| 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. | |
| 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。 |
| The increase in international business and in foreign investment has created a need for executives with knowledge of foreign languages and skills in crosscultural 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 multimilliondollar 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 crosscultural misunderstanding are directness and impatience on the part of the American negotiator. Furthermore, American negotiators often insist on realizing shortterm goals. Foreign negotiators, on the other hand, may value the relationship established between negotiators and may be willing to invest time in it for longterm 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. | |
| guo ji mao yi he hai wai tou zi de zeng jia chan sheng le dui ju you wai yu zhi shi he kua wen hua jiao liu ji qiao de jing li de xu qiu. ran er, mei guo ren zai zhe liang fang mian wei de dao liang hao de xun lian, yin ci mei you zai guo ji tan pan zhong xiang ta men de wai guo dui shou yi yang cheng gong. tan pan shi wei le da cheng xie yi er fan fu jiao liu de guo cheng. ta bao kuo shuo fu he tuo xie. dan shi wei le qu jin xing shuo fu he tuo xie, tan pan zhe bi xu dong de zai tan pan de wen hua zhong zen yang shuo fu ren he zen yang da cheng tuo xie. zai guo wai de guo ji shang wu tan pan zhong, mei guo ren bei shi wei fu you he bu dai ge ren qing gan. zai wai guo tan pan zhe kan lai, si hu mei guo ren dai biao zhe yi ge pang da de yong you shu bai wan zi cai de da qi ye, bu yong jin yi bu di tao jia huan jia jiu neng chu de qi jia qian. mei guo tan pan zhe de jue se bian cheng le yi ge mei you ge ren gan qing de xin xi ji xian jin de gong ying zhe. dui zai guo wai de mei guo tan pan zhe de yan jiu zhong, wo men zhao chu le sun hai tan pan zhe neng li de ji ge te dian, huo xu zheng shi zhe ge yi cheng ding shi de kan fa. you qi yin qi kua wen hua wu jie de liang ge te dian shi mei guo tan pan zhe de zhi jie liao dang he que fa nai xin. ci wai, mei guo tan pan zhe jing chang jian chi shi xian duan qi mu biao, er wai guo de tan pan zhe hui zhen shi jian li tan pan zhe zhi jian de lian xi bing yuan yi wei chang qi li yi tou ru shi jian. wei le gong gu zhe zhong lian xi, ta men hui xuan ze fei zhi jie de jiao liu er bu ji jiao tou ru yong yu liao jie dui fang de shi jian. ming xian di, jia zhi guan de bu tong he li jie shang de cha yi ying xiang le tan pan de jie guo he tan pan zhe de cheng gong yu fou. mei guo ren yao zai guo ji shang wu tan pan zhong ban yan geng wei you xiao de jue se, ta men jiu bi xu tou ru geng duo de nu li ti gao kua wen hua de li jie li. |
| The increase in international business and in foreign investment has created a need for executives with knowledge of foreign languages and skills in crosscultural 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 multimilliondollar 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 crosscultural misunderstanding are directness and impatience on the part of the American negotiator. Furthermore, American negotiators often insist on realizing shortterm goals. Foreign negotiators, on the other hand, may value the relationship established between negotiators and may be willing to invest time in it for longterm 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. | |
| guó jì mào yì hé hǎi wài tóu zī de zēng jiā chǎn shēng le duì jù yǒu wài yǔ zhī shí hé kuà wén huà jiāo liú jì qiǎo de jīng lǐ de xū qiú. rán ér, měi guó rén zài zhè liǎng fāng miàn wèi dé dào liáng hǎo de xùn liàn, yīn cǐ méi yǒu zài guó jì tán pàn zhōng xiàng tā men de wài guó duì shǒu yí yàng chéng gōng. tán pàn shì wèi le dá chéng xié yì ér fǎn fù jiāo liú de guò chéng. tā bāo kuò shuō fú hé tuǒ xié. dàn shì wèi le qù jìn xíng shuō fú hé tuǒ xié, tán pàn zhě bì xū dǒng de zài tán pàn de wén huà zhōng zěn yàng shuō fú rén hé zěn yàng dá chéng tuǒ xié. zài guó wài de guó jì shāng wù tán pàn zhōng, měi guó rén bèi shì wéi fù yǒu hé bù dài gè rén qíng gǎn. zài wài guó tán pàn zhě kàn lái, sì hū měi guó rén dài biǎo zhe yí gè páng dà de yōng yǒu shù bǎi wàn zī cái de dà qǐ yè, bù yòng jìn yī bù dì tǎo jià huán jià jiù néng chū dé qǐ jià qián. měi guó tán pàn zhě de jué sè biàn chéng le yí gè méi yǒu gè rén gǎn qíng de xìn xī jí xiàn jīn de gōng yìng zhě. duì zài guó wài de měi guó tán pàn zhě de yán jiū zhōng, wǒ men zhǎo chū le sǔn hài tán pàn zhě néng lì de jǐ gè tè diǎn, huò xǔ zhèng shí zhè gè yǐ chéng dìng shì de kàn fǎ. yóu qí yǐn qǐ kuà wén huà wù jiě de liǎng gè tè diǎn shì měi guó tán pàn zhě de zhí jié liǎo dàng hé quē fá nài xīn. cǐ wài, měi guó tán pàn zhě jīng cháng jiān chí shí xiàn duǎn qī mù biāo, ér wài guó de tán pàn zhě huì zhēn shì jiàn lì tán pàn zhě zhī jiān de lián xì bìng yuàn yì wèi cháng qī lì yì tóu rù shí jiān. wèi le gǒng gù zhè zhǒng lián xì, tā men huì xuǎn zé fēi zhí jiē de jiāo liú ér bù jì jiào tóu rù yòng yú liǎo jiě duì fāng de shí jiān. míng xiǎn dì, jià zhí guān de bù tóng hé lǐ jiě shàng de chā yì yǐng xiǎng le tán pàn de jié guǒ hé tán pàn zhě de chéng gōng yǔ fǒu. měi guó rén yào zài guó jì shāng wù tán pàn zhōng bàn yǎn gèng wéi yǒu xiào de jué sè, tā men jiù bì xū tóu rù gèng duō de nǔ lì tí gāo kuà wén huà de lǐ jiě lì. |
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