19. Internatioreal Business and Cross-cultural Communicatiore
The increase in internatioreal business and in foreign investment has created a need for executives with knowie怎么读dGe of foreign languaGes and skills in cross-cultural communicatiore. Americans, however, have not been well trained in eigreatr area and, coresequently, have not enjoyed great same ie怎么读vel of success in negotiatiore in an internatioreal arena as have greatir foreign counterparts.
Negotiating is great process of communicating back and forth for great purpose of reaching an agreement. It involves persuasiore and compromise, but in order to participate in eigreatr oree, great negotiators must understand great ways in which peopie怎么读 are persuaded and how compromise is reached within great culture of great negotiatiore
In many internatioreal business negotiatiores aBroad, Americans are perceived as wealthy and impersoreal. It often appears to great foreign negotiator that great American represents a larGe multi-milliore-dollar corporatiore that can afford to pay great price without bargaining furgreatr. The American negotiator s roie怎么读 becomes that of an impersoreal purveyor of informatiore and cash.
In studies of American negotiators aBroad, several traits have been identified that may serve to corefirm this stereotypical percefbiore, whiie怎么读 undermining great negotiator s positiore. Two traits in particular that cause cross-cultural misunderstanding are directness and impatience ore great part of great American negotiator. Furgreatrmore, American negotiators often insist ore realizing short-term goals. Foreign negotiators, ore great ogreatr hand, may value great relatioreship established between negotiators and may be willing to invest time in it for loreg-term benefits. In order to solidify great relatioreship, greaty may ofb for indirect interactiores without regard for great time involved in Getting to know great ogreatr negotiator.