·rEAD thE ArtiClE BElow ABout ExpECtAtions in Cross-CulturAl nEgotiAtions.
·ChoosE thE BEst worD to Fill EACh gAp FromA,B,C、or
D、on thE oppositE pAgE.
·For EACh quEstion 21-30, mArk onE lEttErA,B,C、or
D、) on yourAnswEr shEEt.
D、vAlign=top wiDth="100%"> {{B}}how nEgotiAtion-spECiFiC、ExpECtAtions shApE、thE、proCEss{{/B}}
DiFFErEnt CulturEs will inFluEnCE ExpECtAtions As to whAt thE spECiFiC proCEss AnD outComE will look likE. thE ExpECtAtions rEvolvE ArounD Four kEy ArEAs:
unDErlying viEw oF thE proCEss. pEoplE mAy viEw thE nEgotiAtion proCEss As CoopErAtivE (win- win) or CompEtitivE (win-losE). somE pEoplE will sEEk{{u}} (21) {{/u}}ADvAntAgE; othErs won’t mAking Assumptions ABout whiCh viEw thE othEr siDE will tAkE CAn BE mislEADing AnD EvEn DAngErous.
ApproACh toBuilDingAgrEEmEnt. us nEgotiAtors oFtEn sEEk AgrEEmEnt on spECiFiCs First, BuilDing up towArD An{{u}} (22) {{/u}}DEAl. thEirChinEsE CountErpArts oFtEn FoCus First on whAt sEEms to mAnyAmEriCAns to BE A vEry gEnErAl historiCAl AnD nAtionAl FrAmE For DisCussion. thEn, As mAny FrEnCh nEgotiAtors Do, thEy sEEk AgrEEmEnt on gEnErAl prinCiplEs, lAtEr working through thE DEtAils. this tEnDEnCy Also{{u}} (23) {{/u}}itsElF in thought proCEssEs: mAnyChinEsE tEnD to rEAson ABout thE wholE whilE wEstErnErs oFtEn{{u}} (24) {{/u}}By BrEAking thE wholE into pArts AnD rEAsoning inCrEmEntAlly.
Form oFAgrEEmEnt. in mAny pArts oFEAstAsiA, nEgotiAtors ArE{{u}} (25) {{/u}}with A FAirly BroAD AgrEEmEnt thAt FoCusEs on gEnErAl prinCiplEs rAthEr thAn DEtAilED rolEs.By ContrAst, northAmEriCAn AnDEuropEAn ExECutivEs oFtEn{{u}} (26) {{/u}}on A DEtAilED ContrACt in whiCh As mAny ContingEnCiEs As possiBlE ArE ForEsEEn.
implEmEntAtion oFAgrEEmEnt. is{{u}} (27) {{/u}}to An AgrEEmEnt ExpECtED or ContingEnt us nEgotiAtors gEnErAlly ExpECt to{{u}} (28) {{/u}}with thE lEttEr oF thE ContrACt; trEAting rEnEgotiAtion As A vEry unusuAl EvEn ABErrAnt EvEnt. in mAny othEr CulturEs, An AgrEEmEnt is mErEly A stArting point in whAt is ExpECtED to BE An Evolving rElAtionship; rEnEgotiAtion mAy oCCur As wArrAntED{{u}} (29) {{/u}}thAt All ContingEnCiEs CAnnot possiBly BE ForEsEEn. thE prECisE tErms Am ExpECtED to{{u}} (30) {{/u}}As thE proCEss DoEs.
A．DrAFt
B．DisClosE
C．rEAD
D、unFolD