英美商务谈判风格及注意事项(英文版)
英语商务谈判技巧
英语商务谈判技巧I "会听'要尽量激励对方多说，向对方说："yes'，"please go on'，并提问题请对方回答，使对方多谈他们的状况。
II 巧提问题用开放式的问题来了解进口商的必须求，使进口商自由畅谈。
"can you tell me more about your campany?'"what do you think of our proposal?'对外商的回答，把重点和关键问题记下来以备后用。
进口商经常会问："can not you do better than that?' 对此不要让步，而应反问："what is meant by better?'或"better than what?'使进口商说明他们究竟在哪些方面不满意。
进口商："your competitor is offering better terms.'III 使用条件问句用更具试探性的条件问句进一步了解对方的具体状况，以修改我们的发盘。
典型的条件问句有"whatif'，和"ifthen'这两个句型。
2如何高效地学习商务英语提升英语语言能力当然是重中之重。
如何提升语言能力,这个是学英语的同学碰到的首要问题。
关于商务英语来说,听说尤为重要。
一些日常商务交流的场景要熟悉,常用的单词词组也要记住。
最好在校期间,可以和同学组成小组学习商务场景对话。
出来社会工作了你就知道,英语口语不过关的话,在面试第一轮就被刷掉了。
现实的状况是,很多同学考试可以得高分,英语笔译能力也不错,就是开口交流不流利,或者是纯粹的哑巴英语。
拓展知识面,通过学习和施行了解商务流程。
在校同学主要靠学校老师提供模拟场景的机会以及自己在假期找到实习的机会。
学商务英语的同学,一定要找到机会实习,理论和施行往往有一段距离。
2018年英语商务谈判技巧【精品】-推荐word版 (4页)
本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==英语商务谈判技巧【精品】在我们进行商务谈判之前，有必要去学习掌握一些技巧。
以下是小编搜集整理的英语商务谈判技巧，欢迎阅读，供大家参考和借鉴!1.商务谈判前的准备商务谈判前的准备也是商务谈判技巧的一部分，她往往会起到令人意想不到的效果)谈判前，要对对方的情况作充分的调查了解，分析他们的强弱项，分析哪些问题是可以谈的，哪些问题是没有商量余地的;还要分析对于对方来说，什么问题是重要的，以及这笔生意对对方重要到什么程度等等。
同时也要分析我们的情况。
假设我们将与一位大公司的采购经理谈判，首先我们就应自问以下问题:一要谈的主要问题是什么?一有哪些敏感的问题不要去碰?一应该先谈什么?一我们了解对方哪些问题?一自从最后一笔生意，对方又发生了哪些变化?一如果谈的是续订单，以前与对方做生意有哪些经验教训要记住?一与我们竞争这份订单的企业有哪些强项?一我们能否改进我们的工作?一对方可能会反对哪些问题，一在哪些方面我们可让步?我们希望对方作哪些工作?一对方会有哪些需求?他们的谈判战略会是怎样的?回答这些问题后，我们应该列出一份问题单，要问的问题都要事先想好，否则谈判的效果就会大打折扣。
2.提问技巧提问技巧非常重要，通过提问我们不仅能获得平时无法获得的信息，而且还能证实我们以往的判断。
出口商应用开放式的问题(即答复不是“是”或“不是”，而是需要特别解释的问题)来了解进口商的需求，因为这类问题可以使进口商自由畅谈他们的需求。
例如:“Can you tell me more about your company?”“What do you think of our proposal.?”对外商的回答，我们要把重点和关键问题记下来以备后用。
发盘后，进口商常常会问:“Cannot you do better than that?”对此发问，我们不要让步，而应反问:“What is meant by better?”或“Better than what'?”这些问题可使进口商说明他们究竟在哪些方面不满意。
商务英语negotiation
商务英语negotiation一、引言商务英语是在商业活动中使用的英语，它包括商业交流、商务谈判、商务信函、商业演讲等方面的内容。
而商务谈判是商务英语的重要组成部分，它在商业交易中起着举足轻重的作用。
本文将探讨商务英语谈判的一般原则、技巧和注意事项。
二、商务英语谈判的一般原则1. 诚信原则谈判双方应该本着诚实、守信的原则进行谈判，不以欺骗、误导对方为手段。
2. 合作原则在谈判过程中，双方应该本着合作、共赢的原则进行谈判，而不是采取零和博弈的态度。
3. 相互尊重原则在谈判中，双方应该相互尊重，不应该对对方进行人身攻击或侮辱。
4. 互惠原则在商务英语谈判中，双方应该本着互惠互利的原则进行谈判，而不是单方面追求自己的利益。
5. 灵活原则在商务英语谈判中，双方应该本着灵活应变的原则进行谈判，根据实际情况做出相应调整。
6. 求同存异原则在谈判中，双方应该注重求同存异，找到双方共同的利益点，同时尊重对方的差异。
三、商务英语谈判的技巧1. 语言表达技巧在商务英语谈判中，双方应该注意语言的表达技巧，用词准确、表达清晰，避免产生歧义。
2. 逻辑思维技巧在商务英语谈判中，双方应该善于运用逻辑思维，寻找问题的根源，找出解决问题的方法。
3. 沟通技巧在商务英语谈判中，双方应该善于沟通，倾听对方的意见，及时反馈自己的想法，避免双方产生误解。
4. 调控情绪技巧在商务英语谈判中，双方应该注意调控情绪，避免因情绪强烈而导致谈判破裂。
5. 听取建议技巧在商务英语谈判中，双方应该善于听取对方的建议，做出有效回应，寻找双方都能接受的方案。
6. 技术谈判技巧在商务英语谈判中，双方应该善于运用技术手段，比如数据分析、市场调研等，为谈判提供有力支持。
四、商务英语谈判的注意事项1. 准备充分在进入商务英语谈判前，双方都应该对谈判的内容、目标作出充分准备，以应对各种可能的情况。
2. 注意谈判场地商务英语谈判应该选择一个合适的场地，保证谈判的顺利进行。
商务英语谈判技巧
商务英语谈判技巧谈判中有时仅靠以理服人，以情动人是不够的，毕竟双方最关心的是切身利益，断然拒绝会激怒对方，甚至交易终止。
商务英语谈判技巧有哪些?下面店铺整理了商务英语谈判技巧，供你阅读参考。
商务英语谈判技巧：谈判对话Dialogue 1A: Is there any way you can cut us a better deal on your wholesale price for this order?B: We did the best that we could to give you a low price. Did you get our latest estimate?A: Based on the estimate you gave us, by the time we figure in transportation and other expenses, our profit is shot. With the offer you’ve given us, we’re making next to nothing. Can’t you do any better?B: I’ve already given you a discount of 20% off of what we normally charge… if I go any lower, we’ll have loss on the project.I really want to work with you on this, but we’ve already gone as low as we could go.A: To be honest… Our budgeted cost can’t exceed more than $150 dollars per unit. That’s our bottom line. If you can meet that price, you will get a deal. Otherwise…B: I’ll say that… I’ll go over the numbers again with our fina ncial team and see what I can do. I can’t give you any guarantees, but I’ll try.Dialogue 2A: You’ve got the email with all the specifications for the project from us, we’ll be accepting bids until noon on Tuesday, if you have any questions in the meantim e, please let me know…B: Actually, I do have a question. We’d like to know whatyou had in mind for a budget on this project. We’re hoping to put together a really competitive bid, but at the same time, we’d like to hit your target price too.A: I understand, but unfortunately it is our policy not to disclose our bottom line. You can be assured that price is a weighty consideration when we review the proposals, but we also take other elements into consideration, including design and practicality. We also give weight to the reputation of the submitting company.B: Do you have any price range? Is there any way you can give me some ideas of which direction to go, or how high is too high?A: We are just looking for a reasonable price according to the specificat ions in our project blueprint. That’s all I can say.安格英语老师认为学会迂回是谈判中非常重要的一项技能，而选择何时亮出自己的底线也需要大家在职场中多年的实践和学习才能够灵活地掌握。
