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International Business and Cross-cultural Communication國際商務和跨文化交流

來源:apple 編輯:apple 時間:2017-12-16
International Business and Cross-cultural Communication國際商務和跨文化交流
 
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.
 
國際商務和跨文化交流
  國際商業和外商投資的增加,需要具備外語知識和跨文化交際技能的高管。然而,美國人在這兩方面都沒有受過良好的訓練,所以在國際舞臺上的談判成績也沒有外國同行那么高。
  談判是為達成協議而來回溝通的過程。
它包括說服和妥協,但為了參與其中任何一個,談判者必須了解人們被說服的方式,以及在談判文化中如何達成妥協。
  在國外的許多國際商業談判中,美國人被認為是富有的和非個人的。外國談判代表們常常認為,美國人代表著一個價值數百萬美元的大型公司,它可以承擔起進一??步討價還價的代價。美國談判者的角色變成了非個人信息和現金的傳播者。
  在對國外的美國談判代表的研究中,已經發現了一些可能有助于確認這種陳規定型觀點,同時破壞談判者立場的特征。造成跨文化誤解的兩個特點,特別是美國談判者的直接和不耐煩。而且,美國談判者經常堅持實現短期目標。另一方面,外國談判者可能會重視談判者之間建立的關系,并且愿意為了長期利益而投入時間。為了鞏固這種關系,他們可能會選擇間接的互動,而不考慮與其他談判者結識的時間。

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