2013年中石油職稱英語新版通用選讀文章(4)

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　　4.How to Negotiate with Americans 如何與美國人談判(新)

　　1.The US is an attractive market. Its business culture, which has brought the world "shareholder value" and "IPOs", has been leading commercial thinking in recent years and will continue to do so. But whoever wants to succeed in the US needs to remember the rules of the game.

　　1、美國是一個富有吸引力的市場。它給世界帶來的諸如“股東價值”和 “首次公開募股”的商業(yè)文化近幾年來一直引導(dǎo)著商業(yè)思想，并且在未來幾 年內(nèi)還將保持。但是無論是誰，想要在美國取得成功，都必須記住游戲的規(guī)則。

　　2.US business is described by the lyrics of the song New York, New York: "If you can make it here, you can make it anywhere!" Yet a euphoric approach to business is by no means enough. Although business communication in the US is pleasant and easygoing, it is at the same time ruthlessly focused.

　　2、美國的商業(yè)，在《紐約，紐約》這首歌的歌詞中是這樣描述的：“如果 你能在這里取得成功，你就能在別的任何地方取得成功!”但是愉快的做生意 的方法是絕對不夠的。雖然在美國的商業(yè)溝通是愉快的和自在的，但是它同 時也因為不講情面而成為焦點(diǎn)。

　　3.Communicating is a natural talent of Americans. When negotiating partners meet, the emphasis is on small talk and smiling. There is liberal use of a sense of humor that is more direct than it is in the UK. If you give a talk in America, you should speak in a relaxed way and with plenty of jokes to capture your audiences’ attention.

　　3、溝通是美國人與生俱來的才能。雙方談判的時候，閑聊和微笑是很重 要的。美國人比英國人更幽默也更直接。如果你和美國人談話，要很放松并 且要準(zhǔn)備很多笑話來吸引聽眾的注意力。

　　4.Informality is the rule. Business partners renounce their academic titles on their business cards. Sandwiches and drinks in plastic or boxes are served during conferences. Your business partners tend to act casually in the office and chat about their family.

　　4、美國人不拘禮節(jié)。商業(yè)伙伴不會在他們的名片上寫他們的畢業(yè)院校。 會議期間會提供一些用塑料瓶或盒子裝的三明治和飲料。你的生意伙伴很可 能會在辦公室隨意地做一些事情或聊他們的家庭。

　　5.The attitude "time is money" has more influence on business communication in the US than it does anywhere else. After the neutral warm-up, US negotiating partners quickly get to the point. Even social get-togethers are often used to discuss business matters.

　　5、“時間就是金錢”這種態(tài)度在美國的生意場上的影響力比其他任何領(lǐng) 域都強(qiáng)。在簡單的寒暄之后，美國談判雙方很快地切入主題，甚至社會上舉 辦的聯(lián)歡會都會被利用來討論生意。

　　6.Although Americans do business in a very pragmatic way, they want to win. Developing a personal relationship with the business partner is not as important as getting results.

　　6、美國人做生意很注重實效，他們就是想贏。相比之下，發(fā)展與商業(yè)伙 伴的個人關(guān)系就不是那么重要了。

　　7.And US negotiators tend to want those results fast. As financial results are reported every quarter, it is essential to secure profitability on a short-term basis. For this reason, many US contracts contain the provision "time is of the essence" within their preamble. Hence, US impatience in negotiations should not be perceived as impoliteness, but as the corollary of "time is money".

　　7、而且美國談判者想最快地獲得結(jié)果。金融情況時刻受到關(guān)注，這對在 短期內(nèi)保證收益很重要。因此，許多美國契約在前言里面包含“時間就是生 命”這一條款。所以美國人談判很性急，但這不應(yīng)該被理解成無禮，而是因 為“時間就是金錢”的理念在起作用。

　　8.This attitude has a strong influence on negotiations, since strategic alliances and other long-term projects are evaluated in terms of their potential to achieve a quick return on investment.

　　8、因為戰(zhàn)略合作和其他的長期項目都是以其潛在的快速投資回報率來進(jìn)行評價的，這種態(tài)度會對談判有很大的影響。

　　9.Because the Asian negotiating approach tends to be long-term in nature, it is one of the main reasons why so many joint ventures and alliances between US and Asian companies have failed to meet expectations.

　　9、亞洲人談判的時間歷來很長，這也是為什么美國和亞洲的很多企業(yè)合 作起來卻沒有達(dá)到預(yù)期效果的一個主要原因。

　　10.When doing business in the US, you should take the following considerations into account.

　　10、當(dāng)你在美國經(jīng)商時，以下的這些事情是值得考慮一下的。

　　11.Conducting negotiations on a highly professional level and making presentations with the help of state-of-the-art technology is appreciated in the US. You should observe a negotiated agenda, or even a draft agreement. The negotiation will proceed in a well-prepared, calm, matter-of-fact and pragmatic manner, all laced with a substantial dose of humor.

　　11、藝術(shù)般地將談判內(nèi)容呈現(xiàn)出來，引導(dǎo)一個專業(yè)的、高水平的談判，這 在美國很受歡迎。制定一個談判議程，甚至是一個協(xié)定草案。談判將會在準(zhǔn) 備充分、平和、實事求是的狀態(tài)中進(jìn)行，并且氣氛輕松幽默。

　　12.Present and market your case in a positive way. You should not be too modest about your own company’s products, services, and market position. Instead, take a "can-do" attitude.

　　12、在介紹自己公司情況的時候，要很積極。對自己公司的產(chǎn)品、服務(wù)和 在市場上的地位都不要說得太謙虛。要?取一種樂觀進(jìn)取的態(tài)度，讓對方覺 得你能行。

　　13.Moreover, do not be misled by your negotiating partners’ relaxed style of communication. Subjects such as religion, politics or ethnic background should only be touched on cautiously, even in private conversation.

　　13、還有，不要被你的談判合伙人放松的溝通方式所誤導(dǎo)。諸如宗教、政 治或種族等，這些問題一定要慎重提及1，即使是在私人的交談中也應(yīng)如此。

　　14.The casual attitude in the US does not mean there is no hierarchy in US companies. On the contrary, status is expressed in a very subtle way, and it may take some time to gain a detailed understanding of the ranking system.

　　14、這種不拘禮節(jié)的態(tài)度并不意味著在美國的公司中沒有等級制度。相 反，每個人的身份地位會以一種非常微妙的方式表現(xiàn)出來，而要真正理解這 種表達(dá)方式是需要一定時間的。

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