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
A、English language proficiency B、different cultural practices C、different negotiation tasks D、the international Americanized sty
A、English language proficiency B、different cultural practices C、different negotiation tasks D、the international Americanized sty
admin
2013-02-04
58
问题
Interviewer: I’m talking to Janet Holmes who has spent many years negotiating for several well-known national and multinational companies. Hello, Janet.
Janet: Hello.
Interviewer: 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?
Janet: OK, well, I’m just going to focus on the situations where people speak English in international business situations.
Interviewer: I see. Now not everyone speaks English to the same degree of proficiency. So maybe that affects the situation.’?
Janet: 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.
Interviewer: Oh, I see.
Janet: Well, every individual has a different way of performing various tasks in everyday life.
Interviewer: Yes, but, but isn’t it the case that in a business negotiation they must come together and work together, to a certain extent? I mean, doesn’t that level out the style of the style of differences somewhat?
Janet: 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 that a lot of things have changed a great deal globally. And that as a consequence national differences have diminished or have got fewer, giving way to some sort of international Americanized style.
Interviewer: Yeah, I’ve heard that. Now some people say that ’this Americanized style has acted as a model for local pat terns.
Janet: 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 our national characteristics—but it is actually behavior that we’re talking about here. We shouldn’t be too quick to generalize that to national characteristics and stereotypes. It doesn’t help much.
Interviewer: Yeah, you mentioned Americanized style. What is particular about the American style of business bargaining or negotiating.’?
Janet: 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.
Interviewer: I see.
Janet: While the Brazilians make their points in a more indirect way.
Interviewer: How’?
Janet: Let me give you an example. Brazilian importers look the people they’re talking to straight in the eyes a lot. They spend time on what for some people seems to be back ground information. They seem to be more indirect.
Interviewer: Then, what about the American negotiators?
Janet: An American style of negotiating, on the other hand, is far more like that of pointmaking: 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’s absolutely no reason why this should be considered the best way to negotiate.
Interviewer: Right. Americans seem to have a different style, say, even from the British, don’t they?
Janet: Exactly. Which just shows 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.
Interviewer: Is that so?
Janet: 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 are being too blunt for the German negotiators.
Interviewer: Fascinating. So people from different European countries use a different style, don’t they’?.
Janet: N ... That’s right.
Interviewer: OK ... so ... what about the Japanese then? I mean, is their style different from Americans and Europeans?
Janet: Oh well, yes, of course. Many Europeans note the extreme politeness of their Japanese counterparts. The way they avoid giving the slightest offence, you know. They’re 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 tends to disappear. But it is perhaps true to say that your average Japanese business person does choose his, or, more rarely, her words very carefully.
Interviewer: So can we say whatever nationalities you’re dealing with, you need to remember that different nationalities negotiate in different ways.
Janet: 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.
Interviewer: Right. This is definitely a very useful tip for out’ businessmen who often negotiate with their overseas part hers. OK, Janet, thank you very much for talking with ns.
Janet: Pleasure.
选项
A、English language proficiency
B、different cultural practices
C、different negotiation tasks
D、the international Americanized style
答案
B
解析
转载请注明原文地址:https://kaotiyun.com/show/eeaO777K
0
专业英语八级
相关试题推荐
TheWatergateAffair,thepoliticalespionagescandal,finallyledtotheresignationofPresident______in1974.
A、Civilians.B、Students.C、Governmentofficials.D、Policeofficers.A
Note-takinginLecturesForlisteners,note-rakingisanessentialwaytoachievebetterunderstandingofalecture.Itinvolv
CommunitycourtsandcommunityjusticeprevailedinEnglandatthetimeoftheNormanConquest(1066).Thelegalsystemwasritu
StatisticⅠ.Thedefendantisguiltyornot?1)Expert:A.ADNAsample【1】defendant’s.
The18thcenturywitnessedanewliteraryform-themodernEnglishnovel,whichcontrarytothemedievalromance,givesa______
TheDemocrats’TradeTroublesLastweekHousespeakerNancyPelosiandCongressmanCharlesRangelshowedgenuineleadership
OnMay24,1976,theBritishwinemerchantStevenSpurrierorganizedablindtastingofFrenchandCalifornianwines.Spurrierw
William,DukeofNormandy,isnowknownas______.
逢到和旧友谈话,就不知不觉地把话题转到旧事上去,这是我的习惯。我在这上面无意识地会感到一种温暖的慰藉。可是这些旧友一年比一年减少了,本来只是屈指可数的几个,少去一个是无法弥补的。我每当听到一个旧友死去的消息,总要惆怅多时。学校教育给我们的好处不但
随机试题
下列__________不属于特许经营()
[*]
肥大细胞和嗜碱性粒细胞介导的血管和平滑肌反应属于
1895年11月8日,物理学家伦琴在实验室内研究阴极射线管放电现象时,发现用黑纸包着的照相底片感光了。用黑纸包着的阴极射线管通电后,发现在其附近的一块涂有铂氰化钡的纸屏上发出绿色荧光,关闭电源,荧光消失。根据上述现象,伦琴推测,一定是从阴极射线管发出一种新
A.DNA合成障碍B.球蛋白合成障碍C.血红素合成障碍D.多功能干细胞受损E.铁利用障碍再生障碍性贫血的病因病理为
具有发散作用的药味是
教师节前夕,许老师收到了毕业多年的学生小雪的来信:许老师,您还记得毕业前的那次主题班会吗?班会上您送给我们每人一张三年前刚入校时的照片,并在照片的背面写上您的赠言,送给即将走进考场的我们。我端详着照片中有些稚嫩的自己,翻看背面您的赠言:“相信自己
贝多芬曾多次______地对小卡尔进行批评劝诫,但他的仁慈和宽容没有唤回毫无人性的小卡尔。填入画横线部分最恰当的一项是()。
有一段路,原计划每天修0.48千米,15天可完成,因为时间紧急,每天多修0.12千米,则可提前()天完成。
AllofthefollowingwerementionedinthepassageasprejudicesagainstwomeninthebusinessworldEXCEPT______.Theauthor
最新回复
(
0
)