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 extract from an article about culture in business negotiation and the questions that follow. • For each Que
• Read the following extract from an article about culture in business negotiation and the questions that follow. • For each Que
admin
2013-02-14
58
问题
• Read the following extract from an article about culture in business negotiation and the questions that follow.
• For each Question 15-20, mark one letter (A, B, C or D) on your Answer Sheet for the answer you choose.
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 hut 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
转载请注明原文地址:https://kaotiyun.com/show/NP7d777K
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
Whattypeofbusinessdothespeakersmostlikelyworkfor?
WhatdoesthecompanyplantodoinChina?
Whathasthecompanyrecentlydone?
Whatisthereportmainlyabout?
Offeringandinviting发出邀请
Task5StaffTurnoverAsseveralmembersofstaffhaverecentlyleftthecompanyyouworkfor,themanagementisinvestigatingt
Canyoudescribeyourfirstjob?What’syouradvice?
TaskOne-Job•Forquestions13-17,matchtheextractswiththepeople,listedA-H.•Foreachextract,choosethejobeachsp
TASKONE—ADVANTAGE•Forquestions13—17,matchtheextractswiththeadvantages,listedA—H.•Foreachextract,choosetheadv
DearSirs,Theordermentionedabovewasdeliveredtoourwarehouse2daysafteritarrivedinChicago8thJan.andweregretth
随机试题
在NaHCO3溶液中,各种离子浓度关系正确的是()。
牙科用铸造合金中,低熔合金是指熔点低于
中医学认为,消化性溃疡与肝、脾两脏关系十分密切,其病位在
在刑事诉讼中,遇到下列特殊情形,各个司法机关处理方法正确的是()
直接融资一般是以发行()的形式在资本市场上公开进行融资。
某企业有一批商品存货,目前现货价格为3000元/吨,2个月后交割的期货合约价格为3500元/吨。2个月期间的持仓费和交割成本等合计为300元/吨。该企业通过比较发现,如果将该批货在期货市场按3500元/吨的价格卖出,待到期时用其持有的现货进行交割,扣除30
我国的政府预算是经过法定程序编制、审查、批准的,以()形式表现的政府年度财政收支计划。
《中华人民共和国义务教育法》第十一条规定,“凡年满六周岁的儿童,其父母或者其他法定监护人应当送其入学接受并完成义务教育”。其中,“年满六周岁”是本条教育法律规范结构的()。
阅读下列材料。回答问题。养老命题已经横亘在中国社会发展的路径之中,不容轻视。去哪里养老?让谁养老?与庞大的老年群体相比,养老服务业的发展并不乐观。据调查,目前我国的养老机构能为老人提供的养老服务寥寥无几。大部分的养老,还依然托付于忙碌着生计的子女
Broadlyspeaking,theEnglishmanisaquiet,shy,reservedpersonwhoisfully【21】______onlyamongpeopleheknowswell.In
最新回复
(
0
)