解放军文职招聘考试nternational Business and Cross-cultural Communication

 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.

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。