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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 supplier 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 misunderst anding 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.
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.
(1) What kind of manager is needed in present international business and foreign investment?
A、The man who represents a large multi-million-dollar corporation.
B、The man with knowledge of foreign languages and skills in cross-cultural communication.
C、The man who is wealthy and impersonal.
D、The man who can negotiate with his foreign counterparts.
(2) According to the passage, international business negotiation involves.
A、short-term goals
B、long-term benefits
C、information and cash
D、persuasion and compromise
(3) In the foreign negotiators’eyes their American counterparts are.
A、impersonal suppliers of information and cash
B、skillful in negotiation
C、good at establishing relationship between negotiators
D、indirect and impatient
(4) Which of the following is NOT mentioned in the passage?
A、Foreign negotiators are willing to invest time in relationship between negotiators.
B、American negotiator's directness and impatience cause cross-cultural misunderstanding.
C、Americans has played a more effective role in international business negotiations.
D、Foreign negotiators think that American can afford to pay the price without bargaining
(5) What is the topic of this passage?
A、The differences between American negotiators and foreign negotiators
B、Negotiation skills
C、International business and cross-cultural communication
D、Cross-cultural understanding
参考答案
更多 “ 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 supplier 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 misunderst anding 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.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.(1) What kind of manager is needed in present international business and foreign investment?A、The man who represents a large multi-million-dollar corporation.B、The man with knowledge of foreign languages and skills in cross-cultural communication.C、The man who is wealthy and impersonal.D、The man who can negotiate with his foreign counterparts.(2) According to the passage, international business negotiation involves.A、short-term goalsB、long-term benefitsC、information and cashD、persuasion and compromise(3) In the foreign negotiators’eyes their American counterparts are.A、impersonal suppliers of information and cashB、skillful in negotiationC、good at establishing relationship between negotiatorsD、indirect and impatient(4) Which of the following is NOT mentioned in the passage?A、Foreign negotiators are willing to invest time in relationship between negotiators.B、American negotiator's directness and impatience cause cross-cultural misunderstanding.C、Americans has played a more effective role in international business negotiations.D、Foreign negotiators think that American can afford to pay the price without bargaining(5) What is the topic of this passage?A、The differences between American negotiators and foreign negotiatorsB、Negotiation skillsC、International business and cross-cultural communicationD、Cross-cultural understanding ” 相关考题
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A、due toB、becauseC、owingD、due
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Passage 2 A great deal of attention is being paid today to the socalled digital divide — the division of the world into the info(information) rich and the info poor. And that divide does exist today. My wife and I lectured about this looming danger twenty years ago. What was less visible then, however, were the new, positive forces that work against the digital divide. There are reasons to be optimistic.There are technological reasons to hope the digital divide will narrow. As the Internet becomes more and more commercialized, it is in the interest of business to universalize access — after all, the more people online, the more potential customers there are. More and more governments, afraid their countries will be left behind, want to spread Internet access. Within the next decade or two, one to two billion people on the planet will be netted together. As a result, I now believe the digital divide will narrow rather than widen in the years ahead. And that is very good news because the Internet may well be the most powerful tool for combating world poverty that we've ever had.Of course, the ue of the Internet isn't the only way to defeat poverty. And the Internet is not the only tool we have. But it has enormous potential.To take advantage of this tool, some impoverished countries will have to getover their outdated anticolonial prejudices with respect to foreign investment. Countries that still think foreign investment is an invasion of their sovereignty might well study the history of infrastructure (the basic structural foundations of a society) in the United States. When the United States built its industrials infrastructure, it didn't have the capital to do so. And that is why America's Second Wave infrastructure — including roads, barbors, highways, prots and so on — were built with foreign investment. The English, the Germans, the Dutch and the French were investing in Britain's former colony. They financed them. Immigrant Americans built them. Guess who owns them now? The Americans. I believe the same thing would be true in places like Brazil or anywhere else for that matter. The more foreign capital you have helping you build your Third Wave infrastructure, which today is an electronic infrastructure, the better off you're going to be. That doesn't mean lying down and becoming fooled, or letting foreign corporations run uncontrolled. But it does means recognizing how important they can be in building the energy and telecom infrastructures needed to take full advantage of the Internet.第55题：Digital divide is something _______ .A getting worse because of the InternetB the rich countries are responsible forC the world must guard againstD considered positive today
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In the foreign languages bookstoreto be found books in various languages.
