论国际商务谈判中的语言技巧Word格式.docx

论国际商务谈判中的语言技巧Word格式.docx

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姓名

唐亚男

指导教师

杨绍江讲师

答辩时间

二○○九年十二月

论文工作时间：

2009年9月至2009年11月

指导老师：

杨绍江

学生：

唐亚男

摘要：

商务谈判的过程是谈判者的语言交流过程。

事实表明，商务谈判的语言运用，可有效减少谈判过程中的失误，是解决国际贸易商务中谈判问题的主要工具，关系谈判的成败。

因而在商务谈判中如何恰如其分地运用语言技巧，谋求谈判的成功是商务谈判必须考虑的主要问题。

本文将结合作者本人在商务方面积累的经验和心得体会，探讨商务谈判语言的运用原则与技巧，分析语言针对性，委婉表达，灵活应变等技巧的特点与实用性。

关键词：

商务谈判；

语言运用；

原则与技巧

OnLanguageSkillsinInternationalBusinessNegotiation

Supervisor:

YangShaojiang

Undergraduate:

TangYa’nan

Abstract:

Businessnegotiationistheprocessoflanguagecommunication,Factshaveshownthattheresearchonnegotiationskillswillhelptomakefewermistakesininternationalbusinessnegotiations,anditisapowerfulweaponhelpingtowinthenegotiations.Therefore,theproblemofhowwecanappropriatelyuselanguageskillsinbusinessnegotiationsshouldbetakenintoconsiderationinthefirstplace.Combinedwithpersonalexperienceinbusinessnegotiation,thisthesisexplorestheuseoflanguageprinciplesandskills,analyzingthecharacteristicsandusageofpertinence,euphemisticexpressions,quick-wittedreflexesandthelike.

KeyWords:

businessnegotiation;

uselanguageskills;

principlesandskills;

Contents

Introduction1

1.Aboutbusinessnegotiation1

1.1Definition1

1.2Theprocess1

1.3Thesignificance2

2.Languageskillsinbusinessnegotiation2

2.1Languageprinciples3

2.1.1Pertinence3

2.1.2Euphemisticexpressions3

2.1.3Quick-wittedreflexes3

2.1.4Objectivity4

2.1.5Logicallines4

2.2Languageskills4

2.2.1Questions5

2.2.2Humor5

2.2.3Implication5

2.2.4Respectculturedifferences6

Conclusion 

6

Bibliography7

Acknowledgments8

Introduction

Inordertogivefullplaytolanguage’sadvantagessoastoincreasethesuccesschancesininternationalbusinessnegotiations.Thisthesisgivesaccuratedefinitionofbusinessnegotiationandintroducestoreaderstheprocessaswellasthesignificanceofnegotiationinthefirstpart..Thesecondpartmainlytalksaboutlanguageskillsinbusinessnegotiationbydetails.Ofcourseasimplethesisisdefinitelynotenoughtogetusfullpreparedforbusinessnegotiations,itcannotcovereveryaspect,businessnegotiationneedspreparationofbothpsychologyandpracticalexperience.thisthesisisjustforsuggestion.Hopefullyitwillbeahelpinghandininternationalbusinessnegotiations.

1.Aboutbusinessnegotiation

Toensurebetterperformanceinnegotiation,therearethreequestionswemustfigureoutinadvance:

Whatisbusinessnegotiation?

Whatshouldwedoineverystepinthewholenegotiationprocess?

Whyisbusinessnegotiationsoimportanttobusinesstransactions?

Onlybymakingthesequestionsclearcanweputourselvesinactiveposition.Accuratedefinitionofbusinessnegotiationhelpsustokeeptheultimategoalinthefirstplaceandtheroutineprocessislikeroadsign,remindingusofthedirectionweshouldfollow.Whilethesignificanceisthemotivationlikefaithinheartwhichwecan’taffordtolose.Thefollowingaretheanswerstothesethreequestions.

1.1Definition

Businessnegotiationisthebargaining（giveandtake）processbetweentwoormoreparties（eachwithitsownaims,needs,andviewpoints）seekingtodiscoveracommongroundandreachanagreementtosettleamatterofmutualconcernorresolveaconflict.（LongmanDictionaryofEnglishLanguage&

Culture）

1.2Theprocess

Businessnegotiationprocessbasicallyconsistsofthreephases;

theyareopeningphase,consultationphaseandclosingphase.（Eachwithitsowndetailedphases）

Openingphase

Thebasictaskofopening:

Consultationongeneralrules

Creatingappropriateatmosphere

Openingstatement

Consultationphase

Thebasictaskofconsultation:

Determiningofferstandard

Selectingoffertime

Transaction

Closingphase

Thebasictaskofclosing:

Noticingtransactionsignal

Showingturnoverintention

Checkingcontractterms

1.3Thesignificance

Therearecommoditieseverywhereintheworld,andbusinessmenfromdifferentcornersoftheworldrunforthem,theycanbuyanywheretheywouldliketoinordertoachievethegreatestprofit,buthowcanwemakesurethattheybuyfromus?

Bycuttingthepricesorofferingbetterservice?

theymaywork,butwithnoguarantee.Tomakesureofthatwe’llhavetonegotiate.internationalbusinessesaremostlyachievedthroughvariousformsofnegotiation,ThecontentofInternationalBusinessincludesnotonlycommercialandtechnicalaspects,butalsolawandpolicyissues,itisapieceofpolicy-oriented,strategic,technicalandhighlyspecializedwork.fordifferentformsofnegotiationswe’llhavetomakeexactpreparationandinvestigationtoensurethatwearefamiliarwiththeissuewetalkabout.Therefore,simplymasteringprofessionalknowledgeisdefinitelynotenoughfortopleaders,,asolidlanguagefoundationandgoodlanguageskillsarebadlyneeded.

