Question

哪位高手帮忙把下面这段话翻译成英文。

1、谈判中：正确处理文化差异
国际商务谈判过程一般包含四个阶段：一是寒暄，谈一些与工作不相干的话题；二是交流与工作相关的信息；三是进行说服；四是作出让步并最终达成协议。进入正式商务谈判之前，人们一般都对商务谈判的进程有一种预期。这种预期往往影响着谈判进展的控制和谈判策略的选择。由于来自不同文化的谈判者在语言及非语言行为、价值观和思维决策方面存在差异性，使得他们所持有的预期也不尽相同，而不同的预期又会引起这些谈判者在谈判各阶段所花费的时间和精力上的差异。
（1）寒暄
这里的寒暄意旨为建立关系或者彼此相识而进行的与谈判“正事”无关的所有活动，目的是借此了解客户的背景和兴趣，从而为选择适当的后续沟通方式提供重要线索。就美、中文化差异而言，美国文化强调“把人和事区分开来”，感兴趣的主要为实质性问题。因此，美国商人花在与工作不相干的交谈或了解外国对手上的时间很少，而与工作相关的信息交流则来得很快。美国人在谈判桌上会讨论一些与生意无关的话题，如天气、家庭、体育、政治等，但他们这样做更多地是出于友好或礼貌而已，通常在五、六分钟以后就会进入下一阶段。相反在看重相互关系的中国文化中，却常常在这一阶段投入大量的时间和费用，着力于先建立舒适的私人关系，然后再谈业务。
（2）交流工作信息
国际商务谈判中的信息交流往往呈现种种不完全性特征。
一是语言差异和行为差异所引起的信息理解错误。一般人只能理解相同文化背景的讲话者讲话内容的80～90%——这一事实意味着有10～20%的信息被误解或听错了。可以想象，当一个人讲第二语言时，误解或听错的百分比将会急剧上升。而且当第二语言能力有限时，甚至整个会话可能全部被误解。行为方面的文化差异往往较为隐蔽，难以被意识到。当外国谈判者发出不同的非语言信号时，具有不同文化背景的谈判对手极易误解这些信号，而且还意识不到所发生的错误。
二是非语言交流技巧差异所产生的信息不对称。有时为了从谈判对手那里搜集信息，
会采用“单向型”谈判策略——让外国对手提供信息。由于不同文化间客观存在着交流技巧差异，如沉默时段、插话次数和凝视时间差异。特别是当这种差异较为明显时，信息不对称就自然产生了。比较中、法文化，不难发现，中国式的交流技巧中凝视和插话出现的频率较低，但沉默时段较长，而法国谈判者似乎不甘寂寞，往往会在对方沉默时填补这些沉默时段。
三是价值观差异所引起的信息反馈速度及内容不对称。一方面，不同文化具有不同的时间利用方式：单一时间利用方式或多种时间利用方式。单一时间利用方式强调“专时专用”和“速度”，北美人、瑞士人、德国人和斯堪的纳维亚人具有此类特点。而多种时间利用方式强调“一时多用”，如中东和拉丁美洲文化则具有此类特点。在多种时间利用方式下，人们有宽松的时刻表，淡薄的准时和迟到概念和意料之中的信息反馈的延期。另一方面，不同文化具有不同类型的买方和卖方关系：垂直型和水平型。垂直型买方和卖方关系注重含蓄和面子，而水平型买方和卖方关系依赖于买方的信誉，注重直率和讲心里话。

希望高手能帮帮忙谢谢了！谢绝翻译软件！~ 翻译的好有加分哦！~~~

Answer 1

Appropriate approach to cultural differences during business negotiation

The international business negotiation course generally covers 4 phases as: 1) exchanging greetings-something irrelative to business; 2) mutual communication about business; 3) attempts to convince the other party; 4) compromise and finalizing the agreement. Before the formal business negotiation begins, people typically hold a kind of anticipation for the course of business negotiation, which frequently has an influence on the controlling of negotiation procedure and selection of negotiation strategies. People’s anticipation differs from each other in view that negotiators of different cultures have different linguistic and non-linguistic behaviors, different concepts of value and different decision making thinking; thus different anticipation will make different the time and efforts negotiators spend in each phase.

(1) Exchanging greetings-here it refers to all activities irrelative to “business negotiation”, which both parties take to establish relationship or make acquaintance with each other for the purpose of learning about customers’ background and interests so as to give important clues to select appropriate methods for the following communication. As far as American and Chinese cultural differences are concerned, American culture emphasizes the separation of business from persons. What they’re interested in is primarily the factual concern. So American businessmen spend less time talking about something unconcerned or knowing about foreign opponents; instead, they will quickly get down into business communication. Americans would talk at the table about topics like weather, family, physics, politics etc. though they do so just out of friendship or politeness. Usually after 5 or 6 minutes, they will come to next phase. On contrary, in Chinese culture which stresses the mutual relationship, Chinese businessmen would invest a lot of time and money attempting to establish comfortable personal relationship and then get to the point.

