图谈及交易时，有望成为合作伙伴的对方似乎总是“绑架”谈话内容，岔开话题。他们会转而询问他的健康、他的家人，或他对教育和其他重要问题的看法。
6 Upon leaving the UAE, Kevin felt exasperated and defeated. He hadn't been able to receive the thorough interrogation of the materials for which he had so carefully prepared. His progress toward closing the deal was exactly where it was when he left the US: nil.
离开阿联酋时，凯文感到既恼火又丧气。对于自己精心准备的材料，他根本就无法获得对方的详细询问。至于完成这项交易的计划，则与他离开美国时毫无二致：零进展。
7 The above case is a classic example of how a friction between different cultural expectations causes delay that, if not handled appropriately, will bring the deal to an abrupt end and leave both sides reeling. The substantial loss of revenue can never be refunded and can leave a struggling company falling without a parachute.
上述例子很经典，它说明了不同文化期望值之间的冲突会如何导致延误。这种延误若未能恰当处理的话，就会使一笔生意戛然中断，让双方都不知所措。所造成的巨大的收入损失永远无法弥补，甚至还会让一家在困境中挣扎的公司突然倒闭，就像没用降落伞从高空坠落一样，毫无缓冲。
8 Kevin made the mistake of assuming that the \in his briefcase. He charged into the meetings like a bull. For many cultures, a person's certifications are established not only by their accomplishments, their education and abilities, but also by more personal connections. In this case, the UAE partners wanted to know if Kevin was a good man, a family man, a trustworthy man. This type of rating establishes a trusting relationship for them. Had Kevin patiently taken the time to establish relationships, he would likely have been asked to share his carefully prepared documents and have closed the deal.
凯文错误地以为，生意成交只要靠自己公文包中的各种证明文件就行。他风风火火地去参加会谈，就像一头误打误撞的公牛。但对于很多文化来说，一个人确立自己的资质不仅要靠业绩、教育背景或个人能力，而且要靠更多的人际交往。在这一例子中，阿联酋合作伙伴很想知道的是，凯文是不是个好人，是不是个顾家和值得信赖的人。对他们而言，这种评判能够确立双方之间的信任关系。如果凯文当初能够花些时间耐心地去经营一下双方关系的话，他们也许就会让他介绍一下精心准备的材料并完成交易了。
9 Sociologists agree that another key aspect influencing global business is the concept of face. Cross-cultural differences in the way we save face impact our perceptions of trust and respect, which in turn impact our relationships and group cohesion.
社会学家一致认为，影响国际商务的另一关键因素是“面子”。在“顾面子”的方式上，跨文化差异会影响我们对信任和尊重的看法，而这种看法反过来又会影响人们之间的关系和团队凝聚力。
10 Take the example of Ann, a US manager who took a reactionary approach to cultural differences. Ann thought being a nominee for the leadership position with a sales team based in Singapore was a climax of her career. Ann tried to establish a working relationship with each team member. After a few weeks of working on team unification and solidarity, presenting guidelines, and offering sales advice, she carefully compartmentalized goals for each member of
the sales team.
以一位叫安的美国经理为例。安对文化差异采取了一种保守策略。她被提名为一个设于新加坡的销售团队的领导，她将此看作自己事业的一个顶峰。安努力和每一位团队成员都建立良好的工作关系。她花了数周时间致力于建立团队的统一性与凝聚力、介绍工作原则、提出销售建议，之后她为销售团队的每位成员精心设定了分块目标。
11 Later, when the team convened face-to-face for their first quarterly review meeting, Ann, after praising a Chinese team member, boldly criticized and questioned a Korean, trying to extract the exact reason why he was lagging so far behind on his goals. The meeting immediately lost its groove. The entire group became solemn and, for the rest of the meeting, remained polite but largely mute.
过了一段时间，在团队举行的面对面的首次季度工作总结例会上，安称赞了一位中国成员，而后毫不留情地批评并质询了一位韩国成员，试图找出他比别人落后许多的确切原因。会议立刻偏离了常规程序。整个团队变得严肃沉闷，而且在会议剩下的时间里，虽然大家都谦恭有礼，但大多数时候却沉默不言。
12 Clearly, Ann was not familiar with the concept of saving face in other cultures. In US culture, saving face exists — but only minimally, and tactful but straightforward speech is highly valued. US managers routinely speak freely about someone else's accomplishments or failures in open, public settings, such as during meetings. This is different in Asian cultures. Singling out an individual due to praise or criticism, a daily habit amongst American managers, may cause Asians to become uncomfortable or deeply embarrassed.