A.is
B.is been
C.are
D.are been
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Questions 116-120 refer to the following passage.
Cross-cultural Communication in Business Negotiations
Business Weekly by Dr. Rod Steiner November 2006
The importance of effective cross-cultural communication during business conferences or ne-gotiations is often unappreciated. And yet it is not just the immediate outcome of the negotiation which is at stake but also the possibility of a positive, ongoing business relationship.
Here's a simple example:"don't mix business and pleasure," we say, thinking ourselves to be efficient and"virtuous". But trying to negotiate with that attitude in some other cultures may well cause consternation in your host. This in turn will result in cross-cultural irritation and may well put future relationships under a cloud. So, the first rule should be to study the culture of the people with whom you are going to negotiate.
Dr. Rod Steiner, assistant lecturer, Department of Business Studies, South Australian Institute of Technology.
South Australian Institute of Technology
Department of Business Studies
44 Berwick St,
Adelaide, Australia 5066
November 24,2006
Dear Dr. Steiner,
I read your article "Cross-cultural Communication in Business Negotiations" with a great deal of interest. I am a postgraduate language/business student at the University of Adelaide, and I have also had some experience living and studying in Japan.
You are absolutely right when you highlight possible"cross-cultural irritation". In our cul-ture, we would never associate business transactions of any type with drinking alcohol and going to nightclubs. However, that's more or less the normal way of doing things in Japan.
I hope to specialize in this area of study -- I mean, in cross-cultural communication – and that's why I have chosen also to study some foreign languages. If you have any suggestions for fur-ther reading, could you please let me know?
Thanks for your attention.
Julie Luddon
What does the article suggest?A.To take a course in international business relationships at the institute
B.Always to be alert of hints that can damage an ongoing business relationship
C.Not to mix business and pleasure when dealing with any culture
D.To know the culture of your business counterpart
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资料：Business,academic and civic leaders in Cambridge have warned that one of Britain’s major economic growth cities is under threat unless the government acts quickly to restore trust post-Brexit.
Company executives and educationists report some highly skilled foreign nationals quitting or refusing to commit to new jobs in Britain because of uncertainty over their future legal status here.It has in the past boasted of creating employment faster than China,amid a boom in the technology and bioscience sectors,which led to the city being labelled”Sillicon fen”,but now there are fears of a big slowdown.
“This is a unique economic asset for Europe,”said Lord Lansley,the former Conservation MP for South Cambridgeshire, after a specially convened meeting to discuss the problems with local politicians and others.”There is a [ political]vacuum out there and there does not seem to be a [ post Brexit] plan.There are things we need and if we get them we can continue to prosper and be more successful”,Lansley added.
He has drawn up a Cambridge declaration with his colleagues meant to reassure existing academic and business staff from abroad that their presence will be protected .”We are committed to international collaboration in research,science and the exploitation of innovative,knowledge-intensive enterprises,”says the document.
Lansley says he will be pushing the British government to give acquired rights to the 9,000 European citizens living in the East Anglian city out of a total population of 124,000.He also wants to see a continuation of free labour movement to allow Europeans to come to work and study in Cambridge and says”We need free movement for them to come to work and to study here.”
Which of the following is NOT a situation Lord Lansley expects to see?A.The immediate action of the British government.
B.continuation of free labor movements from EU countries.
C.An increase in the foreign talents’ wages.
D.New policies that protects foreign talents’ rights.
