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跨文化视频谈判中的差异与应对策略

听力内容简介

本文探讨了跨文化视频谈判中存在的文化差异,如合同观念、关系建立、称呼方式、沟通方式和商务礼仪,并提出了应对这些差异的策略。

小技巧:选中单词后按放大器可以翻译单词哦

文章内容

After each short video, choose one of these answers. This person's experience is similar to my culture. This person's experience is different from my culture. If you don't know, choose I'm not sure. I noticed that in the US, the contract is everything. They cover every little tiny detail and they worry about every possible thing that could happen. We have contracts in our country, of course. In fact, I worked with lawyers to go through the contracts, but the contract doesn't have to be so long and cover every single little thing. In the US, as they say, time is money. It surprised me the first time I sat in on a negotiation in America. Everything seemed to go really quickly.

In my country, we would get to know each other first. Things go more slowly so we can build a relationship. The relationship is more important and we spend a lot of time building that. I don't know much about negotiating in other countries, but in my country, our goal is win-win. It's better for everyone. If you want to do business with someone again, why would you want to have a win-lose situation? I don't know if other countries are like this or not. When I went to the first negotiation meeting, the team leader from other companies said, call me Jason. He also called my boss by his first name. I was really shocked. I kept calling him Mr. Raynodes, which is really hard for me to say. But by the end of the second meeting, it was a little easier. We just never do that when we first meet someone in a business situation.

The American law is pretty direct. You never have to ask what they are thinking. They'll tell you. It's kind of helpful. But I sometimes wonder if they misunderstand me because I don't do that. We are more indirect. When we are sitting at the table, sometimes people from other countries make eye contact for a long time, longer than I do. It makes me a little uncomfortable. An American friend said it's a sign of trust when someone looked in the eye. But that's a little aggressive, in my opinion.

Business interactions are very formal. In my culture, that is the case. The language is more formal and interactions are formal. That's how it should be when you are negotiating. In my country, we are very friendly people with a very festive culture. We are not afraid of having physical contact. We might even hug our business associates. I don't think this is very common in other cultures. Now, we must have coffee at our business meetings. In our culture, the relationship is developed before the negotiation. It might seem more like a friendship than a business relationship. We prefer to do business with people that we know, and that can take time.

We've heard from a number of people from around the world about some possible cultural differences in negotiating. I'm sure some are familiar to you. Now we're going to follow up with the discussion forum. After you submit comments to the questions, please respond to the comments of three others.

部分单词释义

  • aggressive

    形容词侵略的,侵犯的,攻势的; (美)有进取心的,积极行动的; 有进取心的,有闯劲的; 好争斗的,借故生端的,爱打架的,要打架的

    1. 好斗的;挑衅的
    An aggressive person or animal has a quality of anger and determination that makes them ready to attack other people.

    e.g. Some children are much more aggressive than others...
    一些孩子比其他孩子更好斗。
    e.g. These fish are very aggressive...
    这些鱼极具攻击性。

    aggressively
    They'll react aggressively.
    他们会作出挑衅性的反应。
  • contract

    名词合同; 契约; 协议

    动词签合同; 缩小; 感染

    The noun is pronounced /'k?ntr?kt/. The verb is pronounced /k?n'tr?kt/. 名词读作 /'k?ntr?kt/,动词读作 /k?n'tr?kt/。
  • first

    名词第一,最初; 头等; 一号,; [乐]高音部

    副词首次; 最早,最初; 宁愿; 优先

    形容词第一流的; 最初的,最早的; 基本的,概要的; 高音的

    数词第一

    1. 最早的;最先的;第一位的
    The first thing, person, event, or period of time is the one that happens or comes before all the others of the same kind.

    e.g. She lost 16 pounds in the first month of her diet.
    她节食的头一个月就减掉了16磅。
    e.g. ...the first few flakes of snow...
    初落的几片雪花

    2. 最早;最先;先
    If you do something first, you do it before anyone else does, or before you do anything else.

    e.g. I do not remember who spoke first, but we all expressed the same opinion...
    我不记得是谁最先发言的,但我们全都表达了相同的看法。
    e.g. First, tell me what you think of my products...
    先谈谈你觉得我的产品怎么样吧。

    3. 第一(次)的;首(次)的
    When something happens or is done for the first time, it has never happened or been done before.

    e.g. This is the first time she has experienced disappointment...
    这是她第一次感受到失望。
    e.g. It was the first occasion when they had both found it possible to keep a rendezvous.
    他们两人都能赴约,这还是头一遭。

