问题 问答题 案例分析题

莎拉是一位意大利女商人,由于交通阻塞,在一次谈判会议上比规定时间晚到了半个小时。她的谈判对手德国商人马克非常不满,因为德国人等人的时间不习惯超过3分钟。可是在莎拉的文化环境中,这不会有什么问题,因为其他大多数人都会迟到。马克的不快和抱怨导致莎拉陷入迷惘:难道我错了吗?

文化对谈判的双重影响有哪些?

答案

参考答案:

文化对谈判的双重影响:

①文化作为社会群体所独有的特征,文化价值观、规范和社会结构要素约束和界定了谈判者态度和行为,使不同文化的谈判者有着利益和立场、谈判思维和策略行为上的差异,形成不同文化中谈判者态度与行为的离间和相互疏远。

②在谈判目的所要求的谈判态度和行为的趋同性中,文化所形成的联系和相互作用,使得谈判者在相互借鉴对方行动中,不断调整自己的行动以适应双方的策略和行动,从而最终达成与双方利益相匹配的整体性协议。

阅读理解

Shanghai: Car rentals (出租)are becoming more and more popular as an inexpensive way of taking to roads. Business people, foreign and families alike are making good use of the growing industry.

The first car rental firm opened in Shanghai in 1992 an dnow 12 car rental players are in the game, with more than 11,500 cars in their books.

The largest player-Shangha Bashi Tourism Car Rental Center offers a wide variety of choices-deluxe sedans, minivans, station wagons, coaches. Santana sedans are the big favorite.

Firms can attract enough customers for 70 percent of their cars every month. This fighure shoots up during holiday seasons like National Day, Labor Day and New Year’s Day, with some recording 100 percent rental.

The major market force rests in the growing population of white-collar employees (白领雇员), who can afford the new service, said Zhuang Yu, marketing manager of Shanghai Angel Car Rental Co.

小题1:The words “deluxe sedans, ” “minivans” and “station wagons” used in the text refer to_________.

A.cars in the making

B.car rental firms

C.cars for rent

D.car makers小题2: Which of the following statements is true according to the text?

A.70% of the cars can be rented out on holiday.

B.70% of the customers are white-collar employees.

C.More firms are open for service during holiday seasons.

D.Some firms rent out all their cars during holiday seasons.小题3:Shanghai’s car rental industry is growing so fast mainly due to_________.

A.better cars supplied by producers

B.fast service offered by car rental firms

C.the increasing number of white-collar employees

D.people’s growing interest in traveling during holidays

单项选择题