Numerous contacts with representatives of foreign countries have become a daily practice.

Quite often, communication between persons participating in international commercial negotiations can proceed without the participation of translators, especially if the use of languages ​​​​that have a worldwide distribution - English, French, German - is required.

However, when it is necessary to move from simple communication to a thorough study of each clause of the contract, where an inaccurate word or expression can lead to unforeseen losses for one or both parties, to incorrect or even illegal receipt or use of profits and other troubles, it is better not to take risks and resort to the services of an interpreter .

In addition, the need to use languages ​​such as Arabic, Finnish, Chinese, Korean also usually requires the work of translators, since these languages ​​are less popular in the world.

As a rule, each of the parties participating in the negotiations includes its own interpreter in the group, and maybe several.

In business meetings and negotiations, the translator is in a peculiar position. On the one hand, his services are necessary, and therefore, he is an obligatory participant in the negotiations. But the peculiarity of his position lies in the fact that, on the other hand, for all his necessity, he should not be noticeable, he should be “invisible”. This is not an independent participant in business negotiations, it is a “tool” with which the process of international business negotiations proceeds most efficiently.

Using the services of an interpreter, the negotiator, while translating the previous phrase, has additional time to think over the ideas and proposals expressed by him, since the time spent by the interpreter translating the previous phrase is a pause for the negotiator, allowing him to better think about future words, concentrate his attention on the meaning and the content of their future phrases.

The translator does not have the opportunity to express his own thoughts, this is only an intermediary, however, he must absolutely accurately convey in two (or more) languages ​​not only the meaning of the statements, but also their emotional coloring, the speaker's speech style, even the pace of speech and intonation, if possible, certainly. Such “getting used to” the image of the person whose speech has to be translated requires a lot of physical and emotional stress from the translator.

It will be ethical for the participants of business meetings and negotiations of businessmen from different countries to take into account the peculiarities in the working conditions of an interpreter. Ethical norms require speakers to use short phrases, which should be extremely simple, not to use metaphors, idiomatic expressions, proverbs and sayings. The fact is that only a very qualified translator can quickly find his bearings and find a similar saying or idiomatic expression in the language into which he translates: for example, the Russian expression “between the hammer and the anvil” is translated into Chinese as “between the dragon and the tiger”. However, the translator will not always be able to quickly respond to such difficulties in translation.

Sometimes the translator may not understand, not catch the meaning of the phrase and translate it not quite accurately. It also happens that the translator wants to clarify for himself the content of the statement and therefore asks again the one whose words he should translate.

In both cases, the speaker should not show dissatisfaction, irritation, or make comments to the interpreter, since this may unnerve the latter, which will negatively affect the quality of his work. In addition, the person to whom the statement is being translated may, without understanding the conversation in a foreign language, attribute displeasure and irritation to his own account, which will entail unpredictable consequences.

During business receptions, the interpreter is placed to the left of the person whose speech will need to be translated. If the services of an interpreter are not required during a conversation at the table, he is seated in another place, which he leaves only when it is necessary to start translating: he sits a little to the side and behind the person whose speech needs to be translated, and translates.

It is unethical to “change”, reformulate translated words and phrases, however, the translation should not be literal - the language norms of the language into which they are being translated must be preserved.

Although it was said earlier that the role of an interpreter during negotiations is not independent, however, a competent, ethically educated leader should take care of the interpreter, taking into account the specific conditions of his work: during negotiations, the interpreter should be treated with due respect, at the end of the negotiations, be sure to thank for the help in communication, for contribution to work.

The translator also needs to deeply understand the significance of his work, his role, which is outwardly little noticeable, but ultimately quite strongly affects the success of economic, cultural and other contacts of the company.

The best translator is the one that is invisible during communication and at the same time provides this communication in such a way that business partners begin to think that they are communicating with each other in a language they both understand.

Review questions

1. What is the specific role of an interpreter in business life?
2. What are the ethical standards for the work of an interpreter?
3. Name the principles of communication between an interpreter and participants in business negotiations.
4. What recommendations can be given to participants in business negotiations regarding communication with an interpreter?
5. Specify typical ethical mistakes in the work of a translator.
6. How does the work of an interpreter affect the effectiveness of negotiations?
7. What, in your opinion, are the prospects for the development of the role of translation in providing business contacts?

When negotiating with foreign partners, the services of an interpreter are often needed. In normal business practice, consecutive interpreting is most often used, when the speaker, after saying a few phrases, stops and allows the interpreter to translate what was said. In the course of conversations during a break, on the sidelines, at the “a la buffet” reception, the interpreter constantly accompanies the person (usually being behind at a distance of half a step), leading the negotiations and interpreting for him what was said by foreigners.

