The increase in international business and in foreign investment has created a need for

executives with knowledge of foreign languages and skills in cross-cultural communication. Americans, however, have not been well trained in neither area and, 【M1】______ moreover, have not enjoyed the same level of success in 【M2】______ negotiation in an international arena as have their foreign counterparts. Negotiating is the process of communicating back and fourth 【M3】______ for the purpose of reaching an agreement. It involves persuasion and compromise, but in order to participate in either one, the negotiators must understand the ways which people are persuaded 【M4】______ and how compromise is reached within the culture of the negotiation. In many international business negotiations aboard, 【M5】______ Americans are perceived as wealthy and personal. It often appears 【M6】______ to the foreign negotiator that the American represents to a large 【M7】______ multi-million-dollar corporation that can afford to pay the price without bargaining further. The American negotiators role becomes that of an impersonal purveyor of information and cash. In study of American negotiators abroad, several traits have 【M8】______ been identified that may serve to confirm this stereotypical perception, while undermining the negotiators position. Two traits in particular that cause cross-cultural misunderstanding are directness and impatience on the part of the American negotiator. However, American negotiators often insist on realizing short-term 【M9】______ goals. Foreign negotiators, on the other hand, may value the relationship established between negotiators and may be willing to invest time in it for long-term benefits. In order to solidify the relationship, they may opt of indirect interactions without regard 【M10】______ for the time involved in getting to know the other negotiator.

【M1】