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
51
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
Anewstudyusesadvancedbrain-scanningtechnologytocastlightontoatopicthat【M1】______psychologistshavepuzzledover
A、Becauseofthewarningaboutsales.B、Becausethecustomersarereluctanttotradeuptonewhandsets.C、Becauseofcuttingin
StatisticⅠ.Thedefendantisguiltyornot?1)Expert:A.ADNAsample【1】defendant’s.
ThedraftoftheDeclarationofIndependencewaswrittenby______.
LeavingHomeGenerally,mostpeoplehaveintheirmindsapictureoftheir"idealhome",butifyouarestudentsorpeoplej
TheheadoftheBritishGovernmentisthe______.
Womenaregettingunhappier,ItoldmyfriendCarl."Howcanyoutell?"hedeadpanned."It’salwaysbeenwhine-whine-whine."
TheDemocrats’TradeTroublesLastweekHousespeakerNancyPelosiandCongressmanCharlesRangelshowedgenuineleadership
AtachesstournamentinTunisiain1967,BobbyFischer,then24,waspittedagainstanotherAmericangrandmaster,SamuelReshe
朋友A君,四十余岁,自认为是引导新潮流的电影理论家。实际上成“家”还差那么一丁点。最近著系列小文,专论电影艺术的“物质还原性”。举凡“物质还原性”与吾国电影艺术发展十大关系。因其系列而引起电影理论界注意。何谓电影艺术的“物质还原性”,则未加阐明。更显“十大
随机试题
渠道成员改进策略:
A.肺动脉瓣区第2心音减弱B.肺动脉瓣区第2心音亢进及固定分裂C.肺动脉瓣区第2心音逆分裂D.分流量大时,可相对性二尖瓣狭窄,而于心尖区闻及较短的舒张期杂音E.股动脉枪击音
()对建设工程安全生产、文明施工费用的使用负总责。
甲公司为增值税一般纳税人,适用的增值税税率为13%。2020年4月甲公司发生以下经济业务: (1)1日,甲公司与丙公司签订合同,委托丙公司销售w商品200件,w商品已经发出,每件成本为60元。合同约定丙公司应按每件100元对外销售,甲公司按不含增值税的销
下列旅游名城与风味小吃,对应正确的是()。
孩子们大多不曾经历父辈成功前的艰苦打拼,倘若只展示“成功效应”,恐怕孩子就会误以为,享受“最好”是天经地义、拥有“机会”是___________,有个“好爹”就万事不愁、遇到批评就斥“代沟”“过时”。没有要不到的东西、没有摆不平的事情,势必会把父亲大名当成
重叠效应是指在一前一后的记忆活动中识记的东西是相类似的,对于保存来说是不利的。这是因为重复出现内容相同的东西时,相同性质的东西由于互相抑制,互相干涉而发生了遗忘的结果。重叠效应一出现,记忆也就失败了。根据上述定义,下列体现重叠效应的是()。
已知x1,x2是方程4x2-(3m-5)x-6m2=0的两个实根,且,则m的值为
LastSeptember,theU.S.governmentannouncedthatitsbirthratefellto"anotherrecordlow".Morallyspeaking,there’snothin
Helooksrobust,buthealwayspasses_____atthesightofblood.
最新回复
(
0
)