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. |
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. |
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. |
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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【推荐1】How to Carry out Consistent Practice
Consistency is a great characteristic to build in your life. The key to consistency is setting and achieving specific goals. Here are some ways to help you through the process.
Create specific and realistic goals.
Create a schedule. It can be easy to pile on tasks and promises, but a calendar, planner, or schedule will keep you on track. A schedule will help you plan your day so that you get everything done on time.
Make promises only if you can keep them. Consistency often involves making commitments and keeping them. It is easy to fail, however, if you make too many promises.
Reward yourself when you get something done. If you do complete your goals, give yourself a reward. For example, if you’ve managed to complete your work by 5 pm every day for a week, take an evening off.
A.Find a suitable place. |
B.Place reminders around. |
C.Go to a movie or treat yourself to a special dinner. |
D.If you think a request may be difficult to do, say no. |
E.If you can not keep your promises, your friends won’t be rewarded, either. |
F.It will also help you understand what tasks you do and do not have time for. |
G.It’s hard to be consistent if you don’t have a strong idea of what you need to do . |
【推荐2】When you are overwhelmed, you feel like things are too many to deal with. Everyone gets overwhelmed from time to time, but you can still do something to handle this negative emotion.
Slow it down.
The first thing you need to do when you feel flooded or overwhelmed is to slow everything down.
If you’re wondering how to get your life together, it’s time to reflect on what led to the stress. Reflecting is great because it helps you sort through the data you have received from being overwhelmed. Taking the time to understand the data will also help you better understand what your body is trying to tell you if you meet with these situations again in the future.
Release, regroup, and redirect.
It’s easier said than done, but when it comes to feeling overwhelmed, the best thing you can do is let it go. The release of the source of feeling overwhelmed is critical to the “getting my life back together” component of this process.
A.Step back and reflect. |
B.Express what you are truly feeling and thinking. |
C.When you slow down, it is as if you have put the brakes on. |
D.This doesn’t necessarily mean you must move in a totally new direction. |
E.Another thing you have to do before getting your life back together is regroup. |
F.Rethinking about your previous mistakes might give you clues to avoid them in the future. |
G.Here are some tips to help you get your life back together when you feel completely overwhelmed. |
【推荐3】Are you trying to find ways to be more efficient at your job?
They take breaks.
They don’t try to do more every day. Settle down, super men and women. While it’s fine to pride yourself on your abilities to multitask, it’s in your best interest (and your employer’s) if you stick to one to-do at a time. Somewhere along the lines, our culture has embraced and promoted this idea that the more we can do at once, the better. However, research shows the opposite.
They have a full night’s sleep. In school, you may have found that too many students stay up late to finish a paper or study for an exam. Although they study really hard without enough sleep, research shows this is not the way to do business.
A.They value fitness. |
B.Pressing pause is important. |
C.They prefer to do more every day. |
D.Enough sleep makes great contribution to efficient work. |
E.If so, please follow these habits of naturally productive people. |
F.Poor sleep or lack of sleep carries some pretty negative rewards. |
G.In fact, the more we do at a time, the less efficient and productive we become. |
【推荐1】People love to hate on pigeons (鸽子) for the way they mess up parked cars or rush to food scraps on the sidewalk. But with more than 300 species of wild pigeon found on Earth-many of them amazing it’s time to truly understand the animal. “Pigeons are biological wonders,” says Rosemary Mosco, author of A Pocket Guide to Pigeon Watching. “They can take off almost vertically (垂直地). They see colors we can’t, hear sounds we can’t, and find their way across hundreds of miles using ways we don’t fully understand,” she says. “They’re the world’s most overlooked birds.”
Pigeons are unbelievably complex and intelligent animals. They are one of only a small number of species to pass the “mirror test” a test of self-recognition. They can also recognize each letter of the human alphabet, differentiate between photographs, and even distinguish different humans within a photograph. Besides, pigeons are known for their outstanding navigational abilities. They use a range of skills, such as using the sun as a guide and an internal “magnetic compass (指南针)”. A study at Oxford University found that they will also use landmarks as signposts and will travel along man-made roads and motorways, even changing direction at crossroads. Pigeons also have excellent hearing abilities. They can detect sounds at far lower frequencies than humans are able to, and can thus hear distant storms and volcanoes.
Despite the social idea as dirty and disease-ridden, pigeons are actually very clean animals and there is very little evidence to suggest that they are spreading disease. Pigeons and humans have lived in close relationship for thousands of years. Although pigeon droppings are seen by some as a problem in modern society, a few centuries ago they were seen as extremely valuable. They were viewed as the best available fertilizers (肥料) and armed guards would even stand by pigeon houses to stop others taking the droppings.
