《4.HowtoNegotiatewithAmericans如何与美国人谈判.docVIP

4. How to Negotiate with Americans 如何与美国人谈判 1. The US is an attractive market. Its business culture, which (非限制性定语从句) has brought the world shareholder value and IPOs, has been leading commercial thinking (现场完成进行时) in recent years and will continue to do so. But whoever wants to succeed in the US（主语从句） needs to remember the rules of the game. 1、美国是一个富有吸引力的（attractive）市场。它给世界带来的诸如“股东价值”和 “首次公开募股”的商业文化（business culture）近几年来（in recent years）一直引导着(has been leading)商业思想(commercial thinking)，并且在未来几年内还将保持(continue to do so 继续这么做)。但是无论是谁，想要在美国取得成功，都必须记住游戏的规则。 2. US business is described by the lyrics of the song New York, New York: If you can make it here, you can make it anywhere! Yet a euphoric approach to business is by no means enough. Although business communication in the US is pleasant and easygoing, it is at the same time ruthlessly focused. 2、美国的商业，在《纽约，纽约》这首歌的歌词（lyrics）中是这样描述的：“如果你能在这里取得成功(make it 达到预定目标)，你就能在别的任何地方取得成功!” 但是愉快的做生意的方法(euphoric approach to business)是绝对不够的（by no means enough）。虽然在美国的商业沟通(business communication)是愉快的和自在的(easygoing)，但是它同时（at the same time）也因为不讲情面(ruthlessly adv. 无情地；冷酷地)而成为焦点。 3. Communicating(现在分词做主语) is a natural talent of Americans. When negotiating partners meet, the emphasis is on small talk and smiling. There is liberal use of a sense of humor that is more direct than it is in the UK. If you give a talk in America, you should speak in a relaxed way and with plenty of jokes to capture your audiences attention. 3、沟通是美国人与生俱来的才能(a natural talent)。双方谈判的时候（当谈判双方接触时，negotiating 现在分词做形容词，修饰parters），闲聊(small talk)和微笑是很重要的(the emphasis)。美国人比英国人更幽默（sense of humor 幽默感，幽默）也更直接。（that 引导定语从句，可以译为：美国人自由地使用幽默感，这种幽默感比英国人更加直接。）如果你和美国人谈话，要很放松并且要准备很多（plenty of）笑话来吸引(capture)听众的注意力(to capture...不定式作目的状语)。 4. Informality is the rule. Business partners renounce their academic titles on their business cards. Sandwiches and drinks in plastic or boxes are served during conferences. Your business partners tend to act casually in the office and chat about thei