The translator, as a rule, is not only a philologist, but also a country expert, which gives grounds to use his knowledge and experience not only for translation work, but also for building trusting relationships with partners. A professional translator plays a key role in establishing a spirit of cooperation, especially when negotiation processes are carried out with representatives of peoples and cultures whose worldview, moral attitudes and business etiquette are significantly different from those adopted in the West.

When communicating through an interpreter, the following rules must be observed: - speak slowly, clearly formulating thoughts, avoiding the possibility of ambiguous interpretation of what was said;

• - you should pronounce no more than one or two sentences in a row, given that the translator is not able to keep in memory and translate more material completely and correctly. In addition, some languages ​​are grammatically directly opposite to Russian. For example, in Persian, the predicate always completes the sentence, and does not stand in its middle, as in Russian, English and other languages;
• - you can not accompany your speech with sayings, idiomatic phrases and, moreover, quoting poetry. Translating them into another language requires a lot of work and is impossible during a dynamic conversation. An incorrect translation can spoil the atmosphere of negotiations, since our proverbs and sayings in another language can acquire an ambiguous meaning, and sometimes even an offensive meaning;
• - it is necessary to take into account the reaction of partners and immediately take action if there is a feeling that they misunderstand you. The interpreter, in turn, may, if necessary, ask either party to explain the idea in simpler words or repeat the phrase again;
• - before the negotiations, it is necessary to allocate sufficient time to work with the interpreter in order to familiarize him in as much detail as possible with the range of issues raised, to clarify the terminology used. The report, speech at the presentation and other written materials should be handed over to the interpreter for review a day or two before the speech. And lastly, there are no translators who, without training, operate equally well with medical, technical, and any other terminology.

The translator, as a rule, is not only a philologist, but also a country expert, which gives grounds to use his knowledge and experience not only for translation work, but also for building trusting relationships with partners. A professional translator plays a key role in establishing a spirit of cooperation, especially when negotiation processes are carried out with representatives of peoples and cultures whose worldview, moral attitudes and business etiquette are significantly different from those adopted in the West.

When communicating through an interpreter, the following rules must be observed:

Speak slowly, clearly formulating thoughts, avoiding the possibility of an ambiguous interpretation of what was said;

You should pronounce no more than one or two sentences in a row, given that the translator is not able to keep in memory and translate more material completely and correctly. In addition, some languages ​​are grammatically directly opposite to Russian. For example, in Persian, the predicate always completes the sentence, and does not stand in its middle, as in Russian, English and other languages;

You can not accompany your speech with sayings, idiomatic phrases and, moreover, quoting poetry. Translating them into another language requires a lot of work and is impossible during a dynamic conversation. An incorrect translation can spoil the atmosphere of negotiations, since our proverbs and sayings in another language can acquire an ambiguous meaning, and sometimes even an offensive meaning;

It is necessary to take into account the reaction of partners and take immediate action if there is a feeling that they misunderstand you. The interpreter, in turn, may, if necessary, ask either party to explain the idea in simpler words or repeat the phrase again;

Before negotiations, it is necessary to allocate sufficient time to work with an interpreter in order to familiarize him in as much detail as possible with the range of issues raised, and to clarify the terminology used. The report, speech at the presentation and other written materials should be handed over to the interpreter for review a day or two before the speech. And lastly, there are no translators who, without training, operate equally well with medical, technical, and any other terminology.

The translator, as a rule, is not only a philologist, but also a country expert, which gives grounds to use his knowledge and experience not only for translation work, but also for building trusting relationships with partners. A professional translator plays a key role in establishing a spirit of cooperation, especially when negotiation processes are carried out with representatives of peoples and cultures whose worldview, moral attitudes and business etiquette are significantly different from those adopted in the West.
When communicating through an interpreter, the following rules must be observed:
- speak slowly, clearly formulating thoughts, avoiding the possibility of ambiguous interpretation of what was said;
- you should say no more than one or two sentences in a row, given that the translator is not able to keep in memory and translate more material completely and correctly. In addition, some languages ​​are grammatically directly opposite to Russian. For example, in Persian, the predicate always completes the sentence, and does not stand in its middle, as in Russian, English and other languages;
- you can not accompany your speech with sayings, idiomatic phrases and, moreover, quoting poetry. Translating them into another language requires a lot of work and is impossible during a dynamic conversation. An incorrect translation can spoil the atmosphere of negotiations, since our proverbs and sayings in another language can acquire an ambiguous meaning, and sometimes even an offensive meaning;
- it is necessary to take into account the reaction of partners and immediately take action if there is a feeling that they misunderstand you. The interpreter, in turn, may, if necessary, ask either party to explain the idea in simpler words or repeat the phrase again;
- before the negotiations, it is necessary to allocate sufficient time to work with the interpreter in order to familiarize him in as much detail as possible with the range of issues raised, to clarify the terminology used. The report, speech at the presentation and other written materials should be handed over to the interpreter for review a day or two before the speech. And lastly, there are no translators who, without training, operate equally well with medical, technical, and any other terminology. (See: Golovin V. ABC of business etiquette // Echo of the planet. - 1991. - N. 47; Sukharev V.A. Decree. cit. - P. 190 - 191.)

