Communication plays a very important role in life and business. People who speak a common language can be just as frustrated as people who speak different language, but when you have two parties that speak a different language, with a different culture, and at the same time are trying to do business together - it can be even harder to have clear and effective communications.
It is unfortunate, but with cross-border negotiations with China, the two main parties normally need to rely on an interpreter to communicate, and if one is not careful, the interpreter can sometimes become the biggest barrier in the communication process.
Good communication starts with good understanding - especially when one acts as an interpreter. Experience has shown that to be able to speak the language is a basic requirement in being able to understand. Good understanding also comes from knowledge in the area that is being communicated i.e. industry knowledge, experience, understanding the particular situation itself, and even just having an understanding of the people involved.
Industry knowledge enables one to better understand the context of the conversation. Plus industries usually have their own specialized words / terms, and misunderstandings can occur if these are not understood.
Different people also think and express themselves differently. Therefore it is sometimes hard to grasp the whole picture if the interpreter only interprets sentence for sentence. Having an understanding of the people involved is important, because sometimes subtle hints are given (especially from the Chinese side), and if they are not picked up and passed on by the interpreter, then negotiations can fall through or relationships damaged, without the parties sometimes really knowing why.
Keeping alert in all situations where one is interpreting is also very important. An interpreter needs to concentrate and assist in managing and building the relationship between the two parties even after the formal talks or negotiations (i.e. a dinner or banquet) are complete. It is also important to know what or how to interpret subjects or humour that maybe sensitive or not suitable.
Problems encountered with interpreters in business include:
- They cannot clearly understand the accent or language, so for `face-saving' reasons they interpret based on what they think or guess, or they just bluntly make it up
- The interpreter does not have the appropriate background knowledge or is not familiar with the topic to understand the whole situation
- The interpreter misleads one party for his or her own agenda
An ethical interpreter with knowledge and experience is extremely important in the success of cross-border deals. Interpreters also need to be good relationship managers as they can play key roles in:
- Creating a pleasant and comfortable communication environment to enhance the relationship between the two parties
- Assist in exploring and understanding the needs of each party
- Help out in situations that come to a "dead-lock"
- Assist in avoiding cross-cultural misunderstandings
This information has kindly been provided by GNS China, a corporate and investment advisory firm that specialises in the China market. For further information, please contact GNS China at: info@gnschina.com or visit: www.gnschina.com.
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