国际交流英语—经典口译

1 经营之道 Business Management

Q:您好，杰克逊先生。您在中国已连续工作了三年，您能否谈一下中美两国生意人在商务沟通方式上有何不同之处？

Hello,Mr.Jackson.You've been working in China for three years.Can you tell us how you feel about the differences in business communication style between Chinese and American businessmen?

A:我很乐意。我认为中美两国生意人在商务沟通方式上至少有两点不同。首先，中国人在商务谈判时倾向使用一种迂回婉转的方式，而美国人则表现出一种直截了当的作风。中国人会花费时间来了解他们将要与之打交道的商人是否靠得住，例如邀请对方参加宴会，同他们进行交流。与之相反，美国人则以“公务为先”的心态行事。第二，中国公司的决策过程耗时冗长。这是因为大部分中国公司遵循着一种“先自下而上、后自上而下、再自下而上”的决策原则，各个层次上的许多人士都介入决策过程。而美国公司通常是由最高管理人士的快速决策来运作。我希望在华的美国商人理解这些商务活动中的差异，适应中国人的经营之道。

With pleasure.I think there are at least two differences in the way of business communication between Chinese and American businesspeople.First,Chinese businessmen tend to have business negotiations in a rather indirect manner,as opposed to the more direct manner of American businesspeople.The Chinese take time to learn if

their prospective business contacts are really reliable,for example,by inviting them to a party and socializing with them.In contrast,Americans usually act with the "get-down-to-business-first" mentality.Second,the decision-making process of Chinese companies is generally slow and time-consuming.This is because most Chinese companies keep to the "bottom-up,then top-down and then bottom-up" decision-making principle which involves many people at different levels.American companies,on the other hand,usually operate with quick decisions made by the top management.I hope American businesspeople in China will understand these differences in business practices and adjust to the Chinese way.

Q:美国式的经营之道在我们中国人看来往往显得咄咄逼人。您在与中国同事的合作中有无注意到这一点？

The American way of doing business often strikes us Chinese as very aggressive.Were you aware of this in your collaboration with your Chinese colleagues?

A:这个嘛，我认为，由于我们有着不同的文化传统，所以我们同大部分中国人相比，显得较为直截了当、开门见山。我注意到许多中国人出于礼貌而经常不明确地说一声“不”。有时我的中国同事道一声“是”，这可不是表示赞同，只是表明他们在注意听对方说话而已。

Well,we are more direct and straightforward than most Chinese,I would say,due to our different cultural traditions.I noticed that a lot of Chinese often avoid saying a clear "no" just to be polite.Sometimes my Chinese colleagues say "yes" not to express agreement,but only to show that they are listening.

Q:我们都应该承认这些文化差异，尊重这些差异，以免产生误解，这很重要，不是吗？

It is important for all of us to acknowledge and respect these cultural differences in order to avoid misunderstandings,isn't it?

A:是的，我认为，理解这些差异是朝着在美国公司和中国公司之间建立稳固的商务关系的方向迈出第一步。

Yes,understanding these differences,I believe,will be a first step toward establishing a firm business relationship between American and Chinese companies.

Q:刚才您提到了中国式的决策过程，您认为这种管理模式有无优点？将其与美国式的管理模式相比，您有何看法？

You mentioned the Chinese type of decision-making process earlier.Do you see any strength with this type of management and how do you compare it with the American type of management?