試談文化差異對商務(wù)英語翻譯的影響InfluencesofCulturalDifferencesuponBusinessEnglishTranslation AcknowledgementsItwasreallyalaborioustasktoaccomplishaB.Athesis.Manypeoplegavemesupportandhelpintheprocessofwritingthepaper.Uponthecompletionofthispaper,Iwouldliketogivemygratitudetoallthosewhohavegrantedmehelponthepaperandonmyfour-yearstudyinthisschool.First,I’dliketogivemygratitudetomydearteacher,supervisorMrLinZhiyuan,whogenerouslygavemehiskindlyhelpandinstructionsduringthewholeprocessofmypaper-writing.Ialsooweaspecialdebtofgratitudetotheotherteachersofmine,astheyhavegivenmevaluablesuggestionsonmychosenoftopicandessaystructureofthedissertation.Veryspecialthanksalsogotothosereferencebooksandwebsites.Theyhaveprovidedmewithvaluablematerialsandinformationandgivenmesomegoodsuggestions.ThenI’dliketogivemymanythankstomyclassmateswhohelpedmealotwithmyinformationcollectingandpaper-polishing.Mostimportantofall,Iwanttogivemythankstomymotheruniversityandalltheteachersinthecollege.摘要隨著世界經(jīng)濟全球化趨勢的發(fā)展，中西方國家之間的貿(mào)易往來日益頻繁，商務(wù)活動所展現(xiàn)出的不僅是一種經(jīng)濟活動，而且還是一種文化上的交流。商務(wù)英語翻譯作為不同語言的人們之間進行商業(yè)交流的交際過程和交際工具就顯得尤為重要。自跨文化交流活動以來，翻譯實踐就與文化產(chǎn)生了不可分割的聯(lián)系。文化加速了翻譯的發(fā)展，而翻譯又促進了文化的傳播，文化與翻譯的發(fā)展相得益彰。隨著全球經(jīng)濟一體化時代的到來，地域不再局限人們的交流空間，跨文化交流愈加頻繁。頻繁的跨文化交流加速了文化碰撞的呈現(xiàn)，商務(wù)英語翻譯中出現(xiàn)的文化因素也越來越多。這對于譯者來說是個挑戰(zhàn)，因為英語和漢語有諸多差異之處，所以很難把地道的英語譯成能為大多數(shù)中國商務(wù)者所接受的漢語；同樣，讓普通的英語國家的商務(wù)者通過譯文來理解地道的漢語也不容易。如何克服這些由文化差異所引起的翻譯障礙是譯者需要面對的一個大問題。本文將分析文化差異與商務(wù)英語翻譯實踐的關(guān)系以及文化差異對商務(wù)英語翻譯造成的影響，通過舉出充分的例子來分析文化差異對商務(wù)英語翻譯造成的影響并提出如何克服由文化差異引起的翻譯障礙的方法。本文目的是借助商務(wù)英語翻譯使人們能更了解文化對語言的影響并有效地進行商務(wù)交流。關(guān)鍵字：商務(wù)英語；文化差異；翻譯實踐AbstractWiththedevelopmentoftheeconomicglobalization,businessactivitiesarebeingcarriedmoreandmorefrequentlybetweenChinaandotherEnglish-speakingcountries.BusinessEnglishTranslationisnotonlydisplayedineconomicactivities,butalsoakindofculturalexchange.Sincethemomentcross-culturalcommunicationexists,BusinessEnglishtranslationpracticehascloserelationshipwithculture.Culturespeedsupthedevelopmentoftranslation,whiletranslationhelpstospreadculture.Withtheageofglobalizationcoming,communicationacrosscultureshappensmoreandmorefrequently.Thisisachallengefortranslators,becausetherearemanydiscrepanciesbetweenEnglishcultureandChineseculture,itishardtotranslateidiomaticEnglishintoChinesethatcanbeacceptedbymostChinesetraders.Also,howtoletaverageEnglishtradersunderstandidiomaticChineseisnoteasy.Howtoovercomethebarrierscausedbycultureisabigproblemthattranslatorsneedtoface．ThisthesisistoanalyzetherelationshipbetweenculturaldifferencesandBusinessEnglishtranslationpracticeandtheinfluenceofculturaldifferencesonBusinessEnglishtranslation.BygivingplentyofexamplesthethesisanalyzestheinfluenceofculturaldifferencesonBusinessEnglishtranslationandtriestooffersomeapproachestoovercomethebarrierscausedbyculturaldifferencesinBusinessEnglishtranslationpractice,soastohelppeoplecommunicatemoreeffectively.Keywords:BusinessEnglish;Culturaldifference;translationpracticeTABLEOFCONTENTACKNOWLEDGEMENTS…………….……..….I摘要……….…...…….……...…IIABSTRACT……………….………..……..…..…...IIITABLEOFCONTENTS………………..….IVINTRODUCTION………………..1PARTONESURVEYOFCULTURALDIFFERENCESANDBET...............21.1DEFINITIONOFCULTURALDIFFERENCES……………............21.2IMPORTANCEOFBUSINESSENGLISHTRANSLATION...................21.3INTERACTIONOFCULTURALDIFFERENCESANDBET.