英文版谈判策略及欧美谈判风格.doc
Design Your Negotiation Strategies for Businessmen from theAmericas and EuropeI.：IntroductionAccording to Robert Maddox, author of SUCCESSFUL NEGOTIATION, negotiation is the process we use to satisfy our needs when someone else controls what we want, is a basic human activity as well as a process people undertake every day to manage their relationship, is a fact of life. People negotiate something at work, at home, or as a consumer everyday even when they don’t think of themselves as doing so. Negotiation is a conflict-solving process, so negotiation strategies are necessary. In different situation , need different strategies. International business negotiations cover various levels of negotiators from multi-nations andmulti-nationalities. Due to different cultural background and customs there exist evident differences of values and negotiation styles among people all over the world. Therefore a business negotiator should have some business conventions of different countries. Different cultures solve problems in different ways. You must ask yourself what you expectations are when you enter a negotiation setting. The expectation of different cultures, even within an organization, can be very different. Those expectations relate directly to their view of what the problem is and what the values are surrounding the problem and the options for solving it.So in this paper, focus will be laid upon what negotiation strategies is, what the major negotiation styles are in the Americas and in Europe, and what differences are between in the Americas and in Europe.II：what I have learned from this courseThis term, we have learned the ENGLISH FOR INTERNATIONAL BUSINESS-------NEGOTIATION & COMMUNICATION. At first, I don’t know anything about business negotiation, but now something are change and different. We have learned Part1 - ABC to business negotiation & communication, Part3-Practical business negotiation, and Part 4 – Intercultural business negotiation & communication in this term. Through learning 3 part, I already know that what is communication and negotiation, what are the principles and strategies of negotiation & communication, what is the intercultural business negotiation and so on. In class, we always have opportunities to practice our new knowledge ,as to me ,I think it is a better way to study well, which enhance our business English ability to some extent, after that ,I know what is it and how to use it. In the future we may use it’s theories into our daily life to help and change us. All in all, It’s very useful in English major.III：The brief introduction to negotiation strategies.What is negotiation strategies?Negotiation strategies is a kind of psychological judo. Strategies are crucial tobusiness negotiation. They are acting guidelines and policies of the whole negotiation process and are subject to modification with the progress the negotiation. Since different organizations work in different ways, and each has a characteristic style of negotiation, negotiators need training and experience before they can successfully handle the differen t styles of other parties. No single style of negotiation “wins”. It is the more skilled negotiator who will prevail.A: Choosing suitable style and modes.As strategies are closely related to negotiation styles, each negotiating team and each negotiator should choose a style that will best serve their goal. Negotiators and teams must be flexible, able to change styles as easily as they change locations.B: Strategies of pre-strategies of presentation.In the bidding presentation of the negotiation