SECTION BINTERVIEWDirections: In this section you will hear everything ONCE ONLY. Listen c

SECTION B INTERVIEW

Directions: In this section you will hear everything ONCE ONLY. Listen carefully and then answer the questions that follow. Questions 1 to 5 are based on an interview. At the end of the interview you will be given 10 seconds to answer each of the following five questions.

Now listen to the interview.

听力原文：Interviewer: I'm talking to Janet Holmes who has spent many years negotiating for several well-known national and multinational companies. Hello, Janet.

Janet: Hello.

Interviewer: Now Janet, you've experienced and observed the negotiation strategies used by people from different countries and speakers of different languages. So, before we come on to the differences, could I ask you to comment first of all on what such encounters have in common？

Janet: OK, well, I'm just going to focus on the situations where people speak English in international business situations.

Interviewer: I see. Now not everyone speaks English to the same degree of proficiency. So maybe that affects the situation.'？

Janet: Yes, perhaps. But that's not always so significant Well, because, I mean, negotiations between business partners from different countries normally mean that we have negotiations between individuals who belong to distinct cultural traditions.

Interviewer: Oh, I see.

Janet: Well, every individual has a different way of performing various tasks in everyday life.

Interviewer: Yes, but, but isn't it the case that in a business negotiation they must come together and work together, to a certain extent？ I mean, doesn't that level out the style. of the style. of differences somewhat？

Janet: Oh, I'm not so sure. I mean, there are people in the so called Western World who say that in the course of the past 30 or 40 years that a lot of things have changed a great deal globally. And that as a consequence national differences have diminished or have got fewer, giving way to some sort of international Americanized style.

Interviewer: Yeah, I've heard that. Now some people say that 'this Americanized style. has acted as a model for local pat terns.

Janet: Maybe it has, maybe it hasn't. Because, on the one. hand, there does appear to be a fairly unified, even uniform. style. of doing business, with certain basic principles and preferences—you know, like 'time is money' , that sort of thing. But at the same time it's very important to remember that we all retain aspects of our national characteristics—but it is actually behavior. that we're talking about here. We shouldn't be too quick to generalize that to national characteristics and stereotypes. It doesn't help much.

Interviewer: Yeah, you mentioned Americanized style. What is particular about the American style. of business bargaining or negotiating.'？

Janet: Well, I've noticed that, for example, when Americans negotiate with people from Brazil, the American negotiators make their points in a direct self-explanatory way.

Interviewer: I see.

Janet: While the Brazilians make their points in a more indirect way.

Interviewer: How'？

Janet: Let me give you an example. Brazilian importers look the people they're talking to straight in the eyes a lot. They spend time on what for some people seems to be back ground information. They seem to be more indirect.

Interviewer: Then, what about the American negotiators？

Janet: An American style. of negotiating, on the other hand, is far more like that of pointmaking: first point, second point, third point, and so on. Now of course, this isn't the only way in which one can negotiate. And there's absolutely no reason why this should be considered the best way to negotiate.

Interviewer: Right. Americans seem to have a different style, say, even from the British, don't they？

Janet: Exactly. Which just shows how careful you must be about generalizing. I mean, how else can you explain how American negotiators are seen as informal and sometimes much too

A．English language proficiency

B．different cultural practices

C．different negotiation tasks

D．the international Americanized style