商务谈判的语言艺术商务英语毕业论文论文.docx

商务谈判的语言艺术商务英语毕业论文论文.docx

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商务谈判的语言艺术商务英语毕业论文论文

商务谈判的语言艺术-商务英语-毕业论文-论文

中国某某某某学校

题目􀁒商务谈判的语言艺术

姓名􀁒0000000

班级、学号􀁒0000、0000号

系（部）􀁒经济管理系

专业􀁒商务英语

指导教师􀁒00000

开题时间􀁒2009-04-10

完成时间􀁒2009-11-04

2009年11月04日

processofnegotiations.Theskillfullanguageisrealizedbetweentwo

partiesbycontacting,communicatingandcooperatingthroughrestate

opinions,askingquestion,responsesandpersuadesetc.Puttingforward

acreatingsolvingschemeisnotonlyapplyingwiththeartoflanguage

skillful,butalsomeetsthedemandsonmutualbenefitandrelievesthe

dullatmosphereonnegotiation.Itwillcreateacomfortableatmosphere

forthetwopartiesandisgoodforthesuccessofnegotiation.Sousing

languageskillfullycanenhanceagreatsuccessonnegotiationandget

doubleeffects.

Keywords:

Businessnegotiationlanguagefeaturesskills

三、参考文献

3

[1]姜望琦:

当代语用学[M].北京大学出版社,2006

[2]刘园:

国际商务谈判[M].对外经济与贸易大学出版社,2005

[3]章瑞华徐志华黄华新等:

现代谈判学———成功谈判的技巧与奥秘[􀃖].浙

江大学

[4]杨劫􀃓李芳􀃔国际商务谈判中的委婉表达[J]􀃔湖南科技学院学报􀃓20o6

（2）􀃕

260—262􀃔

[5]刘文广:

商务谈判[M].北京高等教育出版社􀃓2004.8

TheArtoflanguageinBusinessNegotiation

00000

中文摘要:

商务谈判是经济贸易合作的双方为达成某种交易或解决某

种争端而进行的协商洽谈活动。

在商务谈判中语言运用的成功与否􀃓

对谈判的过程与结果起着举足轻重的作用。

双方的接触􀃓沟通与合作

都是通过反复的陈述观点􀃓提问􀃓回答和说服等语言技巧来实现的􀃓

巧妙应用语言艺术提出创造性的解决方案􀃓不仅满足双方利益的需

要􀃓也能缓解沉闷的谈判气氛􀃓使双方都有轻松感􀃓有利于谈判的顺

利进行。

因此巧妙的语言艺术为谈判增添了成功的砝码􀃓起到事半功

倍的效果。

关键字􀃕商务谈判语言特征技巧

Abstract

Businessnegotiationisanactivitywhichiscarriedout

bythetwotradesidestoconcludethebusinessorsettle

certaindisputes.Thelanguageusedisasuccessorfailure

4

playsanimportantroleintheprocessofnegotiations.The

skillfullanguageisrealizedbetweentwopartiesbycontacting,

communicatingandcooperatingthroughrestateopinions,asking

question,responsesandpersuadesetc.Puttingforwarda

creatingsolvingschemeisnotonlyapplyingwiththeartof

languageskillful,butalsomeetsthedemandsonmutualbenefit

andrelievesthedullatmosphereonnegotiation.Itwillcreate

acomfortableatmosphereforthetwopartiesandisgoodfor

thesuccessofnegotiation.Sousinglanguageskillfullycan

enhanceagreatsuccessonnegotiationandgetdoubleeffects.

Keywords:

Businessnegotiation,language,features,skills

Introduction

Businessnegotiation’sprocessisthatthenegotiators

usinglanguagetocoordinateandconsulttheproblemsand

achievesagreement.Howtousecorrectlanguagetoshowyour

opinionsreflectstheabilityofthenegotiators.Iftheskills

arenotsuitable,itwillcausemisunderstandingordisputes

betweenthetwopartiesandevenleadtothefailureofthe

negotiation,andit’smorelikelytocausetheeconomyloss.

Whetherthelanguageisusedproperlyornotoftendetermines

thesuccessorfailureofthenegotiation.Therefore,knowing

5

aboutthisskillisthekeytoconcludeasuccessfulbusiness.

Thisthesismainlystatesthatthenegotiatorsshouldknowhow

tousestatementandaskquestions,responseandpersuasionto

achievethemultipliereffectintheprocessofbusiness

negotiations.

1.Thefeaturesoflanguageinbusinessnegotiation

Businessnegotiationlanguageisaspecialway,whichis

usedinthebusinessnegotiations.Itisdifferentfromthe

literature,art,opera,filmlanguages,butalsodifferentfrom

thedailylifelanguages.Generallyspeaking,thelanguageof

businessnegotiationshouldhavethefollowingbasicfeatures:

objectivity,directivity,logicalandnormativeofthe

businessnegotiations.

1.1Objectivity

Theobjectivityoflanguagemainlyshowsthat:

describing

thepresentsituationoftheenterprisemustconformtothe

reality;describingthequalityofthegoodsandfunction

shouldaccordingtothebasisofreality;ifyouhaveabest

conditionyou’dbettershowthesamplesordemonstrateiton

thespot.Yourquotationshouldbereasonableandyounotonly

tryyourbesttomeetyourownneeds,butalsoyoucan’tignore

theotherparty’sbenefits.Andyoushouldconsideringthe

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otherparty’srequirementsthatmakesurethetermsofpayment

andadoptthetermsofpaymentthatbothpartiescanaccept.

Ifthelanguagehasobjectivity,thetwosidestreateach

otherhonestyandpromotetheiropinionsclosely.Anditwill

layafoundationofthesuccessforthenextnegotiation.

