跨文化的商务交际-unit 14Intercultural Negotiation.pptxVIP

Unit 14 Intercultural NegotiationText 1Pre-reading questions:1.What is the relation between communication and negotiation across cultures?2.What kinds of negotiation results arise respectively in competition culture, cooperation culture, and stalemate?Key to Pre-reading Questions1.Negotiating is a special communication task. Negotiation is the communication that takes place in order to reach agreement about how to handle both common and conflicting interests between two or more parties. 依据第一篇课文第1自然段的内容。2.Competition cultures look upon negotiation as situation to win. Winning can also mean you have achieved an agreement in which the other side gives up more than you do. Cooperation cultures often prefer outcomes that emphasize the advantage gained by both sides. Negotiators sometimes have to accept a stalemate when no agreement can be reached. It represents a failure of the negotiation. 依据第一篇课文第2个小标题下的1、2、4、和6自然段的内容。Notes to Text 11. Negotiation is the communication that takes place in order to reach agreement about how to handle both common and conflicting interests between two or more parties. 【译文】谈判就是沟通，是在两方或多方之间就怎样处理共同和相互冲突的利益达成协议。【注】 跨文化交际（intercultural communication），指本族语者与非本族语者之间的交际, 也指任何在语言和文化背景方面有差异的人们之间的交际。跨文化交际注重社交特点、思维模式、以及不同集团之间的文化，涉及对他国的不同文化、不同语言、不同习俗的理解。跨文化交际被视为是国际商务的基石。跨文化交际普遍应用在外交、贸易、国际商务（商务会谈/商业活动）、国际旅游和民间外交、对外汉语言文化教学、对外文化传播、人力资源管理、企业管理、外国在华企业、中国驻外企业、以及企业管理、市场营销、文化传媒、公共关系等。3. Cultural Intelligence or Cultural Quotation (CQ) enables negotiators to behave appropriately to the members of the other culture. 【译文】文化智商使谈判者能够恰到好处地对待不同文化背景的人。【注】, 文化智商（Cultural Intelligence, Cultural Quotient or CQ）是用语商务、教育、政府以及学术研究领域的术语。文化智商可以理解为跨文化建立关系和有效工作的能力。文化智商这一术语最初是由David Livermore, Linn Van Dyne, 以及Soon Ang三人在进行跨文化表现能力测定与预测研究时所使用的术语。4. Winning means not having to make concessions beyond the reserve point—the bargaining limit established by a negotiating team before the negotiation begin—in order to gain the teams objectives. 【译文】为了实现团队的目标，谈判取胜并不意味着让步一定要超出底线——讨价还价的界限