International Business and Cross-cultural Communication
[size=3][color=#29384e][font=Times New Roman]The increase in international business and in foreign investment has created a need for executives with knowledge of foreign languages and skills in cross-cultural communication. Americans[/font][font=宋体]，[/font][font=Times New Roman] however[/font][font=宋体]，[/font][font=Times New Roman] have not been well trained in either area and[/font][font=宋体]，[/font][font=Times New Roman] consequently[/font][font=宋体]，[/font][font=Times New Roman] have not enjoyed the same level of success in negotiation in an international arena as have their foreign counterparts.[/font][/color][/size][size=3][color=#29384e][font=Times New Roman] [/font][/color][/size]
[size=3][color=#29384e][font=宋体] [/font][font=Times New Roman]Negotiating is the process of communicating back and forth for the purpose of reaching an agreement. It involves persuasion and compromise[/font][font=宋体]，[/font][font=Times New Roman] but in order to participate in either one[/font][font=宋体]，[/font][font=Times New Roman] the negotiators must understand the ways in which people are persuaded and how compromise is reached within the culture of the negotiation.[/font][/color][/size]
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[size=3][color=#29384e][font=宋体] [/font][font=Times New Roman]In many international business negotiations abroad[/font][font=宋体]，[/font][font=Times New Roman] Americans are perceived as wealthy and impersonal. It often appears to the foreign negotiator that the American represents a large multi-million-dollar corporation that can afford to pay the price without bargaining further. The American negotiator‘s role becomes that of an impersonal purveyor of information and cash.[/font][/color][/size]
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[color=#29384e][font=宋体][size=10.5pt] [/size][/font][size=10.5pt]In studies of American negotiators abroad[/size][font=宋体][size=10.5pt]，[/size][/font][size=10.5pt] several traits have been identified that may serve to confirm this stereotypical perception[/size][font=宋体][size=10.5pt]，[/size][/font][size=10.5pt] while undermining the negotiator[/size][font=宋体][size=10.5pt]‘[/size][/font][size=10.5pt]s position. Two traits in particular that cause cross-cultural misunderstanding are directness and impatience on the part of the American negotiator. Furthermore[/size][font=宋体][size=10.5pt]，[/size][/font][size=10.5pt] American negotiators often insist on realizing short-term goals. Foreign negotiators[/size][font=宋体][size=10.5pt]，[/size][/font][size=10.5pt] on the other hand[/size][font=宋体][size=10.5pt]，[/size][/font][size=10.5pt] may value the relationship established between negotiators and may be willing to invest time in it for long-term benefits. In order to solidify the relationship[/size][font=宋体][size=10.5pt]，[/size][/font][size=10.5pt] they may opt for indirect interactions without regard for the time involved in getting to know the other negotiator[/size][/color]
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