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, however, have not been

　　well trained in either area and, consequently, have not enjoyed the same

　　level of success in negotiation in an international arena as have their

　　foreign counterparts.

　　negotiating is the process of communicating back and forth for the purpose

　　of reaching an agreement. it involves persuasion and compromise, but in

　　order to participate in either one, the negotiators must understand the

　　ways in which people are persuaded and how compromise is reached within

　　the culture of the negotiation.

　　in many international business negotiations abroad, 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.

　　in studies of american negotiators abroad, several traits have been

　　identified that may serve to confirm this stereotypical perception, while

　　undermining the negotiator`s position. two traits in particular that cause

　　cross-cultural misunderstanding are directness and impatience on the part

　　of the american negotiator. furthermore, american negotiators

　　often insist on realizing short-term goals. foreign negotiators, on the

　　other hand, may value the relationship established between negotiators and

编辑:Liuxuepaper.Com

作文地带知识拓展:

• 文化（Culture），广义指人类在社会实践过程中所获得的物质、精神的生产能力和创造的物质、精神财富的总和。狭义指精神生产能力和精神产品，包括一切社会意识形式：自然科学、技术科学和社会意识形态。文化是一种社会现象。它是由人类长期创造形成的产物，同时又是一种历史现象，是人类社会与历史的积淀物。确切地说，文化是凝结在物质之中又游离于物质之外的，能够被传承和传播的国家或民族的思维方式、价值观念、生活方式、行为规范、科学技术等，它是人类相互之间进行交流的普遍认可的一种能够传承的意识形态，是对客观世界感性上的知识与经验的升华。

  《易经》贲卦彖传：“刚柔交错，天文也；文明以止，人文也。观乎天文，以察时变，观乎人文，以化成天下。”

  英文释义：

  1.civilization; culture

  2.education; culture; schooling; literacy

  First shock at the beginning of it, a Chinese scroll through the splendid culture of five thousand years!

  首先开头就很震撼，一张画卷贯穿了中国五千年的灿烂文化！