1. What can we know about pigeons from paragraph 1?A.They do great harm to people. |
B.They are still unknown to people. |
C.They are the world’s most amazing birds. |
D.They have abilities beyond people’s imagination. |
A.The ability to see colors. |
B.The ability to detect sounds. |
C.The ability to guide directions. |
D.The ability to recognize photographs. |
A.Pigeons’ hearing. | B.Pigeons’ differences. |
C.Pigeons’ qualities. | D.Pigeons’ intelligence. |
A.Pigeons are dangerous. | B.Pigeons are priceless. |
C.Pigeon waste is valuable. | D.Pigeon waste is poisonous. |
【推荐2】Queen Elizabeth II’s face is on every note and coin in the United Kingdom, but still little is known about how much money she has personally, how she gets it and who stands to inherit (继承) it.
What we do know from public records is that the Queen receives at least $20 million in annual income through her private estate, and another 100 million dollars from the UK government each year.
The first thing to understand is that the Queen’s income comes from both public and private possessions. A large amount of it comes from something called the Sovereign Grant. Here’s how that works.
In the 1700s, the monarchy (王室) handed over income from land to the government known as the Crown Estate. Each year the government pays a percentage of the profits made on those possessions back to the monarchy. That annual income is known as the Sovereign Grant. Last year it totaled more than $107 million. And it is used to fund the Queen’s official duties and maintain royal residences like Buckingham Palace.
But even if we can’t identify her exact worth, the royal finances are looking healthy as the Queen celebrates her 70th Queen Ceremony. The Sunday Times Rich List estimated the Queen’s net worth is $466 million, up $6.2 million dollars from last year. And while the Duchy of Lancaster saw UK income drop during the pandemic, according to its financial records, the Queen’s income has been turning upwards over the past decade.
Anyway, the monarchy is a private family, and they are unlikely to share any details of their wealth with the British public, and that probably won’t change anytime soon.
1. How does the Queen get her income?A.From the Crown Estate. | B.From the Sovereign Grant. |
C.From the monarchy and the government. | D.From the government and private possessions. |
A.How the Queen’s income is calculated. |
B.How the monarchy cooperates with the government. |
C.How the Sovereign Grant works and what the money is used for. |
D.How the monarchy gets paid and what the Queen’s official duties are. |
A.It can be exactly identified. | B.It decreases during the pandemic. |
C.It is more than that from last year. | D.It is more than that of the UK government. |
A.Health. | B.History. | C.Education. | D.Economy. |
【推荐3】Although being famous might sound like a dream come true, today’s stars, feeling like zoo animals, face pressures that few of us can imagine. They are at the center of much of the world’s attention. Paparazzi (狗仔队) camp outside their homes, cameras ready. Tabloids (小报) publish thrilling stories about their personal lives. Just imagine not being able to do anything without being photographed or interrupted for a signature.
According to psychologist Christina Villareal, celebrities-famous people-worry constantly about their public appearance. Eventually, they start to lose track of who they really are, seeing themselves the way their fans imagine them, not as the people they were before everyone knew their names. “Over time,” Villareal says, “they feel separated and alone.”
The phenomenon of tracking celebrities has been around for ages. In the 4th century B. C. , painters followed Alexander the Great into battle, hoping to picture his victories for his admirers. When Charles Dickens visited America in the 19th century, his sold-out readings attracted thousands of fans, leading him to complain (抱怨) about his lack of privacy. Tabloids of the 1920s and 1930s ran articles about film-stars in much the same way that modern tabloids and websites do.
Being a public figure today, however, is a lot more difficult than it used to be. Superstars cannot move about without worrying about photographers with modern cameras. When they say something silly or do something ridiculous, there is always the Internet to spread the news in minutes and keep their “story” alive forever.
If fame is so troublesome, why aren’t all celebrities running away from it? The answer is there are still ways to deal with it. Some stars stay calm by surrounding themselves with trusted friends and family or by escaping to remote places away from big cities. They focus not on how famous they are but on what they love to do or whatever made them famous in the first place.
Sometimes a few celebrities can get a little justice. Still, even stars who enjoy full justice often complain about how hard their lives are. They are tired of being famous already.
1. It can be learned from the passage that stars today________.A.are often misunderstood by the public |
B.can no longer have their privacy protected |
C.spend too much on their public appearance |
D.care little about how they have come into fame |
A.to lose their way back |
B.to forget their own names |
C.to lose their memories |
D.to forget their true selves |
A.Well-known actors are usually targets of tabloids. |
B.Works of popular writers often have a lot of readers. |
C.Great heroes of the past were generally admired. |
D.The problem faced by celebrities has a long history. |
A.Huge population of fans. | B.Availability of modern media. |
C.Lack of favorable chances. | D.Inadequate social recognition. |
A.Sympathetic. | B.Skeptical. | C.Disapproving. | D.Indifferent. |
【推荐1】Culture shock has many stages. Each stage can appear only at certain times. In the first stage, everything is new and exciting. New arrivals may be pleased by all the new things around them.
