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.
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。
Americans, however, have not been well trained in either area and, consequently,
然而,美国人在这两方面未得到良好的训练,
have not enjoyed the same level of success in negotiation in an international arena as have their foreign counterparts.
因此没有在国际谈判中象他们的外国对手一样成功。
Negotiating is the process of communicating back and forth for the purpose of reaching an agreement.
谈判是为了达成协议而反复交流的过程。
It involves persuasion and compromise, but in order to participate in either one,
它包括说服和妥协。但是为了去进行说服和妥协,
the negotiators must understand the ways in which people are persuaded and how compromise is reached within the culture of the negotiation.
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。
In many international business negotiations abroad, Americans are perceived as wealthy and impersonal.
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。
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.
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。
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.
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,或许证实这个已成定式的看法。
Two traits in particular that cause cross-cultural misunderstanding are directness and impatience on the part of the American negotiator.
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。
Furthermore, American negotiators often insist on realizing short-term goals.
此外,美国谈判者经常坚持实现短期目标,
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.