    4. 首次出现的事物;首例
    An event that is described as a first has never happened before and is important or exciting.

    e.g. It is a first for New York. An outdoor exhibition of Fernando Botero's sculpture on Park Avenue.
    在公园大道上露天展出费尔南多·博特罗的雕塑,这在纽约还是破天荒的事。

    5. 第一次;首次
    The first you hear of something or the first you know about it is the time when you first become aware of it.

    e.g. We heard it on the TV last night — that was the first we heard of it...
    昨晚我们在电视上听到了这件事——那是我们头回听说。
    e.g. When Mark arrived home that afternoon, it was the first he knew for sure of the surprise party.
    马克那天下午回到家时是他第一次确切知道有惊喜派对这回事。

    6. 最初;起初;开始
    You use first when you are talking about what happens in the early part of an event or experience, in contrast to what happens later.

    e.g. When he first came home he wouldn't say anything about what he'd been doing.
    刚回到家时,他只字不提自己一直在做什么。

    7. (强调不愿意做某事)宁可,宁愿
    In order to emphasize your determination not to do a particular thing, you can say that rather than do it, you would do something else first .

    e.g. Marry that fat son of a fat cattle dealer? She would die first!
    嫁给那个大腹便便的牛贩子的胖儿子?她宁愿去死!

    8. (用于列举条目)第一,首先
    You use first when you are about to give the first in a series of items.

    e.g. Certain guidelines can be given. First, have a heating engineer check the safety of the system.
    可以提供一些指导原则:第一,找位供暖工程师检查系统的安全性。

    9. (一列中)离得最近的,最前面的
    The first thing, person, or place in a line is the one that is nearest to you or nearest to the front.

    e.g. Before him, in the first row, sat the President...
    在他面前第一排坐着总统。
    e.g. First in the queue were two Japanese students.
    队伍最前面是两个日本学生。

    10. 首要的;头等的
    You use first to refer to the best or most important thing or person of a particular kind.

    e.g. The first duty of any government must be to protect the interests of the taxpayers...
    任何政府的首要职责都必须是保护纳税人的利益。
    e.g. Imagine winning the local lottery first prize of £5,000.
    想象一下中个5,000英镑的当地彩票头奖吧。

    11. (用于工作或职位的头衔中)最高的
    First is used in the title of the job or position of someone who has a higher rank than anyone else with the same basic job title.

    e.g. ...the First Lord of the Admiralty.
    海军大臣
    e.g. ...the first mate of a British tanker.
    一艘英国油轮的大副

    12. (英国大学的)优等学位,一级荣誉学位
    In British universities, a first is an honours degree of the highest standard.

    e.g. ...an Oxford Blue who took a First in Constitutional History.
    获得宪法史优等学位的牛津大学校队运动员

    13. 第一;首先
    You use first of all to introduce the first of a number of things that you want to say.

    e.g. The cut in the interest rates has not had very much impact in California for two reasons. First of all, banks are still afraid to loan.
    降息在加利福尼亚并未产生多大影响,原因有二。首先,银行仍然不敢放贷。

    14. 最初;起初;开始时
    You use at first when you are talking about what happens in the early stages of an event or experience, or just after something else has happened, in contrast to what happens later.

    e.g. At first, he seemed surprised by my questions...
    起初,他似乎对我的问题感到惊讶。
    e.g. I had some difficulty at first recalling why we were there.
    刚开始回想我们为什么会在那儿时我有些费劲。

    15. 居于首要地位;占据头等位置
    If you say that someone or something comes first for a particular person, you mean they treat or consider that person or thing as more important than anything else.

    e.g. There's no time for boyfriends, my career comes first.
    我没时间交男朋友,事业对我来说是第一位的。

    16. 先到先接待;先到先供应;按先来后到对待
    You say 'first come first served' to indicate that a group of people or things will be dealt with or given something in the order in which they arrive.

    e.g. There will be five buses, first come first served.
    会有5辆巴士,先到先上。

    17. 从最初;从一开始
    From the first means ever since something started.

    e.g. You knew about me from the first, didn't you?...
    从一开始你就知道我,对吧?
    e.g. I thought from the first that she was a little unsure about that marriage.
    从一开始我就觉得她对那桩婚事心里没底。

    18. 第一手地;直接;亲自
    If you learn or experience something at first hand, you experience it yourself or learn it directly rather than being told about it by other people.

