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 may be willing to invest time in it for long-term benefits. In order to solidify the relationship, they may opt for indirect interactions without regard for the time involved in getting to know the other negotiator.
对在国外的美国谈判者的研究中，我们找出了损害谈判者能力的几个特点，或许证实这个已成定式的看法。尤其引起跨文化误解的两个特点是美国谈判者的直截了当和缺乏耐心。 此外，美国谈判者经常坚持实现短期目标，而外国的谈判者会珍视建立谈判者之间的联系并愿意为长期利益投入时间。 为了巩固这种联系，他们会选择非直接的交流而不计较投入用于了解对方的时间。
Clearly,perceptions and differences in values affect the outcomes of negotiations and the success of negotiators. For Americans to play a more effective role in international business negotiations, they must put forth more effort to improve cross-cultural understanding.
明显地，价值观的不同和理解上的差异影响了谈判的结果和谈判者的成功与否。 美国人要在国际商务谈判中扮演更为有效的角色，他们就必须投入更多的努力提高跨文化的理解力。
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