显然，安对其他文化中“顾面子”这一概念并不熟悉。在美国文化中，的确也存在着“顾面子”一说，但其影响微乎其微。更受推崇的是机智老练而又直截了当的谈话。美国经理人惯常于在公共场合，如在会议上，自由谈论其他人的成就或败绩。这和亚洲文化有所不同。对美国经理人来说，把某人单独挑出来予以夸奖或批评是日常性的做法，但对亚洲人来说，这样做会使他们觉得不自在或甚为尴尬。
13 Ann needs to consider more culturally appropriate ways to support and motivate her team. Providing feedback, especially negative feedback, in more private settings will be helpful. Most of all, she should work on giving more courteous and supportive praise and encouragement, which will help move toward the unification and cohesion that high functioning teams need in order to be successful.
安需要考虑的是，要采取在文化上更加恰当的方式来支持和激发她的团队。如果要给成员提反馈意见，尤其是负面意见的话，那么在私人场合进行会更有帮助。最为重要的是，她应该努力给出一些更加客气、更具支持性的赞扬和鼓励，这样才能使团队更加团结，更加具有凝聚力，而这也是一个高效运作的团队取得成功所必需的。
14 Around the world, deeper structures such as relationship building and face saving are embedded in the values, beliefs and behavior of a culture. They are much harder to understand than the glossary of terms in any culture's language phrase book. The advice is: Always ask for clarification and seek new insights. For business success, it is essential to learn to mediate these deeper cultural differences. Though it may be a little complicated to incorporate them into your way of thinking and communicating, it is well worth the effort!
在世界各地，人际关系经营及颜面顾及这类更深层次的文化结构都是根植于该文化所具有的价值观、信仰和行为之中的。它们比任何一种文化的词语汇编里所列出的术语都更难理解。我的建议是：随时向对方询问，以得到一个明晰的解释和新的理解。为了取得商业成功，学会协调这些更深层次的文化差异是极其重要的。尽管将它们融入自己的思维方式和人际交往有点复杂，但这样的努力是非常值得的！
unit6 TextA
The weight men carry
男人背负的重担
1 When I was a boy growing up off the grid in the Commonwealth of Virginia, the men I knew labored with their bodies from the first rooster crow in the morning to sundown. They were marginal farmers, shepherds, just scraping by, or welders, steelworkers, carpenters; they built cabinets, dug ditches, mined coal, or drove trucks, their forearms thick with muscle. They trained horses, stocked furnaces, made tires, stood on assembly lines, welding parts onto refrigerators or lubricating car engines. In the evenings and on weekends, they labored equally hard, working on their own small tract of land, fixing broken-down cars, repairing broken shutters and drafty windows. In their little free time, they drowned their livers in beer from cheap copper mugs at a bar near the local brewery or racecourse. 当我还是个小男孩时，我住在弗吉尼亚州一个偏远的地区，那时我所认识的男人们从清晨的第一声公鸡啼鸣一直劳作到日落。他们都是些不起眼的农民、牧羊人，勉强度日，或是焊接工、钢铁工或木匠；他们制作橱柜、挖掘沟渠、开采煤炭，或驾驶卡车，这使他们拥有肌肉结实的上臂。他们训练马匹、填塞炉膛、制造轮胎，站在装配线上将零件焊接到冰箱，或是给汽车发动机上润滑剂。到了傍晚或周末，他们也要同样辛苦地劳作，在自己的一小片土地上耕作，修理出了问题的汽车，修复坏掉的百叶窗和漏风的窗户。在仅剩的闲暇时间里，他们会在当地的啤酒作坊或赛马场附近的酒馆里用盛在廉价铜杯中的啤酒将自己灌得烂醉。
2 The bodies of the men I knew were twisted and wounded in ways visible and invisible. Heavy lifting had given many of them spinal problems and appalling injuries. Some had broken ribs and lost fingers. Racing against conveyor belts had given some ulcers. Their ankles and knees ached from years of standing on concrete. Some had partial vision loss as the glow of the welding flame damaged their optic receptors. There were times, studying them, when I dreaded growing up. All around us, the fathers always seemed older than the mothers. Men wore out sooner, being martyrs of constant work. Only women lived into old age.
