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
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
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
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
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
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
