国际商务与跨文化交际(International Business and Cross-cultural Communication)

详细内容

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theincreaseininternationalbusinessandinforeigninvestmenthascreatedaneedforexecutiveswithknowledgeofforeignlanguagesandskillsincross-culturalmunication.americans,however,havenotbeenwelltrainedineitherareaand,consequently,havenotenjoyedthesamelevelofsuessinnegotiationinaninternationalarenaashavetheirforeigncounterparts.

negotiatingistheprocessofmunicatingbackandforthforthepurposeofreachinganagreement.itinvolvespersuasionandpromise,butinordertoparticipateineitherone,thenegotiatorsmustunderstandthewaysinwhichpeoplearepersuadedandhowpromiseisreachedwithinthecultureofthenegotiation.

inmanyinternationalbusinessnegotiationsabroad,americansareperceivedaswealthyandimpersonal.itoftenappearstotheforeignnegotiatorthattheamericanrepresentsalargemulti-million-dollarcorporationthatcanaffordtopaythepricewithoutbargainingfurther.theamericannegotiator'srolebeesthatofanimpersonalpurveyorofinformationandcash.

instudiesofamericannegotiatorsabroad,severaltraitshavebeenidentifiedthatmayservetoconfirmthisstereotypicalperception,whileunderminingthenegotiator'sposition.twotraitsinparticularthatcausecross-culturalmisunderstandingaredirectnessandimpatienceonthepartoftheamericannegotiator.furthermore,americannegotiatorsofteninsistonrealizingshort-termgoals.foreignnegotiators,ontheotherhand,mayvaluetherelationshipestablishedbetweennegotiatorsandmaybewillingtoinvesttimeinitforlong-termbenefits.inordertosolidifytherelationship,theymayoptforindirectinteractionswithoutregardforthetimeinvolvedingettingtoknowtheothernegotiator.