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资料：Business,academic and civic leaders in Cambridge have warned that one of Britain’s major economic growth cities is under threat unless the government acts quickly to restore trust post-Brexit.
Company executives and educationists report some highly skilled foreign nationals quitting or refusing to commit to new jobs in Britain because of uncertainty over their future legal status here.It has in the past boasted of creating employment faster than China,amid a boom in the technology and bioscience sectors,which led to the city being labelled”Sillicon fen”,but now there are fears of a big slowdown.
“This is a unique economic asset for Europe,”said Lord Lansley,the former Conservation MP for South Cambridgeshire, after a specially convened meeting to discuss the problems with local politicians and others.”There is a [ political]vacuum out there and there does not seem to be a [ post Brexit] plan.There are things we need and if we get them we can continue to prosper and be more successful”,Lansley added.
He has drawn up a Cambridge declaration with his colleagues meant to reassure existing academic and business staff from abroad that their presence will be protected .”We are committed to international collaboration in research,science and the exploitation of innovative,knowledge-intensive enterprises,”says the document.
Lansley says he will be pushing the British government to give acquired rights to the 9,000 European citizens living in the East Anglian city out of a total population of 124,000.He also wants to see a continuation of free labour movement to allow Europeans to come to work and study in Cambridge and says”We need free movement for them to come to work and to study here.”
What is the purpose of the Cambridge declaration in paragraph 4?A.To create more job positions for foreign talents
B.To comfort existing foreign talents
C.To attract new talents
D.To stimulate local economy
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The number of foreign students attending Chinese universities __________ rising steadily in the past ten years.A.was
B.were
C.has been
D.have been
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共用题干
第一篇The Development of PRThe rise of multinational corporations,global marketing,new communications technologies, and shrinking cultural differences have led to an unparalleled increase in global public relations or PR.Surprisingly,since modern PR was largely an American invention,the US leadership in public relations is being threatened by PR efforts in other countries.Ten years ago,for example,the world's top five public relations agencies were American-owned.In 1991,only one was.The British in particular are becoming more sophisticated and creative.A recent survey found that more than half of all British companies include PR as part of their corporate planning activities,compared to about one-third of US companies.It may not be long before London replaces New York as the capital of PR.Why is America lagging behind in the global PR race?Firstly,Americans as a whole tend to be fairly provinciel and take more of an interest in local affairs.Knowledge of world geography,for example,has never been strong in this country.Secondly,American lag behind their European and Asian counterparts in knowing a second language.Less than 5 percent of Burson-Marshall's US employees know two languages.Ogilvy and Mather has about the same percentage.Conversely, some European firms have half or more of their employees fluent in a second language.Finally,people involved in PR abroad tend to keep a closer eye on international affairs.In the financial PR area,for instance,most Americans read the Wall Street Journal. Overseas,their counterparts read the Journal as well as the Financial Times of London and The Economist,publications not often read in this country.Perhaps the PR industry might take a lesson from Ted Turner of CNN(Cable News Network). Turner recently announced that the word"foreign"would no longer be used on CNN news broadcasts.According to Turner,global communications have made the nations of the world so interdependent that there is no longer any such thing as foreign.The underlined word"provincial"(Para. 3)most probably means_______.A:rigid in thinkingB:interested in world financial affairsC:like people from the provincesD:limited in outlook
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共用题干
第一篇The Development of PRThe rise of multinational corporations,global marketing,new communications technologies, and shrinking cultural differences have led to an unparalleled increase in global public relations or PR.Surprisingly,since modern PR was largely an American invention,the US leadership in public relations is being threatened by PR efforts in other countries.Ten years ago,for example,the world's top five public relations agencies were American-owned.In 1991,only one was.The British in particular are becoming more sophisticated and creative.A recent survey found that more than half of all British companies include PR as part of their corporate planning activities,compared to about one-third of US companies.It may not be long before London replaces New York as the capital of PR.Why is America lagging behind in the global PR race?Firstly,Americans as a whole tend to be fairly provinciel and take more of an interest in local affairs.Knowledge of world geography,for example,has never been strong in this country.Secondly,American lag behind their European and Asian counterparts in knowing a second language.Less than 5 percent of Burson-Marshall's US employees know two languages.Ogilvy and Mather has about the same percentage.Conversely, some European firms have half or more of their