首页
外语
计算机
考研
公务员
职业资格
财经
工程
司法
医学
专升本
自考
实用职业技能
登录
外语
Read the following article about culture in business negotiation and the questions. For each question (15-20), mark one letter (
Read the following article about culture in business negotiation and the questions. For each question (15-20), mark one letter (
admin
2012-03-12
32
问题
Read the following article about culture in business negotiation and the questions. For each question (15-20), mark one letter (A, B, C or D) on your Answer Sheet.
Negotiation is a common and necessary process in concluding an international transaction. Businesspeople from different cultures may sometimes find themselves in an awkward position owing to the cultural conflict. As a matter of fact, when two parties of different cultures sit at the negotiation table, two cultures are conflicting. Cultural conflict may result in a failure of a deal or loss of opportunity or loss of profits. For example, foreigners with some knowledge about Chinese culture will avoid making an appointment with Chinese businesspeople to negotiate during the traditional Chinese Spring Festival, especially on the New Year’s Eve and in the following three days, as Chinese people think that it is not the time to make money during the Festival. On the other hand, they need relaxation after a whole year’s hard work.
Cultural elements influence the style, method, pace, and goals of the negotiators. The negotiators must remain alert to not only the culture of the society represented but the personal views and outlook of the negotiator across the negotiation table and even across wire (talking on the phone).
Negotiation between businesspeople is an activity of cross-cultural communication, and closely linked with communication is the accommodation of differences in negotiating styles. Some cultures are more formal than others, others more confrontational; some will be understated, others inclined to exaggeration; some more conscious of status and far less egalitarian than Americans, others so circumspect (to save face and preserve harmony as to leave a typical Western businessman baffled in trying to find out the intent).
Understanding manners and customs is especially important in negotiations because misunderstanding manners or customs of another culture may result in poor outcomes or even disasters.
To negotiate effectively in cross-culture negotiation, all types of communication should be read correctly. For example, Americans often interpret inaction and silence as negative sign. Japanese managers tend to expect that their silence can get Americans to lower prices or sweeten a deal. Even a simple agreement may take days to negotiate in the Middle East because the Arab party may want to talk about unrelated issues or do something else for a while. The aggressive style of Russian negotiators and their usual last-minute change requests may cause astonishment and concern on the part of ill-prepared negotiators. The following examples may further show how culture conflicts damage international trade transactions.
At the negotiation table, Western business negotiation group leader found the Japanese negotiation leader nodding his head after he made his offer to the Japanese negotiator, so he thought the Japanese business counterpart agreed to their offer, and he took out the contract, hoping to conclude the negotiation by signing the sales contract. But, to his great astonishment, the Japanese counterpart did not show any sign of signing the contract. The Western business negotiation group leader, however, felt offended. He thought the Japanese counterpart was not serious. The negotiation then ended resultless.
The process of decision making is varied. The time taken to make one decision will depend on whether such authority is centralized, assigned to a committee of technical people, routed through a network within the organization, or entirely delegated to the negotiator. For example, again it is concerned with the negotiation between the Japanese businesspeople and an American group. After being offered the price, the Japanese negotiators habitually remained silent for some time. The American negotiator, however, thought that the price he had offered might be not competitive. So he reduced the offered price, which surprised and very much pleased the Japanese negotiators.
People from different cultures may have different methods in negotiating, this is because
选项
A、they just have different views of the business .
B、culture contributes to this difference.
C、their styles of negotiation are different.
D、their cultural levels are not the same.
答案
B
解析
此题是对文章细节的考查。在第二段中提到:Cultural elements influence the style,method,pace and goals of the negotiators,说明文化因素会影响谈判者的风格、方法、步骤以及目标。因此,答案可得B。
转载请注明原文地址:https://kaotiyun.com/show/4b7d777K
本试题收录于:
BEC高级阅读题库BEC商务英语分类
0
BEC高级阅读
BEC商务英语
相关试题推荐
WhattypeofbusinessisViaAmor?
Howdidthespeakerlearnaboutthebusiness?
WhattypeofbusinessisArdo?
WhattypeofbusinessisFindersBuyers?
Askingquestions查询
Theinterlocutorasksyouquestionsonanumberofwork-relatedandnonwork-relatedsubjects.
•YouwillheartheChairmanoftheBusinessBroadcastingCommitteeofatelevisioncompany.Heisaddressingameetingofthec
•YouwillheartheChairmanoftheBusinessBroadcastingCommitteeofatelevisioncompany.Heisaddressingameetingofthec
•Readthetextbelowaboutthelogistics.•Inmostofthelines41-52thereisoneextraword.Itiseithergrammaticallyinco
随机试题
设矩阵A=,则齐次线性方程组AX=0的基础解系含有解向量个数为________.
下列关于历史模拟法的说法中,错误的是()。
连锁创业可选择的形式包括百货商店、超级市场、便利店、专业店、专卖店等。关于连锁创业的业态,下列说法不正确的有()。
对于确需改变公共建筑和公用设施用途的,依法办理有关行政审批手续的是()。
邓小平同志提出,我国社会主义法制建设的要求是()。
判断级数的敛散性.
StandardEnglishisthevarietyofEnglishwhichisusuallyusedinprintandwhichisnormallytaughtinschoolsandtonon-nat
SQL语言采用【】操作方式。例如,查询所有平均成绩在90分以上的学生姓名,用户必须说明完成该请求的具体处理过程,即如何用循环结构按照某条路径一条一条地把满足条件的学生记录读出来,而SQL语言采用集合操作方式,不仅查询结果可以是元组的集合,而且一次插入
10Base-T使用_______类型的电缆介质。
ThePersonnelDepartmenthaslostnotimeseekinga______forDr.Roberts,whorecentlyretiredafter30yearsofservice.
最新回复
(
0
)