Foreign trade secrets: the history of the most complete collection of European buyers characteristics LED!

Due to the profound cultural and educational background, the European quality is generally high, rigorous work style, careful thinking ability, efficient work efficiency, good ability to pay...... All this laid a good image of European buyers in the global business people.

So many of China's import and export enterprises, foreign trade practitioners are very willing to deal with European businessmen. So prior to the characteristics of European buyers and purchasing habits, negotiation style are some understanding, can help you deal with communication in the negotiations freely, ease!

1, northern Europe

Nordic countries, including Denmark, Finland, Iceland, Norway and Sweden, and Chinese businessmen to deal with more of these countries. Because of its religious beliefs, ethnic status and historical and cultural, so that the Nordic people formed a good hearted, simple, modest and courteous, amiable, step by step, calm and calm character. In the business world, the Nordic people have the following notable features:

(1) attaches great importance to product quality, certification, environmental protection, energy conservation and other aspects, the degree of attention is higher than the price of concern; in the hearts of the price of the upper and lower limits, often once the offer will be agreed within this range.

(2) the character low-key determines their poor communication and conversation, not good at bargaining, love matter, pragmatic and efficient style; honest, don't hide their views, put forward at various construction scheme, the pursuit of a harmonious atmosphere.

(3) do not like to use LC in terms of payment, more inclined to TT and DP, because they believe that their credibility and high business ethics.

Therefore, in negotiations with the Nordic businessmen, the need to pay attention to the following points:

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

(2) we must consider how to cooperate with us in the negotiations. First of all, to be honest with the Nordic negotiators. This can make the feelings of the two sides of the negotiations, smooth communication, the formation of an atmosphere of mutual trust, in order to promote negotiations.

(3) Nordic businessmen are more conservative in character, and they tend to try to protect what they have now. Therefore, in their negotiations more focus on how to make concessions in order to keep the contract, at the same time not love endless bargaining, they hope that the other side is excellent in the market, hope the other proposed is that they can get the best advice.

2, Western Europe

Western European countries, including Belgium, France, Ireland, Luxemburg, Monaco, Holland, Britain, Austria, Germany, Liechtenstein and switzerland. The economy of Western Europe in Europe is relatively more developed, high standards of living, such as Britain, France, Germany, the world powers are concentrated here, one of many Western European countries and Chinese merchant business area. We look one by one:

(1) germany:

A. strict conservative, careful thinking, will make full preparations and thoughtful before the negotiations, not only know the issue of negotiation, product quality and price, and credit management, on the other side of the company will also do a detailed and careful study. Therefore, to do business with the Germans, must be fully prepared before the negotiations in order to answer questions about your company and products. At the same time to ensure the quality of the product is no problem.

B. pursue quality and pragmatism, efficiency, attention to detail. The Germans are very high requirements for products, so we must pay attention to the supplier to provide quality products at the same time, pay attention to decisively at the negotiating table, don't always slow, in the whole process of delivery must pay attention to details, to keep track of the goods and timely feedback to the buyer.

C. abide by the contract, advocating contract. Known as the "German people contract" in the title, they are on any of the terms involved in the contract is very careful, careful scrutiny of all the details, once the contract will be strictly adhered to, to perform according to the terms of the contract, no matter what strict in demands, the problems are not easily broken. So to do business with the Germans, also must learn to abide by the contract, if the supplier after signed the contract, and request to change the delivery time, payment terms, it is disrespectful to the Germans, it is likely that you and the German businessman last business.

(2) Britain

A. sober, self restrained, pay attention to etiquette, advocating a gentleman. British businessman general elegant, pay attention to etiquette, abide by social morality, a spirit of comity, at the same time, they are also very concerned about each other's culture and style, if you can show good manners and grace in the negotiations, will soon won their respect, a good foundation for the successful negotiation of lay. The British gentleman often make their negotiators self image positioning constraints by this if we in negotiations with rational arguments, strong arguments conclusive pressure will encourage British negotiators for fear of losing face and give up its not reasonable position, so as to obtain good negotiation effect.

B. likes to step by step