2011年考研英语备考作文背诵二十六
International Business and Cross-cultural Communication
The increase in international business and in foreign investment has created a need for executives with knowledge of foreign languages and skills in cross-cultural communication. Americans, however, have not been well trained in either area and, consequently, have not enjoyed the same level of success in negotiation in an international arena as have their foreign counterparts.
Negotiating is the process of communicating back and forth for the purpose of reaching an agreement. It involves persuasion and compromise, but in order to participate in either one, the negotiators must understand the ways in which people are persuaded and how compromise is reached within the culture of the negotiation.In many international business negotiations abroad, Americans are perceived as wealthy and impersonal. It often appears to the foreign negotiator that the American represents a large multi-million-dollar corporation that can afford to pay the price without bargaining further.
The American negotiator‘s role becomes that of an impersonal purveyor of information and cash.In studies of American negotiators abroad, several traits have been identified that may serve to confirm this stereotypical perception, while undermining the negotiator‘s position. Two traits in particular that cause cross-cultural misunderstanding are directness and impatience on the part of the American negotiator. Furthermore, American negotiators often insist on realizing short-term goals. Foreign negotiators, on the other hand, may value the relationship established between negotiators and may be willing to invest time in it for long-term benefits. In order to solidify the relationship, they may opt for indirect interactions without regard for the time involved in getting to know the other negotiator.
Clearly, perceptions and differences in values affect the outcomes of negotiations and the success of negotiators. For Americans to play a more effective role in international business negotiations, they must put forth more effort to improve cross-cultural understanding.
全文翻译:国际商业和跨文化交流 国际贸易和海外投资的增加产生了对具有外语知识和跨文化交 流技巧的经理的需求。
然而,美国人在这两方面未得到良好的训练,因此没有在国际谈判 中象他们的外国对手一样成功。 谈判是为了达成协议而反复交流的过程。 它包括说服和妥 协。但是为了去进行说服和妥协,谈判者必须懂得在谈判的文化中怎样说服人和怎样达成 妥协。 在国外的国际商务谈判中,美国人被视为富有和不带个人情感。
在外国谈判者看来, 似乎美国人代表着一个庞大的拥有数百万资财的大企业,不用进一步地讨价还价就能出得起 价钱。
美国谈判者的角色变成了一个没有个人感情的信息及现金的供应者。 对在国外的美国谈判者的研究中,我们找出了损害谈判者能力的几个特点,或许证实这个已成定式的看法。 尤其引起跨文化误解的两个特点是美国谈判者的直截了当和缺乏耐心。
此外,美国谈判者经常坚持实现短期目标,而外国的谈判者会珍视建立谈判者之间的联系并愿意为长期利益投 入时间。 为了巩固这种联系,他们会选择非直接的交流而不计较投入用于了解对方的时间。 明显地,价值观的不同和理解上的差异影响了谈判的结果和谈判者的成功与否。美国人要 在国际商务谈判中扮演更为有效的角色,他们就必须投入更多的努力提高跨文化的理解力。
【2011年考研英语备考作文背诵二十六】相关文章:
- 2020-11-06【考研英语】新东方优秀学员:考研英语高分心得分享
- 2020-11-03【考研英语】英语从42到66-----一个职高生的三年考研经历
- 2020-11-03【考研英语】伸手党福利!22考研英语全年规划,快收好!
- 2020-11-03【考研英语】英语作文千篇一律?教你如何打破模板束缚
- 2020-10-30【考研英语】如何在4个月内把英语成绩提高20分
- 2020-10-30【考研英语】考研英语复习的一点体会:时间+方法
网友关注
- 【考研英语】西北农林科技大学2014年共拟招2070名硕士生
- 【考研英语】西北农林科技大学2013年硕士研究生考试报考须知
- 【考研英语】西北工业大学社会科学系
- 【考研英语】西北农林科技大学硕士专业:特种经济动物饲养
- 【考研英语】西北农林科技大学创新实验学院介绍
- 【考研英语】西北工业大学研招办联系方式
- 【考研英语】西北农林科技大学2014年硕士生考试报考须知
- 【考研英语】西北农林科技大学葡萄酒学院介绍
精品推荐
- 2021考研管综逻辑300道推理题及答案(21)
- 2020考研管理类联考综合全国硕士研究生考试试题及答案(网友版)
- 2020考研管综逻辑演绎推理类型试题及答案解析(查字典考研网版)
- 2020考研管综逻辑分析推理类型试题及答案解析(查字典考研网版)
- 2020考研管综初等数学算术部分试题解析及往年对比
- 2020考研管综初数条件充分性判断部分试题答案及解析(查字典考研网版)
- 2020考研管理类联考初数问题求解部分试题答案及解析(查字典考研网版)
- 2020考研管综初等数学数据分析部分试题解析及往年对比
- 2020考研管综初等数学平面图形部分试题解析及往年对比
- 2020考研管综初等数学空间几何体部分试题解析及往年对比