综合翻译6.2

关于在中国做生意的一些看法

Some Observations on Doing Business in China

From watching westerners attempting to work in China,I must conclude that Chinese and westerners are not the same.WE and THEY think differently.Westerners think in"prose",each sentence or paragraph following from the preceding.Chinese think in"poetry",where context or setting determines action.

Western thinking is linear,moving from goals to strategy to tactics,or from overview to details (or the reverse).Chinese put everything in a big pot,stir well,and serve whatever comes up.Discussion of a philosophical goal which implies commitment of millions of dollars may be followed by a question on how some minor component will be shipped.

In negotiations and other relationships,Americans and Chinese both usually lack sufficient information and cultural background to emphasize well with each other.Chinese businessmen tend to have business negotiation in a rather indirect manner, as opposed to the more direct manner of American business contacts are really reliable.

American businessmen are straightforward, aggressive and pushy for clear-cut definitions of business terms. They tend to be more concerned about their main objective than details. But when it comes to a large project, they are also prepared for lengthy negotiations. The decision-making process of Chinese companies is generally slow and time-consuming. This is because most Chinese companies keep to the "bottom-up, and then top-down" principle. Although Americans have a reputation for making quick decisions, this is not always true when a corporation is embarking on a major venture, because many people must be involved in the decision-making.

关于在中国做生意的一些看法

Americans view relationships in terms of "rights";Chinese in terms of "obligations"—to family,to one's elders,to the country.Contracts are viewed in this light—the relationship between parties creates obligations.Americans tend to be reserved in relating to strangers;Chinese tend to be reserved with those whom they have connections.

Chinese perceive Americans don't care about money and waste it;Americans perceive Chinese don't care about time and waste it.Chinese often consider capital investment as "sunk cost",a commitment to do something,rather than a base upon which to earn a certain return.

Chinese hear different things in what is said.They tend to interpret questions and answer what they think you need.Americans tend to answer questions directly and literally,often ignoring important underlying concerns.Chinese often ask questions to expose a concern,not to get an answer.

So what?

China will be the largest economy in the world in the near future.No matter what your business,Chinese will comprise a significant portion of your suppliers,your competitors,your customers,your bankers and your stockholders or partners.What is happening in China will have consequences for our entire system.

Today, many American businessmen are eager to learn more about trade and investment opportunities in China, especially after its accessionto the WTO. They and their lawyer now understand that they must study the laws, trade practices and culture of China in order to be more effective in doing business with Chinese trading partners.

China will NOT become like us .They will be different.Different than they (or we)

关于在中国做生意的一些看法

are now.

关于在中国做生意的一些看法

从我对西方人尝试在中国工作所作的观察，我要说中国人和西方人是不一样的。我们和他们的想法不同。西方人的思维是“散文”式的，没一个句子、每一段落都承接前一句或前一段。中国人的思维是“诗歌”式的，由语境或者说环境来决定行动。

西方人的思维是线性的，从目标到战略再到战术，或者从概观到细节（或刚好相反）。中国人则把所有的东西都放在一个大锅里，搅拌好之后什么上来就上什么菜。在讨论了一个涉及数百万美元投资的重大目标后，他们可能会提出怎样运输某个次要部件的问题。

在进行谈判和处理其他关系方面，美国人和中国人通常都不大了解对方及其文化背景，因而不能很好的相互沟通。中国商人进行商务谈判时常常转弯抹角，而美国商人则直奔主题。中国人喜欢花时间了解与之打交道的生意人是不是可靠。

美国人谈生意直截了当，咄咄逼人，为明确商务条款锱铢必较。他们更为关注的往往是主要目标，而不是具体细节。但是如果要谈的是一个大项目，他们也会准备进行多次长时间谈判。中国公司的决策过程通常是缓慢而耗时的，这是因为大多数中国公司奉行“自下而上，再至上而下”的原则。虽然美国人有决策果断的名声，，但是当一家公司着手进行一个大项目时，其决策并非总是果断的，因为必须要有许多人参与决策。

美国人以“权利”看待双方关系；中国人则以“义务”——对家庭、对长辈、对国家的义务——来看待。对合同中国人也是这样看的：双方的关系产生义务。美国人同陌生人交往时往往有所保留；中国人则对与之有关系的人交往时常常有所保留。

中国人认为美国人不爱惜金钱，随便乱花；美国人则认为中国人不爱惜时间，浪费光阴。中国人常常把资本投资看作“沉没成本”，是做事情要花的资金，而不是赚取回报的基础。

中国人听话会听出不同的意思。他们往往对你所提出的问题得出自己的理解，然后做出他们认为你所需要的回答。美国人则往往直接、如实地回答问题，常常忽略对方所关切而没有明说的重要事情。中国人提问题常常是为了表露他们所担心的事情，而不是要得到答案。

说了以上那些话，这同我们有什么关系呢？

中国不久将成为世界上经济最强大的国家。不管你做什么生意，中国都将成为你的供应商、竞争对手、客户、理财人、股东或合作伙伴的重要组成部分。 中国正在发生的事情将对我们的整个制度产生影响。

关于在中国做生意的一些看法

今天，许多美国商人波切想了解在中国进行贸易和投资的机会，特别是在中国加入世贸组织以后。他们和他们的律师现在知道，要更有效地与中国贸易伙伴做生意，就必须学习中国的法律、贸易惯例和文化。

中国人不会变的同我们一样，他们还会发生变化，变得与现在的中国人（或美国人）不同。

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