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题型:阅读理解-阅读单选 难度:0.65 引用次数:224 题号:20559586

After losing an important deal in India, a business negotiator learned that her counterpart (对方) felt as if she had been rushing through the talks. The business negotiator thought she was being efficient with their time. Their cultures have different views on how to conduct negotiations, and in this case, the barrier prevented a successful outcome.

Research shows that deal-making across cultures tends to lead to worse outcomes as compared with negotiations conducted within the same culture. As we know, cultures are characterized by different behaviors, communication styles and norms (准则). Consequently, when negotiating across cultures, we bring different views to the bargaining table, which in turn may result in potential misunderstandings that can lead to a lower likelihood of discovering value-creating solutions.

Cultural conflict in negotiations is linked with the fact that we, at most times, interpret others’ behaviors, values, and beliefs through the lens (透镜) of our own culture. To overcome this, it is important to rescarch the customs and behaviors of different cultures as well as understand why people follow these customs and exhibit these behaviors in the first place.

Just as important, not only do countries have unique cultures, but teams and organizations do too. Before partaking in any negotiation, take the time to study the context and the person on the other side of the bargaining table, including the various cultures to which he belongs, whether the culture of his culture, the culture of engineering, or his particular company’s corporate culture. The more you know about the client, the better off you’ll do in any negotiation.

Therefore, we see the negotiator has learned her Indian counterpart would have appreciated a slower pace with more opportunities for relationship building. She seems to have run into the issue: Using time efficiently in the course of negotiations is generally valued in the United States, but in India, there’s often a greater focus on building relationships early in the process. By doing research on the clients’ cultures, they can adjust their negotiation method and give themselves a better chance of creating a valuable negotiation experience for both themselves and their counterpart.

1. What resulted in the business woman’s failure in her negotiation in India?
A.Her slow work style.B.Their personal conflicts of interests.
C.Her poor communication capacity.D.The differences between their cultures.
2. What is the second paragraph mainly about?
A.The analyses about the findings of the research.B.The deep reasons for failed cross-culture negotiations.
C.The common misunderstandings in negotiations.D.The causes of conflicts between negotiators’ views.
3. What does the author mainly want to say in Paragraph 4?
A.Rescearch is necessary before negotiating.
B.People should respect cultural differences.
C.Meeting cultural differences is fairly common.
D.Cross-culture conflicts result from ignorance.
4. What is the function of the last paragraph?
A.To come up with a new conclusion.B.To recommend a negotiation method.
C.To summarize the above paragraphs.D.To share different opinions on the example.

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