process, there are three guidelines to the way in which a bid should be put firmly , clearly, seriously, and without reservation or hesitations.C: Strategies of responsiveness.At this stage first party should fully aware that he has put a bid, and he has apr efect right to know what the other party is prepared to offer in return. It’s quite necessary to do some research work of studying the other side before responding to the bid. In responding to bids by the other party there is a need to distinguish between clarification and justification. On this basis, he or she must have idea how to satisfy the other party in gaining their interests and at the same time have to figure out what are the interests that really belongs to them and what are the things they expect to get. D：Offensive and defensive strategies.Offensive strategies are designed to take the initiative while defensive strategies are the counter to offensive ones, and they are the springboards from which a counter-offensive can be launched.E: Strategies of making concession.Making concessions is one of the most popular strategies used in the bargaining process to keep the negotiation on going. Making concessions however has a lot to do with many other factors. Every concession is very closely connected to a part y’s own interests. Although it depends mainly on the negotiator’s flexible usage of the strategies of making concessions, it also is constrained by some basic principals.F: Towards settlement.When the parties become aware that a settlement is approaching, they should make final offer.IV：The major negotiation style in the Americas and in Europe .1: Definition for negotiation style➢Negotiation style is the demeanor which acting in the negotiation occasion and process.➢Negotiation style is the negotiato rs’ Reflection of the culture➢Negotiation style has itself’ s Unique which is different from the style of different countries and areas.➢Negotiation style goes through repeated practice and conclusions which isgenerally accepted by its country and the businessmen..2: The Function of N Style➢Great harmonious atmosphere➢Provide basis for N strategies➢Improve the N levelPeople from different counties have different values, different attitudes and different experience. These different nations of value yield different understandings of the culture-negotiation link. researches and observations by most scholars indicate fairly clearly that negotiation practices differ from culture to culture and that culture can influence “negotiating style”—the way person from different cultures conduct themselves in negotiating sessions.3: The major negotiation style in the Americas3-1: American style3-1-1: Establish the negotiation relationshipThe American style is characterized first by personalities which are usually outgoing, and quickly convey sincerity. Personalities are confident and positive and talkative. They usually ignore establishing personal relation prior negotiation. In their minds, good business relation brings about good personal relation, not vice versa.3-1-2: Process of decisionsAmerican’s process of decisions is top to down. Their high individualism is manifested through their decision making process--- individual has the right to make decision. Personal responsibility is stressed.3-1-3: Value of timeAmericans are very direct, openly disagree and think punctuality is mandatory. Their try to demand the same from counterparts. They tend to make concessions throughout the negotiations , setting one issue, then proceeding to the next. They are particularly high in bargaining phases of negotiation, make decisions based upon the bottom line and on cold, hard facts. Thus the final agreement is a sequence of several smaller concessions.3-1-4: The ways of negotiationsThe Americans style of negotiation is possibility the most influential in the world. Openly disagree and use aggressive persuasive tactics such as threats and warnings. Prefer speedy negotiations and get annoyed with too much socializing or postponement.3-2: Canadian style3-1-1: Establish the negotiation relationshipCanada is a Immigrant country ,has many