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.

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