国际商务交往成功的九要诀

 　　In our jobs, we may have occasions to communicate with people in other countries or from other cultures.Whether we are buying, selling, consulting, or simply trying to obtain informatoin, we will need to get across ideas to an audience we are not used to dealing¹ with. Just as we need to understand the characteristics of our audience when we communicate with others from our own country, we need to understand something about the culture, business customs, and communication styles of foreign audiences.在我们的工作中，我们可能有机会同来自其他文化国度的外国人打交道。 无论是做买卖、协商，还是仅仅获得信息，我们都需要使那些我们从未与之打过交道的人弄明白我们的意思。正如当我们同本国同胞打交道时需要懂得他们的特点一样，我们也需要了解外国交往对象的文化背景、商业习俗以及交谈风格。

　　Here, then, are some tips to assist you in your intercultural communications. 这里有一些建议能帮助你在国际交往中成功。

　　1. Be Clear And Simple.简明清楚。

　　Whether communicating orally or in writting, avoid long, complex sentences, highly technical language, jargon², and colloquialisms³. Don't be condescending⁴, but do use simpler words when they are available.无论用口头或书面形式交往，要避免长句和复合句、高新的技术词语、行话以及俚语。不要显得屈尊俯就，但要尽量用简明的词语。

　　2. Don't Assume That Someone You Hear Speaking English Will Understand You.不要以为讲英语的人都能听懂你的话。

　　If you talk too fast, slur⁵ your words or have an accent, ever a foreigner who seems to speak perfect English will have a hard time following you. An added problem is that many English-speaking foreigners are too polite to let you know they haven't understood.如果你讲话太快，吞音或有口音，即使讲一口流利英语的外国人也很难听懂你的话。再者，问题是许多计英语的外国人很有礼貌，他们不会告诉你他们没有听懂你的话。

　　3. Learn The business Customs And Terminology⁶ Of Those You Will Be Communicating With.了解你交往对象的商业习俗和术语。

　　For exaple, we use the metric system of measurement, the US uses a different system of measurement. And many coutries use the day/month/year/ system for dating as opposed to the US system of month/day/year. A meeting arranged in one of these countries on 7.5.89 is scheduled for May, not July.例如：我们使用公制计量法而美国却使用一种不同的计量法。还有，许多国家写日期的顺序是日、月、年，而美国的顺序却是月、日、年。如果在前者某一国家开会，会议时间定为“7。5。89”，这是指在5月开会，而不是在7月。

　　4.Use Written Messsages Whenever Possible. 尽可能用书面形式交往。

　　You read English more easily than you understand spoken English. If you communicate by phone, follow up with a confirmation⁷ in writting to guard against miscommunication.阅读英语比听懂英语要容易。如果你打电话进行交往，打完后要写下一份书面实录，以防止误解。

　　5.Don't Be In A Hurry To Get To The Point.不要匆忙作出判断。

　　Europeans, Africans, and Arabs in particular, are put off by the straight-to-the -point style of North American business communication. They prefer a more round-about approach.欧洲人、非洲人，尤其是阿拉伯人，对北美洲商人在交往中的直率作风感到不快。他们喜欢比较迂回的交际方式。

　　6. Don't Ask Questions That Require A Yes Or No Answer. 不要提那些答案是“是”或“不是”的问题。

　　Whereas North Americans tend to say yes when they mean yes and no when they mean no, that's simple not the case in most other cultures. In Asian countries, for example, it is considered impolite to say no, so Asians may answer affirmatively if only to mean yes, I heard you. Europeans, on the other hand, may initially⁸ react negtively to any question, but they actually mean maybe or it depends. In many countries, the answer you get is what the person thinks you want to hear.北美洲人心里想说“是”就说“是”，心里想说“不是”就说“不是”，而在其他许多国家，情况就根本不是这样。例如：在亚洲国家，说“不”被认为是不礼貌的，因此亚洲人的肯定回答可能只是说“是的，我听到你说的了。”另一方面，欧洲人对任何问题开始都可能作出否定的反应，但是，实际上他们的意思是“可能（或许）”或“看情况再说（视情况再定）”。在许多国家，你所得下马看花回答是同你交往的人认为你想听到的话。

　　7. Earn About The Country's Body Language.懂得外国的身体动作语言。

　　Gestures have various meanings in different places. In Yugoslavia turning the head from side to side means yes; in Japan, looking someone in the eye is considered judgmental or hostile; and in Ghana, thumbs up is a rude gestures. To avoid giving offense⁹, keep your hands quiet.在不是地方姿势有着不同的意思。在南斯拉夫，摇头意味着“是”；在日本，正视某人的眼睛被认为是指责或有敌意；在加纳，翘大姆指是粗鲁手势。为了避免得罪他人，双手最好是别乱动。