employees fluent in a second language.Finally,people involved in PR abroad tend to keep a closer eye on international affairs.In the financial PR area,for instance,most Americans read the Wall Street Journal. Overseas,their counterparts read the Journal as well as the Financial Times of London and The Economist,publications not often read in this country.Perhaps the PR industry might take a lesson from Ted Turner of CNN(Cable News Network). Turner recently announced that the word"foreign"would no longer be used on CNN news broadcasts.According to Turner,global communications have made the nations of the world so interdependent that there is no longer any such thing as foreign.According to the passage,US leadership in public relations is being threatened because of_______.A: shrinking cultural differences and new communication technologiesB:increased efforts of other countries in public relationsC:an unparalleled increase in the number of public relations companiesD:the decreasing number of multinational corporations technologies
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共用题干
第一篇The Development of PRThe rise of multinational corporations,global marketing,new communications technologies, and shrinking cultural differences have led to an unparalleled increase in global public relations or PR.Surprisingly,since modern PR was largely an American invention,the US leadership in public relations is being threatened by PR efforts in other countries.Ten years ago,for example,the world's top five public relations agencies were American-owned.In 1991,only one was.The British in particular are becoming more sophisticated and creative.A recent survey found that more than half of all British companies include PR as part of their corporate planning activities,compared to about one-third of US companies.It may not be long before London replaces New York as the capital of PR.Why is America lagging behind in the global PR race?Firstly,Americans as a whole tend to be fairly provinciel and take more of an interest in local affairs.Knowledge of world geography,for example,has never been strong in this country.Secondly,American lag behind their European and Asian counterparts in knowing a second language.Less than 5 percent of Burson-Marshall's US employees know two languages.Ogilvy and Mather has about the same percentage.Conversely, some European firms have half or more of their employees fluent in a second language.Finally,people involved in PR abroad tend to keep a closer eye on international affairs.In the financial PR area,for instance,most Americans read the Wall Street Journal. Overseas,their counterparts read the Journal as well as the Financial Times of London and The Economist,publications not often read in this country.Perhaps the PR industry might take a lesson from Ted Turner of CNN(Cable News Network). Turner recently announced that the word"foreign"would no longer be used on CNN news broadcasts.According to Turner,global communications have made the nations of the world so interdependent that there is no longer any such thing as foreign.We learn from the third paragraph that employees in the American PR industry_______.A:enjoy reading a great variety of English business publicationsB:speak at least one foreign language fluentlyC:are ignorant about world geographyD:are not as sophisticated as their European counterparts
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共用题干
第一篇The Development of PRThe rise of multinational corporations,global marketing,new communications technologies, and shrinking cultural differences have led to an unparalleled increase in global public relations or PR.Surprisingly,since modern PR was largely an American invention,the US leadership in public relations is being threatened by PR efforts in other countries.Ten years ago,for example,the world's top five public relations agencies were American-owned.In 1991,only one was.The British in particular are becoming more sophisticated and creative.A recent survey found that more than half of all British companies include PR as part of their corporate planning activities,compared to about one-third of US companies.It may not be long before London replaces New York as the capital of PR.Why is America lagging behind in the global PR race?Firstly,Americans as a whole tend to be fairly provinciel and take more of an interest in local affairs.Knowledge of world geography,for example,has never been strong in this country.Secondly,American lag behind their European and Asian counterparts in knowing a second language.Less than 5 percent of Burson-Marshall's US employees know two languages.Ogilvy and Mather has about the same percentage.Conversely, some European firms have half or more of their employees fluent in a second language.Finally,people involved in PR abroad tend to keep a closer eye on international affairs.In the financial PR area,for instance,most Americans read the Wall Street Journal. Overseas,their counterparts read the Journal as well as the Financial Times of London and The Economist,publications not often read in this country.Perhaps the PR industry might take a lesson from Ted Turner of CNN(Cable News Network). Turner recently announced that the word"foreign"would no longer be used on CNN news broadcasts.According to Turner,global communications have made the nations of the world so interdependent that there is no longer any such thing as foreign.What lesson might the PR industry take from Ted Turner of CNN?A:The American PR industry should develop global communication technologies.B:People involved in PR should avoid using the word"foreign".C:American PR companies should be more internationally minded.D:People working in PR should be more fluent in foreign languages.
