On-Business-Negotiation-Interpreting-from-the-Perspective-of-Functionalism英語(yǔ)畢業(yè)論文

iContents摘要………………1Abstract…………21.Introduction……………………32.BriefIntroductionofFunctionalism……42.1TheSkoposTheory……………42.2TheFunctionalityplusLoyalty…………………53.BriefIntroductionofBusinessNegotiationInterpreting…63.1TheFeaturesofBusinessNegotiation……73.2TheDifficultiesofBusinessNegotiationInterpreting……………84.GuidetoBusinessNegotiationInterpretingfromFunctionalismPersp104.1FromtheSkoposTheoryPerspective……114.2FromtheFunctionalityplusLoyalty……………155.Conclusion…………………16 外語(yǔ)學(xué)院本科畢業(yè)論文摘要隨著經(jīng)濟(jì)的發(fā)展與科技水平的進(jìn)步，中國(guó)與世界其他國(guó)家貿(mào)易合作變得越來(lái)越密切。繼中國(guó)成為世界第二大經(jīng)濟(jì)體之后，在國(guó)際貿(mào)易中占有舉足輕重的地位，那么商務(wù)談判也就成為了重中之重。由于各國(guó)之間還存在著語(yǔ)言和文化等方面的差異，口譯人員在涉外商務(wù)談判中扮演著重要角色。他們用自己的雙語(yǔ)知識(shí)、跨文化知識(shí)、涉外商務(wù)和涉外法律等方面的專業(yè)知識(shí)幫助不同國(guó)家的企業(yè)談判人員進(jìn)行溝通并達(dá)成共識(shí)或簽訂合同。口譯人員翻譯時(shí)應(yīng)根據(jù)談判所要達(dá)到的目的，使用符合商務(wù)談判特殊環(huán)境下的表達(dá)方式，使譯文符合目的語(yǔ)接受者的表達(dá)習(xí)慣。功能主義翻譯理論認(rèn)為譯者應(yīng)根據(jù)不同的翻譯目的采用相應(yīng)的策略，這恰好滿足商務(wù)談判特殊的環(huán)境以及其確定的目的。功能主義翻譯理論包含目的論和忠實(shí)原則兩部分，這不僅為譯者提供了靈活的翻譯理論基礎(chǔ)，使溝通更加順暢，同時(shí)也約束譯者忠實(shí)于談判者的意圖，從而使商務(wù)談判順利進(jìn)行。因此，唯有在功能主義理論的指導(dǎo)下，方可避免或者減少由語(yǔ)言障礙和文化差異給商務(wù)談判口譯帶來(lái)的實(shí)際困難，從而最終促進(jìn)商務(wù)談判成功，達(dá)成合作，實(shí)現(xiàn)利益的最大化。關(guān)鍵詞：商務(wù)談判；商務(wù)談判口譯；功能主義翻譯理論；語(yǔ)言障礙；文化差異AbstractWiththerapideconomicdevelopmentandtheimprovementofscienceandtechnology,tradecooperationandcommunicationspringupfrequentlybetweenChinaandothercountriesandregions.AfterChinahasbeenthesecondeconomy,itholdsasignificantpositionininternationaltradeandcommerce,thus,businessnegotiationwillbefarmoreimportant.However,duetolanguagedifferenceandculturaldistanceamongthemajorcountries,interpreters,whohelpnegotiatorswiththeirbilingualknowledge,cross-culturalknowledge,professionalknowledgeofinternationalbusinessandlegalaffairstoreachagreementsorenterintocontracts,areindispensableinbusinessnegotiation.Accordingtobusinessnegotiation,interpretershavetoapplyproperwaysthatcomplywithbusinessnegotiationtomaketargetlanguagelistenersunderstandwhattheyhavesaid.Functionalismtheorygivesusameansthatinterpreterscanvarytheirstrategieswiththeirpurposesoftranslation,whichexactlymeetstheneedsofbusinessnegotiationandcompletesthesegoals.Functionalismtheorycontainstwoparts:theSkoposTheoryandtheFunctionalityplusLoyalty.Thus,functionalismtheoryprovidesbusinessnegotiationinterpretingwithvarioustranslationtheories,makingcommunicationeasier,andpreventsinterpretersfromgoingagainstthenegotiators,leadingtosmoothprogressofthenegotiations.Onlywiththeguidanceoffunctionalismtheory,canwereduceorevenavoidthedifficultiesthatcomefromtheinterpretationbecauseoflanguagebarrierandculturaldifference,whichwillpromotebusinessnegotiationssuccessfulandreachagreements,maximizingthebenefits.KeyWords:BusinessNegotiation;BusinessNegotiationInterpreting;FunctionalismTheory;LanguageBarrier;CulturalDifferenceOnBusinessNegotiationInterpretingfromthePerspectiveofFunctionalism1．