……………3PARTTWOADETAILEDANALYSISOFTHEINFLUENCESOFCULTURALDIFFERENCES……………….42.1TRADEMARK…………………..…..….....42.1.1AmbiguityofTrademark…….42.1.2IneleganceofTrademark..............................52.1.3MisunderstandingofTrademark…………...52.2ADVERTISEMENTS………..…..…62.2.1DifferentCulturalValues…………...72.2.2DifferentThoughtPatterns……….72.2.3DifferentAestheticStandards……………92.3COMMERCIALACTIVITIES………….92.3.1DifferenceinBusinessNegotiation………….102.3.2DifferenceinBusinessNotion…………..…………..102.3.3DifferenceinBusinessEtiquette………11PARTTHREEPROPERSTRETAGIESTODEALWITHTHECULTURALDIFFERENCESINBET………133.1REQUIREMENTSFORTRANSLATORS................................133.2TREATINGCULTURALDIFFERENCESCORRECTLY…………133.3REINFORCINGCULTURALEXCHANGE……14CONCLUSION……15WORKSCITED……..…16

IntroductionInternationalcorporationandcommunicationaregainingincreasingdevelopmentsinceChinaenteredintoWorldTradeOrganization.BusinessEnglishasabridgelinkingChinaandforeigncountriesisplayingamorecrucialrole,andisgainingincreasingpopularity.BusinessEnglishTranslationinvolvestheconversionoftwodifferentcultures.Althoughcultureisverycomplicated,wecanroughlyclassifyitintothreecategoriesinscope:amaterialculturewhichreferstothenaturalenvironment;binstitutedculturewhichreferstosocialsystem,religioussystem,customsandnationalpsychologicaletc;cmentalculturewhichreferstopeople’smentalitiesandbehaviors,theirbeliefs,perceptions,conceptsofvalue,thoughtpatternsetc.Theculturaldifferenceshavegreatlyaffectedthevariousaspectsofbusinessactivities,anddeterminethesuccessorfailureofbusinessactivities.Unsuccessfulbusinesstranslationwillnotonlybringsignificanteconomiclosses,butwillalsoaffecttheimageoftheenterpriseandeventhecountry.FromhomeandabroadBusinessEnglishTranslationResearch,althoughthetranslatornotedtheimpactoftheculturaldifferencesfortranslationbetweenEastandWest,itisstillalackofsystematicattentiontoculturaldifferences,thereisalsoaunilateralcognition,Whichwillmakethereadersgetunnecessarymisunderstandings.Todoanexcellenttranslationwork,itisevenmoreimportanttograsptwoculturesthantomastertwolanguages,becausethewordwillmaterializeitsmeaningsonlyinaparticularculture.Therefore,itisextremelynecessarytounderstandtheculturaldifferenceinthebackgroundofglobalization.InordertomasterEnglishandsuccessfullycompletethetaskofBusinessEnglishtranslationfromEnglishintoChinese,successfulknowabouttheculturaldifferencesisessential.Therefore,inthispaper,theauthorattemptstodiscusstheproblemoftranslationofbusinessEnglishfromtheculturalperspectiveindetail.PartOneSurveyofCulturalDifferencesandBusinessEnglishTranslationNow,theeconomyisbecomingmoreandmoreglobalizedandthecultureisbecomingmoreandmoreintegrated.Peopleneedcommunicatebetweendifferentnationalcultures,geography,characteristicsofthetimes,while,duringtheprocessofexchangetranslationisveryimportant.Thetranslation’soriginistheexchangingofculture,while,communicationandculturalexchangesresultthetranslation.1.1DefinitionofCulturalDifferencesOvertheyears,differentscholarshavedifferentopinionstowardsthedefinitionofculturaldifferences,andithasbeendefinedinmanyways.However,mostofthesedefinitionsputemphasisondifferentaspectsofculturaldifferences．