談判者必須懂得談判的文化

所屬教程:輕松英語閱讀

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tingliketang

2023年01月04日

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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.
國際商業(yè)和跨文化交流國際貿(mào)易和海外投資的增加產(chǎn)生了對具有外語知識和跨文化交流技巧的經(jīng)理的需求。

Americans, however, have not been well trained in either area and, consequently,
然而，美國人在這兩方面未得到良好的訓(xùn)練，

have not enjoyed the same level of success in negotiation in an international arena as have their foreign counterparts.
因此沒有在國際談判中象他們的外國對手一樣成功。

Negotiating is the process of communicating back and forth for the purpose of reaching an agreement.
談判是為了達(dá)成協(xié)議而反復(fù)交流的過程。

It involves persuasion and compromise, but in order to participate in either one,
它包括說服和妥協(xié)。但是為了去進(jìn)行說服和妥協(xié)，
the negotiators must understand the ways in which people are persuaded and how compromise is reached within the culture of the negotiation.
談判者必須懂得在談判的文化中怎樣說服人和怎樣達(dá)成妥協(xié)。
- In many international business negotiations abroad, Americans are perceived as wealthy and impersonal.
- 在國外的國際商務(wù)談判中，美國人被視為富有和不帶個人情感。
- 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.
- 在外國談判者看來，似乎美國人代表著一個龐大的擁有數(shù)百萬資財?shù)拇笃髽I(yè)，不用進(jìn)一步地討價還價就能出得起價錢。
- The American negotiator's role becomes that of an impersonal purveyor of information and cash.
- 美國談判者的角色變成了一個沒有個人感情的信息及現(xiàn)金的供應(yīng)者。
- 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.
- 對在國外的美國談判者的研究中，我們找出了損害談判者能力的幾個特點，或許證實這個已成定式的看法。
- Two traits in particular that cause cross-cultural misunderstanding are directness and impatience on the part of the American negotiator.
- 尤其引起跨文化誤解的兩個特點是美國談判者的直截了當(dāng)和缺乏耐心。
  - Furthermore, American negotiators often insist on realizing short-term goals.
  - 此外，美國談判者經(jīng)常堅持實現(xiàn)短期目標(biāo)，
  - 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.
  - 而外國的談判者會珍視建立談判者之間的聯(lián)系并愿意為長期利益投入時間。為了鞏固這種聯(lián)系，他們會選擇非直接的交流而不計較投入用于了解對方的時間。
  - 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.
  - 美國人要在國際商務(wù)談判中扮演更為有效的角色，他們就必須投入更多的努力提高跨文化的理解力。