Iwastotallyagreenhandinbusinessnegotiationtwoyearsago,itwasratherdifficulttonegotiatewithoutanylanguageskills.Withtimepassingby,myexperienceaccumulates,Ihaverealizedthegreatsignificanceoflanguageskillsinbusinessnegotiations,peoplesaythat“successfulbusinessnegotiationistheresultoftheexcellentuseoflanguagearts”andIbelieveit’strue.

2.Languageskillsinbusinessnegotiation

Throughouthistory,weaponshavebeenusedtowinbattles,butbattlesareprobablyprovokedbywords.Intoday’speacefulworld,weaponsarenolongerwelcomed,buttheartoflanguageremains.Insteadofcompetinginthebattlefield,peoplenowadaysdoinbusinessfield,andlanguageartisundoubtedlythemostpowerfulweaponmadefromhistoricalremainsandpersonalexperience.Thosewhoaccumulaterichlanguageskillsarealwaystheoneswhostandoutinthefiercecompetition.

Onthebasisofaclearmindonthedefinition,processandsignificanceofbusinessnegotiation,we’llhavetouselanguageskillsasapowerfulweapontomakeourwordsmoreconvincingandeffortsmoreeffective.Meanwhile,properusageoflanguageskillsincreasespleasureofnegotiation.Ontheotherhand,theimplicitlanguageprinciplesrequireourwordstocontributetothesuccessofnegotiation.Neutralizationofstrictlanguageprinciplesandrelaxinglanguageskillsensuresthatthenegotiationgoesoninoptimumatmosphere.

2.1Languageprinciples

Languageprinciplesbasicallyconsistoffiveaspects:

theyarepertinence,euphemisticexpressions,quick-wittedreflexes,objectivityandlogicallines.Ofwhichpertinenceandquick-wittedreflexescomparativelyplaymoreimportantroles,theotherthreehelptomakethenegotiationmoresmoothandproposalsmoreacceptable.

2.1.1Pertinence

Inbusinessnegotiations,thegoalistosignthecontract,thisrequiresnegotiatorstoaimatthetransactionpart,whichwecall“pertinence”.Herewemainlytalkaboutlanguagepertinence,properuseoflanguagepertinencewillhelpnegotiatorsaccuratelyexpresstheirwishesandrequirements,tomakesureofthis,fullconsiderationshouldbegiventothenegotiationopponent'

spersonality,emotions,habits,culture,anddifferencesindemand.butlanguagepertinencedoesn’tmeanthatthewordsshouldalwaysbebrief.Forexample:

forhottemperedandfrankopponents,usingbrieflanguagewillabsolutelybewelcomed;

andforslowtalkers,alongconversationmightbebetter.

Failureoflanguagepertinencewillprobablymaketheopponentbored,vagueandwordylanguagealsoeasilyresultsindoubtanddecreaseofcredibilityfromtheopponent.Andnegotiationobstaclescouldberootedatthesametime.Therefore,stronglanguagepertinenceisrequiredtoensurethesuccessofnegotiations.

2.1.2Euphemisticexpressions

Duringthenegotiations,toomuchofpertinencecouldmakethewordstoodirect,whichmayeasilyresultsinresistance,euphemisticexpressionsshouldbeusedtomakeyourideasmoreacceptable. 

Forexample,whilerejectingtheother’srequests,youcansay:

"

there’sapointinwhatyousaid,butalittlebitdifferentfromtheactualsituation"

andthenseamlesslyputforwardyourpointofview.Inthisway,theopponentwillnotbeembarrassed;

instead,hewillcalmlylistencarefullytoyourpointofview.Inthemeantime,negotiatingexpertsalwaysstrivetodisguisetheirownviewsastheother’sbywayofeuphemisminordertobemoreconvincing.Beforetheystatetheirownproposaltheywillasktheiropponentshowtheywillsolvetheproblem.Iftheproposalmatchestheirownone,theywillmaketheopponentbelievethatitishispointofview.Inthisway,thenegotiatingopponentwillfeelrespected,hewouldthinkthattoopposethisproposalistoopposehisownone,whichcaneasilyreachanagreementforsuccessfulnegotiations.

2.1.3Quick-wittedreflexes

Negotiatingsituationsareunpredictable;

anyembarrassingencounterscouldoccuratanymoment,thisrequiresthatthenegotiatorsmusthavequick-wittedreflexespackedwithemergencymeasurestogetoutofthetrouble.Whenconfrontedwithanimmediatechoiceyouhavetomake,ifyousay:

Letmethinkaboutit,"

or"

itisdifficulttodecide"

andothersimilarlanguage,theopponentwillperceiveyoulackofassertiveness,resultinginpsychologicaldisadvantages.Inthissituationyoucanlookatyourwatch,andthenpolitelytelltheother:

I'

msorry,it’s9o'

clocknow,andIhavetomakeaphonecalltomyfriendaspromised,pleasewaitforfiveminutes."

So,youhaveaverydecentexcusetowinthefive-minutetimetomakeadecision.

Quick-wittedreflexesalsoimplytheopponentthatyouarequiteexperienc