AccordingtothedefinitionputforthbyNida,culturaldifferencesrefertothedifferencesbetweenhistoricalheritage,socialcustomsandculturaltraditionbetweendifferentcountriesandreligions,whicharethereflectionofthehistorydeveloping.Fromtheaboveexplanation,wemayhaveanunderstandingaboutthecultureonthewhole.Culturaldifferencesisbroadanditinvolvesmanyaspects,soitisverydifficulttogiveanaccuratedefinition.Generallyspeaking,wecanconsiderthat,Culturaldifferencesreferstothedifferentculturalvalues,differentthoughtpattern,differentsocialnormsanddifferentcommunicationstylesamongdifferentpeoplefromdifferentcountriesandculturalbackgrounds.1.2ImportanceofBusinessEnglishTranslationInthebackgroundofeconomicglobalization,businessactivitieshavebecomingmoreandmorefrequently.Itissaidthattherearealmost1.6billionpeoplewhouseEnglishastheirfirstlanguageorsecondlanguageandmostofthemusebusinessEnglisheverydayintheworld.Therefore,thebusinessEnglishtranslationplaysanimportantroleintheprogressofcommunication.In2010,ShanghaiExpowillbeheldinShanghaiChina.Atthattime,manyenterprisesandeconomicorganizationwillcometoinvestinChina,thusChineseenterprisesmaygetlotsofopportunitiestogrowanddevelop.Therefore,whencommunicatingwithforeigninvestors,thebusinessEnglishisveryimportant..However,duringtheprogressofcommunication,someonewhoisnotfamiliarwithEnglishmaycounterlotsoftrouble.Onthiscondition,thebusinessEnglishtranslationisinbadlyneededforthem.1.3TheInteractionofCulturalDifferencesandBusinessEnglishTranslationWithChinesereformandopening-uppolicyarepushingforwardcontinuously,thebusinessactivitiesbetweenChinaandtheworldarebecomingintensiveandfrequent.Thus,businessEnglishtranslationismarkedwithstrongculturalconsciousness.SomeonebelievesthatanyonewhoiscompetentinEnglishisabletodealwiththetranslation.Thatisjustthewrongattituderesultinthefailureoftranslation.Forexample,“six”isanunpopularfigure,andpeopleregarditasanunluckynumberinwesternculture.However,inChina,peopleoftenusethenumber“6”asthetrademarkofcommoditieswhichtheythinkitcanbringgoodfortune,suchas“666”,“金六福”andsoon.Whentheseproductsareexportedtothewesterncountries,theywillreceiveacoldwelcome.Thereasonisthatsixisalsoasymbolofdevilinthewesternculture.TheaboveexampleshowshowimportantculturaldifferencesmeantobusinessEnglishtranslation.So,itiscriticaltopayspecialattentiontoculturaldifferencesforthetranslator.Thus,thefailureoftranslationwillbereducedandavoidedonacertaindegree.PartTwoADetailedAnalysisoftheinfluencesofCulturalDifferencesNowadays,anumberofproductshavebeenexportingtotheinternationalmarket.However,mostofthemfailtocapturethemarket.Thereasonforthatmainlyliesintheimpropermarketingstrategiesandadvertisingcampaigns.Inotherwords,theneglectorunawarenessofculturaldifferencescanresultinthefailure.2.1TrademarkTrademarkisthesignofproduct,whichplaysanimportantroleinsale.Itistheconcentrationofcommodities’distinctcharacteristics,thecoreofcommodities’culture,andthepowerfulweaponforanenterprisetoparticipateininternationalcompetitions.Itisnotonlyalogo,alsoalure,thefinalgoalofwhichistoattractcustomersandsellcommodities.Thewell-knowntrademarkoftenguaranteestheproducts’quality,whichisasymbolofthereasonablepriceandgoodservice.Trademarktranslationconformstotheconceptionofsemilogy.Trademarktranslationistheprocessfromdecodingtocodingandtheprocessofre-creatingandfurtherprocessing.Thatistosay,trademarktranslationisthetransplantationoftwokindsofcultures.Agoodtrademarktranslationmaybringanenterprisehugewealth,whereasabadonemayletanenterprisesuffergreatloss.Therefore,anenterprise’sfutureiscloselylinkedwithtrademarktranslation.Atthesametime,trademarktranslationcanwidenthelinguisticresearchfield,enrichtheconnotationoflinguistics,andacceleratethecombinationoflinguistictheoreticresearchanditspracticalapplication.2.1.1AmbiguityofTrademarkWhenweexportproductstoforeigncountries,wealwaysoverlookthecultureshocks.Asaresult,theseneglectsmakethetrademarksunpopularandaffectthesalesofproducts.SpriteisthemeaningofwizardandgoblininEnglish.AttheeveofHalloween,childrenoftendressthemselvesupaswizardsormonsters,andaskforcandyfromhousetohouse.However,inChina,thewizardandthefairyissymbolofevil.Thatwillnotbeacceptabletoconsumersbytheliteraltranslation.Therefore,thetrademarkof“雪碧”canbeacceptedbyconsumerseasilyinChina,whichmakestheconsumershaveacoolfeeling.?Anothertranslationhappenstobepoliticallyinappropriate.?Whenintroducedtoforeigncountries,theChinesetrademarkofcanvasshoes“大鵬”isrenderedas“ROC”,whichisasortofgiantbirdinArabicfables.However,“ROC”happenstobetheabbreviationof“RepublicofChina”.Obviously,thetranslationstirsupinappropriatepoliticalassociations.?2.1.2IneleganceofTrademarkAsweallknow,thesamewordsindifferentbackgroundsmayhavedifferentmeanings.However,manytranslatorsusuallyoverlookthisproblemduringtheprocessoftranslationofthelogos.Forexample：TranslationbyusingChinesephoneticletterscoincideswithEnglishwordswithderogatorysense.Thetypicalexampleis“馬戲撲克”.Theversion?“iPuke”remindstheEnglishconsumersofsomethingrevoltingandunpleasant,for"i"meansbiginEnglishand“puke”indicatesvomitedfoodordrink.?Asweallknow,“雄雞”isatrademarknameforaclockinChina,thistrademarkisnotonlyindicatesthefunctionoftheclockbutalsofitsforChineseculture.Moreover,cocksaremascotsinancientChina,andtheyarealwaysusedonceremonialoccasions.Butforthewesterners,theword“cock”containsobscenemeaning,anditisusuallyavoidedinformalEnglish.IftheproducersinChinause“cock”asthetrademarkname,theimageoftheproductmaybedamaged.Whenexportingtothewesternmarket,theoriginalEnglishtrademarknameforthe“雄雞”was“GoldenCock”，butchangedinto“GoldenRooster”latterly.Thistrademarknameismoresuitableandattractiveforthewesterners.So,weshouldpaymoreattentiontothetranslationoftheelegantnameoftrademarksonconditionthatweunderstandtheculturaldifferences.2.1.3MisunderstandingofTrademarkItisnotenoughforadvertisingtranslatorsonlytoknowtheliteralmeaningofanad,foritmaybeendowedwithextendedmeaningandculturalimplication.Fullycompetentadvertisingtranslatorsaresupposedtohaveagoodcommandofreligions,traditions,ethnicattitudes,thespiritofcommunity,andpurchasinghabitsofthetargetcountries.Otherwise,thetranslatedadsmightgoagainsttheoriginalintentionoftheproducers.Inthewesternculture,peacockisconsideredasanunluckyanimal.Itisoftenusedtodescribeapersonwhoiswalkingonair.So,inwesterncountries,ifweusethewordpeacockasthetrademark,themisunderstandingmayoccur.so,the“孔雀”TVsetdoesnotusethetrademark“Peacock”but“Uranus”,whichisanameofastar.Onthecontrary,peacockisanauspiciousanimalfortheChinese,becausepeoplebelieveitisagoodsignthatpeacockspreadsitstail.ThereforemanyChinesecommoditiesliketousethetrademarkname“孔雀”,forexampleoneChinesewatchtrademark“孔雀”.TheShanghai-producedpentrademarkas“白翎”couldreceivewelcomeinEnglish-speakingcountries,forthetrademarkistranslatedas“WhiteFeather”.Unfortunately,“whitefeather”isasymbolormarkofcowardiceinEnglish.Itderivestheconnotationfromthebeliefthatwhitefeatherinagamecock’stailisasignofapoorfighter.TheEnglishidiom,“showthewhitefeather”,means“sneakawayatacriticaljuncture”.Therefore,“whitefeather”isusedtorepresentcaitiffs.Thetranslationnullifiesthestrengthsofthecompanyontheinternationalmarketandbecomesadisadvantagethatfailstoservetheinterestsoftheproducersorthoseofthedistributors.???2.2AdvertisementsFollowingtheeconomicenhancing,theeconomybecomesglobalandeverynation’sproducts,cometotheworldmarket．Therefore,theadvertisementplaysadecisiverole.Advertisementiscloselyrelatedtotheculture.Thepurposeofanadvertisementistopersuadetargetcustomerstobuytheadvertisedproductsorservices.Thus,itisamostimportanttasktobeawareofthedifferencesbetweenChinesecultureandwesternculture.Somedefectsandevenunsuccessfuladvertisementsaremadebecauseofthepoorqualityoftranslation.Thispaperproceedsfromproblemsinadvertisingtranslationthatthetranslatorsdonothaveagoodcommandofthenation-specificcultureandistooadhesivetotheadvertisement’ssuperficialmeaningwhiletherearealotofculturalfactorshiddeninthepresentadvertisingtranslation.Infact,advertisementtranslationrequiresmorethanjustrenderingsentencesintoanotherlanguage.Translatorshavetoconverttheideasandthoughtsbehindthesentencesintothetargetlanguagebyapplyingtheknowledgeofthetargetculture.Culturaldifferencesgreatlyaffecttheadvertisementsandthesaleofproducts,becausepeoplehavedifferentculturalvalues,thoughtpatternsandaestheticstandardwhichinfluencepeople’sjudgmentbetweenEastandWest.2.2.1DifferentCulturalValuesCulturevaluescanbeclassifiedintomanycategories,butwewouldliketodiscussaboutcollectivismandindividualism,becausetheyarethemainfactorswhichcandeterminethesuccessornotintheinterculturalbusinesscommunication.Letustakealookatthedifferencesbetweencollectivismandindividualism.Chinesecultureputsemphasisonthevaluesofcollectivism,sotheadvertisementsofChineseproductsalsoputemphasisonfamilyandaffection.Taketheadvertisementof“孔府家酒”forexample,thistrademarknameremindspeopleoffamilyandaffection.Therefore,itfitsforChinesepeople’svaluesandeasilygetssuccessduringthepromotionoftheproduct.Onthecontrary,westernersfocusonthemselvesanddevelopthevalueofindividualism,somostoftheadvertisementsinwesterncountriesarealwaysindividual-centered.Forexample,theadvertisementof“justdoit（想做就做）”whichispromotedbyNikeCompany,isatypicaldemonstrationofsuchspirit.ThusAmericansshowthecouragetochallengeandemphasizepersonalizedexperience.2.2.2DifferentThoughtPatternsThoughtpatterns,whichcanbedefinedaswaysofthinking,playanimportantroleininterculturalbusinesscommunication.Peopleindifferentcultureshavedifferentthoughtpatterns,becauseeveryculturehasitsuniquedevelopmenthistory,thoughtpatternsandwouldalsobedifferentfromoneanother.Onthecontrary,westernliteratureandarthavebeendevelopingunderthetheoryofimitatingthereality.TheEnglishlanguagereflectsthistheoryandprovestobeobjective,factualandrational.Ithastightsentencestructure,meticulousstreamofthought,andlogicalrelationshipbetweenlinguisticunits,concisewordingandstraightforwarddescription.Allinall,brevityisthesoulofwit,orinotherwords,aproperwordinaproperplaceisgoodEnglish.AbusingoffloridlanguageisforbiddeningoodEnglish,foritisconsideredillogicalandmayharmtheoriginalmeaningorcommunication.?

