双语有声阅读：国际商业和跨文化交流

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 negotiation¹ in an international arena² as have their foreign counterparts.

 

Negotiating is the process of communicating back and forth³ for the purpose of reaching an agreement. It involves persuasion⁴ 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 negotiations⁵ abroad, Americans are perceived as wealthy and impersonal⁶. 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 purveyor⁷ of information and cash.

 

In studies of American negotiators abroad, several traits have been identified that may serve to confirm this stereotypical⁸ perception, while undermining the negotiator's position. Two traits in particular that cause cross-cultural misunderstanding are directness and impatience⁹ 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 solidify¹⁰ the relationship, they may opt¹¹ for indirect interactions without regard for the time involved in getting to know the other negotiator.

 

Clearly,perceptions and differences in values affect the outcomes of negotiations and the success of negotiators. For Americans to play a more effective role in international business negotiations, they must put forth more effort to improve cross-cultural understanding.

 

国际商业和跨文化交流

 

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。

1 negotiation   

n.谈判，协商

参考例句：

• They closed the deal in sugar after a week of negotiation.经过一星期的谈判，他们的食糖生意成交了。
• The negotiation dragged on until July.谈判一直拖到7月份。

2 arena   

n.竞技场，运动场所；竞争场所，舞台

参考例句：

• She entered the political arena at the age of 25. 她25岁进入政界。
• He had not an adequate arena for the exercise of his talents.他没有充分发挥其才能的场所。

3 forth   

adv.向前；向外，往外

参考例句：

• The wind moved the trees gently back and forth.风吹得树轻轻地来回摇晃。
• He gave forth a series of works in rapid succession.他很快连续发表了一系列的作品。

4 persuasion   

n.劝说；说服；持有某种信仰的宗派

参考例句：

• He decided to leave only after much persuasion.经过多方劝说，他才决定离开。
• After a lot of persuasion,she agreed to go.经过多次劝说后，她同意去了。

5 negotiations   

协商( negotiation的名词复数 )； 谈判； 完成（难事）； 通过

参考例句：

• negotiations for a durable peace 为持久和平而进行的谈判
• Negotiations have failed to establish any middle ground. 谈判未能达成任何妥协。

6 impersonal   

adj.无个人感情的，与个人无关的，非人称的

参考例句：

• Even his children found him strangely distant and impersonal.他的孩子们也认为他跟其他人很疏远，没有人情味。
• His manner seemed rather stiff and impersonal.他的态度似乎很生硬冷淡。

7 purveyor   

n.承办商，伙食承办商

参考例句：

• Silence, purveyor of gossip, do not spread that report. 快别那样说，新闻记者阁下，别散布那个消息。 来自互联网
• Teaching purpose: To comprehensively understand the role function and consciousness composition of a news purveyor. 教学目的：全面深入的理解新闻传播者的角色功能和意识构成。 来自互联网

8 stereotypical   

n.常规

参考例句：

• Personas should be typical and believable, but not stereotypical. 人物角色应该是典型和可信赖的，但不是一成不变的。 来自About Face 3交互设计精髓
• Anything could be stereotypical, so I guess it could be criticism. 任何东西都可以变的老套，所以我猜那就是一种批评。 来自互联网

9 impatience   

n.不耐烦，急躁

参考例句：

• He expressed impatience at the slow rate of progress.进展缓慢，他显得不耐烦。
• He gave a stamp of impatience.他不耐烦地跺脚。

10 solidify   

v.(使)凝固，(使)固化，(使)团结

参考例句：

• Opinion on this question began to solidify.对这个问题的意见开始具体化了。
• Water will solidify into ice if you freeze it.水冷冻会结冰。

11 opt   

vi.选择，决定做某事

参考例句：

• They opt for more holiday instead of more pay.他们选择了延长假期而不是增加工资。
• Will individual schools be given the right to opt out of the local school authority?各个学校可能有权选择退出地方教育局吗？