For important meetings or negotiations between Chinese and foreign businessmen, an interpreter can play a vital role. In some cases, the Chinese side may provide one, whereas in other cases foreign businessmen may feel more comfortable hiring their own. Even in cases where one or both parties may be able to reasonably communicate in English and Chinese, there are still many advantages to having an interpreter:

• As explained in previous articles, there are many cultural differences between Western and Chinese societies in the meeting and negotiation process.  An interpreter on your side can help you sort through the formalities.
• Many examples and metaphors used in English, don’t translate directly into Chinese and vice versa.  A good interpreter can get the point across by also translating examples and metaphors into something more relevant that can be understood by the listeners.
• An interpreter can help you avoid making common faux pas, by correcting them for you during translation.  Common errors include addressing the listeners with the wrong titles, not displaying enough respect to your hosts or causing someone to lose face.

If you do choose to use an interpreter, here are some common Dos.

• Where there are interpreters for both sides, do let your interpreter translate your remarks and let the Chinese party’s interpreter translate their remarks.  Where there is only one interpreter, they will of course be expected to translate both sides.
• Do limit the interpreter’s role to translating only.  Many businessmen make the mistake of expecting the interpreter to also help out in the negotiating process.  This is also why it is best to use an interpreter who is not a part of your party to begin with, to avoid confusing their role.
• Do limit your remarks to give the interpreter time to translate them properly.  The longer and more complicated your speech is, the more likely there may be omissions or mistakes in the translation.
• Do speak in a clear tone, in the same manner that you would be speaking to someone else in English.  Many people slow down their speech, or raise their voices artificially.  This is usually not required when dealing with a good interpreter.  As well, the listening party will still be observing your body language throughout the process and will be able to read whatever passion and enthusiasm you have in your voice, so focus on those aspects.
• Do try to keep your points as simple and direct as possible, while trying to avoid slang, metaphors or examples that may not relate well in Chinese.  While some interpreters may be able to translate common slang and metaphors on the fly, it is better not to assume that the meaning will be interpreted clearly.
• When speaking, do phrase your lines and speeches at the listening party.  Many people make the mistake of addressing the interpreter, leaving the listening party feeling left out of the conversation.

While there are clear benefits to having a good interpreter working for you, it is also to important to realize that it can be extremely damaging to the meeting or negotiating process, if you have an ineffective translator.  Common ways to recognize a problem with your interpretor include:

• Frequent hesitation on the part of the interpretor when translating your comments
• Constant need on your part or the other party’s part to repeat statements or comments made earlier, due to lack of clarity from the other side
• Lack of understanding of technical terms by the interpreter, resulting in further explanation that slows down the dialogue process
• Frequent additions or clarifications of statements by either side, due to a feeling that their meaning isn’t getting across clearly

When faced with a situation like this, it may be more beneficial to halt the meeting and find a suitable replacement for the interpreter, rather than continue with an ineffective process.
For more detailed descriptions of the points in this article, read “Chinese Business Etiquette” by Scott D. Seligman.