International Business and Cross-cultural Communication国际商务和跨文化交流

International Business and Cross-cultural Communication国际商务和跨文化交流
 

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 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.
 

国际商务和跨文化交流

　　国际商业和外商投资的增加，需要具备外语知识和跨文化交际技能的高管。然而，美国人在这两方面都没有受过良好的训练，所以在国际舞台上的谈判成绩也没有外国同行那么高。
　　谈判是为达成协议而来回沟通的过程。它包括说服和妥协，但为了参与其中任何一个，谈判者必须了解人们被说服的方式，以及在谈判文化中如何达成妥协。
　　在国外的许多国际商业谈判中，美国人被认为是富有的和非个人的。外国谈判代表们常常认为，美国人代表着一个价值数百万美元的大型公司，它可以承担起进一​​步讨价还价的代价。美国谈判者的角色变成了非个人信息和现金的传播者。
　　在对国外的美国谈判代表的研究中，已经发现了一些可能有助于确认这种陈规定型观点，同时破坏谈判者立场的特征。造成跨文化误解的两个特点，特别是美国谈判者的直接和不耐烦。而且，美国谈判者经常坚持实现短期目标。另一方面，外国谈判者可能会重视谈判者之间建立的关系，并且愿意为了长期利益而投入时间。为了巩固这种关系，他们可能会选择间接的互动，而不考虑与其他谈判者结识的时间。