Exchanging business information

Information communication in the international business negotiation usually represents incomplete characteristics as follows:

The first is information misunderstanding as a result of different languages and behaviors. Common people can understand only 80-90% speaker’s content of the same cultural background, meaning 10-20% content was misunderstood or misheard. Imaginably, when someone is saying in the second language, the percentage of misunderstanding or being misheard would be soaring up. The whole conversation will be entirely misunderstood when the second language is quite limited. The cultural difference on behaviors often appears to be comparatively unobvious and hard to be sensed. When foreign negotiators send out different non-linguistic signals, the counter-party of different cultural background will misunderstand them and won’t realize mistakes they’re making.

The second is information asymmetry derived from different non-linguistic communication skills. Sometimes in order to collect information from the counter-party, negotiators will adopt un-directional negotiation strategies, i.e. letting counter-party provide information. Information asymmetry comes into existence when there’re different communication skills objectively in different cultures such as differences on silent-keeping interval, frequency of get-in-a-word and staring-at time; in particular when the difference becomes rather noticeable. It’s not difficult to find from the comparison between Chinese and French cultures less frequency of Chinese staring-at and interruption appears in the communication skills but longer time of keeping silence, while French negotiators seem to be less silent, who will make up the time when its counter-party is silent.

The third is asymmetric feedback speed and content of information due to the difference concepts of value. On one hand, people of different cultures have different ways to use time: single time or multiple time. Single time features with “special, specific and speed”, found from North Americans, Swiss, Germans and Scandinavians. Multiple time stresses multiple usage of a time, which can be discovered in Mid-Eastern and Latin-American cultures. Under the way of multiple time usage, people have relaxing schedule, light punctuality and late concept, as well as the expected postponed time of information feedback. On the other hand, different cultures show different types of buyer-seller relationship i.e. vertical and horizontal relationship. The former appears to be implicit and face-saving, while the latter relies on the buyer’s credits with focus on candor and true words from the heart.

Answer 2

1 and negotiations: correct dealing with cultural differences
International business negotiation course includes four stages: one is to greet, about some of the topics and irrelevant, Second is the exchange of information and work, Three is to persuade, 4 and finally reached an agreement made concessions. Before entering a formal business negotiation, people generally for business negotiation process is a kind of expectations. This often affect negotiations are expected in control and negotiation strategy selection. Because the negotiators from different cultures in verbal and nonverbal behavior, values and thinking, make decisions they hold is endless also and same, expectations and different expectations and will cause the negotiator in each stage of the negotiation takes time and energy differences.
(1) greeting
Here's to establish good relationship or greet one another with the negotiation and business ", "all activities irrelevant to understand customer, the purpose is the background and interest, thus to choose appropriate follow-up provide important clues to communicate. Cultural differences is beautiful, American culture "to distinguish between", and the main interest for substantive issues. Thus, in the American businessman, flowers and talk about the irrelevant or foreign rivals, but little time with work related information communication is more quickly. Americans will discuss some of the business negotiation with unrelated topics, such as the weather, family, sports, politics, but they do more for the friendly or polite, usually in five or six minutes later will enter the next stage. Instead of value in relationships in Chinese culture, but often at this stage spend a lot of time and cost to build comfortable, personal relationship, and then talk about business.
(2) exchange information
International business negotiations of information communication often present various incomplete characteristics.
One is the language differences and behavioral differences caused by the information understand error. Average person can understand the same speaker of the cultural background of the 80-90% of speech content - this fact means have 10-20% of the information being misunderstood or listen to the wrong. As you can imagine, when a person speaking a second language, misunderstanding or listen to the wrong percentage will rise sharply. And when the second language ability is limited, and even whole session may all be misunderstood. The cultural differences in behavior is often difficult to realize, concealed. When foreign negotiator produce different nonverbal signals with different cultural background, the negotiation rivals easily misunderstood these signals, but also realize the error occurred.
2 dispute between language communication skills of asymmetric information generated. Sometimes in order to collect information from the negotiation rivals,
Can adopt "one-way" negotiation strategy - provides information for foreign competitors. Due to the different cultural differences exist objectively and communication skills, such as silent, gazing word frequency and period of time difference. Especially when these differences are relatively obvious, information asymmetry is naturally produced. In comparison, the French, easy to find, Chinese communication skills in word and the lower frequency, but for a long time, and silence French negotiator seems unwilling lonely, often in silence to fill these silent when each time.
Three is caused by the difference of the value of information feedback speed and asymmetric content. On one hand, different cultures have different ways of using a single time or use: the use of time. A single time USES emphasize "only when special" and "speed", north americans, Swiss, Germany and Scandinavian has such characteristics. While many time using a multi-purpose "means", such as the Middle East and Latin America culture has such characteristics. In many ways, and make people relaxed under the weak, the time schedule and late concept and the expected information feedback delay. On the other hand, different cultures have different types of buyers and sellers ChuiZhiXing: horizontal and relationship. ChuiZhiXing buyer and seller relationship, and implicit and face to the buyer and seller horizontal relationship depends on the buyer's credit, pay attention to direct and speak truth.

Hope ace can help you! Decline translation software! A good translation of ~! ~ ~ ~

Answer 3

楼主：风落依然的也是机译的，请不要相信.

Answer 4

同上。
太长了，一看就害怕，我撤退了=。=

Answer 5

好多字啊