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 negotiators 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 negotiators 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.
英语四级经典必背500句:听力口语的关键句42
英语四级高频词汇的精华版:首字母M单词8
英语四级高频词汇的精华版:首字母L单词10
英语四级经典必背500句:听力口语的关键句59
英语四级高频词汇的精华版:首字母L单词1
英语四级经典必背500句:听力口语的关键句52
英语四级经典必背500句:听力口语的关键句55
英语四级经典必背500句:听力口语的关键句78
英语四级高频词汇的精华版:首字母L单词14
英语四级高频词汇的精华版:首字母L单词9
英语四级经典必背500句:听力口语的关键句72
英语四级高频词汇的精华版:首字母L单词8
英语四级经典必背500句:听力口语的关键句74
英语四级高频词汇的精华版:首字母L单词12
英语四级高频词汇的精华版:首字母K单词1
俞敏洪四级词汇词根的联想记忆法乱序版第1课:1
英语四级经典必背500句:听力口语的关键句58
英语四级经典必背500句:听力口语的关键句39
英语四级经典必背500句:听力口语的关键句48
英语四级经典必背500句:听力口语的关键句57
英语四级经典必背500句:听力口语的关键句37
英语四级经典必背500句:听力口语的关键句67
英语四级经典必背500句:听力口语的关键句51
英语四级经典必背500句:听力口语的关键句68
英语四级经典必背500句:听力口语的关键句46
英语四级高频词汇的精华版:首字母M单词13
英语四级经典必背500句:听力口语的关键句86
英语四级高频词汇的精华版:首字母L单词5
英语四级经典必背500句:听力口语的关键句63
英语四级高频词汇的精华版:首字母M单词3
不限 |
英语教案 |
英语课件 |
英语试题 |
不限 |
不限 |
上册 |
下册 |
不限 |