英译汉Westerners tend to stress process when making decisions. Their emphasis on process encourages them to develop what are known as "fair play rules", rules about procedures that assure that decisions will be made fairly. They also expect others to be as concerned about following the rules as they are. Sometimes Westerners are described as legalistic, meaning that they expect people to follow precise rules contained in laws, contracts, and agreements. People from high context collectivist cultures are more likely to be concerned about relationships (in-groups and out-groups) and status than about particular rules. These differences influence the negotiation strategies used by each side.Westerners think negotiations progress when the parties get down to work on specific details. A good relationship comes from reaching agreement on many specific items. A Western negotiating team may begin by enthusiastically promoting their ideal position as to how the details can be worked out, then gradually pull back through a series of compromises to whatever positions the Chinese negotiators are willing to accept.Chinese negotiators usually avoid discussing details in the early phase of negotiations. Instead they discuss mutual interest and general principles. When the Westerners commit themselves to these (a commitment that the Westerners may not take very seriously because of the lack of details), Chinese negotiators will appeal to those mutual interests to get the other side to agree to what the details should be.