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
41
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.
Negotiation between businesspeople from various countries is in fact______.
选项
A、an activity of reading the implications of cultures
B、an activity of understanding the styles
C、to convey cultural implications
D、to put across the cultural intentions
答案
A
解析
转载请注明原文地址:https://kaotiyun.com/show/VP7d777K
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
WhattypeofbusinessisArdo?
Whattypeofbusinessdothespeakersmostlikelyworkfor?
Whatistheadvertisementmainlyabout?
Lookatthegraphic.Whichcellphoneplanwillthemanmostlikelychoose?
EmployeeBenefitYourorganizationisabouttocreateabenefittohelpemployeeswhoarecaringforelderlyparents.Yo
Canyoutellmewhyyouchooseyourparticularcareer?(Whatsparkedyourinterestinyourmajor?Howdidyoufirstgetinvolved
(Thecandidatechoosesonetopicandspeaksaboutitforoneminute.)A.Advertisements:theadvantagesofadvertisingB.Financ
TASKONE—ADVANTAGE•Forquestions13—17,matchtheextractswiththeadvantages,listedA—H.•Foreachextract,choosetheadv
•YouwillhearaninterviewwithSteveMarriott,aninternalbusinessconsultantwithCarserve,avehiclebreakdownservice.•
随机试题
“虽信美而非吾土兮,曾何足以少留?”出自()
A.玫瑰花B.延胡索C.大黄D.麦芽E.柏子仁易变色的药物是
A.使用期限满后2年B.使用期限满后3年C.使用期限满后5年D.永久保存根据医疗器械使用管理要求,医疗器械使用单位应当准确地记录进货查验情况一般医疗器械,进货记录应当保存()。
长距离输电线路铁塔基础施工,当用钢尺量距时,丈量长度不宜大于()m。
用()评估在建工程,是在求取被估在建工程的价格时,将被估在建工程预期开发完成后的价值,扣除后续的开发费用、销售费用、销售税金及开发利润,以确定被估在建工程价格的一种评估方法。
下列关于多核处理器说法中,正确的是()。Ⅰ.多核表明一个处理器拥有多个芯片Ⅱ.维持Cache一致性为其主要技术之一Ⅲ.多核之间共享一个统一地址空间
近10年来,移居清河界森林周边地区生活的居民越来越多。环保组织的调查统计表明,清河界森林中的百灵鸟的数量近十年呈明显下降的趋势。但是恐怕不能把这归咎于森林周边地区居民的增多,因为森林的面积并没有因为周边居民人口的增多而减少。以下哪项,如果为真,最能削弱题干
简述表演者权的主要内容。
以下叙述中正确的是
Asthesemesterisdrawingtoanend,thestudentunioniscallingonitsyouthto_____thetemptationtocheatonexams.
最新回复
(
0
)