IntroductionThecooperationofinternationaltradethatpromptsbusinessnegotiationbecomesthenewly-developedprofession.Besides,inbusinessnegotiations,interpretersneedtoconveythemaininformationfromonepartytotheotherpartysmoothlyandcorrectlyinordertocompletethenegotiation,sotheymustbeequippedwithkeenresponses,experiencedtranslationabilityandexcellentcommandofculturalbackgroundknowledge.Nevertheless,duetovariousrestrictionsandtheimperfectionoftraditionaltranslationtheories,interpretersmanagetodealwithalotofdifficultieswithouttheoreticalsupport.Fortunately,theriseofFunctionalismTheoryinthe1970s,dealswithallthoseproblemsalmost.FunctionalismTheoryincludestwoessentialparts:theSkoposTheorywhichisthecorepartandtheFunctionalityplusLoyaltyasanimportantsupplement.Itscoreholdsthattranslationisapurposefulactivityandthattranslationendjustifiesthemeans,whichprovidesasoundreasonforinterpreterstobefreetotaketheinitiativeonemployinganyappropriatestrategy,iftheirparticularpurposescouldberealizedandmakeanyreadjustment;ifitisneededtorecognizetheintendedtargettextfunction(HuangYun,2011).Nowadays,mostoftheresearchesonbusinessnegotiationinterpretingarediscussingtheadvantagesanddisadvantagesofstrategiesormethods,whicharetakeninbusinessnegotiation(WangJianhua,2007).However,inthispaper,accordingtothetwospecificproblemsorissuesinbusinessnegotiationinterpreting:languagebarrierandculturaldifference,theauthorwillexplorehowtoadjustmethodstosolvethedifficultiesandimprovethequalityofbusinessnegotiationinterpretingfromFunctionalistapproachperspective.AsthereislackinginresearchesonthecombinationofFunctionalismandbusinessnegotiation,theauthorhopesthatthispaperisagoodexampleandwilleffectivelydealwiththetwochallenge—languagebarrierandculturaldifference.2.BriefIntroductionofFunctionalism2.1TheSkoposTheoryAswehavementionedintheabovepartthatFunctionalismhasexperiencedfourperiods.Inthefirstperiod,GermantranslatorReissfirstputforwardTextFunctionalismTheoryasacriterionfortranslationcriticism.Shethoughttheconcretetranslationshouldbeprovidedincaseforspecialdemand(JiaXue,2013).Wecangetthepointthattranslatedtextsaretranslatedorinterpretedbytherestrictionofthepurposeofthesourcetext.Afterwards,H.J.VermeershowedhisapprovaltothisideaandcameupwiththeSkoposTheorywhichwastotallydifferentfromthetraditionaltranslationtheories.Heheldtheideasthatthefunctionoftranslationorinterpretationwasthatthetargettextsandsourcetextswoulddothesameimpactonandgetthesamereactionofreceivers.Moreover,translationwasacommunicativeactivitywithsomekindofpurpose,whichmeanttranslationendjustifiesthemeans.(Nord,2001：112).Thatistotallyseparatedfromthetraditionaltranslationtheories,especiallytheEquivalenceTheory.Inaddition,MantaribuilttheTheoryofTranslationAction.Itlooksupontranslationasamorecomplicatedactivityandproposesaseriesofinfluentialrolessuchasinterpreters,initiators,andreaders(orreceivers)(JiaXue,2013).Herviewfurtherexplainsthatpeople’sactionisimpliedwithacertainpurposeinaspecificoccasion,whichindicatesthattheTheoryofTranslationActionhelpsusavoidlimitingintheinformationofsourcetextandtopaymoreattentiontoallrelevantparts.Whenthetargettextisintendedtoachieveapurposeorfunctionotherthaneverythingoftheoriginalandwhenthetargettextaddressesaudienceswhicharedifferentfromtheintendedreadershipoftheoriginal,theSkoposTheoryisthebestchoiceforbusinessnegotiationstoachievetheirgoalsthatarerealizingbenefitmaximization.Inotherwords,adequatetranslationshouldbe“adequateto”therequirementsofthetranslationbrief.WithintheframeworkoftheSkoposTheoryanadequatetranslationisgoal-orienteddeterminedbytheskoposofthetranslation.Thus,theSkoposTheorycanguidethebusinessnegotiationinterpretingeffectively,whichwillfinallyaccomplishthegoalsofbusinessnegotiations.3.BriefIntroductionofBusinessNegotiationInterpretingSinceitsentryintotheWTOin2002,ourcountryhasquickenedthepaceofsteppinginlinewithinternationalstandardsinsuchfieldsaseconomyandtrade.AdevelopingChinawill,asalways,generatecooperationopportunitieswithothercountriesaroundtheworldforachievingwin-winsituation,thus,businessnegotiationbecomesmoreandmoreimportant.WehavetoimprovethequalityofbusinessnegotiationinterpretingsoastopromotecooperationandmaximizeprofitsunderthedirectionofFunctionalismTheory.However,businessnegotiationisavolatileandcomplexprocess,sotranslatorsorinterpretershavetoreorganizetheirlanguageinordertoadjusttheirtranslationtothetargettext.Successfulbusinessnegotiationistheresultofbothpartiesperformedwellwiththelanguagethatinterpretersapplyineveryappropriatewaytoexpressnegotiators’realintention.Therefore,theyshouldknowwellhowtodealwithunpredictablechallengebutthecommonsituation,andtomanagethetwodifficulties:languagedifferenceandculturaldistance,inbusinessnegotiation.3.1TheFeaturesofBusinessNegotiationInbrief,businessnegotiationisaprocessthatinordertocoordinatetherelationshipbetweenbusinessandmeettheirneeds,peopletrytofindafinalsettlementofthedisputeandreachanagreementandsignthecontractthroughtheconsultationandthedialogue(PuLijing,2011).Moreover,Businessnegotiationisacollectionofpolicy,technologyandartistryinsocialandeconomicactivities,sotheauthorthinksthatitcanbecharacterizedinthefollowingfiveaspectsbasedonitsdefinition.First,itisaprocessofcompromise.Inabusinessnegotiation,theremustbesomeconflictsandcontradictionsasboththepartiesstandfordifferentinterests.Onlywhentheyadjusttheirownneedsandinterests,cantheyreachanagreementwithconcessionsandcompromises.Second,businessnegotiationisacontradictoryunityonbothcooperationandconflict.Withoutconflicts,thereisnonegotiationbetweenbothparties.Thus,thesuccessofbusinessnegotiationisgoodforbothparties,awin-winsituation.Inbusinessnegotiation,anypartyofthemwillconsidertheirowninterestsfirstly.Andtheyhavetosacrificetheirowninterestsappropriatelyinordertoachievecooperateonabovepromise.Third,businessnegotiationbenefitsbothpartieswithoutequality.Itistruethattherearemanyrivals,sothenegotiatorshavetousetheirstrengthstogetthebestinterests.Andtheyshouldhaveprofessionalqualitiesthathelpthemtoinchargeofthenegotiation.Fourth,thepurposeofthebusinessnegotiationistoenterintocontractsorcooperativerelationship.Asamatteroffact,itsultimategoalisthatnegotiatorsgainthemaximizationofeconomicbenefits,sotheytakethepricenegotiationsasthecentraltaskofthebusinessnegotiation.Therefore,theywilltrytheirbesttomaximizethegreatestinterests.Fifth,forinterpretersthemostdifficultpartinbusinessnegotiationisthattimeislimitedandurgent.Inbusinessnegotiation,negotiatorswouldliketofightfortheirbenefitwithanychanceandtoreachagreementswiththeirpartnersassoonaspossible,gainingthebestvalue.Basedontheabovefive,wecanfigureoutthatthemostdifficultchallengesonbusinessnegotiationinterpretingarethatinterpretersmustdealwithlanguagebarrierandculturaldifferenceincomplicatedandvolatilebusinessenvironmentassoonaspossible.Thus,wewillfurtherdiscussthetwodifficultiesofbusinessnegotiationinterpretinginthenextpart.3.2TheDifficultiesofBusinessNegotiationInterpretingTheessenceofbusinessnegotiationisthatinterpretersuselanguagethatreceiverscouldhaveabetterunderstandingtoconveythemainideasorattitudeofspeakers,resultinginwin-winsituationthroughtheirinterpreting.Thus,interpretersneedtomasterthefeaturesofbusinessnegotiationssothattheycanadjusttheirwaystoaccomplishtheirtasks,whichwillhelptomakebusinessnegotiationgosmoothlyandenterintoagreements.BusinessNegotiationinterpretingisanactofinterculturalcommunication,andamorecomplicatedformofcommunication,becauseduringtheprocessthecontentofonelanguageistransferredintothatofanotherwhichcontainsdifferentcultures.Notonlylinguisticbarriersbutalsoculturalgapwillcomeintoexistence(WangLingjun,2010).Inotherwords,businessnegotiationinterpretingisnotonlythetransferencefromonelanguagetoanother,butalsoaformofspecialcommunicationtheinterpretercoordinatesexchangesbetweenparticipantswithdifferentlanguagesandcultures.Besides,asweallknow,interpretingtosomedegreeismorepracticalthantranslation,especiallybusinessnegotiationinterpretingbecauseofthecharacteristicsofbusinessnegotiation.AlthoughFunctionalismTheoryprovidesasolidtheoreticalorientation,theprocessofabusinessnegotiationisquitecomplex,unpredictable,andcouldbeimpactedbylargeamountsoffactors.Thus,itisverydifficultforinterpreterstoovercomethetwodifficulties—languagebarrierandculturaldifferenceduringbusinessnegotiationinterpreting.Languageisakindoftoolthatpeoplecannotonlyexpressideas,butalsoconveyemotions,solanguageservesasacruciallinkbetweenbothpartiesinabusinessnegotiation.Andlanguagesarebasedontheconcepts,experiences,andviewsandsoon.Thus,languagebarrierisinevitableinanyinterpreting,asdifferentlanguageshaveformedtheirownfeatures,suchaspronunciations,syntacticstructure,institutionalizedexpressions,andsoon,andwhichwillhaveagreatinfluenceonbusinessnegotiationinterpreting.Themostdifficultpartisthatbusinessnegotiationinterpretingisgreatlyprofessional.Thelanguageofbusinessnegotiationincludeslinguisticform,vocabulary,andcontent,whicharecloselyrelatedtoitsprofession.Besides,businessnegotiationlanguageemphasizessimplicityandformalspecification,embodyinginternationalcommonality(ChuYanshan,2014).Nevertheless,negotiatorscanbeeasilybrokendownduetoalackofmutualunderstandingoflanguage,whileFunctionalismTheorywillmotivatetheinterpreterstofightforbetterresultsinbusinessnegotiation.Specially,culturaldifferenceisverydifficultasitisimpossibletoacquirethroughexercises.Cultureissocomplexandubiquitousthatalmosteveryaspectofhumanlifeistouched,shapedbyculture.OneofthewidelyreceiveddefinitionsofculturewasformulatedbytheEnglishanthropologistEdwardTaylor,whichisusedinEncyclopediaBritannica(1983).“Culture…isthatcomplexwholeincludesknowledge,belief,art,law,morals,custom,andanyothercapabilitiesandhabitsacquiredbymanasamemberofsociety.”(WangLingjun,2010)Thus,Cultureisreflectedincommunicationpractices,andatthesametime,communicationpracticesshapeculturallife,thatis,wecanfindoutthatbusinessnegotiationsinterpretingandculturecannotbeseparatedfromoneanotherbecauseeachinfluenceseachother.Culturecaninfluencenegotiatingstylesindifferentways,becausenegotiatorsfromanothernationaredifferentinlanguage,belief,behaviorsmanners,andwayofthinking,valueandattitudesandsoon.Differentculturesexpressdifferentwaysofdoingbusiness(PuLijing,2011).Anditismuchmoredifficultthanlanguagebarrier,asitcontainssomanyaspectsofsociallifeandisaffectedbythose.However,Functionalistapproachprovidesasolidtheoreticalbasisforsolvethetwoproblemsofbusinessnegotiationinterpreting.Asinterpretingisare-creativeprocess,onthebasisofFunctionalistapproach,listenersarethedecisivefactor.Likethatinbusinessnegotiationinterpreting,theotherpartyofbusinessnegotiationisthefactorthataffectstheinterpretation.Thus,whetherthebusinessnegotiationcangosmoothlyandwhetherthecooperationcancometoagreementsaredecidedbywhethertheotherpartyofbusinessnegotiationgetstherealintentionofthepartnerthroughtheinterpretation,whichmeansinterpreterswhowanttocompleteinterpretingwellandovercomethetwodifficultiesofbusinessnegotiationsinterpretingmustinterpretundertheguidanceoftheSkoposTheoryandtheFunctionalityplusLoyalty.4.GuidetoBusinessNegotiationInterpretingfromFunctionalismAsinterpretersarequalifiedwithenoughsubjectivityandcreativity,goodperceptionofintentionality,andexcellentemotionalmanagement,theycancopewithcomplexandvolatilebusinessenvironmentandunpredictablechallengesinbusinessnegotiationinterpreting.Besides,inordertomaximizeprofits,theycantrytheirbesttoovercomethetwodifficultiesofbusinessnegotiationinterpretingwiththedirectionofFunctionalistapproachandregulatetranslationstrategieswhichhelpthemtomakecooperationwiththeother.Asamatteroffact,FunctionalismTheoryisthebestwaytobusinessnegotiationinterpretingthatisinstanttranslationincross-culturalandcomplexanduncertainenvironment,anditdoesstressthepurposeofbusinessnegotiationbutthebeautyofinterpretation.Furthermore,thegoalofbusinessnegotiationinterpretingistohelpboththepartiestoreachconsensuses.Thatistosay,businessnegotiationsbymeansofinterpretingachievetheircommunicationalaimandthenrealizethemaximumofinterests.Tosumup,wecanfindoutthatonlyundertheguidanceofFunctionalismTheory,canbusinessnegotiationinterpretingbenefitbusinessnegotiationandgainmutualprofits.Moreover,onlywheninterpretersgettherightpointofspeakersandtheirinterpretationareorientedbytargetlanguagelistenersbasedonFunctionalismTheory,cantheyplayascommunicativebridgetofacilitatebusinessnegotiation.JustastheideasofFunctionalism,theonlyandfinalpurposeofinterpretingistomakethediscussionsuccessful.Inthefollowingpart,theauthorwillexplorehowtoovercomethetwodifficultiesinpractice:languagebarrierandculturaldifference,withthedirectionoftheSkoposTheoryandtheFunctionalityplusLoyalty.4.1FromtheSkoposTheoryPerspectiveTheSkoposTheory,asthecoreofFunctionalismTheory,providestheatricalevidenceforinstructinginterpreterstomeasurechangingcomplicatedbusinessenvironment.Indeed,therearemanyinterpretingstrategiessuchasaddition,omission,alteration,andreorganization,forinterpreterstosettleconflictsanddifficultiesinbusinessnegotiationinaccordancewiththeSkoposTheory.Atvariousdegreesmanyscholarshaveexpressedtheirpersonalopinionsorviewsontheseissuesandsharedtheirstrategies,andmostofthemareforcedonthestrategiesthemselves.However,weshouldknowthatallthesestrategiesareusedtosolvethetwomainproblemsinbusinessnegotiation.Therefore,theauthorwouldtalkabouthowtodealwiththetwomaindifficultiesratherthanspecificstrategiesofbusinessnegotiationinterpreting.Eventhoughtheinterpretersmasterthevariousstrategies,theymayhavenoideaaboutwhichstrategyisthebestoneandwhytheyshouldapplythatonebutothers.Besides,thepurposesofthebusinessnegotiationsaretoreachagreementsbutthesenseofbeautylikeliterarytranslation.Consequently,interpretersshouldfollowtheprinciplethatfulfillsthepurposeofbusinessnegotiationfirstandflexiblyprocessmeasuresandstrategiesforrealizingthemaximumofinterests.4.1.1TheEliminationofLanguageBarrierLanguage,indifferentsocialcommunities,hasitsownfeaturesorcharacteristicsaswehavenotedtheabove,suchas,pronunciation,syntacticstructure,institutionalizedexpression,andsoon.Thus,interpretersmustfollowtherulesofthetargetlanguage.Besides,asaffectedbytheirownhabit,peopleindifferentculturalbackgroundswillhavevariouswaystospeak,andtheywillholdvariousviewsonthesamethingsorexpressions.Inadditionnegotiatorsindifferentculturalbackgroundmayusuallyemploycontraryorentirelydifferentmethodstosharetheirthought.Interpretersmaynotonlymasterthefeaturesoflanguage,butalsorealizethattheyshouldshowtheinformationinthewaythatfitsthehabitoftargetlanguagereceivers.Moreover,theyshouldclearwhatisthespeakers’realintention,andthentaketheirinformationintoanotherlanguageinabetterwaywiththeSkoposTheoty’sdirection.Asmentionedbefore,theSkoposTheotymakesthepurposeofbusinessnegotiationclear,sonomatterinwhatway,aslongastheycanrealizemaximizedprofits.Forexample,(1)Inabusinessnegotiation,arepresentativeoftheAmericanpartyhopedthathispartnerscouldensureproductqualityandwhenhereferredtoacompanythatcooperatedwithhisfirmago,hesaid,“Thecompanycutcornersonthenewproductbyusinglessexpensivepartinthedesign.”(ChuYanshan,2014)Thentheinterpretersaid,“那家公司再這個(gè)新產(chǎn)品生產(chǎn)上偷工減料，他們?cè)僭O(shè)計(jì)中使用廉價(jià)的零件?！盇sisknowtoall,“cutcorners”hasabasicmeaning,doingsomethingthecheapestoreasiestway.Inthissituation,iftheinterpreterwantstodealwithlanguagebarriersoastostateclearwhattherepresentativeofAmericanpartymean,hemustwellmastertheinstitutionalizedexpressionofthetargetlanguage,becausethesameexpressionstandsfordifferentmeaningsinvariouscontests.Combiningwith“usinglessexpensivepartinthedesign”andhislinguisticknowledgereserve,hecangetthepointof“cutcorners”,whichischeatingonworkmanshipandmaterials.Finally,hecanconveytherepresentative’sblameonthatcompanyandwarningtotheChinesepartythroughtranslatinginto“偷工減料”undertheguidanceoftheSkoposTheory.OnlyhehasastrongunderstandingofthelinguisticknowledgeofthetargetlanguageandinterpretswiththedirectionoftheSkoposTheory,canheeliminatelanguagebarrier.Ofcourse,thelanguageofbusinessnegotiationisveryprofessional,sointerpretersmusttranslateasexactaspossible.Now,let’slookatanexample.(2)ThebackgroundisthattheChinesepartywantstheirpartnertodelivertheproductsooner,sooneoftherepresentativesay,“我方要求貴方迅速交貨。”（ChuYanshan,2014）Theinterpreterstranslatesintoweaskforshortdeliveryforourorder.Indeed,thereisnomistakeinliteralmeaning,butweshouldknowthatthroughexperience,somewordshavetheirownuniquephraseology.Forthisreason,theinterpretercannotinterpretwithhisownunderstandingandhabitbuttakethetargetlanguagepartyasfirstprincipleundertheguidanceoftheSkoposTheory.Hehastointerpretbasedontherulesofthetargetlanguage,sohisinterpretationshouldbethatweaskforpromptdeliveryforourorder.TheSkoposTheoryremindinterpretersofregardthegoalsofbusinessnegotiationasfirst,whichwillhelpthemtoovercomelanguagebarrier.4.1.2ReduceCulturalDifferencesAsweallknowthatcultureistheformationandevolutionofhistoricaldevelopmentcreatedbyallnatures,especiallyhumanbeings,whichischaracterizedbycertainmembersofanygivengroups.Forbusinessnegotiation,thetwopartiesindifferentculturalbackgroundmeeteachotherforcommonbenefits,withtheirownparticularlanguage,customsandvalues.Whatcaninterpretersdoiftheyencounterpotentialproblemscausedbyculturalconflictsduringbusinessnegotiation?TheSkoposTheorycanteachinterpreterstoguaranteetherealizationofcontextualpurposesduringthebusinessnegotiation(Fan,2012).Thefollowingishowitworks.Thereisanexampleoninstitutionalizedexpression,whichwillhelpustocomprehendthissituation.ThebackgroundisthataChinesegovernmentisnegotiatingwithanAmericaninvestmentcorporation,tryingtopersuadethemtoofferChineseinvestment.Duringthenegotiation,aChineserepresentativesays,（3）“建立一條龍服務(wù)中心，為外國(guó)投資者提供審批業(yè)務(wù)。”Theinterpreterthentranslatesitinto“Setuptheone-dragonservicecentertoprovideacoordinatedprocessserviceforforeigninvestorsinobtainingapproval.”(LaiHengjinh，2004) Theinterpreterinterprets“一條龍服務(wù)”as“one-dragonservice”,whichisalmostimpossibleforAmericanrepresentativestounderstandwhatitisaboutbecauseofculturaldiffierence.AccordingtotheSkoposTheory,thepurposeofthespeakerguidestheinterpretertotranslate.YettherealintentionofthespeakeristotellthelistenerthattheChinesegovernmenthasacompleteservicesystemandwilltrytheirbesttosecureAmericans’investmentsothattheyhavenothingtoworryaboutinvestinginChina.Therefore,whattheinterpretershoulddoisthathehelpstoconveytherealintentionandpromiseoftheChineserepresentatives,whichwillgiveagoodversionandimpressiontoAmericanmembers.However,theinterpreterfailstoexpresstheoriginalmeaningasalackofrelativecultureofthetargetlanguage.IfheinterpretsundertheguidanceoftheSkoposTheory,hewouldgetridoftherestrictionofthesourcelanguage.Hereisanotherexample.AChinesecompanyimportingsomegoodsfromtheUnitedStateswasnegotiatingwithaforeignexporter.Whenitcametothekeypartofpaymentterms,aChineseimportersaid,（4）“我們不會(huì)給你們打白條子，我們會(huì)按時(shí)付款的?！盩heinterpreterthensaid,“Weshallnotissueblankpapertoyou.Wewillpayyouontime.”(Lai,2004)Afterhisinterpretiation,allforeignnegotiatorsgotconfusedaboutwhattheChinesepartymeant.Whatmakesthemisunderstandingisculturaldi