最新中级口译43经营之道资料

4-3经营之道Hi, Mr. Jackson. You have 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?您好，杰克逊先生。

你在中国已连续工作了三年，您能否谈下中美两国生意人在商务沟通方式上有何不同之处？With pleasure. I think there are at least two differences in the way of businesspeople 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.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于一种迂回婉转的方式，而美国人则表现出一种直截了当的风格。

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，同时他们进行交流。

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者一种“先自上而下、后自下而上、再自上而下”的决策原则，各个层次上的许多人士都会介入决策过程。

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。

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?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没有注意到这一点？Well, we are more direct and straightforward than most Chinese, I would say, due to our different cultural traditions. I notice 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.这个嘛，我我认为，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的说一声“不”。

有时我的中国同事道一声“是”，这可布什表示赞同，只是表明他们在注意对方说话而已。

It is important for all of us to acknowledge and respect these cultural differences in order to avoid misunderstandings, isn’t it?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？Yes, understanding these differences, I believe, will be a first step toward establishing affirm business relationship between American and Chinese companies.是的，我认为，理解这些差异是朝着在没够公司和中国公司之间建立稳固商务关系的方向迈出的第一步。

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、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，你有何看法？I would say the American-type, or the top-down, management emphasizes efficiency, and competition among workers, while the Chinese-type management gives priority to careful planning and encourages cooperation among workers, and between workers and the management. Thus, while the American-type management often frustrates many workers, the Chinese-type management gives workers a joy of participation and fulfillment, and a sense of pride in their work.我感到美国式的自上而下的管理方式注重效率，注重员工间的竞争。

而中国式的管理方式的特点就是，优先考虑周密的计划，鼓励员工间的合作，鼓励员工与管理层之间的合作。

因此，美国是的管理方式常常使许多员工感到沮丧，而中国式的管理方式能使员工有一种喜悦的参与感和成就感，对自己的工作抱一种自豪感。

Talking about worker’s attitude toward their work, how do the Chinese and the American differ in this respect?谈到员工的工作态度，中国人和美国人在这方面有何不同?I think most Chinese view work as essential for having membership in a community. They believe that work allows them to have the sense of belonging in a community. In other words, work is necessary for them to gain social acceptance in the society. That is why many Chinese managers and employees work so hard to maintain their positions in their companies. Also, they see work as the most important thing in life. That is, they have tried to find the meaning of life through their jobs. While the Chinese work ethic is based on social pressure and community belonging, the American work ethic seems to be more individual oriented. Traditionally, we work because it is the will of the God, and we often value the results and accomplishments of work more than its process. By the way, I’m very impressed by the obvious strong sense of dedication of the jobs among the older Chinese employees.我认为，大多数中国人将工作视为能使自己成为整个团体中的一分子的必不可缺的条件。