races. Canadians are opening , and liking to live a comfortable life, emphasizing the free, and focusing on profit.3-2-2: Process of decisionsCanadian sates have their own society lives, economical activities, and development on Science and technology. Their have powerful decision right .3-2-3: Value of timeIf you want to visit the businessmen ,you should ask the Secretary for help, appointing a date in advance, and meeting them on time .3-2-4: The ways of negotiationsCanadian like to take the relative things about Skiing, skating, ice sculpture and ice hockey. All activities should not be arranged on 13th, because they taboo this day. What’s more, they like blue, so you can g ive them valuable flowers and blue-packing present when you are invited. They don’t like to bargaining on the price, and don’t do less profits and more sales business.3-2-5: Attitude to contractThe French speaking businessmen make a sign after the main terms are agreed, but they always change the less important terms after making a sign. While English speaking businessmen are not.4: The major negotiation style in Europe .4-1: British style4-1-1: Establish the negotiation relationship.British people are not used to showing off in public and keep a distance with others. They will not confuse personal relation, so business affairs go first. They also attach great importance to protocol and ceremony, before negotiation exchange or greeting and courtesy may sometimes last for a couple of hours.4-1-2:Process of decisions.British’s process of decisions is top to down. Personal responsibility is stressed. They take more attention on their counterparts’ identification ,experience, and ability.4-1-3: Value of time.Britain is a an orderly society ,punctuality is mandatory. Englishmen always arrange appointments in advance and present an agenda as early in the process as possible.4-1-4: The ways of negotiations.British negotiators’ style is clam, balanced, confident, cautious and not flexible. They tend to keep silent in the beginning in business talks, they are reserved rather than expressive or demonstrative in the way they communicate and start the bargaining at a point only slightly distant from the projected goal.4-1-5: Attitude to contract.British business moves at a deliberate pace. They take more attention on the details in contract. They keep the promise. But they don’t care about the date of delivery.4-2: French style4-2-1: Establish the negotiation relationship process of decisionsFrench people consider the friendship as important in doing business, so they will not place large order before trustful and friendly relationship is established.4-2-2: process of decisionsFrench people’s high individualism is manifested through their decision making process--- individual has the right to make decision. Personal responsibility is stressed.4-2-3: Value of timeFrench people are very strict to others on the time, while to themselves are not.Usu ally in French . August is holiday month ,so don’t arrange appointment in this month4-2-4: The ways of negotiationsFrench negotiators are reputed to have three main characteristics in international dealing: a great deal of firmness, an insistence on using French as language for negotiation, and a decidedly lateral style in negotiating. That is ,they prefer to make an outline agreement, then an agreement in principle, and then headings of agreement repeatedly covert the whole breadth of a deal.4-2-5:Attutide to contractAll contracts must be completely in French, and commonly used foreign words cannot be substituted. They keep a promise, and focus on terms of quality and date of delivery.V: Design my negotiation strategies.International business negotiations take place across national boundaries,which means understanding the different cultural environments among nations and considering cultural differences in all respects of business are very import to the operation of international business negotiations.Case in:One of Latin American company, Brazil, go to America to import sets of equipment, but they late for the meeting, because of going shopping. The members of