CHAPTER 18

Negotiating Via Interpreters

Interpretation is both an art and a science and to many a passion.

—Anonymous

Business executives negotiating with counterparts unable to speak the same language can count on the services of interpreters. Even if they have a working knowledge of the other party’s language, when it comes to negotiating international business deals, particularly complex ones, it is best to rely on professional interpreters to overcome the language divide. Too often, when cross-cultural business negotiations fail, the reason is frequently poor communications and misunderstanding among the parties. For instance, when Mr. Sato, Chairman of Toyota Motor Sales met Roger Smith, Chairman and CEO of General Motors, the language barrier ...

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