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资料：Western business visitors are often deadline-driven and unwilling to slow down to the Chinese pace when discussing business. But in China the pace can be fast and slow simultaneously.

Another different approach to doing business is that in a buying decision Westerners tend to look for clear alternatives, while Easterners may examine ways to combine both option. For example, a Chinese panel may feel that a supplier who claims of best quality with a low price may either raise the price during the contract or fail to implement the contract. They will therefore often prefer to choose a supplier whose price is neither the cheapest nor the most expensive. In addition, a Chinese panel may avoid awarding each supplier more than one contract, in order to minimise dependence on a single supplier. Such an approach may make a Westerner think that a Chinese negotiator is being illogical, evasive or devious, when he believes he is being quite straightforward.

What's more, both Chinese and foreign companies will often attribute their business success to having good guanxi. The objective of developing close relationships is to build what the Chinese call guanxi （pronounced gwan shee）. which are essentially social or business connections based on mutual interest and benefit. In a centralised and bureaucratic state, reliance on personal contacts is often seen as the only way to get things done. And in a place like China where the legal system is still relatively weak, the need to rely on guanxi remains strong.

Both China and foreign companies will often attribute their business success to having good guanxi. But the obligations of guanxi are very real. In the wrong place, at an inappropriate time, with unsuitable people, the obligations can become a trap it is hard to escape.

What can be inferred from paragraph 2?

A.Westerners may establish long term cooperation with one supplier
B.Chinese panel tends to look for clear alternatives
C.Chinese negotiator is illogical
D.Westerners are straightforward in Chinese businessmen’ s eyes

正确答案及解析

正确答案

解析

本题考查的是判断推理。

【关键词】inferred；paragraph 2

【主题句】第2自然段Another different approach to doing business is that in a buying decision Westerners tend to look for clear alternatives, while Easterners may examine ways to combine both option.“做生意的另一个不同是，在做购买决定时，西方人倾向于寻找明确的选择，而东方人可能会研究如何将两种选择结合起来。”

第2自然段For example, a Chinese panel may feel that a supplier who claims of best quality with a low price may either raise the price during the contract or fail to implement the contract. They will therefore often prefer to choose a supplier whose price is neither the cheapest nor the most expensive. In addition, a Chinese panel may avoid awarding each supplier more than one contract, in order to minimise dependence on a single supplier. “例如，中国商团可能会认为，声称以低价提供最好质量的供应商可能会在合同期间提高价格或者无法执行合同。因此，他们通常会选择价格既不是最便宜也不是最昂贵的供应商。此外，中国商团可能会避免向每个供应商授予多份合同，以尽量减少对单个供应商的依赖。”

第2自然段Such an approach may make a Westerner think that a Chinese negotiator is being illogical, evasive or devious, when he believes he is being quite straightforward.“ 这样的方式也许会让西方人认为中国的谈判者不合逻辑、闪烁其词或绕来绕去，而同时认为自己极为坦率。

【解析】题干意为“从第2自然段可以推断出什么？”。选项A意为“西方人可能与一个供应商建立长期合作关系。”根据原文可知，西方人认为中国人避免向每个供应商授予多个合同，以便最大限度地减少对单个供应商依赖的经营方式是不合逻辑的，由此推断西方人可以与供应商建立长期关系；选项B意为“中国商团倾向于寻找明确的选择。”文意为西方人倾向于选择明确的选择，选项错误；选项C意为“中国谈判代表不合逻辑”，根据原文，这是西方人的想法，并非事实；选项D意为“在中国商人眼里西方人是直率的。”原文中外国人认为自己是直率的，因此选项A符合文意。