1 / 16 1 经营之道 Business Management Q:您好，杰克逊先生。您在中国已连续工作了三年，您能否谈一下中美两国生意人在商务沟通方式上有何不同之处？
Hello,Mr.Jackson.You've been working in China for three years.Can you tell us how you feel about the differences in business communication style between Chinese and American businessmen?
A:我很乐意。我认为中美两国生意人在商务沟通方式上至少有两点不同。首先，中国人在商务谈判时倾向使用一种迂回婉转的方式，而美国人则表现出一种直截了当的作风。中国人会花费时间来了解他们将要与之打交道的商人是否靠得住，例如邀请对方参加宴会，同他们进行交流。与之相反，美国人则以“公务为先”的心态行事。第二，中国公司的决策过程耗时冗长。这是因为大部分中国公司遵循着一种“先自下而上、后自上而下、再自下而上”的决策原则，各个层次上的许多人士都介入决策过程。而美国公司通常是由最高管理人士的快速决策来运作。我希望在华的美国商人理解这些商务活动中的差异，适应中国人的经营之道。
With pleasure.I think there are at least two differences in the way of business communication between Chinese and American businesspeople.First,Chinese businessmen tend to have business negotiations in a rather indirect manner,as opposed to the more direct manner of American businesspeople.The Chinese take time to learn if 2 / 16
their prospective business contacts are really reliable,for example,by inviting them to a party and socializing with them.In contrast,Americans usually act with the "get-down-to-business-first" mentality.Second,the decision-making process of Chinese companies is generally slow and time-consuming.This is because most Chinese companies keep to the "bottom-up,then top-down and then bottom-up" decision-making principle which involves many people at different levels.American companies,on the other hand,usually operate with quick decisions made by the top management.I hope American businesspeople in China will understand these differences in business practices and adjust to the Chinese way.
Q:美国式的经营之道在我们中国人看来往往显得咄咄逼人。您在与中国同事的合作中有无注意到这一点？
The American way of doing business often strikes us Chinese as very aggressive.Were you aware of this in your collaboration with your Chinese colleagues?
A:这个嘛，我认为，由于我们有着不同的文化传统，所以我们同大部分中国人相比，显得较为直截了当、开门见山。我注意到许多中国人出于礼貌而经常不明确地说一声“不”。有时我的中国同事道一声“是”，这可不是表示赞同，只是表明他们在注意听对方说话而已。 3 / 16
Well,we are more direct and straightforward than most Chinese,I would say,due to our different cultural traditions.I noticed that a lot of Chinese often avoid saying a clear "no" just to be polite.Sometimes my Chinese colleagues say "yes" not to express agreement,but only to show that they are listening.
Q:我们都应该承认这些文化差异，尊重这些差异，以免产生误解，这很重要，不是吗？
It is important for all of us to acknowledge and respect these cultural differences in order to avoid misunderstandings,isn't it?
A:是的，我认为，理解这些差异是朝着在美国公司和中国公司之间建立稳固的商务关系的方向迈出第一步。
Yes,understanding these differences,I believe,will be a first step toward establishing a firm business relationship between American and Chinese companies.
Q:刚才您提到了中国式的决策过程，您认为这种管理模式有无优点？将其与美国式的管理模式相比，您有何看法？
You mentioned the Chinese type of decision-making process earlier.Do you see any strength with this type of management and how do you compare it with the American type of management? 4 / 16
A:我感到美国式的自上而下的管理方式注重效率，注重员工之间的竞争。而中国式的管理方式的特点是，优先考虑周密的计划，鼓励员工之间的合作，鼓励员工与管理层之间的合作。因此，美国式的管理方式常常使许多员工感到沮丧，而中国式的管理方式能使员工有一种喜悦的参与感和成就感，对自己的工作抱一种自豪感。
I would say the American-type,or the top-down,management emphasizes efficiency,and competition among workers,while the Chinese-type management gives priority to careful planning and encourages cooperation among workers,and between workers and the management.Thus,while the American-type management often frustrates many workers,the Chinese-type management gives workers a joy of participation and fulfillment,and a sense of pride in their work.
Q:谈到员工的工作态度，中国人和美国人在这方面有何不同？ Talking about the workers' attitude toward their work,how do the Chinese and the Americans differ in this respect?
A;我认为，大多数中国人将工作视为能使自己成为整个团体中的一份子的必不可缺的条件。中国人相信，工作使自己有了团体归属感。换言之，中国人为了得到社会的认可，必须工作。这就是为何许多中国经理和员工会努力工作以保住自己在公司里的职位的原因。中国人还将工作视为生活中最重要的大事。也就是说，他们想从工作中找到生活的意义。中国人的工作观建筑在社会压力和团体归属感 5 / 16
的基础上，而美国人的工作观则有更强的个体取向性。我们一向认为，我们工作是秉承了上帝的意志，我们对工作成果的重视常常高于对工作过程的重视。附带说一句，年龄较大的中国员工对自己的工作有一种明显的奉献精神，我对此有很深刻的印象。
I think most Chinese view work as essential for having membership in a community.They believe that work allows them to have the sense of belonging in a community.In other words,work is necessary for them to gain social acceptance in the society.That is why many Chinese managers and employees work so hard to maintain their positions in their companies.Also,they see work as the most important thing in life.That is,they have tried to find the meaning of life through their jobs.While the Chinese work ethic is based on social pressure and community belonging,the American work ethic seems to be more individual oriented.Traditionally,we work because it is the will of God,and we often value the results and accomplishments of work more than its process.By the way,I'm very impressed by the obvious strong sense of dedication to the jobs among the older Chinese employees.