翻译一段论文吧国际商务谈判的

[商务谈判中过的跨文化冲突国内外研究现状]中西文化冲突与我国跨文化商务谈判对策赵伟君（湘潭大学外国语学院跨文化交际研究所湖南湘潭市 411207） [内容提要] 随着我国加入WTO，各种层次、各种类型的跨文化谈判日益频...+阅读

Take Both Large and Small 职责不分巨细 Major decisions are made every day during negotiations, but not all of the work is momentous. Some companies and consultant CNs make the mistake of including only ＂big guns＂ on the team. This causes problems, as no one relishes doing the necessary but tedious (and decidedly unglamorous) work that keeps negotiations running smoothly—getting copies, typing policy changes, taking notes, arranging dinners, and so on..在谈判的过程中，每天都需要做些主要的决策，然而，不是所有的工作都那么极其重要的。

有些公司与首席谈判顾问错误地只邀“大腕”加入谈判队伍而导致困难重重；因为无人愿意去执行维持谈判顺利进行的工作，例如复印文件、打字修改政策、做笔记、安排晚餐等等，这些都是必要的，但单调并绝对是乏味的工作。 Including a few junior managers or administrators in the ranks of the NT for the sole purpose of controlling logistics is a wise move. This is particularly helpful if these members have experience working or traveling in the target market. Should the finances or domestic needs of the company preclude this option, these administrative duties should be assigned to special members of the team, and it should be made clear that these duties are as important as any of the more ＂spotlight＂ tasks. As is true in other areas of business, what happens behind the scenes determines success on the stage. 明智之举是让几个初级经理或行政人员加入谈判队伍，专门负责后勤工作。

如果他们曾到过或在目标市场工作过，那就更加有利。如果因公司的财力或内部需求无法履行这个选择，谈判队伍的特别成员应被赋予这些管理职责，而且必须清晰地强调，这些职责与那些更瞩目的任务是相提并重的。犹如在其他商业领域，只有幕后的辛勤劳动，才能确保前台的胜利。