Afterwards, the second stage presents itself. A person may go through some difficult times in daily life.
The third stage is featured by gaining some understanding of the new culture.
In the fourth stage, the person gradually realizes that the new culture has good and bad things to offer. This process is often accompanied (伴随) by a much stronger feeling of belonging.
The fifth stage is the stage that is called the “re-entry shock”.
These stages are present at different times and each person has his/her own way of reacting in the stages of culture shock. As a result, some stages will be longer and more difficult than others.
A.This time is called the “honeymoon” stage. |
B.The person starts to establish goals for living. |
C.Luckily, this often comes to an end fairly soon. |
D.A new feeling of pleasure may be experienced. |
E.Communicating with others is a good way to start. |
F.This happens when a return to the homeland is made. |
G.In this stage, there may be feelings of sadness and helplessness. |
【推荐2】5 of the Most Interesting Customs in the World
Switzerland—Honesty shopping
There are little shops in the middle of the Swiss Alps that allow you to buy your fresh cheese, milk, bread, honey, and butter without anyone to watch you. In fact, no one watches these shops because they are owned by farmers who are out taking care of the animals.
South Korea—NOT tipping
Tipping is in the blood for someone who is raised in the United States along with many other European countries. But in South Korea, employees in the food service industry are given fair wages and take pride in their work, and it is insulting to attempt to tip them.
Iceland—Christmas Eve books giving
People puzzle over the eternal question of Christmas gifts. Iceland has solved this problem with the Christmas Eve tradition of giving a book. After everyone unwraps the books, they spend the evening reading together.
Japan—Pushers on the subway
Japan's subway is crowded during rush hours. But instead of settling for the inefficiency that personal space demands, Japan has "pushers". They are exactly what they sound like-employees whose only job during rush hour is to push more people onto the train.
Russia—Offering vodka
It is the custom to welcome new friends with shots of vodka. What better way to break the ice than with some stomach- warming shots of this Russian tradition? That's something we can all toast to, or, as they say in Russia, "Na zdorovye!".
1. In which of countries is it a tradition to give books as a Christmas gift?A.Japan. | B.South Korea. | C.Russia. | D.Iceland. |
A.It is a tradition for Swiss to welcome guests with vodka. |
B.No one watches you shop in Switzerland because people are busy. |
C."Pushers" in Japan help you get off the train faster. |
D.Tipping is in the blood for people in South Korea. |
A.Those who intend to travel in their home country. |
B.Those who want to study abroad. |
C.Those who are interested in diverse customs around the globe. |
D.Those who are fond of natural sceneries. |
【推荐3】Specialists(专家)say it is not easy to get used to life in a new culture. “Culture shock” is what these specialists use when talking about the feelings that people have in a new environment. The specialists say that there are three stages of culture shock. In the first stage, the newcomers like their new environment. Then, when the fresh experience dies, they begin to hate the city, the country, the people, and everything else. In the last stage, the newcomers begin to get used to their surroundings and, as a result, enjoy their life more.
There are some evident factors(因素)in culture shock. The weather may be unpleasant. The customs may be different. The public service systems—the telephones, post office, or transportation—may be difficult to work out. The simplest things seem to be the biggest problems. The language may be difficult.
Who feels culture shock? Everyone does in this way or that. But culture shock surprises most people. Very often the people having the worst culture shock are those who never had any difficulties in their own country. Coming to a new country, these people find they do not have the same positions as they have back home. They find themselves without any identify. They have to build a new self-image.
Culture shock gives rise to (使发生)a feeling of helplessness. This feeling may be homesickness. When homesick, people feel like staying inside all the time. They want to protect themselves from the strange environment, and create an escape inside their room for a sense of security (安全). This escape does solve the problem of culture shock for a short time, but it does nothing to make the person familiar with the culture. Getting to know the new environment and gaining experience—these are the long-term solutions to the problem of culture shock.
1. When people move to a new country, they_______.A.will get used to their new surroundings with difficulty |
B.have well prepared for the new surroundings |
C.will get used to the culture of the country quickly |
D.will never be familiar with the culture of the country |
A.the language communication | B.the weather conditions and customs |
C.the public service systems | D.the homesickness |
A.the fewer difficulties you may have abroad | B.the more difficulties you may have abroad |
C.the more money you will earn abroad | D.the less homesick you may feel abroad |
A.protect ourselves from unfamiliar environment | B.develop a strange sense of self-protection |
C.get familiar with new culture | D.return to our own country |