資源描述：
《國(guó)際商業(yè)和跨文化交流.doc》由會(huì)員上傳分享，免費(fèi)在線閱讀，更多相關(guān)內(nèi)容在教育資源-天天文庫(kù)。
1、此資料由網(wǎng)絡(luò)收集而來(lái)，如有侵權(quán)請(qǐng)告知上傳者立即刪除。資料共分享，我們負(fù)責(zé)傳遞知識(shí)。國(guó)際商業(yè)和跨文化交流Theincreaseininternationalbusinessandinforeigninvestmenthascreatedaneedforexecutiveswithknowledgeofforeignlanguagesandskillsincross-culturalcommunication.國(guó)際貿(mào)易和海外投資的增加產(chǎn)生了對(duì)具有外語(yǔ)知識(shí)和跨文化交流技巧的經(jīng)理的需求。Americans,however,havenotbeenwellt
2、rainedineitherareaand,consequently,havenotenjoyedthesamelevelofsuccessinnegotiationinaninternationalarenaashavetheirforeigncounterparts.然而，美國(guó)人在這兩方面未得到良好的訓(xùn)練，因此沒(méi)有在國(guó)際談判中象他們的外國(guó)對(duì)手一樣成功。Negotiatingistheprocessofcommunicatingbackandforthforthepurposeofreachinganagreement.Itinvolvespe
3、rsuasionandcompromise,butinordertoparticipateineitherone,thenegotiatorsmustunderstandthewaysinwhichpeoplearepersuadedandhowcompromiseisreachedwithinthecultureofthe4此資料由網(wǎng)絡(luò)收集而來(lái)，如有侵權(quán)請(qǐng)告知上傳者立即刪除。資料共分享，我們負(fù)責(zé)傳遞知識(shí)。negotiation.談判是為了達(dá)成協(xié)議而反復(fù)交流的過(guò)程。它包括說(shuō)服和妥協(xié)。但是為了去進(jìn)行說(shuō)服和妥協(xié)，談判者必須懂得在談判的文化中怎樣說(shuō)服人
4、和怎樣達(dá)成妥協(xié)。Inmanyinternationalbusinessnegotiationsabroad,Americansareperceivedaswealthyandimpersonal.在國(guó)外的國(guó)際商務(wù)談判中，美國(guó)人被視為富有和不帶個(gè)人情感。ItoftenappearstotheforeignnegotiatorthattheAmericanrepresentsalargemulti-million-dollarcorporationthatcanaffordtopaythepricewithoutbargainingfurther.在
5、外國(guó)談判者看來(lái)，似乎美國(guó)人代表著一個(gè)龐大的擁有數(shù)百萬(wàn)資財(cái)?shù)拇笃髽I(yè)，不用進(jìn)一步地討價(jià)還價(jià)就能出得起價(jià)錢。TheAmericannegotiator’srolebecomesthatofanimpersonalpurveyorofinformationandcash.美國(guó)談判者的角色變成了一個(gè)沒(méi)有個(gè)人感情的信息及現(xiàn)金的供應(yīng)者。InstudiesofAmericannegotiatorsabroad,severaltraitshavebeenidentifiedthatmayservetoconfirmthisstereotypicalpercepti
6、on,whileunderminingthenegotiator’sposition.Twotraitsinparticularthatcausecross-culturalmisunderstandingaredirectnessandimpatienceonthepartoftheAmerican4此資料由網(wǎng)絡(luò)收集而來(lái)，如有侵權(quán)請(qǐng)告知上傳者立即刪除。資料共分享，我們負(fù)責(zé)傳遞知識(shí)。negotiator.對(duì)在國(guó)外的美國(guó)談判者的研究中，我們找出了損害談判者能力的幾個(gè)特點(diǎn)，或許證實(shí)這個(gè)已成定式的看法。尤其引起跨文化誤解的兩個(gè)特點(diǎn)是美國(guó)談判者的直截了當(dāng)
7、和缺乏耐心。Furthermore,Americannegotiatorsofteninsistonrealizingshort-termgoals.Foreignnegotiators,ontheotherhand,mayvaluetherelationshipestablishedbetweennegotiatorsandmaybewillingtoinvesttimeinitforlong-termbenefits.此外，美國(guó)談判者經(jīng)常堅(jiān)持實(shí)現(xiàn)短期目標(biāo)，而外國(guó)的談判者會(huì)珍視建立談判者之間的聯(lián)系并愿意為長(zhǎng)期利益投入時(shí)間。Inordertoso
8、lidifytherelationship,theymayoptforindirectinteractionswithoutregard
