I wish I had a Euro for every time I’ve heard an otherwise knife-sharp captain of industry express relief that his or her counterparty was providing the interpreter for an important business meeting. On the face of it, not needing to provide an interpreter represents a significant cost savings. Let me explain why it is not.
A trained interpreter is a pure agent, instrument and extension of the party they have been hired to represent. There are plenty of senior business executives in Asia who, in a casual social setting, can communicate in both their native language or English with ease. However, they do not hesitate to work through a professional interpreter for their most important business meetings. Learn from them.
The use of a professional interpreter expands the time available to listen to one’s counterparty with all of one’s senses, not just one’s ears. There are some who will feel that the use of an interpreter by someone who “really doesn’t need one” is not sporting. In fact, the opposite is the case — it is good business practice and should be adopted in particular by those who would make such a judgement. A professional interpreter, translating in sequence, provides time to not only hear what is being said, but also to see and feel what is being said. Judgements or distinctions drawn from these sessions will be more informed than from those in which one is relatively focused on one’s own communication.
The other crucial advantage of providing one’s own interpreter is the opportunity to debrief them after the session. A professional interpreter will communicate his or her client’s point of view without any coloration or added point of view. After the session, they can be asked to provide color on the proceedings, and in this capacity, their point of view can be quite valuable.
Other rules for good interpreting:
1) Hire a professional. Many of us tend to bring someone from the office who can speak the needed languages; however, without professional training, there will likely be two unwanted outcomes. First, the amateur interpreter cannot help but express their own opinions and points of view, thereby coloring the communication in both directions. Second, professional interpreting requires a discipline and stamina amateurs do not have. As the amateur interpreter tires, important information begins to drop out of the exchange.
2) If time permits, instruct your interpreter to interpret in sequence. Even if they are trained in simultaneous interpreting.
You are going to use the time gained to feel what is happening at the table. Both with your counterparty and with your interpreter. Watch his or her expressions both when delivering your communication, as well as when receiving and delivering that of your counterparty. Listen to your senses. If they suggest that you ask your interpreter a clarifying question, do so.
3) For critical or intense meetings, consider having two interpreters, and allow them to alternate on a fixed schedule.
As noted above, interpreting requires stamina. Even professionals need a break. See that they get one and you will receive double dividends, both in the sharpness of their communication as well as the depth of field two additional pairs of eyes and ears can provide during the debrief.