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Shouzheng Cheng Ratification from Superiors

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

Traditional Chinese

嗯,在這一點上,美國公司和中國公司在運行操作上有很大的區別。當中國的協商人員在協商過程中,他們遇到一些問題,他們不能最終決定時,他們會立馬告訴你,請讓我們考慮一下。然後,緊接著,在後面的十分鐘,他們會走出辦公室,然後電話給他們的上、上級。在中國公司裏面,往往口頭上的同意就代表了 “我同意了”。然後,這些協商人員,他們往往會先去諮詢“一把手”。“一把手”的意義就是直接能夠拍板的人。當拍板的那個人在電話裏面告訴他們,你可以這樣去操作。他們得到這個命令後,他們就會在協商的過程中按照那個命令去執行。而美國公司,他們在運行過程中,碰到這樣的問題以後,他們也會去請求,去請問他們的上司,律師,或財務。但他們往往是要求,去得到一個書面的回應。或者是一份 email。他們是需要一些事實的一些東西。在這一點上的操作,是美國公司和中國公司最大的不同。一個可能,我從口頭上,你說了,我就去操作。另外一、一個,我必須要看到書面的東西。然後,這是我執行人員的依據。然後,我,可以去按照這個去操作。這是我認為美國公司和中國公司,在協商過程中,他們如果遇到問題以後,他們會去請、請求上司,律師,或財務時候,所做的不同的處理方式,以及相應的回應。


Simplified Chinese

嗯,在这一点上,美国公司和中国公司在运行操作上有很大的区别。当中国的协商人员在协商过程中,他们遇到一些问题,他们不能最终决定时,他们会立马告诉你,请让我们考虑一下。然后,紧接着,在后面的十分钟,他们会走出办公室,然后电话给他们的上、上级。在中国公司里面,往往口头上的同意就代表了 “我同意了”。然后,这些协商人员,他们往往会先去咨询“一把手”。“一把手”的意义就是直接能够拍板的人。当拍板的那个人在电话里面告诉他们,你可以这样去操作。他们得到这个命令后,他们就会在协商的过程中按照那个命令去执行。而美国公司,他们在运行过程中,碰到这样的问题以后,他们也会去请求,去请问他们的上司,律师,或财务。但他们往往是要求,去得到一个书面的回应。或者是一份 email。他们是需要一些事实的一些东西。在这一点上的操作,是美国公司和中国公司最大的不同。一个可能,我从口头上,你说了,我就去操作。另外一、一个,我必须要看到书面的东西。然后,这是我执行人员的依据。然后,我,可以去按照这个去操作。这是我认为美国公司和中国公司,在协商过程中,他们如果遇到问题以后,他们会去请、请求上司,律师,或财务时候,所做的不同的处理方式,以及相应的回应。


Pinyin

N, zài zhè yìdiǎnshang, Měiguó gōngsī hé Zhōngguó gōngsī zài yùnxíng cāozuòshang yǒu hěn dà de qūbié. Dāng Zhōngguó de xiéshāng rényuán zài xiéshāng guòchéng zhōng, tāmen yùdào yìxiē wèntí, tāmen bùnéng zuìzhōng juédìng shí, tāmen huì lìmǎ gàosu nǐ, qǐng ràng wǒmen kǎolǜ yìxià. Ránhòu, jǐnjiēzhe, zài hòumiàn de shífēnzhōng, tāmen huì zǒuchū bàngōngshì, ránhòu diànhuà gěi tāmen de shàng, shàngjí. Zài Zhōngguó gōngsī lǐmiàn, wǎngwǎng kǒutóushang de tóngyì jiù dàibiǎo le “wǒ tóngyì le”. Ránhòu, zhèxiē xiéshāng rényuán, tāmen wǎngwǎng huì xiān qù zīxún “yībǎshǒu”. “Yībǎshǒu” de yìyì jiùshì zhíjiē nénggòu pāibǎn de rén. Dāng pāibǎn de nàgerén zài diànhuà lǐmiàn gàosu tāmen, nǐ kěyǐ zhèyàng qù cāozuò. Tāmen dédào zhège mìnglìng hòu, tāmen jiùhuì zài xiéshāng de guòchéngzhōng ànzhào nàge mìnglìng qù zhíxíng. Ér Měiguó gōngsī, tāmen zài yùnxíng guòchéng zhōng, pèngdào zhèyàng de wèntí yǐhòu, tāmen yě huì qù qǐngqiú, qù qǐngwèn tāmen de shàngsī, lǜshī, huò cáiwù. Dàn tāmen wǎngwǎng shì yāoqiú, qù dédào yígè shūmiàn de huíyìng. Huòzhě shì yífèn email. Tāmen shì xūyào yìxiē shìshí de yìxiē dōngxi. Zài zhè yìdiǎnshang de cāozuò, shì Měiguó gōngsī hé Zhōngguó gōngsī zuì dà de bùtóng. Yíge kěnéng, wǒ cóng kǒutóushang, nǐ shuō le, wǒ jiù qù cāozuò. Lìngwài yí, yíge, wǒ bìxū yào kàn dào shūmiàn de dōngxi. Ránhòu, zhèshì wǒ zhíxíng rényuán de yījù. Ránhòu, wǒ, kěyǐ qù ànzhào zhège qù cāozuò. Zhè shì wǒ rènwéi Měiguó gōngsī hé Zhōngguó gōngsī, zài xiéshāng guòchéng zhōng, tāmen rúguǒ yùdào wèntí yǐhòu, tāmen huì qù qǐng, qǐngqiú shàngsī, lǜshī, huò cáiwù shíhou, suǒzuò de bùtóng de chǔlǐ fāngshì, yǐjí xiāngyìng de huíyìng.


English

On this point, American companies and Chinese companies have sizeable differences when it comes to how they operate. When Chinese consultants are in the discussion process and they run into some problems on which they are unable to make the final decision, they will say “please let us deliberate for a little while” immediately. Then right after that, for the following ten minutes or so, they will leave the office and make a call to their superiors. In a Chinese company, many times an oral agreement really means “I agree”. These consultants will often first get some advice from a “chief”, or director. In this case “director” refers to someone who can make an immediate and final decision. Then this decision maker lets them know over the phone that you can do this or do that. Once the order is received, they can return to the talks and move on in accordance with that order. And American companies the same in that they will also seek approval from their superiors, lawyers or financial officers when they run into this sort of problem. Often times Americans will require an answer in writing (from their superiors), or perhaps an email. They need something tangible (to support their decision). This way of operating is the biggest difference between American and Chinese companies. One possibility is, “I have oral approval and can move on that”. The other is “I must see your approval in writing”. This is the basis for those carrying out the talks. (One) can operate according to this. I believe this is the difference between American and Chinese companies in dealing with problems during talks and getting ratification from superiors, lawyers, and financial officers … as well as their relevant responses.


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Authors: LouisPM, h.brinsko, orkelm.