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　　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-culturalcommunication. Americans, however, have not  been well  trainedin either area and, consequently, have  not enjoyed the same level ofsuccess in negotiation in an international arena as have their foreigncounterparts.
Negotiatingis the process of communicating back and forth for the purpose of reaching anagreement. It involves persuasion and compromise, but in order toparticipate in either one, the negotiators  must understand the  ways  in which  people are persuaded and howcompromise  is reached within the culture of the negotiation.In manyinternational business negotiations abroad, Americans are perceived as wealthyand impersonal.  It  often    appears  to the  foreign  negotiator  that  the  American represents  a  large multi-million-dollar corporation thatcan afford to pay the price without bargaining further. 
The Americannegotiator's role becomes that of an impersonal purveyor of informationand cash.In studies of American negotiators abroad, several traits have beenidentified that may serve to confirm this stereotypical perception, whileundermining the negotiator's position. Two traits in particular that causecross-cultural misunderstanding are directness and impatience on the partof  the   American   negotiator. Furthermore, American   negotiators often  insist  on  realizing short-term goals. Foreign negotiators, onthe  other hand, may value the relationship established betweennegotiators and may be willing to invest time in  it for long-termbenefits. In order to solidify  the  relationship,  they may  opt  for  indirect  interactions  without regard  for  the  time involved in getting to know theother negotiator.
Clearly, perceptions and differences  in values affect the  outcomes ofnegotiations and the success  of  negotiators. For Americans toplay a  more effective role in  international  businessnegotiations, they must put forth more effort to improve cross-culturalunderstanding.
　　全文翻譯：國際商業(yè)和跨文化交流  國際貿(mào)易和海外投資的增加產(chǎn)生了對具有外語知識和跨文化交 流技巧的經(jīng)理的需求。  
　　然而，美國人在這兩方面未得到良好的訓練，因此沒有在國際談判 中象他們的外國對手一樣成功。 談判是為了達成協(xié)議而反復交流的過程。 它包括說服和妥 協(xié)。但是為了去進行說服和妥協(xié)，談判者必須懂得在談判的文化中怎樣說服人和怎樣達成 妥協(xié)。 在國外的國際商務談判中，美國人被視為富有和不帶個人情感。 
　　在外國談判者看來， 似乎美國人代表著一個龐大的擁有數(shù)百萬資財?shù)拇笃髽I(yè)，不用進一步地討價還價就能出得起 價錢。 
　　美國談判者的角色變成了一個沒有個人感情的信息及現(xiàn)金的供應者。 對在國外的美國談判者的研究中，我們找出了損害談判者能力的幾個特點，或許證實這個已成定式的看法。 尤其引起跨文化誤解的兩個特點是美國談判者的直截了當和缺乏耐心。  
　　此外，美國談判者經(jīng)常堅持實現(xiàn)短期目標，而外國的談判者會珍視建立談判者之間的聯(lián)系并愿意為長期利益投 入時間。 為了鞏固這種聯(lián)系，他們會選擇非直接的交流而不計較投入用于了解對方的時間。 明顯地，價值觀的不同和理解上的差異影響了談判的結(jié)果和談判者的成功與否。美國人要 在國際商務談判中扮演更為有效的角色，他們就必須投入更多的努力提高跨文化的理解力。

 

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