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[originaltext]M: I’m talking to Janet Holmes who has spent many years negotiati
[originaltext]M: I’m talking to Janet Holmes who has spent many years negotiati
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2023-11-28
21
管理
问题
M: I’m talking to Janet Holmes who has spent many years negotiating for several well-known national and multinational companies. Hello, Janet.
W: Hello.
M: Now Janet, you’ve experienced and observed the negotiation strategies used by people from different countries and speakers of different languages. So, before we come on to the differences, could I ask you to comment first of all on what such encounters have in common?
W: OK, well, I’m just going to focus on the situations where people speak English in international business situations.
M: I see. Now not everyone speaks English to the same degree of proficiency. So maybe that affects the situation?
W: Yes, perhaps. But that’s not always so significant. Well, because, I mean, negotiations between business partners from different countries normally mean that we have negotiations between individuals who belong to distinct cultural traditions.
M: Oh, I see.
W: Well, every individual has a different way of performing various tasks in everyday life.
M: Yes, but, but isn’t it the case that in a business negotiation they must come together and work together, to a certain extent? I mean, doesn’t that level out the style of... the style of differences somewhat?
W: Oh, I’m not so sure. I mean, there are people in the so-called Western World who say that in the course of the past 30 or 40 years that a lot of things have changed a great deal globally. And that as a consequence national differences have diminished or have got fewer, giving way to some sort of international Americanized style.
M: Yeah, I’ve heard that. Now some people say that this Americanized style has acted as a model for local patterns.
W: Maybe it has, maybe it hasn’t. Because, on the one hand, there does appear to be a fairly unified, even uniform style of doing business, with certain basic principles and preferences—you know, like "time is money", that sort of thing. But at the same time it’s very important to remember that we all retain aspects of our national characteristics—but it is actually behavior that we’re talking about here. We shouldn’t be too quick to generalize that to national characteristics and stereotypes. It doesn’t help much.
1. What situations will Janet focus on with regard to negotiation strategies?
2. According to Janet, what factor would most affect negotiations?
3. What’s said to be true about the style of differences in business negotiations?
4. What is Janet’s attitude towards the Americanized style as a model for business negotiations?
5. Why does Janet think we shouldn’t come to generalization too quickly?
选项
A、The national differences have increased.
B、The national differences have decreased.
C、The differences have changed a great deal globally.
D、The negotiations can level out the style of differences.
答案
B
解析
主持人问,在商务谈判中人们要走到一起工作,这会不会使风格差异平衡。Janet回答说自己也不确定,但现在在所谓西方世界有人称许多事情在全球已出现很大变化,由此导致的结果是国家间风格差异在缩小(national differences have diminished or have got fewer),B中的decreased与diminished及have got fewer相近,B为答案。A“国家间的差异增大了”为反向干扰:C错在differences,应为外部世界的事情发生了变化,而非differences发生了变化;D错在negotiations,根据录音可知,并非谈判本身有可能使差异平衡。
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