　　8. control Your Style Of Expression.表达方式要克制。

　　The North American style of expressing emotions is considered impulsive¹⁰ and wild by Asians but restrained and cold by Latin Americans. You need to be aware of how your habits of emotional expression will affect peoplei n a particular culture.亚洲人认为，北美洲人表达情感的方式是冲动和狂热的，而拉丁美洲人却认为他们是克制的和冷静的。你必须明白你表达情感的习惯在某一特定文化背景下会对人们产生何种影响。 [FS:PAGE]

　　9. Don't Interrupt Periods Of Silence.不要在沉默时插话。

　　Many foreigners are offended by the North American penchant¹¹ for jumping in to fill any gaps in a conversation. Speakers in many cultures enjoy periods of silence and use them to gather their thoughts. Be patient. Allow the person to formulate¹² what he or she wants to say, and try not to be helpful by putting words into the other person's mouth.北美洲人爱在交谈间隙中插话许多外国人对此感到不愉快。许多国家的人喜欢在谈话中间有沉默的间隙，以便进行思考。此时，要耐心。让人家琢磨好自己想要说的话，落要试图插话”帮助“人家把话讲出来。

1 dealing   

n.经商方法，待人态度

参考例句：

• This store has an excellent reputation for fair dealing.该商店因买卖公道而享有极高的声誉。
• His fair dealing earned our confidence.他的诚实的行为获得我们的信任。

2 jargon   

n.术语，行话

参考例句：

• They will not hear critics with their horrible jargon.他们不愿意听到评论家们那些可怕的行话。
• It is important not to be overawed by the mathematical jargon.要紧的是不要被数学的术语所吓倒.

3 colloquialisms   

n.俗话，白话，口语( colloquialism的名词复数 )

参考例句：

• There are as many colloquialisms in Japanese as are in Chinese. 中日文中存在着大量的四字熟语。 来自互联网
• It is getting better, but It'still struggles with colloquialisms and idioms. 机器翻译的质量虽然有所改善，但翻译起口语体和习语来还是困难重重。 来自互联网

4 condescending   

adj.谦逊的,故意屈尊的

参考例句：

• He has a condescending attitude towards women. 他对女性总是居高临下。
• He tends to adopt a condescending manner when talking to young women. 和年轻女子说话时，他喜欢摆出一副高高在上的姿态。

5 slur   

v.含糊地说；诋毁；连唱；n.诋毁；含糊的发音

参考例句：

• He took the remarks as a slur on his reputation.他把这些话当作是对他的名誉的中伤。
• The drug made her speak with a slur.药物使她口齿不清。

6 terminology   

n.术语；专有名词

参考例句：

• He particularly criticized the terminology in the document.他特别批评了文件中使用的术语。
• The article uses rather specialized musical terminology.这篇文章用了相当专业的音乐术语。

7 confirmation   

n.证实，确认，批准

参考例句：

• We are waiting for confirmation of the news.我们正在等待证实那个消息。
• We need confirmation in writing before we can send your order out.给你们发送订购的货物之前，我们需要书面确认。

8 initially   

adv.最初，开始

参考例句：

• The ban was initially opposed by the US.这一禁令首先遭到美国的反对。
• Feathers initially developed from insect scales.羽毛最初由昆虫的翅瓣演化而来。

9 offense   

n.犯规，违法行为；冒犯，得罪

参考例句：

• I hope you will not take any offense at my words. 对我讲的话请别见怪。
• His words gave great offense to everybody present.他的发言冲犯了在场的所有人。

10 impulsive   

adj.冲动的，刺激的；有推动力的

参考例句：

• She is impulsive in her actions.她的行为常出于冲动。
• He was neither an impulsive nor an emotional man,but a very honest and sincere one.他不是个一冲动就鲁莽行事的人，也不多愁善感.他为人十分正直、诚恳。

11 penchant   

n.爱好，嗜好；（强烈的）倾向

参考例句：

• She has a penchant for Indian food.她爱吃印度食物。
• He had a penchant for playing jokes on people.他喜欢拿人开玩笑。

12 formulate   

v.用公式表示；规划；设计；系统地阐述

参考例句：

• He took care to formulate his reply very clearly.他字斟句酌，清楚地做了回答。
• I was impressed by the way he could formulate his ideas.他陈述观点的方式让我印象深刻。