Jiahai Zhang Initial Fact-Finding Phase

YouTube video: https://www.youtube.com/watch?v=owqja9rmBtY

Traditional Chinese

啊，美國人呢，通常在談判之前呢，他們會做呢，很多，嗯，這個,資料查詢啊,做準備工作呀。通常，美國人叫，一個，好像叫一個 project 他們就是，去，哦，收集，特別是去收集（一下）談判這家公司的背景和他這個公司呢，信譽好不好。信譽很關鍵。這個公司，然後，再問一下，他這個公司跟哪些單位，就(是)說,有來往。調查他們，就是問問他們，嗯，這個公司怎麼樣跟他們合作。然後，通過這個以後呢，然後再做決定，這個公司，是不是值得跟它做生意。那，我想這些，嗯，資訊呢，他們會查得很，很detail，就是很，很仔細。嗯，然後，做這個工作。但是他不會說調查，誰跟誰談判那。嗯，這跟中國人不一樣。中國人可能會要查誰是談判那個人。這個人呢，這個人的簡歷啊,這個人的背景啊。好像有一種要知道對方這個人，談判的人。然後跟他怎麼去談判。美國人通常不會，就(是)說查這個人怎麼樣。只是說查這個公司，看他們怎麼樣。所以，他們談判的時候，都，比較，嗯,準備，比較好一些。

Simplified Chinese

啊，美国人呢，通常在谈判之前呢，他们会做呢，很多，嗯，这个,资料查询啊,做准备工作呀。通常，美国人叫，一个，好像叫一个 project 他们就是，去，哦，收集，特别是去收集（一下）谈判这家公司的背景和他这个公司呢，信誉好不好。信誉很关键。这个公司，然后，再问一下，他这个公司跟哪些单位，就(是)说,有来往。调查他们，就是问问他们，嗯，这个公司怎么样跟他们合作。然后，通过这个以后呢，然后再做决定，这个公司，是不是值得跟它做生意。那，我想这些，嗯，信息呢，他们会查得很，很detail，就是很，很仔细。嗯，然后，做这个工作。但是他不会说调查，谁跟谁谈判那。嗯，这跟中国人不一样。中国人可能会要查谁是谈判那个人。这个人呢，这个人的简历啊,这个人的背景啊。好像有一种要知道对方这个人，谈判的人。然后跟他怎么去谈判。美国人通常不会，就(是)说查这个人怎么样。只是说查这个公司，看他们怎么样。所以，他们谈判的时候，都，比较，嗯,准备，比较好一些。

Pinyin

A, Měiguórén ne, tōngcháng zài tánpàn zhīqián ne, tāmen huì zuò ne, hěn duō, n, zhège, zīliào cháxún a, zuò zhǔnbèi gōngzuò ya. Tōngcháng, Měiguórén jiào, yíge, hǎoxiàng jiào yígè project tāmen jiùshì, qù, o, shōují, tèbiéshì qù shōují (yīxià) tánpàn zhèjiā gōngsī de bèijǐng hé tā zhège gōngsī ne, xìnyù hǎo bù hǎo. Xìnyù hěn guānjiàn. Zhège gōngsī, ránhòu, zài wèn yíxià, tā zhège gōngsī gēn nǎxiē dānwèi, jiù(shì)shuō, yǒu láiwǎng. Diàochá tāmen, jiùshì wènwèn tāmen, n, zhège gōngsī zěnmeyàng gēn tāmen hézuò. Ránhòu, tōngguò zhège yǐhòu ne, ránhòu zài zuò juédìng, zhège gōngsī, shì bú shì zhíde gēn tā zuò shēngyì. Nà, wǒ xiǎng zhèxiē, n, xìnxī ne, tāmen huì chá de hěn, hěn detail, jiùshì hěn, hěn zǐxì. N, ránhòu, zuò zhège gōngzuò. Dànshì tā bú huì shuō diàochá, shéi gēn shéi tánpàn ne. N, zhè gēn Zhōngguórén bù yíyàng. Zhōngguórén kěnéng huìyào chá shéi shì tánpàn nàgerén. Zhège rén ne, zhège rén de jiǎnlì a, zhè gè rén de bèijǐng a. Hǎoxiàng yǒu yìzhǒng yào zhīdao duìfāng zhègerén, tánpàn de rén. Ránhòu gēn tā zěnme qù tánpàn. Měiguórén tōngcháng bú huì, jiù(shì)shuō chá zhègerén zěnmeyàng. Zhǐshì shuō chá zhège gōngsī, kàn tāmen zěnmeyàng. Suǒyǐ, tāmen tánpàn de shíhou, dōu, bǐjiào, n2, zhǔnbèi, bǐjiào hǎo yìxiē.

English

Well, before negotiating, Americans, typically, will do a lot of inquiring about certain materials to prepare for the job. Generally, Americans call it a…I believe they call it a project. They gather together for the express purpose of discussing the particular company’s background and whether their reputation is good or bad. The reputation is crucial. The next thing is to ask what other companies or organizations the company has worked with or had dealings with. These they will also look into and inquire about how this company has cooperated with them. After this, then they can make a decision about whether or not the target company is worth doing business with. I think this information gets investigated in great detail. So then, they do all this work, but they don’t try to check into the individuals who will be doing the negotiating. The Chinese are different. The Chinese would probably want to know about the person with whom they will be negotiating…his/her resume and credentials, his/her background, etc. There seems to be a kind of desire to know about the other party…with whom you’re negotiating. Then you know how to approach him and negotiate (effectively). Americans generally won’t try to find out about the person. Rather, they investigate the company itself and see what they are. That way, when it’s time to negotiate, they are comparatively better prepared.

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Authors: LouisPM, orkelm.