Business Cards

The business card is widely used in business relations and protocol diplomatic practice. They are exchanged upon acquaintance, used for a correspondence performance, expressing gratitude or condolences, flowers, gifts, etc. are sent with them.
Business cards are printed. The text is printed in Russian, on the back - in a foreign language. Indicate the name of the institution (company), first name, patronymic (in domestic practice), last name, and under them the position of the owner.
Be sure to indicate the academic degree (rank), in the lower left corner - the full address, in the right - phone and fax numbers.
The size of business cards and the font in which the text is printed are not strictly regulated. They are heavily influenced by local practice. We have adopted the following standard - 70x90 or 50x90 mm.
Women, according to tradition, indicate only the name, patronymic and surname on business cards. However, at present, taking an active part in business life, and women are increasingly following the rule to give more detailed information about their position, academic degree and title. There are certain rules governing the features of business cards when used in communication with women: the position is not printed on business cards sent and left to women.
As a rule, business cards are exchanged personally, adhering to the principle of reciprocity. A person who has paid a visit to another person must leave his business card. When a business card is delivered to the addressee personally by its owner, but without making a visit, it is folded on the right side across the entire width of the card. This rule is more related to diplomatic practice.
In some cases, business cards are sent by mail or by courier (the latter guarantees timely delivery).
When leaving or sending business cards, which replaces a personal visit, the following abbreviated inscriptions are made in the lower left corner, depending on the specific case, in pencil:
- p.r. (pour remercier) - when expressing gratitude;
- p.f. (pour feliciter) - with congratulations on the occasion of the holiday;
- p.f.c. (pour faire connaissance) - when expressing satisfaction with an acquaintance;
- p.f.n.a. (pour feliciter Nouvel an) - with congratulations on the occasion of the New Year;
- p.p.c. (pour prendre conge) - at parting, when a farewell visit was not made;
- p.c. (pour condoler) - when expressing condolences;
- p.p. (pour presenter) - when introducing or recommending another person upon arrival, in the order of correspondence acquaintance. (Diplomatic dictionary. - M., 1984. - T.I. - S. 199-200.)
In the case of a correspondence acquaintance, the business card of the represented person is sent along with the recommender's card, on which the inscription "p.p." is made. The represented person is answered by sending a business card without a signature.
There may be other inscriptions on business cards. At the same time, it must be remembered that they are usually written in the third person, for example: "Thanks for the congratulations", "Congratulations on the holiday ...", etc.
The listed rules are of a protocol nature and are observed with all accuracy mainly only in diplomatic practice. Certain features of the use of business cards have developed in the business sphere. They acquire particular importance in business communication, in which representatives of various cultures and peoples take part.
Strict regulation of the use of business cards concerns, first of all, such a type of business communication as negotiation processes. At the same time, an obligatory attribute of the first meeting with a foreign partner is the exchange of business cards.
The exchange of business cards begins with the highest-ranking members of the delegation and proceeds strictly according to subordination. According to etiquette, the hosts should be the first to hand over their business cards. Such rules are especially strictly observed by the Japanese and Koreans, for whom the violation of the hierarchy is tantamount to an insult. Americans and Europeans are more democratic in this matter.
There are simple but mandatory rules for presenting a business card: it is supposed to be handed over to the partner turned so that he can immediately read the text. You should say your last name out loud so that your partner can more or less learn the pronunciation of your name. In Asia, they are supposed to be handed over with both hands; in the West, there is no special order in this regard. You need to accept business cards with both hands, or only with your right hand. At the same time, both the presenter and the receiver exchange light bows. Having accepted a business card, you need to read aloud his name in the presence of a partner and understand his position and position.
During negotiations, you should put business cards in front of you so as not to get confused in the names. It is better to sort them in the order in which the partners are sitting in front of you. You can not crumple other people's business cards, make notes on them, twirl in thought in front of the owner. This is perceived as disrespect and even resentment. It will seriously tarnish your reputation if you do not recognize the person with whom you once exchanged business cards. (See: Golovin V. ABC of business etiquette // Echo of the planet. - N. 47.)

