大学核心商务英语读写教程4课件张萍 9787 81134 893 4Unit 2.ppt

The word “negotiation” is from the Latin expression, “negotiatus”, past participle of negotiare which means “to carry on business”. “Negotium” means literally “not leisure”. Negotiation is a dialogue intended to resolve dispurtes, to produce an agreement upon courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. It is the primary method of alternative dispute resolution. Negotiation occurs in business, non-profit organizations, government branches, legal proceedings, among nations and in personal situations, such as marriage, divorce, parenting, and everyday life. Theme of the text Text A intends to arouse the concern over the role that culture plays in the process of negotiation. It focuses on the cross cultural negotiation and, as the understanding over an array of issues varies from culture to culture, the text compares different cultures with regard to eye contact, proper personal space, touch, time, meeting and greeting, the use of first name and negotiating styles. Cross Cultural Negotiation跨文化谈判（Para. 1）: Cross cultural negotiation, or intercultural negotiation, refers to the negotiation between people with dissimilar cultural background or from different countries. Here, culture, in a broad sense, means the total way of life of a people, including the patterns of belief, customs, objects, institutions, techniques and languages that characterizes the life of the human community. As culture is so inclusive, it permeates virtually every aspects of human life and influences predominantly people’s behavior. In the process of negotiation, culture can have an impact on negotiators’ mode of thinking, negotiating strategy and style, or even the result of the negotiation. National culture is one of many factors that influence behavior at the negotiation table, albeit an important one. 4. Words and expressions 4. Words and expressions 4. Words and expressions 4. Words and expressions