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1、Unit1HomeListeningInternationalbusinessisatermusedtocollectivelydescribeallcommercialtransactions(privateandgovernmental,sales,investments,logistics,andtransportation)thattakeplacebetweentwoormorenations.Usually,privatecompanies1)__undertake____suchtran
2、sactionsforprofit;governmentsforprofitandforpoliticalreasons.Itreferstoallbusinessactivitieswhichinvolvecross2)border____transactionsofgoods,servicesandresourcesbetweentwoormorenations.Transactionofeconomicresourcesincludecapital,skills,people,etc.forin
3、ternationalproductionofphysicalgoods,andservicessuchasfinance,banking,3)___insuranceconstruction,etc.Theincreaseininternationalbusinessandinforeign4)investment___hascreatedaneedforexecutiveswithknowledgeofforeignlanguagesandskillsincross-culturalcommuni
4、cation.Americans,however,havenotbeenwelltrainedineitherareaand,consequently,havenotenjoyedthesamelevelofsuccessin5)_negotiation__inaninternationalarenaastheirforeigncounterparts.Negotiatingistheprocessofcommunicatingbackandforthforthepurposeofreachingan
5、agreement.Itinvolvespersuasionandcompromise,butinorderto6)___participate___ineitherone,thenegotiatorsmustunderstandthewaysinwhichpeoplearepersuadedandhowcompromiseisreachedwithinthecultureofthenegotiation.InstudiesofAmericannegotiatorsabroad,severaltrai
6、tshavebeen7identifiedthatunderminethenegotiator’sposition,twoofwhich,inparticular,aredirectnessand8)impatience.Furthermore,Americannegotiatorsofteninsistonrealizingshort-termgoals.Foreignnegotiators,ontheotherhand,mayvaluetherelationshipestablishedbetwe
7、ennegotiatorsandmaybewillingtoinvesttimeinitforlong-termbenefits.9)Inordertosolidifytherelationship,theymaychooseindirectinteractionsClearly,perceptionsanddifferencesinvaluesaffecttheoutcomesofnegotiationsandthesuccessofnegotiators.10)withoutregardforth
8、etimeinvolvedingettingtoknowtheothernegotiator.ForAmericanstoplayamoreeffectiveroleininternationalbusinessnegotiations,theymustputforthmoreefforttoimprovecross-culturalunderstanding.Unit2HomeListeningToday’sleadingChinesebrandsmu