Control questions and tasks

1. What is the difference between a business conversation and negotiations?
2. Compliance with what ethical norms and principles contributes to the successful conduct of business conversations and negotiations?
3. In what cases and for what purposes do they use such forms of business communication as business breakfast, business lunch and business dinner? Which of the listed forms of business communication, according to its regulation, approaches the reception?
4. List the basic rules for communicating through an interpreter.
5. What information is usually indicated on business cards?
6. In what area of ​​business communication is the use of business cards most strictly regulated? What rules must be followed?

1. Braim I.N. Ethics of business communication. - Minsk, 1996.
2. Debolsky M. Psychology of business communication. - M., 1991.
3. Diplomatic dictionary. - M., 1984.
4. Carnegie D. How to win friends and influence people. - Kyiv, 1989.
5. Mirimsky L.Yu., Mozgovoy A.I., Pashkevich E.K. Business relations in entrepreneurial activity. Business ethics course. - Simferopol, 1996.
6. Conducting business conversations and negotiations. How to achieve your goal. - Voronezh, 1991.
7. Sukharev V.A. Be a business person. - Simferopol, 1996.
8. Yager D. Business etiquette: how to survive and succeed in the business world. - M., 1994.

Business Etiquette

Lecture Tests: Public Speaking

1. How can you win and keep the attention of the audience?

visual contact.

Contrasting stimuli.

Change the volume and pace of speech.

Questions to the audience.

Controversial videos.

2. Which channel of perception is characterized by verbal means: “it is clear that”, “look at this problem”, “put two facts side by side”, “you can draw a circle”:

auditory,

visual,

kinesthetic,

off-modal.

3. Which channel of perception is characterized by verbal means: “feel the difference”, “grab the essence”, “grope for the solution”:

auditory,

visual,

kinesthetic,

off-modal.

4. Which channel of perception is characterized by verbal means: “listen”, “listen”, “fact speaks about”:

auditory,

visual,

kinesthetic,

off-modal.

5. Which channel of perception is characterized by verbal means: “understand”, “analyze”, “realize”:

auditory,

visual,

kinesthetic,

off-modal.

Tasks:

1. Make a short introduction to the topic “How does a person think?”

Just as a plant grows from a seed, every human act comes into being from the hidden seeds of thought. Without thinking, action is impossible. This applies equally to "spontaneous" and "unintentional" actions, as well as to conscious behavior.

2. Make a proposed portrait of the audience in front of which you would like to speak with the topic: "Profession - manager."

An audience portrait is a complex compilation of the characteristics of the intended audience. The portrait of the audience, as a rule, consists of the following parameters:

socio-demographic (gender - not important, age - 18 and older, nationality - not important);

intellectual (level of education - secondary / higher / not completed higher, specialists);

quantitative (group, communication through the media);

status-role (subordinate, colleague, students);

emotional-psychological (interested).

Tests for the lecture: Business conversation

1. Of the following, which two mistakes are often made in the process of preparing a conversation:

Unwillingness to meet

Strict adherence to previously outlined dialogue plans

Strives to make the conversation friendly

Partners do not know the subject of the upcoming conversation

2. Can the following be attributed to the features of conducting business conversations:

treat partners,

exchange of souvenirs, business cards

handshake, kissing

3. Is it possible to give preference to one of the following three methods of starting a conversation:

Tension Relief Method

"hook" method

Direct Approach Method

4. From the list below, exclude prohibited tricks during a business conversation:

Under no circumstances should you:

Interrupt partner;

Negatively evaluate his personality;

Emphasize the difference between yourself and your partner;

Speed ​​up the pace of the conversation

Avoid spatial proximity and do not look at your partner

Trying to discuss the issue rationally, not paying attention to the fact that the partner is aroused

Not understanding or unwilling to understand his mental state

To smile

Compliments

Empathize with your partner

Look into his eyes

Address by name

Laugh

Offer tea, coffee

TASKS: give a short answer (2-3 sentences) to the questions posed:

1. What is the difference between phatic communication and business conversation.

Fatal communication.

It can pass both between acquaintances and strangers.

Contact setting. The purpose of establishing contact takes precedence over the purpose of conveying information.

Business conversation.

Business interlocutors may not know each other personally before the meeting.

Business communication proceeds in accordance with ethics and etiquette.

2. What would you attribute to the specifics of conducting a business conversation in modern conditions.

Telephone conversations

Skype - talks