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
According to Janet, the factor that would most affect negotiations is
According to Janet, the factor that would most affect negotiations is
admin
2013-06-12
88
问题
According to Janet, the factor that would most affect negotiations is
I’m talking to Janet Toms, who has spent many years negotiating for several well-known national and multinational companies.
M: Hello, Janet.
F: Hello.
M: Now, Janet, you’ve experienced and observed the negotiation strategies used by people from different countries and speakers of different languages. So before we come on to the differences, could I ask you to comment, first of all, on what such encounters have in common?
F: OK, well, I’m just going to focus on the situations where people speak English in nternational business situations.
M: I see. Now not everyone speaks English to the same degree of proficiency, so maybe that affects the situation.
F: Yes, perhaps. But that’s not always so significant. Well, because, I mean, negotiations between business partners from different countries normally mean that we have negotiations between individuals who belong to distinct cultural traditions.
M: Oh, I see.
F: Well, every individual has a different way of performing various tasks in everyday life.
M: Yes, but, but isn’t it the case that in the business negotiation they must come together and work together to a certain extent? I mean, doesn’t that level out the style, the style of differences somewhat?
F: Oh, I’m not so sure. I mean there are people in the so called western world who say that in the course of the past 30 or 40 years, there are a lot of things that have changed a great deal globally. And then as a consequence, national difference has diminished or got fewer, giving way to some sort of international Americanized style.
M: Yeah. I heard that. Now some people say this Americanized style has acted as a model for local patterns.
F: Maybe it has, maybe it hasn’t. Because on the one hand there does appear to be a fairly unified, even uniform style of doing business, with certain basic principles and preferences, you know, like "time is money", that sort of thing. But at the same time, it’s very important to remember that we all retain aspects of the national characteristics. But it’s actually behavior that we’re talking about here. We shouldn’t be too quick to eneralize that into national characteristics and stereotypes. It doesn’t help much.
M: Yeah, you mentioned Americanized style. What is particular about the American style of business bargaining or negotiation?
F: Well, I’ve noticed that. For example, when Americans negotiate with people from Brazil, the American negotiators make their points in a direct, self-explanatory way.
M: I see.
F: Well, the Brazilians make their points in a more indirect way.
M: How?
F: Let me give you an example. Brazilian importers look at people that they are talking too straight in the eyes a lot. They spend time on what for some people seems to be background information. They seem to be more indirect.
M: Then, what about the American negotiators?
F: An American style of negotiating, on the other hand, is far more like that of point-making, first point, second point, third point, and so on. Now of course, this isn’t the only way in which one can negotiate. And there is absolutely no reason why this should be considered the best way to negotiate.
M: Right. Americans seem to have a different style, say., even from the British, don’t they?
F: Exactly, which just goes to show how careful you must be about generalizing. I mean,how else can you explain how American negotiators are seen as informal and sometimes much too open. For, in British eyes, Americans are direct, even blunt.
M: Is that so?
F: Yeah. And at the same time for the British, too, German negotiators can appear direct and uncompromising in negotiations. And yet, if you experience Germans and Americans negotiating together, it’s often the Americans who will be too blunt for German negotiators.
M: Fascinating. So people from different European countries use different styles, don’t they?
F: That’s right.
M: OK. So what about the Japanese, then? I mean is their style different from Americans’and Europeans’?
F: Oh, well, yes, of course. Many Europeans know the extreme politeness of their Japanese counterparts. The way they avoid giving the slightest offence, you know. They are also very reserved towards people they don’t know well. At the first meetings,American colleagues have difficulties in finding the right approach sometimes. But then,when you meet the Japanese negotiators again, this initial impression turns to disappear.But it’s perhaps true to say that your average Japanese business person does choose his or, more rarely, her words very carefully.
M: So can we say that whatever nationality you’re dealing with, you need to remember that different nationalities negotiate in different ways?
F: Well, it’s perhaps more helpful to bear in mind that different people behave and negotiate in different ways and you shouldn’t assume that everyone will behave in the same way that you do.
M: Right, this is definitely a very useful tip for our business men who often negotiate with their overseas partners. Ok, Janet, thank you very much for talking with us.
F: My pleasure.
选项
A、supportive.
B、negative.
C、ambiguous.
D、cautious.
答案
D
解析
转载请注明原文地址:https://kaotiyun.com/show/Fj4O777K
0
专业英语八级
相关试题推荐
IntheUnitedKingdom,policeofficersarenotallowedtojoin______ortogoonstrike.
Underthe1996constitution,all11ofSouthAfrica’sofficiallanguages"mustenjoyequalityofesteemandbetreatedequitabl
PresidentBushsaidtheUnitedStateswillmakesureSomaliadoesnotbecomeasafehavenfor______.
Working-classfamiliesintheUnitedStatesareusuallynuclear,andmanystudiesindicatethatworking-classcouplesmarry
SayingthatPabloPicassodominatedWesternartinthe20thcenturyis,bynow,themerestcommonplace.Inhis50thbirthday,th
Atsometimeinyourlifeyoumayhaveastrongdesiretodosomethingstrangeorterrible.However,chancesarethatyoudo
Atsometimeinyourlifeyoumayhaveastrongdesiretodosomethingstrangeorterrible.However,chancesarethatyoudo
SincetheTitanicvanishedbeneaththefrigidwatersoftheNorthAtlantic85yearsago,nothinginthehundredsofbooksandfi
多极化趋势正在全球范围内继续发展。各种重要力量相互依存,相互制约,相互合作,有利于世界的和平与稳定。全球有近二百个国家。国家不论大小、贫富、强弱,都是国际大家庭的平等成员。世界和平要靠各国人民的共同努力。世界事务应由世界各国共同参与。我们生活在一个丰富多彩
NewEducationalTechnology:ChallengesandPotentialI.Thecriticismofcomputersandmultimediatechnology—A(1)_____ofunders
随机试题
具有身体依赖性的药物是
高血压病最严重的病变是
以下哪项不是呋塞米的用途
某患者的体温单如图所示,提示发生脉搏短绌的区域是
甲、乙为朋友。乙出国前,将自己的借记卡(背面写有密码)交甲保管。后甲持卡购物,将卡中1.3万元用完。乙回国后发现卡里没钱,便问甲是否用过此卡,甲否认。关于甲的行为性质,下列哪一选项是正确的?(2013年卷二15题)
投资基金中最主要的一种类别是()。[2016年4月真题]
把下面的六个图形分为两类,使每一类图形都有各自的共同特征或规律,分类正确的一项是:
设方程的全部解均以π为周期,则常数a取值为
MODIFYSTRUCTURE命令的功能是
A、Peoplespendingmoretimeusingsmartphones.B、Peoplecarryingtheirsmartphoneseverywhere.C、Anonprofitorganizationofyou
最新回复
(
0
)