ThusChineseandEnglishadvertisementsarequitedifferent,especiallywhendescribingsceneryintouristadvertisements.Itisalanguageforpoetstogiveexpressiontospecialfeelingsinsteadofdefiningorjudging.Evenwhendescribingsceneries,Englishdisplaysabeautyofform,straightforward,explicit,objective,unlikethecasual,subjectiveChinese.Forexample,thefollowingadvertisementwrittenbyanativespeakerofEnglishisconciseandplain,andthroughsimileandcombinationofconcretescenes,itprovidesenoughspaceforimagination.However,fromthepointofviewofChinese,itmaybetooplain.Forexample:??

Tinyislandsarestrungaroundtheedgeofthepeninsulalikeapearlnecklace.Hunksofcoralreef,coconutpalmsandfinewhitesand.?

???Ifwetranslateitwordbyword,itwillnotmeetChinesereaders’expectation.Soabundantmodifierssuchas“礁紅”，“成片”，and“如銀”，andfour-characterphraseslike“玲瓏小巧”，and“如詩如畫”areemployedtomakethetranslatedversionreadbeautiful.?

??“座座島嶼玲瓏小巧，緊密相連，像一串珍珠綴成的項鏈，環(huán)繞著半島邊緣。?

島上珊瑚礁紅，椰樹成片，沙灘如銀，景色如詩如畫”。?

???TheboldcharactersaddcharmtothescenicspotandcontributetothewholerhymingstructurebutmeannothingtoEnglishreadersbecausetheyarerepetitiveandwordy.ThesameistruethatinC-Etranslation,thosesuperfluousmodifiersshouldbeomitted,adaptedorimplicitbetweenlinessoastomakethetargetversionconformtothewesterners’aestheticstandards.??Thereissuchanadvertisement“歡迎來到天涯海角”,andthetranslatoroncetranslateditinto“Welcometotheendofworld”.Asaresult,HainanIslandhadbecome“theendsoftheearth世界末日或大難臨頭”.Suchimpropertranslationmadeitbecomeaterribleplace,whodarestotravelthere?So,whenwemakeanadvertisement,itisimportanttoconsidertheculturefactors.Thatcausesthedifferenceofthinkinghabitsandprocesses,whichisthebestreflectionofthedifferentculturebackground.Inordertoavoidthesemistakescausedbythedifferentthoughtpatterns,itisnecessaryforustobefamiliarwiththedifferentthinkinghabitsofpeopleindifferentculturebackgrounds.2.2.3DifferentAestheticStandardsAsameansofbusinessactivities,advertisementitselfisanimportantsocialculture.Theaestheticstandardsplayanimportantroleduringtheprogressoftranslation.So,weshouldrespecttheaestheticlevelofpopularculture.“藕粉”isakindofpopularfoodintheWestLakeofHangZhou.However,whenbeingpublicizedtothemarket,itistranslatedinto“LotusRootStarch”.Asweknow,starchhasthemeaningof“淀粉”,butpeopleinwesterncountriesareunwillingtobuythisfood,thatisbecausestarchalwaysmakespeoplegetfatwheneatingtoomuch.Latterly,the“starch”ischangedto“powder”or“pudding”.Asaresult,thesaleofproductincreasesgreatlyintheforeignmarkets.TheJapanesecompanyofToshibaonceusesanadvertisement:?