新概念英语优美短文Unit26：InternationalBusinessandCross-c

1、新概念英语优美短文 Unit26 ： InternationalBusiness and Cross-c26. International Business and Cross-cultural CommunicationThe 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,

2、 however, have not been well trained in either area and, consequently, have not enjoyed the same level of success in negotiation1 in an international arena2 as have their foreign counterparts.Negotiating is the process of communicating back and forth3 for the purpose of reaching an agreement. It inv

3、olves persuasion4 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 negotiations5 abroad, Americans are perceived as weal

4、thy and impersonal6. 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 purveyor7 of information and cash.In studies

5、 of American negotiators abroad, several traits have been identified that may serve to confirm this stereotypical8 perception, while undermining the negotiator s position. Two traits in particular that cause cross-cultural misunderstanding are directness and impatience9 on the part of the American n

6、egotiator.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 solidify10 the relationship, they may

7、 opt11 for indirect interactions without regard for the time involved in getting to know the other negotiator.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。不过，美国人在这两方面未得到良好的训练，所以没有在国际谈判中 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。但是为了去实行说服和妥协，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。

8、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水平的几个特点，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

9、中扮演更为有效的角色，他们就必须投入更 多的努力提升跨文化的理解力。1 negotiationn. 谈判，协商参考例句：They closed the deal in sugar after a week of negotiation. 经 过一星期的谈判，他们的食糖生意成交了。The negotiation dragged on until July. 谈判一直拖到 7 月份。2 arenan. 竞技场，运动场所；竞争场所，舞台参考例句：She entered the political arena at the age of 25.她 25 岁进入政界。He had not an adeq

10、uate arena for the exercise of his talents.他没有充分发挥其才能的场所。3 forthadv. 向前；向外，往外参考例句：风吹得树轻轻地The wind moved the trees gently back and forth. 来回摇晃。He gave forth a series of works in rapid succession.他很快连续发表了一系列的作品。4 persuasionn. 劝说；说服；持有某种信仰的宗派参考例句：He decided to leave only after much persuasion.经过多方劝说，他才

11、决定离开。After a lot of persuasion,she agreed to go.经过多次劝说后，她同意去了。5 negotiations协商（ negotiation 的名词复数 ） ； 谈判； 完成（难事）； 通过 参考例句：negotiations for a durable peace为持久和平而实行的谈判Negotiations have failed to establish any middle ground.谈判未能达成任何妥协。6 impersonaladj. 无个人感情的，与个人无关的，非人称的参考例句：Even his children found him

12、strangely distant and impersonal. 他的孩子们也认为他跟其他人很疏远，没有人情味。His manner seemed rather stiff and impersonal. 他的态度似乎很 生硬冷淡。7 purveyorn. 承办商，伙食承办商参考例句：Silence, purveyor of gossip, do not spread that report.快别那样说，新闻记者阁下，别散布那个消息。 来自互联网Teaching purpose ： To comprehensively understand the role function and con

13、sciousness composition of a news purveyor.教学目的：全面深入的理解新闻传播者的角色功能和意识构成。 来自互 联网8 stereotypicaln. 常规参考例句：Personas should be typical and believable, but notstereotypical. 人物角色应该是典型和可信赖的，但不是一成不变的。 来自 About Face 3 交互设计精髓Anything could be stereotypical, so I guess it could becriticism. 任何东西都能够变的老套，所以我猜那就是一种批评。 来自互联网9 impatiencen. 不耐烦，急躁参考例句：He expressed impatience at the slow rate of progress.进展缓慢，他显得不耐烦。He gave a stamp of impatience.他不耐烦地跺脚。10 solidifyv.（ 使） 凝固， （使） 固化，（使） 团结 参考例句：Opinion on this question began to solidify. 始具体化了。Water will solidify into ice if yo