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商务英语 — 如何与不同文化背景的人谈判

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Negotiating with People from Different Backgrounds Than Your Own

1.In situations where English is used as an international language by native and non-native speakers,the native speakers will tend to dominate the discussion because usually they have more language fluency.If this is in your favor, fine, but if you or memebers of your team are at a disadvantage in this respect, use an interpreter.

英语是世界通用的语言,如果英语不是你的优势,那么最好还是聘请一位口译人员。

 

2.In cross-cultural settings, play it safe: dress up for the meeting, take a partner and ask the organizer in advance to seat you both next to somebody important although you don’t phrase your request in those words. For instance, if you have met one of the VIPs before, even under the most trivial circumstances, memtion you know this person and would likt to sit near them.

穿得正式些,带上你的伙伴,请求组织者安排你坐在某个重要人物的身边。例如,你曾经遇见过某个VIP,告诉他你认识他,并且希望可以坐在他的旁边。

 

3.The use of first names may be fine for Americans and Australians; otherwise avoid it unless you are specifically invited to call somebody by their first name.

用名字而不是用姓来称呼美国人和澳大利亚人是可以的,如果对方不是美国人或者澳大利亚人,最好还是避免,除非别人希望你用名字来称呼他。

 

4.A popular adage is that Japanese begin a speech with an apology, Americans begin with a joke. Jokes are usually culture-specific and people from other cultures often don’t find them funny. Unless you are sure of your audience, cut out the funny stuff.

日本人用道歉的方式来开始他们的演讲,美国人用开玩笑的方式来开始他们的演讲。但玩笑是有文化差异的,对于其它国家文化的人来说,他们并不觉得这些玩笑有趣。除非你了解你的观众,否则的话停止你的玩笑吧。

 

5.Some cultures value interdependence, others independence. Japanese instinctively look at each other for support or confirmation before they express any opinion. Howerver this interdependent behaviour can appear to Americans to lack confidence. British negotiators tend to act as a team and Frence people as individuals. Italians are inclined to refer to each other, but Germans are not . In these international settings, the safest tactic is to be consultative, not individualistic.

有些文化侧重于互相依赖,而有些文化则侧重于独立。日本人在发表他们的意见之前通常会本能地寻求获得他人的支持和批准。但这些依赖性的行为在美国人里看来是缺乏自信的。英国人喜欢以一个团队的形式进行谈判,而法国人则喜欢独立一人进行谈判。意大利人倾向于互相借鉴,但德国人却不是如此。在这些国际环境中,最安全的策略是要协商,而不是个人主义。

 

6.Don’t express your personal opinions on anything. It is so easy to give offence if you don’t know the cultural context. Instead, say something like:”I have heard that…” or “Somebody told me that…” ; or “I think it is generally accepted that…”. If you want to pay somebody a compliment, or an insult, do it indirectly.

请不要随意发表个人意见。在你不熟悉文化背景的条件下,这样做很容易会冒犯他人。其实我们可以换一种方式来表达,如:“我曾经听说过…” 或者 “有人告诉我…”; 或者 “ 我想大家普遍认为…” 。如果你想称赞别人,或者是攻击别人,请间接的表达你的想法。

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