国际商务与跨文化交际(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 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 Negotiating is the process of communicating back and forth for the purpose of reaching an 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 In many international business negotiations abroad, Americans are perceived as wealthy and 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 The American negotiator‘s role becomes that of an impersonal purveyor of information and In studies of American negotiators abroad, several traits have been identified that may serve to confirm this stereotypical perception, while undermining the negotiator‘s Two traits in particular that cause cross-cultural misunderstanding are directness and impatience on the part of the American Furthermore, American negotiators often insist on realizing short-term 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 In order to solidify the relationship, they may opt for indirect interactions without regard for the time involved in getting to know the other
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