By Peter Bennett由彼得班尼特

A colleague once told me that a good indicator of economic confidence was the number of construction cranes on the skyline. 一位同事曾對我說，是一個很好的指標對經濟的信心，有多少建築起重機於天際。 If he’s correct, Beijing is feeling good about its prospects, very good in fact. 如果他的正確的，北京是感覺不佳，其前景非常好事實。

According to figures recently published by the Associated Press, China’s economy grew at a blistering 9.4 percent in the first three quarters of 2005 alone. 據日前公佈的數字據美聯社報導，中國的經濟增長在一個水泡9.4 ％ ，而在2005年前三個季度，僅。 Yet a pan-European business poll by parcel firm UPS revealed that almost a third (31 percent) of UK business leaders do not consider Asia to be an important trading or production market. 然而，一個泛歐洲的商業民調包裹堅定起伏顯示，有近三分之一（ 31 ％ ）的英國商界領袖不認為亞洲是一個重要的貿易或生產市場。

To ignore the headlines predicting the ‘awakening of the Dragon’ would be commercial suicide: the world economy is undergoing a revolution as a China-led Asia returns to its historic role at the centre of affairs, according to the Financial Times’ Martin Wolf.無視頭條預測'覺醒的巨龍' ，將商業自殺：世界經濟正經歷一場革命，作為一個中國主導的亞洲回報，其歷史作用，在該中心的事務，據金融時報'馬丁沃爾夫。
Few of us receive emails in Chinese, but I saw one last year which translated into: “I’d like to spend a million pounds with your company”.我們幾個接收電子郵件，在中國，但我看見其中一名去年翻譯成： "我想花100萬英鎊與你的公司" 。 A good excuse, I thought, to spend January in Beijing talking to business representative organizations and growing companies who want to trade with the west.一個好辯解的情況下，我以為，要花費1月在北京所說的，以企業代表組織，並越來越多的公司希望貿易與西方。 There were things I know now which I didn’t know when I boarded my plane from London to Beijing to meet my Chinese contact which everyone wishing to do business in China should be aware of.有件事我知道，現在我不知道當我登上我的飛機從倫敦到北京，以滿足我的中文聯繫人人想在中國做生意是應該知道的。 Let me explain.讓我解釋一下。

There were no berths available on the night train from Beijing to Xian (famous for its terracotta army but fast developing other industries) but we soon found ourselves settling down to sleep as one suddenly came available.有沒有個泊位可於夜間列車從北京到西安（以其兵馬俑軍，但發展迅速，其他行業） ，但我們很快就發現自己開始穩定下來睡覺，因為一個突然來到。 A few days later we dined in a restaurant which was so busy that there was a queue for tables but strangely we had been directed past the queue into a private dining room.幾天後，我們共進晚餐，在一間酒樓是很忙，有一排桌子，但很奇怪，我們已經針對過去排隊到一個私人用餐室。

Not long after my arrival in Beijing I’d mentioned a long standing back injury was troubling me after my flight.沒多久後，我抵達北京，我會提及一個長期的背傷困擾後，我我的飛行。 The next day I was ushered past the waiting patients to be x-rayed immediately by one of the City’s leading orthopedic surgeons.第二天我是迎來了過去輪候病人經過X光檢查，立即由一名市領導矯形外科醫生。 No money changed hands.沒有錢易手。 The currency exchanged was based upon Guanxi (Pronounced “GWAN-shee”) which literally means “relationships”.貨幣交換是根據廣西（發音為"寬書" ）的字面意思是"關係" 。 In practice, “You scratch my back, I’ll scratch yours”.在實踐中， "你刮我回來吧，我和你從頭開始" 。 The exchange of favors.交流的主張。

My host, a local businessman whose family has lived in the same area of Beijing for centuries, runs several successful restaurants.我的東道主，本地商人，他的家族生活在同一地區的北京數百年來，每年舉辦幾次成功的餐館。 He has Guanxi in abundance and I have lost count of the number of times his standing has made things happen which would have been impossible without his network.他關在豐度和我已記不清有過多少次，他站在了事情發生，其中已不可能沒有他的網絡。 If you trade with China, or would like to trade with China, underestimate Guanxi at your peril.如果你與中國的貿易，或者想與中國貿易，他們低估了廣西在你的危亡。

It works at all levels from social engagements through business and into officialdom.它在各個層面，從社會的接觸，通過企業和進入官場。 Western corporations often place great emphasis on efficiency and financial performance as a guide to whether or not to trade with other entities.西方公司往往把重點放在效率和財務績效為導向，還是以貿易與其他實體。 In China, a much higher importance is put on personal relationships.在中國這樣一個高很多重要的是把個人關係。 You do not need to be big and powerful to forge successful business relationships with Chinese executives but you do need establish the personal contacts first.你並不需要成為大國和強國，開拓成功的業務關係，同中國的公司主管，但你確實需要建立個人接觸。

My advice is not to rely on formal written communications but wherever possible to talk to prospective contacts on the phone (using an interpreter if required) and, if at all possible, arrange to meet in person as soon as you think you have a mutual interest in trading.我的忠告是：不要依賴正式的書面函件，但只要有可能，以對話，以準接觸，在電話（使用傳譯員如果必要的話） ，如果在所有可能的安排，以滿足親自一旦你認為你有共同利益。在買賣。 Return flights from London to Beijing are around 400 UK and once there, accommodation is cheap.回程航班從倫敦到北京，大約有400名英國和一旦到了那裡，住宿便宜。

Time spent getting to know your potential partners will pay dividends down the line.花時間去了解你的潛在合作夥伴將支付紅利將呈持續上升趨勢。 Unless your hosts speak English well, consider hiring a face-to-face interpreter to avoid confusion and help initial meetings run smoothly.除非你的主機說流利的英語，考慮僱用一名面對面的傳譯員，以避免混亂和幫助最初的會議順利進行。 Their local knowledge of the City will also be invaluable as Beijing is huge.它們了解當地的城市也將寶貴的，因為北京是巨大的。

My time in China was extremely productive.我的時候，在中國是非常有成效的。 London Translations Limited, has announced an agreement with Beijing Sagive Translations Company Limited, one of the most respected and experienced translation firms in China.倫敦翻譯有限公司，已宣布達成合作協議，與北京sagive翻譯有限公司，其中一個最受人尊敬和有經驗的翻譯公司，在中國。 This will provide a crucial language ‘bridge’ to enable trade between our two countries.這將提供一個關鍵的語言'橋樑' ，以使兩國間的貿易。 Crucially they will provide an English to Chinese service and we will translate Chinese into English.關鍵的，他們將提供英語，以中文服務，我們將中文翻譯成英文。

Incidentally, I never found out how exactly we managed to get seats on a fully booked train but my host did mention that the wife of a comedian whose show was being played on TV in our carriage works at the train company and the comedian himself regularly eats in his restaurants!順便說一句，我從來沒有發現，到底如何，我們設法獲得席位就訂滿了火車，但我的主機曾提到，妻子一個喜劇演員，其顯示正在播放的電視在我國運載工程列車公司與喜劇演員自己經常吃在他的餐廳！

Article Source: www.articlebazaar.net文章來源： www.articlebazaar.net

Peter Bennett is founder and CEO of London translations Limited, one of London’s fastest growing business translation and interpreting agencies.彼得班尼特是創始人兼首席執行官倫敦翻譯有限的，其中倫敦增長最快的商務翻譯和解釋機構。

Download his free report, Translation without tears, from:下載他的免費報告，翻譯，沒有眼淚，從：
www.london-translations.co.uk www.london - translations.co.uk