关于研究谈判对手的商务英语对话:俄罗斯人的谈判风格是在谈判时特别重视谈判项目中的技术内容和索赔条款。
美国人的谈判风格是沟通比较直接、白信心强、喜欢摆事实、提问题。
德国人的谈判风格是逻辑性强、严谨，一旦提出报价往往不可更改。德国企业讲究赚取“合理利润”。
法国人的谈判风格是热情奔放、坚持使用法语、偏爱一揽子式。

日本人的谈判风格是时间观念强，讲究团队协作精神，看重人际关系，敬业精神强烈。
John: So happy for your attendance to our meeting. One major question will be discussed. What are the negotiation strategies of American Oil Company?
Vivian: I have acquired some reference materials about their negotiation style and strategies through Internet and other ways. Some comparison has been made based on their previous negotiations. I discover there is a fixed pattern for them while negotiating.
John: Oh, what is it? Vivian: Every time, there must be the three fixed people. Mr. Zhong is the main other two are engineers. They have different division of labor.

John :Who is the decider among them?
Vivian : Mr. Zhong is the soul of the team. He is good at fast battle to overwhelm opponents with imposing manner. Every time his attitude is hawkish. It seems that he can control the whole course of negotiation. The others are in charge of goods inspection and quotation.
约翰:很高兴大家来参加这次会议。今天将讨论一个重要问题。美国石油公司的谈判策略是什么?
薇薇安:我之前通过网络和其他途径，收集了一些有关他们谈判风格和策略的资料。对比他们以前几次的谈判纪录，我发现他们在谈判上还是有固定模式可循的。
约翰:哦，什么规律?
薇薇安:他们每次都是固定的三个人出席谈判。钟先生负责主要的谈判工作，另外两个是工程师，每个人的分工各不相同。

约翰:他们中，谁是决策者?
薇薇安:钟先生是团队的主心骨，他擅长用速度战压倒对方的气势。每次谈判他的态度都很强硬，好像他能控制整个谈判，其他两位则负责检验商品及报价。