THE INCREASE IN INTERNATIONAL BUSINESS AND IN FOREIGN INVESTMEN...

Câu 3. The increase in international business and in foreign investment has created a need for executiveswith knowledge of foreign language and skills in cross-cultural communication. Americans, however, havenot been well trained in either area and, consequently, have not enjoyed the same level in negotiation in aninternational arena as have their foreign counterparts.Negotiating is the process of communicating back and forth for the purpose of reaching anagreement. Involves persuasion and compromise, but in order to participate in either one, the negotiatorsmust understand the ways in which people are persuaded and how compromise is reached within theculture of negotiation. In many international negotiations business abroad, Americans are perceived as wealthy andimpersonal. It often appears to the foreign negotiator that Americans represents a large multimillion–dollarcorporation that can afford to pay the price without bargaining further. The American negotiator’s rolebecame that of and impersonal purveyor of information and cash, the image that succeeds only in undermingthe negotiation. In studies of American negotiators abroad, several traits have been identified that may serve toconfirm that stereotypical perception, while subverting the negotiator’s position. Two traits in particular thatcause cross-cultural misunderstanding are directness and impatience on that part of American negotiator.Furthermore, American negotiators often insist on realizing short-term goals. Foreign negotiators, on theother hand, may value the relationship established between negotiators and may be willing to invest time in itfor long-term benefits. In order to solidify the relationship, they may opt for indirect interactions withoutregard for the time involved in getting to know the other negotiator.Clearly, perceptions and differences in values affect the outcomes of negotiation and the successof negotiators. For Americans to play a more effective role in international business negotiations, they mustput forth more effort to improve cross-cultural understanding.Question 16. What’s the author main point?American negotiators need to learn more about other cultures.B. Negotiation is the process of reaching an agreement.C. Foreign perceptions of American negotiators are based on stereotypes.D. Foreign languages are important for international business.Question 17. According to the author, what is the purpose of negotiation?A. To undermine the other negotiator’s positionB. To reach an agreementC. To communicate back and forthD. To understand the culture of the negotiatorsQuestion 18. The word “persuaded” in paragraph 2 is closest in meaning to A. informed B. respected C. convinced D. accusedQuestion 19. The word “that” in paragraph 3 refers to A. role B. corporation C. price D. bargainingQuestion 20. Which of the following is mentioned as a criterion necessary for negotiation?A. participation B. compromise C. communication D. investmentQuestion 21. According to the passage, how can the businesspersons improve their negotiation skills?A. By getting to know the negotiators B. By explaining the goals more clearlyC. By living in a foreign culture D. By compromising more oftenQuestion 22. The American negotiators are described as all of the following EXCEPT A. known for direct interactions B. interested in short-term goalsC. willing to invest time in relationships D. perceived by foreign negotiators as wealthyHướng dẫn & Bình luậnLời giải :nhulan: