A Multi-Hatted Expert: Exploring Possible Roles of the Interpreter in Business Negotiations with Specifics of Sino-German Negotiations

Abstract

This paper attempts to explore possible roles of the interpreter in business negotiations from the perspective of negotiation theories, setting out first the two fundamentally distinct approaches to negotiation—positional bargaining and the principled approach—and then defining areas where clients would need and appreciate contribution from interpreters beyond “just” interpreting and what actions interpreters can take to contribute. Positional bargaining, often known as haggling, is often perceived as the predominant form of negotiation in business. However, it carries its own perils both for clients and interpreters. The principled approach seeks to transform the negotiation game from win/lose to win/win. Upheld by four interlocking elements here described in detail, this approach makes negotiation a joint endeavor for both parties to identify ways to realize one’s “enlightened self-interest”. As this approach opens up much space for elaboration on emotions, perceptions, interests and options, with clients’ approval, interpreters can also serve as an active participant in a principled negotiation: asking targeted question as well as providing elaborated advice as a consultant in the pre-negotiation phase; applying facilitation skills in the “action” phase; and in the review phase, assisting the client with questions and comments once again as a consultant. Taking China and Germany as a case for how culture-specific negotiation advice often contradicts each other, the author cautions against distributing off-the-shelf advice without deep reflection. Facing the prevailing doubts about interpreters, the author argues that interpreters should take the initiative to equip themselves with the required awareness and expertise and prove themselves to be trustworthy.