German are so angry that they spend much time to blame Brazil company. The members of Brazil have apology to them, but in the negotiating . the German representatives are so arrogant that they force Brazil to sign the contract without bargaining. The Brazil representatives think it every unreasonable. As a result, they break the business relationship.As we know that the Germen negotiation style that the Germen are confident and striving to excel , they are very direct, openly disagree and think punctuality is mandatory. Their try to demand the same from counterparts. They show their trustless and dislike to the later without any hiding. As to contract , they do their homework very well before negotiations, make poor conversation partners as they see no points in small talk. The Latin American Negotiation style is that the Latin American are insist that relationships are equal ,friendly, and win-win. Respecting their culture is very important. People in Latin American consider relationship a very important element in doing business. They don’t cherish the time. Just as a banker said：They will pay while you never know when. The process speed is very slow because they have long-time holidays and short-time workdays. Thus negotiation is done within networks, relationships are emphasized, and open ruptures are avoided. The Latin America n people don’t take more attention on contract. What’s worse, their don’t give any concessions. There is no doubt that the relationship of Germen and Latin American is brokenUpon this case ,we can gain some negotiations strategies. As to Germen, we should meet them at anytime on time, make a good preparation for negotiations, do the negotiating process efficiently and carefully, what’s more, we should also keepour promises conformity with the contract. While as to Latin American , we should respect them and their culture that is very important. If a good relationship is established between the two sides, they will not hesitate to help their counter counterparts. After we consigned the contract, we should urge them to do something.International business negotiations take place across national boundaries, which means understanding the different cultural environments among nations and considering cultural differences in all respects of business are very import to the operation of international business negotiations.。
商务英语谈判 negotiation Principles.-sl
3) Search for mutual gains
• ﹡Shared interests exist in every negotiation;
they are opportunities, not godsends;
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4) Find ways to help make the other party’s decision easy
outbursts.
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• 3) Strive for better communication. • ﹡Be an active listener and acknowledge
what is being said.
• ﹡ Speak to be understood. • ﹡Avoid being judgmental or debating the
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3. Invent options for mutual gains The brainstorming of options prior to decision-making
is a critical piece for the success of the collaborative negotiation process. The ability to invent options is one of the most useful assets a negotiator can have. 1) Separate the act of inventing options from the act of judging them 2) Develop as many options as possible before choosing one 3) Search for mutual gains 4) Find ways to help make the other party’s decision easy
美国商务谈判
Sticking out their tongue to people 冲着别人伸舌头
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பைடு நூலகம்输入内容
Sticking index finger to others 食指指向别人
with your index finger across the throat before. 用食指横在喉咙之前 输入内容
2、pay attention to interest
The main performance of pay attention to interest 美国人注重利益的表现： When Americans do businesses，Often to obtain economic benefits as the main objective，More consideration is given to the practical interests of business Rather than a businessman's personal. 美国人做生意时，往往以获取经济利益作为主 要目标，更多的考虑的是生意所能带来的实际 利益。
2、Greetings寒暄方式 meeting manner is simple，usually shaking hands or smile is enough.见面礼义简单，通 常握手或者微笑即可 3 、 ceremonial costume 服饰礼仪 Clean is good，formal suit is better， 干净整洁，最好穿西装
4
can you guess the film?
