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You
Can Say That Again: Bridging the Language Gap
By
Joe Robinson
A few years ago, I worked for a company that was
negotiating to purchase a Japanese pharmaceutical firm. We were
competing against three other non-Japanese companies in our
negotiations.
I was resident country manager at the time, and
although I spoke Japanese sparingly, I convinced my company to hire an
interpreter for our negotiations. Two of the other three competing
companies did not hire their own interpreter, choosing instead to rely
solely on the interpreter who worked for the Japanese company.
I further persuaded my company to let me interview
several interpreters and, once we hired one, spend several days before
the negotiations briefing and instructing him on the nomenclature of
our industry, the operations of our corporation, and our strategy and
areas of concern during this negotiation.
The result: we purchased the Japanese company for
less money than two of our competitors offered.
I learned a few lessons from this successful
arrangement. First, screen your potential interpreters before you hire
one. Second, train your interpreter beforehand in the language of the
industry in which you are operating. Third, coach your interpreter on
your strategy and relevant considerations.
Once you begin your meetings where the translator
is present, make sure you give your interpreter time to translate one
point before you move on to the next. Do not put out many thoughts at
once, and do not keep talking while your interpreter tries to repeat
what you just said.
The New World Dictionary defines translate: “to put into the words of a different language.” But keep
in mind that there are several types of translation.
The first type of translation is informal such as
personal emails, memos and notes that are translated from the
“source” language into a “target” language. A person bilingual
in both languages can usually complete this task.
The second type is the formal translation required
for contextually sensitive documents. This necessitates a qualified
professional translator. Use formal translation when working with
technical brochures, operating manuals, legal documents, memos of
understanding, sensitive press releases and, of course, your website.
A formal translator should exhibit two skills.
First, this person should be a proficient native speaker in the
“target” language. Second,
this person should be experienced in the nomenclature of the industry
and application of the “target” language.
A localized translation makes sense and flows
smoothly to your target audience.
It makes your company look good in the eyes of your customers.
It can also help you generate additional sales and reduce complaints or
misunderstandings that can cause costly and time-wasting repercussions.
Mr.
Robinson's bio
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Finalizing Your Sales Contract:
Who's Paying for Shipping?
By Catherine
J. Petersen
Before you calculate your final selling price
and negotiate
a sales contract, you and your buyer must agree upon who is
responsible for the expense of transporting and insuring the
merchandise from the time it leaves your plant or warehouse to the
time it arrives at your customer's premises.
To
assist in this process, the International Chamber of Commerce (ICC)
has created a generally accepted, readily understandable nomenclature
called Incoterms 2000 that defines the responsibilities of both the
buyer and seller in the various transportation options. Incoterms
2000 is not a body of law. It is an internationally agreed upon
protocol for understanding who pays for what, who will produce which
documents, when risk transfers, and who selects the carrier and
forwarder.
The
trade terms do not
identify where the transfer of title
or ownership occur. You should include a separate statement
regarding transfer of title in the body of the contract, the quote,
pro forma invoice and commercial invoice.
These
international trade terms should not be confused with domestic trade
terms, which are governed by a separate set of rules. The domestic
terms are under the Uniform Commercial Code adopted by each state.
You can get a better understanding of the
differences between domestic and international terms in the following
chart:
| Domestic |
International |
| Transfer
of title to the goods presumed by use of term but can be
negotiated by seller and buyer. |
Transfer
of title not specified by use of the Incoterms; should be
stated separately. |
| Risk
and title transfer are presumed to transfer simultaneously but
can be negotiated by seller and buyer. |
Risk
transfer based on Incoterm selected; title transfers based on
agreement between seller and buyer. |
| Five
different terms; F.O.B. is the most commonly used term with
specified locations stated, and modifications. |
Thirteen
different terms are possible with specified locations stated,
i.e. ex-works seller’s warehouse. |
| Based
on Uniform Commercial Code adopted by each state, becoming a
state law. |
An
agreement adopted by the International Chamber of Commerce
then incorporated into seller and buyer agreements. |
One of the best
ways to understand Incoterms 2000 is to look at a sample
quotation that is completed as if it is ready to be presented to
your management team prior to releasing it to your international
customer or vendor. Remember, Incoterms have the ability to work for
both importers and exporters.
Since Incoterms
2000 is unlike the Uniform Commercial Code, which is a body of law in
all of the U.S. except Louisiana, exporters must reference Incoterms
2000 in their commercial documents. One way to do this is to state in
the commercial invoice “subject to Incoterms 2000, Trade Term: CIP
London, UK.”
Ms.
Petersen's bio.
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