CHAPTER 9
About Translators MAKING SURE YOUR MESSAGE GETS THROUGH
oneself understood is essential if any agreement is to be reached. International negotiations often require the use of translators to attain this goal. The optimal translator will understand both the linguistic and cultural nuances so necessary to communication. Translators must also be adept at comprehending the intricacies of everything from body language to seating arrangements. Rarely will a solo negotiator or team have sufficient language skills to operate anywhere in the world. The quality of the translators involved will greatly influence the negotiation’s outcome.
THE ABILITY TO MAKE
Using the Language Skills of Team Members On occasion, a member of the negotiating team will have the requisite language skills for the target market. Their ability to translate prenegotiation documents and set up telephone conferences will be highly useful to the group. However, they may not be a wise choice for use as the full-time translator during negotiations. Because their inclusion on the team was most likely for their commercial and analytical skills, the team member would be prevented from giving his or her input if required to act as translator. Only if the team member is in a very junior level staff position should his or her language skills be put to use during regular negotiation sessions. Upper-level management personnel should only be used in extreme cases. Having the vice president of marketing act as a translator isn’t an efficient use of personnel.
Looking In-House for Translators Large companies in cosmopolitan cultures have the advantage of diverse staffing. Language skills abound and should be tapped when possible. Employees who speak Dutch, Vietnamese, or Portuguese may already be on staff and have many advantages over translators brought in from outside of the company. They are already familiar with product lines, company background, and ethics. They’ll also be eager to be part of an upper-level company program and thankful for the opportunity to take advantage of company-sponsored travel. Finally, their loyalty to company goals during negotiations should be assured. Unfortunately, there’s a downside to using an inexperienced, in-house translator. Translating during fast-paced negotiations can be very nerve racking. Employees unfamiliar with the effects of stress aren’t good candidates. Also, employees new to high-level discussions may find themselves enthralled with the
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