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The Cuban-Americans have done very well（）AinFloridaBin business with CubaCpolitically7Deconomically
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Apart from a mastery of a foreign language, what other knowledge should a foreign language teacher have in order to do his/her job well?
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问答题Passage 3 Certain barriers to foreign trade make selling in the international market a real challenge. Relatively few Americans are fluent in more than one language. (31)______, not all foreign traders speak English. (32)______, English is the second language in many countries, (33)______ is helping to lessen the language barrier. (34)______, an increasing number of Americans are learning a second language. Each nation has (35)______ peculiar social customs and business practices, which often serve as a hindrance to international trade. The Latin American Siesta—the long lunch hour (36)______ makes the workday longer—is not common (37)______ other ethnic groups. Many foreigners working in Latin American countries find this custom difficult to observe. For some, driving a car (38)______ the left hand side of the road is confusing. Removing your shoes to enter a residence or religious building is (39)______ unique custom. Strange and exotic foods sometimes create a diet problem for the new comer abroad. On the other hand, the American practice of one-stop shopping in shopping centers is becoming common practice in many foreign countries. One common foreign custom that has caused trouble is the “entry fee” or bribe that is often expected (40)______ dealing with foreign governments.
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问答题Read the passage carefully and answer questions 1 to 5. Answer each question in a maximum of 10 words. Remember to write the answers on the answer sheet Overseas assignments are becoming increasingly important to advancement within executive ranks. The executive stationed in another country no longer need fear being “out of sight and out of mind.” He or she can be sure that the overseas effort is central to the company’s plan for success, and that promotions often follow or accompany an assignment abroad. If an employee can succeed in a difficult assignment overseas, superior will have greater confidence in his or her ability to cope back in the United States where cross-cultural considerations and foreign language issues are becoming more and more prevalent. Thanks to a variety of relatively inexperience communications devices with business applications, even small businesses in the United States are able to get into international markets. English is still the international language of business. But there is an ever-growing need for people who can speak another language. A second language isn’t generally required to get a job in business, but having language skills gives a candidate the edge when other qualifications appear to be equal. The employee posted abroad who speaks the country’s principal language has an opportunity to fast-forward certain negotiations, and can have the cultural insight to know when it is better to move more slowly. The employee at the home office who can communicate well with foreign clients over the telephone or by fax machine is an obvious asset to the firm. Questions: 1．What is the author’s attitude toward high-tech communications equipment? 2．What is becoming more and more important to promotion? 3．What does “out of sight and out of mind” (Line 2. Para. 3) probably mean? 4．According to the passage, what is an important consideration of international corporations in employing people today? 5．What is the advantage of employees having foreign language skills?
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问答题Apart from a mastery of a foreign language, what other knowledge should a foreign language teacher have in order to do his/her job well?
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单选题It can be inferred from the passage that the minimal basis for a complaint to the international Trade Commission is which of the following?A
A foreign competitor has received a subsidy from a foreign government.B
A foreign competitor has substantially increased the volume of products shipped to the United States.C
A foreign competitor selling products in the United States at less than fair market value.D
The company requesting import relief has been injured by the sale of imports in the United States.
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