大利亚：商人喜欢有决策权的人来和他们谈判，不喜欢价格变来变去，价格一旦确定，就不再讨论价格问题了。</span><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt"><o:p></o:p></span></p>
</div>]]>
</content>
</entry>

<entry>
<title>外贸谈判技巧</title>
<link rel="alternate" type="text/html" href="http://www.bokee.net/blogmodule/weblogcomment_viewEntry/1153314.html"/>
<issued>2007-11-06T12-20-07 CST</issued> 
<created>2007-11-06T12-20-07 CST</created>
<modified>2007-11-06T12-20-06Z</modified>
<id>tag:xhult.blogchina.com,2005://1153314</id>
<author>
<name>xhult</name>
<url>http://www.bokee.net/blogmodule/weblogcomment_index/xhult.html</url>
</author>
<dc:subject>Default Cloumn</dc:subject>
<content type="text/html" mode="escaped" xml:lang="zh_CN" xml:base="http://www.bokee.net"> 
<![CDATA[<span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><br /><br />&nbsp;&nbsp;&nbsp; 1、</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">谈判主题要明确，在谈判中逐步推向预定的谈判目标。</span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><br /></span><span lang="EN-US" style="FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">.com0n)V(w9I%\(y1j5}(J</span><span lang="EN-US" style="FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><br /></span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">&nbsp;&nbsp;&nbsp; 2、</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">谈判开始以贯彻我方的草案为依据。</span><span lang="EN-US" style="FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">0b&quot;k v9P*N;\;M9_$w-w&quot;P</span><span lang="EN-US" style="FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><br /></span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">　3、</span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">搞</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">清对方意图。</span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><br />&nbsp;&nbsp;&nbsp;4、</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">分析对方的条件，那些可以同意，那些不可以同意。</span><span style="FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">中国外贸人论坛</span><span lang="EN-US" style="FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">8^!Z,a,{$m2A&quot;E&quot;Q%~</span><span lang="EN-US" style="FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><br /></span><span style="FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">中国外贸人论坛</span><span lang="EN-US" style="FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">9S4P+{3g$o6F:t</span><span lang="EN-US" style="FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><br /></span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">　5、</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">注意说话方式，不要简单的用</span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">&ldquo;</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">行</span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">&rdquo;</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">或</span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">&ldquo;</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">不行</span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">&rdquo;</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">来回答对方，可以解答为什么</span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">&ldquo;</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">行</span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">&rdquo;</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">或</span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">&ldquo;</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">不行</span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">&rdquo;</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">。用专业的行话来说明，这样能起到事半功倍的效果。</span><span lang="EN-US" style="FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">1O&amp;\:] o3I*U7W/|</span><span lang="EN-US" style="FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><br /></span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">　6、</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">注意底价保密，尽量不要让对方知道；对于对方的杀价，不要用简单的</span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">&ldquo;</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">不可能：来回答，要问清楚对方说的这个价格包含什么备件，什么样的质量，什么样的标准</span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">......</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">找出对方杀价的漏洞，给予对方说明情况，这要求主谈人必须精通专业技术。有时外商也只是懂得一些皮毛。</span><span lang="EN-US" style="FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">-a8b-{!Y*\'F$u.h</span><span lang="EN-US" style="FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><br /><br style="mso-special-character: line-break" /><br style="mso-special-character: line-break" /></span>]]>
</content>
</entry>

<entry>
<title>外贸谈判面谈前的准备工作</title>
<link rel="alternate" type="text/html" href="http://www.bokee.net/blogmodule/weblogcomment_viewEntry/1153312.html"/>
<issued>2007-11-06T12-18-21 CST</issued> 
<created>2007-11-06T12-18-21 CST</created>
<modified>2007-11-06T12-18-21Z</modified>
<id>tag:xhult.blogchina.com,2005://1153312</id>
<author>
<name>xhult</name>
<url>http://www.bokee.net/blogmodule/weblogcomment_index/xhult.html</url>
</author>
<dc:subject>Default Cloumn</dc:subject>
<content type="text/html" mode="escaped" xml:lang="zh_CN" xml:base="http://www.bokee.net"> 
<![CDATA[<span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><span class="Title"><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><span style="FONT-WEIGHT: bold"><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">
<h1><br /></h1>
</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">　1、</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">客户调查。主要是弄清对方的资信情况。即客户的信誉，资金等。</span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><br /></span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">　2、</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">商品调研。主要了解客户对商品的要求、价格、运费等。</span><span lang="EN-US" style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><br /></span><span lang="EN-US" style="FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">R$r,H0H,W;i</span><span lang="EN-US" style="FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><br /></span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">　3、</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">谈判方案。</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">根据对方可能提出的和接受的条件，以及我方认定的最高可接受的条&nbsp;&nbsp; 件和最低可让步的界限，结合客户的具体情况和国际市场行情的发展趋势，制定几套谈判方案，并做好比价准备工作。</span><span style="FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">中国外贸人论坛</span><span lang="EN-US" style="FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">:c&quot;_ @#^&amp;K'n5Z2n4C</span><span lang="EN-US" style="FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><br /></span><span lang="EN-US" style="FONT-SIZE: 1pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">4e0j#?%{$B%c'd;[7p2o-G</span><span lang="EN-US" style="FONT-SIZE: 6pt; COLOR: #333333; FONT-FAMILY: Tahoma; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA"><br /></span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">　4、</span><span style="FONT-SIZE: 10pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma">谈判成员。主谈人必须是精通外贸和专业技术的人才。</span></span></span></span></span></span>]]>
</content>
</entry>

<entry>
<title>公司简介</title>
<link rel="alternate" type="text/html" href="http://www.bokee.net/blogmodule/weblogcomment_viewEntry/1153281.html"/>
<issued>2007-11-06T11-51-06 CST</issued> 
<created>2007-11-06T11-51-06 CST</created>
<modified>2007-11-06T11-51-06Z</modified>
<id>tag:xhult.blogchina.com,2005://1153281</id>
<author>
<name>xhult</name>
<url>http://www.bokee.net/blogmodule/weblogcomment_index/xhult.html</url>
</author>
<dc:subject>Default Cloumn</dc:subject>
<content type="text/html" mode="escaped" xml:lang="zh_CN" xml:base="http://www.bokee.net"> 
<![CDATA[<h2>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; 西华国际商务有限公司，位于四川省成都市高新技术开发区内（金牛区）。主要开展国际贸易、国际投资等业务。旗下有三个分公司，公司正以专家的素质和专业人的水准向客户提供多元化服务，追求精益求精。我们拥有一支专业，高效的员工队伍，员工均有从事国际贸易的经验，并有较强的商务谈判技能。公司也在进一步完善自身服务网络、信息科技和致胜团队精神。以&ldquo;思维决定成败、执行决定成败、细节决定成败&rdquo;的成败观指导工作，以&ldquo;没有不可能、工作无借口、燃烧激情！&rdquo;的企业文化训导企业每一名员工。公司服务宗旨：以人为本！以客为先！无限发展！公司发展理念：盛誉四海！一鸣惊人！</h2>]]>
</content>
</entry>

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