Interpreters can be vital in securing that deal

I saw a film recently that showed the difficult roles that interpreters find themselves in in foreign military operations. The film reminded me of the times I have worked with business interpreters to negotiate what were very significant transactions.? If one is conducting international business development across a wide span of countries, with different cultures and languages, it is inevitable that an interpreter will be required in one or more set of discussions and negotiations. Yes, globalisation has certainly seen spread of the English language in business, but that does not mean that one’s business counterparts will be comfortable negotiating in English or fully understand all aspects of the proposed business transaction. Indeed, the foreign counterpart may opt for their side’s negotiations to be conducted solely in a foreign language, even if they can speak or at least understand English. Hence the need for an interpreter, a need that could possibly only become apparent at the start of negotiations, negotiations that may well take days, weeks or months. Your interpreter and, more important, how you use the interpreter will impact your negotiations significantly. It is therefore critical to understand how to utilise this vital international business tool efficiently.

Let me provide an illustration: suppose all your prior discussions have been conducted with executives from the prospective business counterpart in perfect or close to perfect English. You are invited to final negotiations in the foreign country where, unexpectedly, the business counterpart’s chairperson decides to participate fully, but does not speak English and requires that her or his team conduct the entire negotiations in their language.? How do you proceed to negotiate and secure what could be a most lucrative deal, one that could transform your company into being a recognised world-leader in your industry?

I conducted a web search on the topic of using interpreters in business negotiations, but could not find anything that fully encompassed all of the interpreter scenarios I have faced over the years, many of them unexpected and very challenging. For a start, consider what an interpreter is? A fairly accurate broad description in a Kent State University web page states that interpretation focuses more on paraphrasing the content that the speaker is trying to convey. An interpreter is someone who repeats the message in real-time but in a different language, and deals with live conversation. Interpreters may also be required to perform basic translations.

I conducted emperical research a few years ago to assess the effectiveness of several export determinants (i.e, contributors to successful export business). I interviewed a broad cross-section of key decision-makers in the industry researched, and incorporated questions relating to the use of interpreters.? Actual responses relating to interpreters included the following:

·????? Only use an interpreter if the business partner does not speak English;

·????? The message can be translated incorrectly and nuances can be lost;

·????? One is not sure if the message is relayed correctly;

·????? While an interpreter can get the message across, one does not know what is in fact "getting across";

·????? The industry has unique terminology;

·????? An interpreter needs to be independent to avoid potential for bias;

·????? There is no "perfect interpretation";

·????? An interpreter can "smooth over" the directness of Westerners;

·????? Distrust the message being communicated by the interpreter;

·????? Interpreters are simply bridging a gap.

All the participants recognised the need to utilise the services of interpreters in non-English speaking countries, but they were not blind to the problems encountered as a result of the interpretation process, and were also aware that there may be occasions when an interpreter would be inappropriate. Similarly, several interview participants raised concerns as to the negative impact that an interpreter might have on the business relationship. In a number of cases, the exporters I interviewed had taken steps to address some of the problems involved with interpreters. For example, some exporters arrange for people who speak the foreign language to accompany them, and who have had advance training about the industry terminology.

A 2012 Harvard Law School special report contains four brief tips regarding the use of interpreters, interestingly using translation and interpret interchangeably. (Translation is written; interpret is spoken.)?My use of interpreters has not come down to four basics.?Most of the transactions I have been involved in negotiating have been complex and related to “only one project in the market”, so failure would shut my clients out of the market for years to come, if not forever.?A successful deal is critical, which requires the benefit of all the tools available for cross-border negotiations, including the proper use of an interpreter. How an interpreter is used under your control; working constructively with an interpreter needs to be understood. It is worth your while spending some time researching and preparing how to use the services of an interpreter effectively. A successfully negotiated deal may transform your company’s future.