International Business and Cross-cultural Communication

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.

国际商业和跨文化交流

国际贸易和海外投资的增加产生了对具有外语知识和跨文化交流技巧的经理的需求。 然而，美国人在这两方面未得到良好的训练，因此没有在国际谈判中象他们的外国对手一样成功。

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.

谈判是为了达成协议而反复交流的过程。 它包括说服和妥协。 但是为了去进行说服和妥协，谈判者必须懂得在谈判的文化中怎样说服人和怎样达成妥协。

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.

在国外的国际商务谈判中，美国人被视为富有和不带个人情感。在外国谈判者看来，似乎美国人代表着一个庞大的拥有数百万资财的大企业，不用进一步地讨价还价就能出得起价钱。 美国谈判者的角色变成了一个没有个人感情的信息及现金的供应者。