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.

國(guó)際商業(yè)和跨文化交流

國(guó)際貿(mào)易和海外投資的增加產(chǎn)生了對(duì)具有外語(yǔ)知識(shí)和跨文化交流技巧的經(jīng)理的需求。 然而，美國(guó)人在這兩方面未得到良好的訓(xùn)練，因此沒有在國(guó)際談判中象他們的外國(guó)對(duì)手一樣成功。

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.

談判是為了達(dá)成協(xié)議而反復(fù)交流的過程。 它包括說服和妥協(xié)。 但是為了去進(jìn)行說服和妥協(xié)，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. 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.

在國(guó)外的國(guó)際商務(wù)談判中，美國(guó)人被視為富有和不帶個(gè)人情感。在外國(guó)談判者看來，似乎美國(guó)人代表著一個(gè)龐大的擁有數(shù)百萬資財(cái)?shù)拇笃髽I(yè)，不用進(jìn)一步地討價(jià)還價(jià)就能出得起價(jià)錢。 美國(guó)談判者的角色變成了一個(gè)沒有個(gè)人感情的信息及現(xiàn)金的供應(yīng)者。