    e.g. He arrived in Natal to see at first hand the effects of the recent heavy fighting.
    他来到纳塔尔亲自了解最近发生的激烈冲突造成的后果。

    19. 对…一无所知;对…毫不知晓
    If you say that you do not know the first thing about something, you are emphasizing that you know absolutely nothing about it.

    e.g. You don't know the first thing about farming.
    你对种地一窍不通。

    20. 第一;首先
    You use first off to introduce the first of a number of things that you want to say.

    e.g. First off, huge apologies for last month's confusing report.
    首先,要对上个月那篇交代不清的报道表示深深的歉意。

    21. 视…为最重要;把…放在首位
    If you put someone or something first, you treat or consider them as more important than anything else.

    e.g. Somebody has to think for the child and put him first.
    必须有人替孩子着想,把他放在第一位。

    22. 最重要的先做;最要紧的先处理
    You say 'first things first' when you are talking about something that should be done or dealt with before anything else because it is the most important.

    e.g. Let's see if we can't find something to set the mood. First things first; some music.
    看看我们能不能找点什么烘托一下气氛。当务之急:来点音乐吧。

    23. first and foremost - see foremost

  • forum

    名词论坛,讨论会,专题讨论节目; 集会的公共场所; 提供公开讨论的媒体; 法庭

    1. (尤指讨论重大公共问题的)论坛,会议场所,讨论会
    A forum is a place, situation, or group in which people exchange ideas and discuss issues, especially important public issues.

    e.g. Members of the council agreed that it still had an important role as a forum for discussion...
    理事会成员一致认为它仍然发挥着论坛的重要作用。
    e.g. The organisation would provide a forum where problems could be discussed.
    这个组织将提供一个可以讨论问题的平台。

    2. (古罗马城镇中讨论商业和政治问题的)广场
    In ancient Roman towns, the forum was a square where people met to discuss business and political matters.

  • relationship

    名词关系; 联系; 浪漫关系; 血缘关系

    1. (人、团体等之间的)关系,关联
    The relationship between two people or groups is the way in which they feel and behave towards each other.

    e.g. ...the friendly relationship between France and Britain...
    法国和英国之间的友好关系
    e.g. ...family relationships.
    家庭关系

    2. 恋爱关系;性关系;感情关系
    A relationship is a close friendship between two people, especially one involving romantic or sexual feelings.

    e.g. We had been together for two years, but both of us felt the relationship wasn't really going anywhere.
    我们在一起已经两年了,但我们双方都觉得这段感情不会有什么结果。

    3. (事物之间的)关系,关联,联系
    The relationship between two things is the way in which they are connected.

    e.g. There is a relationship between diet and cancer.
    饮食结构和癌症之间有一定关联。
    e.g. ...an analysis of market mechanisms and their relationship to state capitalism and political freedom.
    对于市场机制及其与国家资本主义和政治自由之间关系的分析

  • indirect

    形容词间接的; 不直截了当的; 闪烁其词的; 不坦率的

    1. 间接的;非直接的
    An indirect result or effect is not caused immediately and obviously by a thing or person, but happens because of something else that they have done.

    e.g. Businesses are feeling the indirect effects from the recession that's going on elsewhere...
    企业感受到了别处经济衰退带来的间接影响。
    e.g. Millions could die of hunger as an indirect result of the war...
    作为战争的间接后果,数百万人可能会死于饥饿。

    indirectly
    Drugs are indirectly responsible for the violence...
    毒品是暴力产生的间接原因。
    The president is indirectly elected by parliament...
    总统由议会间接选出。
    Indirectly, I did cause her death. I shouldn't have left her there.
    的确,她的死是我间接造成的。我不该把她留在那里。
  • festive

    形容词喜庆的; 欢乐的; 节日的,过节似的

    1. 喜庆的;欢乐的;充满节日气氛的
    Something that is festive is special, colourful, or exciting, especially because of a holiday or celebration.

    e.g. The town has a festive holiday atmosphere...
    镇子上充盈着一种节日的喜庆气氛。
    e.g. The Captain's Party on Saturday evening is the cruise's most festive event.
    周六晚上的船长晚会是游轮上最喜庆的活动。

    2. 与节日有关的;与节庆有关的;(尤指)与圣诞节有关的
    Festive means relating to a holiday or celebration, especially Christmas.

    e.g. The factory was due to shut for the festive period...
    节日期间工厂将关门。
    e.g. The government's armed forces have halved their strength for the festive break.
    由于节日休假,政府武装部队人数减半。