经典谈判场景： /boke/page/k/0/4/k01481a9dz4.html
商务英语商务谈判技巧
商务英语商务谈判技巧商务英语商务谈判技巧进出口商要想成功就得掌握谈判技巧。
下面是应届毕业生小编收集整理好的商务英语商务谈判技巧 ,我们一起来看看吧!商务英语商务谈判技巧(一)多听少说缺乏经验的谈判者的最大弱点是不能耐心地听对方发言，他们认为自己的任务就是谈自己的情况，说自己想说的话和反驳对方的反对意见。
因此，在谈判中，他们总在心里想下面该说的话，不注意听对方发言，许多宝贵信息就这样失去了。
他们错误地认为优秀的谈判员是因为说得多才掌握了谈判的主动。
其实成功的谈判员在谈判时把50%以上的时间用来听。
他们边听、边想、边分析，并不断向对方提出问题，以确保自己完全正确的理解对方。
他们仔细听对方说的每一句话，而不仅是他们认为重要的，或想听的话，因此而获得大量宝贵信息，增加了谈判的筹码。
有效地倾听可以使我们了解进口商的需求，找到解决问题的新办法，修改我们的发盘或还盘。
“谈”是任务，而“听”则是一种能力，甚至可以说是一种天份。
“会听”是任何一个成功的谈判员都必须具备的条件。
在谈判中，我们要尽量鼓励对方多说，我们要向对方说：“Yes”，“Please go on”，并提问题请对方回答，使对方多谈他们的情况，以达到尽量了解对方的目的。
巧提问题谈判的第二个重要技巧是巧提问题。
通过提问我们不仅能获得平时无法得到的信息，而且还能证实我们以往的判断。
出口商应用开放式的问题(即答复不是“是”或“不是”，需要特别解释的问题)来了解进口商的需求，因为这类问题可以使进口商自由畅谈他们的需求。
例如：“Can you tell me more about your campany?”“What do you think of ourproposal?”对外商的回答，我们要把重点和关键问题记下来以备后用。
发盘后，进口商常常会问：“Can not you do better than that?”对此发问，我们不要让步，而应反问：“What is meant by better?”或“Better thanwhat?”这些问题可使进口商说明他们究竟在哪些方面不满意。
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Several points for you to pay attention to according to the negotiation style
• In negotiations with the Americans, it should be noted that Americans want to know everything about each other, and they also want the counterparts to know their intentions. For their full interest of "package", when they are as the buyer, they hope the seller negotiators meet their requirements in accordance with their "package" description; when as the seller, they want the buyer propose "package" condition. Here the word "package" includes not only the product itself, but also a series of ways to market the product, corporate image of credibility, strength and quality of public relations status.
The ways of negotiations
• British negotiators’ style is clam, balanced, confident, cautious and not flexible. They tend to keep silent in the beginning in business talks.They are reserved rather than expressive or demonstrative in the way they communicate and start the bargaining at a point only slightly distant from the projected goal.
Attentions
↘Do not try to establish personal relationship with them at the beginning. ↘Arrange the negotiation in advance and not be late for the meeting. ↘Pay attention to your appearance and behaviors.↘Do not wear a striped tie. ↘Talking about the private matter of the British Royal Family isn't a good idea.
The ways of negotiation
• The Americans style of negotiation is probably the most influential in the world. They disagree something openly and directly, and use aggressive and persuasive tactics such as threats and warnings. They prefer speedy negotiations and get annoyed with too much socializing or postponement
Process of making decisions
• American’s process of making decisions is top to down. Their high individualism is manifested through their decision making process--- individual has the right to make decision. Personal responsibility is stressed.
• Avoid being lack of efficiency Americans' strong sense of time, make it possible for the negotiation to be effective. So you'd better cooperate with them punctually and improve you efficiency of work. • Do not hope for cooperation through the reducing of the price. Americans are good at bargaining but they hold that the price need not be reduced if the goods are in good quality. • Do not despise the function of the lawyer and the contract American's law is complex and its carry out follow strict rules. Americans attach importance to the lawyer and the contract. So you'd better choose a lawer who are familiar with the American law if you negotiate with Americans.
Attitude to contract
• British business moves at a deliberate pace. They take more attention on the details in contract. They keep the promise. But they don’t care about the date of delivery.
Value of time
• Americans are very direct and open, and they think punctuality is mandatory. They try to demand the same from counterparts. They tend to make concessions throughout the negotiations , setting one issue, then proceeding to the next. They are particularly high in bargaining phases of negotiation, and make decisions based upon the bottom line and on cold, hard facts. Thus the final agreement is a sequence of several smaller concessions.
The Negotiation Style in America and in Britain
Negotiation style
• People from different counties have different values, different attitudes and different experiences of life. Researches and observations by most scholars indicate clearly that negotiation practices differ from culture to culture and that culture can influence negotiating style––the way people from different cultures conduct themselves in negotiating sessions.
British. business negotiation.
Style. and. Attentions
Establishing the negotiation relationship.
British people are not used to showing off in public and keep a distance with others. They will not confuse personal relation, so business affairs go first. They also attach great importance to protocol and ceremony, before negotiation exchange or greeting and courtesy may sometimes last for a couple of hours.
Process of decisions
• Personal responsibility is stressed. They take more attention on their counterparts’ identification ,experience, and ability.