“東芝Toshiba,東芝Toshiba,大家的東芝”.Thisisaadvertisinglyric.Thefirst“東芝”istranslatedintothesound“Toshiba”.Henceyoungpeoplejokinglyreaditas“偷去吧，偷去吧，大家的東西”Inthisway,there’snosolemnityatall.?2.3CommercialActivitiesToday,businessactivitiesarecommonintheinternationalmarket.Inordertoestablishbusinessrelationshipwiththeoverseacustomers,thetranslatorshouldhaveabetterunderstandingofthebusinessnotion,businessetiquetteandbusinessnegotiation.Thecommercialactivitiesunderdifferentculturalconditionscometoculturalnegotiations.Withtheeconomicglobalizationandthefrequentbusinesscontacts,culturaldifferencesseemtobeveryimportant;otherwisetheycouldcauseunnecessarymisunderstanding,evenaffecttheresultofthecommercialactivities.Thismeansitisveryimportanttoknowthedifferentcultureindifferentcountriesandthewaystoavoidthecultureconflictsintheinternationalcommercialactivities2.3.1DifferencesinBusinessNegotiationPeopleindifferentculturehavedifferentunderstandingtowardthenegotiations.Whenwenegotiatewithpeoplefromdifferentcountriesorregions,wemusttakeculturalfactorsintoconsideration.Thus,thebusinesscanachievesuccessonthepremisethatyouareconsciousofthedifferencesbetweendifferentcultures.AccordingtotheChinesepeople’spersonality,theywouldliketonegotiatewithprinciplesfirstlyandthenthedetailedthings.Ontheopposite,westernersprefertonegotiatewithdetailedthings,andavoidnegotiatingwithprinciples.Thisdifferencealwaysmakesthetwopartiescomeintotrouble.Chinesepeopleoftenseekcommonpointsbutreservedifferenceandthendealwiththedifferenceindetailed.Undertheseconditions,Chinesepeoplealwaysgaininitiativeandachievesuccessesinthenegotiations.2.3.2DifferencesinBusinessNotionTherearedifferencesofcommunicationhabitsbetweeneasternersandwesterners.Inwesterncountries,itisanimpolitebehaviortoaskaperson’sage.Peopledislikesomeonetoasktheirages,especiallyforwomen.Besides,thefriendlygreetingmaybeconsideredasmaliciousinfringement.ButthereisnosuchtabooinChina.Thisliesinpeople’spsychologicalcharacteristicsinthedifferentculturalenvironment.Suchthemattercannotbeignoredduringthebusinessactivities.Forexample,anewlygraduatecollegestudentgoeswithaclientwhoisabove60-year-oldtobookaroominthehot 《生命列車》TheTrainOfLife不久以前，我讀了一本書。書中把人生比作一次旅行。人生一世，就好比是一次搭車旅行，要經(jīng)歷無數(shù)次上車、下車;時常有事故發(fā)生;有時是意外驚喜，有時卻是刻骨銘心的悲傷……降生人世，我們就坐上了生命列車。我們以為我們最先見到的那兩個人------我們的父母，會在人生旅途中一直陪伴著我們。很遺憾，事實并非如此。他們會在某個車站下車，留下我們，孤獨無助。他們的愛、他們的情、他們不可替代的陪伴，再也無從尋找。盡管如此，還會有其他人上車。他們當(dāng)中的一些人將對我們有著特殊的意義。他們之中有我們的兄弟姐妹,有我們的親朋好友。我們還將會體驗千古不朽的愛情故事。坐同一班車的人當(dāng)中，有的輕松旅行。有的卻帶著深深的悲哀……還有的,在列車上四處奔忙，隨時準(zhǔn)備幫助有需要的人……

很多人下車后，其他旅客對他們的回憶歷久彌新……但是，也有一些人，當(dāng)他們離開座位時，卻沒有人察覺。有時候，對你來說情深義重的旅伴卻坐到了另一節(jié)車廂。你只得遠離他，繼續(xù)你的旅程。當(dāng)然，在旅途中，你也可以搖搖晃晃地穿過自己的車廂，去別的車廂找他……可惜，你再也無法坐在他身旁，因為這個位置已經(jīng)讓別人給占了…...沒關(guān)系。旅途充滿挑戰(zhàn)、夢想、希望、離別……就是不能回頭。因此，盡量使旅途愉快吧！善待旅途上遇見的所有旅客，找出人們身上的閃光點。永遠記住，在某一段旅程中，有人會猶豫彷徨，因為我們自己也會猶豫彷徨。我們要理解他人，因為我們需要他人的理解。生命之謎就是：我們在什么地方下車？坐在身旁的伴侶在什么地方下車？我們的朋友在什么地方下車？我們無從知曉……我時常這樣想：到我該下車的時候，我會留戀嗎？我想我還是會的。和我的朋友分離，我會痛苦。讓我的孩子孤獨地前行，我會悲傷。我執(zhí)著地希望在我們大家都要到達的那個終點站，我