我所认识的那些男人的身躯遭受着种种看得见或看不见的扭曲和伤痛。搬运沉重的物品给他们很多人造成了脊柱病和可怕的伤痛。有些人断了肋骨，掉了手指。在传输带上不停地工作使他们有些人患了溃疡。他们的脚踝和膝盖由于经年累月站立在水泥地上疼痛不已。有些人由于焊接火光损伤视觉感官而遭受部分视觉缺失的折磨。有些时候，打量着他们，我会害怕长大。在我们周围的人中，父亲们看上去总是比母亲们要老。男人衰老得更早，长期遭受着因持续劳作带来的病痛。只有女人才活到年老。
3 There were also soldiers, and so far as I could tell, they scarcely worked at all. But when the
shooting started, many of them would die for their patriotism in fields and forts of foreign outposts. This was what soldiers were for — they were tools like a wrench, a hammer or a screw.
还有士兵也是男人的工作。据我所知，他们几乎不工作，但当战争一打响，他们很多人都会出于爱国热情而战死在疆场或异域前哨的堡垒前。这就是士兵的作用——他们就像工具，如同扳钳、锤子或螺丝一样。
4 These weren't the only destinies of men, as I learned from having a few male teachers, from reading books and from watching television. But the men on television — the news commentators, the lawyers, the doctors, the politicians who levied the taxes and the bosses who gave orders — seemed as remote and unreal to me as the figures in old paintings. I could no more imagine growing up to become one of these sophisticated people than I could imagine becoming a sovereign prince.
这些并非男人们唯一的归宿，我从曾经有过的几位男教师、从看书及看电视中认识到了这一点。但是，那些上电视的男人们——新闻评论员、律师、医生、课征税款的政治家及发号施令的老板们——在我看来就像古老绘画上的人像，遥远而不真实。我不能想象自己长大会变成这些精明世故的人中的一员，就像我无法想象自己能变成一个权力至高无上的国君一样。
5 A scholarship enabled me not only to attend college, a rare enough feat in my social circle, but even to traverse the halls of a historic university meant for the children of the rich. Here for the first time I met women who told me that men were guilty of having kept all the joys and privileges of the earth for themselves. I was puzzled, and demanded clarification. What privileges? What joys? I thought about the grim, wounded lives of most of the men back home. What had they allegedly stolen from their wives and daughters? The right to work five days a week, 12 months a year, for 30 or 40 years, wedged in tight spaces in the textile mills, or in the coal mines, struggling to extract every last bit of coal from the rock-hard earth? The right to die in war? The right to fix every leak in the roof, every gap in the fence? The right to pile banknotes high for a rich corporation in a city far away? The right to feel, when the lay-off came or the mines shut down, not only afraid but also ashamed?
一份奖学金使我得以上大学，这可是我社交圈子里极其难得的荣耀。不仅如此，它还让我能够穿行于为富人家的孩子打造的史上著名的大学殿堂里。就在这里，我生平头一次碰到女人告诉我说男人是有罪的，因为他们把地球上所有的欢乐和特权都据为己有。我被弄糊涂了，要求她们予以解释。什么特权？什么欢乐？我想到家乡大多数男人那种艰难严酷、伤痛累累的生活。人们所说的他们从妻子和女儿那里偷走的东西又能是些什么呢？难道是每周五天、每年十二个月，如此三四十年里挤缩在纺织厂狭小的空间里，或是在煤矿下挣扎着从岩石般坚硬的泥土中挖出最后一点煤的劳作的权力？战死疆场的权利？修缮屋顶上每条裂缝和围栏上每个断栏的权利？为一个遥远的城市某个富裕财团垒积钱钞的权利？在遭遇解雇或煤矿倒闭时感到既害怕又羞耻的权利？
6 In this alien world of the rich, I was slow to understand the deep grievances of women. This was because, as a boy, I had envied them. Before college, the only people I had ever known who were interested in art or music or literature, the only ones who ever seemed to enjoy a sense of ease were the mothers and daughters. What's more, they did not have to go to war. By comparison with the narrow, compartmentalized days of fathers, the comparatively lightweight work of