商务翻译例文——与来自不同文化的人谈判/Negotiating with People from Different Cultures
Business negotiators come from different countries and regions, and their negotiation style must be different. Negotiators must be clear about the opponents'styles to take effective measures.
American businessmen are confident and direct. They don't like talking in a roundabout way. They are more frank, outgoing and practical. They turn to be active in negotiation. For them nothing is more important than the interest. Negotiating with Americans, you do not have to be moderate. In their eyes, you are only business opponent. Besides, most of Americans are enthusiastic. They have a strong legal consciousness. They pay much more attention to time efficiency and like the package deal".
British negotiators are gentle, calm and cautious. So expressing your politeness comes first. British people are likely to act step-by-step. In order to get a better price you need bargain little by little. Britain is an orderly society. The British people are orderly and punctual. It is better for you to come a little earlier. Another character is that, they think highly of private matters and pay great attention to the etiquette. They would not establish a personal relationship with business partners easily.
German negotiators are conscientious in their work. They care much about efficiency. Negotiating with Germans, you should prepare for your negotiation in advance. And they are systematic and logical, confident and stubborn. Generally it is impossible to bargain with them. They have a very consciousness of rights and obligations and advocate contract and credit.
The styles of Korean negotiators are quite serious. They devote much attention to the consultation before negotiation. If they don't have a certain understanding of the other side, they will not sit with the other at the same negotiating table. A good atmosphere and good negotiation skills are very important for South Korean negotiators. They like to be in the famous hotel.
Language, belief, and behavior are key factors in negotiation. One should recognize and accept the differences, respect the opponent's culture, and understand his particular styles.
【参考译文】
与来自不同文化的人谈判
商业谈判人员来自不同的文化和地区。他们的谈判风格也不尽相同。谈判人员应该熟知谈判对手的风格以便采取有效的应对措施。
美国商人自信心强，谈判中喜欢直截了当，不喜欢兜圈子。他们性格外向，讲究实际，注重利益。谈判中容易主动进攻。对他们来说，没有什么比利益更重要。与美国人谈判无需谦虚客套。在他们眼中你只是商业对手。美国人大都热情坦率，有很强的时间观念和法律意识，喜欢搞全盘平衡的“一揽子交易”。
英国商人的特点是温和、冷静而谨慎。与英国人谈判首先要注意礼貌。他们更容易循序渐进。为了得到理想的价格你需要一步一步慢慢谈。英国社会注重等级，守时观念强。谈判时最好按时或提前到场。另外，英国人看重私人空间和礼仪，不轻易与对方建立个人关系。
德国谈判者在工作中非常严谨。他们讲究效率。与德国人谈判应提前做好充分的准备。他们会有条不紊，逻辑性强，自信而倔强。一般来说，与他们讨价还价很难。他们有很强的权利与责任意识，同时也会重合同，守信用。
韩国的谈判人员会非常严肃。在谈判之前，他们会做充分的调查。如果他们没有充分了解对手，他们是不会走到谈判桌前的。良好的谈判氛围和技巧对韩国的谈判者非常重要。他们一般喜欢知名饭店。
语言、信仰和行为方式等都是谈判中的重要因素。谈判者应了解并接受这些差异，尊重对手的文化和各种不同的风格。
【知识小贴士】
商务谈判中，中国商人喜欢“先谈原则，后谈细节”。而西方商人如美国人则往往是“先谈细节，避免讨论原则”。中国人比较重立场，而西方人比较重利益。由于西方的谈判者重效果而轻动机，他们对立场问题往往表现出极大的灵活性，在谈判中努力追逐利益。
责任编辑：admin
上一篇：民事判决书的翻译要点
下一篇：民事答辩书的翻译要点
微信公众号搜索“译员”关注我们，每天为您推送翻译理论和技巧，外语学习及翻译招聘信息。