综合翻译6.2(2)

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)

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