新东方背诵文选 L26. International Business and Cross-cultura

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 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 involves 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 wealthy 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 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 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 solidify¹⁰ the relationship, they may opt¹¹ for indirect interactions without regard for the time involved in getting to know the other negotiator.

1 negotiation   

n.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 arena   

n.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 adequate arena for the exercise of his talents.他没有充分发挥其才能的场所。

3 forth   

adv.向前；向外，往外

参考例句：

• The wind moved the trees gently back and forth.风吹得树轻轻地来回摇晃。
• 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 persuasion   

n.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 为持久和平而进行的谈判
• Negotiations have failed to establish any middle ground. 谈判未能达成任何妥协。

6 impersonal   

adj.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 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 purveyor   

n.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 consciousness 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 stereotypical   

n.常规

参考例句：

• Personas should be typical and believable, but not stereotypical. 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 be criticism. 任何东西都可以变的老套，所以我猜那就是一种批评。 来自互联网

9 impatience   

n.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 solidify   

v.(使)凝固，(使)固化，(使)团结

参考例句：

• Opinion on this question began to solidify.对这个问题的意见开始具体化了。
• Water will solidify into ice if you freeze it.水冷冻会结冰。

11 opt   

vi.选择，决定做某事

参考例句：

• They opt for more holiday instead of more pay.他们选择了延长假期而不是增加工资。
• Will individual schools be given the right to opt out of the local school authority?各个学校可能有权选择退出地方教育局吗？