填空题

To better understand the negotiation practices of other cultures, it is important for us to be aware of the standard negotiation practices in the United States. Americans grow up believing in the motto "He who hesitates is lost." 【B1】 most Americans conduct business at lightning speed. It is not 【B2】 for contracts to be signed during the first business meeting. These rapid contracts are 【B3】 by the fact that middle managers have the 【B4】 to make quick decisions without consulting the boss or 【B5】 with the group. Brief small talk often 【B6】 the business interaction, 【B7】 the short-term rewards, and financial arrangements quickly become the focus. 【B8】 contracts are helpful but not necessary because a person’’s last successes are deemed more important. Communication is usually indirect, informal, competitive and 【B9】 argumentative. Negotiation in Western Europe is different from 【B10】 in the United States. For the French, business is a very formal issue, and any 【B11】 of a casual attitude will have a negative influence on the transaction. Their eye contact tends to be so intense that even North Americans may feel 【B12】 In Germany, business is also conducted very formally 【B13】 great attention to order, planning, and schedules. Because of this slow methodical process, it is virtually impossible to speed up a business transaction. Humor, compliments, and personal questions are not a part of German negotiations. 【B14】 business may begin immediately after an introduction. Although the Dutch are also straightforward and 【B15】 in negotiations, business is conducted at a slower pace than in the United States. Swedes are also very serious about business. They show little 【B16】 during negotiation and expect the same from you. 【B17】 is important to Swedish negotiations, and they tend to avoid confrontation. They may 【B18】 a discussion abruptly if they think it will lead to an argument over a sensitive topic. In conversation, Swedes do not 【B19】 exaggeration or superficiality. However, silence is part of their language pattern, so they expect 【B20】 to be filled with long pauses.