1.2Directivity

Thedirectivityofthelanguageisthatthelanguageshould

focusonthespecificthemesandhasanexacttarget.

Negotiationlanguageshouldbedirectlyagainstonespecific

opponent.Thedifferenceofcontentsandoccasionsof

negotiationhavedifferentnegotiators,andalsoyouneedto

usethedifferentnegotiationlanguage.Eveniftheyhavesame

contentsofnegotiation,youmustusethedifferentlanguage

becausethenegotiatorshavedifferenteducation,thelevelof

knowledge,theabilityofacceptanceandpersonalhabit.

Youmustknowthatthedifferentrequirementsofsame

negotiationopponentsandyouneedtousethecorrectlanguage

orhighlighttodescribethequalityofgoodsandfunctions,

ordescribingyourenterprise’soperatingsituationandrepeat

describingthatourpricesareveryreasonable.Inaword,the

negotiationlanguagemustbeconcise,exactandeasyto

understand.

7

Tobedirectinonenegotiation,ifyouwanttomakesure

thetermsofthenegotiationsthatyoumustbecarefulto

preparetherelevantinformationandyoushouldtakethisinto

considerationsatthesametime:

whenyoustarttothe

negotiationsyoumustknowwhatkindoflanguagesyoushould

beused,andyoushouldknowhowtoselectandtargetthe

negotiationlanguagetomakethenegotiationssmoothly.

1.3Logic

Thelogicallanguageisthatthenegotiator’slanguage

shouldcomplywiththeruleoflogic,theabilityofexpressing

ideamustbeclearly,theabilityofjudgmentmustbecorrect

andtheabilityofreasoningmustbecarefully.Thelanguage

shouldbefullyreflectedtheobjectivity,specificityand

historical.Ifyouwantyouropinionstobepersuasive,youmust

haveanabilityofthelogicalthinking.Inthenegotiations,

nomatteryoustatetheproblem,orwritememoranda,orgive

anysuggestions,imaginationorrequirementsthatyoushould

payattentiontothelogicaloflanguage.Thisisthebasisof

graspingtheiropinionsandfurtherpersuadingtheotherparty.

1.4Normative

Thenormativeoflanguageisthatthelanguageshouldbe

expressedpolitelyandclearly,strictlyandexactly.

8

Firstly,thenegotiatelanguagemustinsistonthe

principlesofpolitenessandshouldbecomplywiththe

charactersofthebusinessandtherequirementsofthe

professionalethics.

Secondly,thelanguagemustbeclearandeasytounderstand

inthenegotiations.

Thirdly,thenegotiationlanguagemustbepayattentionto

avoidvoiceweakandhaven’tpauseinspeaking,orspeaking

tooloudlyandhavearichfeelingandsoon.

Fourthly,thenegotiationlanguageshouldbecorrectand

exact.Especiallyatthecrucialmomentofbargaining,you

shouldpaymoreattentiontoyourwordsandbehaviors.

2.TheArtoflanguageinBusinessNegotiation

2.1Theskillofstatement

Statementisthatintroducingone’sownsituationand

statingyourviewsofonequestion,andmaketheotherparty

tounderstandyouropinions,planningandpositions.Inthe

businessnegotiation,thestatementincludedtwopartsthatare

“enterintoquestion”and“statement”.

2.1.1Theskillofenteringintoquestion

Inthebusinessnegotiations,thenegotiatorsmusthave

skillsofenteringintoquestionandadoptingtheexactway:

9

Firstly,themethodofcircuitousenterintoquestion,for

example,youcantalkaboutyourcompany’ssituations;Secondly,

youcantalkaboutsomedetailsfirst,andthenyoucantalk

aboutprincipleofthematter,Forexample,whenwetalkabout

theimportantprinciplemattersthathaveanervousfeeling,

atthistime,youcantalkaboutthespecificdetailstomake

thenegotiationpeacefulandcreateagoodatmosphereforthe

nextnegotiation;Thirdly,youcantalkaboutgeneralprinciple

problemandthentalkaboutsomedetails;Fourthly,youcan

startfromthespecifictopics.

2.1.2Theskillofdescribing

Attheopeningprocessofdescribing,firstly,youshould

definitethistopictobesettledinthisconversationto

concentrateourattentionsandmakethetwoparty’sopinions

agreeable;secondly,youmustshowthatyoushouldgetthe

importantbenefitsthroughthisconversationandindicateour

party’sbasicposition.Youcanreviewthepreviousachievement

oftwoparties’cooperationtoshowyourreputationenjoyed

bytheotherside;thirdly,attheopeningofdescribingthe

languageshouldbepossiblybriefandgraspthekeypoint,

correctandeasytounderstand;finally,youmustknowthe

purposeofdescribinginordertomaketheotherpartyto

10

understandyourintentionsandcreateangoodatmosphereinthe

negotiation.So,describingshouldbeexpressedinasincere

andeasyway.

Iftheotherpartystartingdescribe,youmustlistento

theiropinionsverycarefully,thensumuptheopinionsandtry

tounderstandthecontentsofdescribing.Inordertoavoid

misunderstandingthatyoumustthinkandunderstandthekey

issuesoftheopeningofdescribing.Ifthecontentsofthe

openingdescribinghaveabigconflictwithyou,andyoucan’

tinterruptandcan’tmakeadisputewiththeotherparty

immediately,whileyouindicateyouropinionsaftertheother

party’stalkhavefinishedandcomplainttheiropinionsfrom

theotherside.

Intheprocessofthestatement,youshouldpayattention

tousethelanguagecorrectlyandeasytounderstand,andthe

languageshouldbriefandgraspthekeypoint,andhavea

specificstructure.Yourspeakingshouldbeclosetothetheme

andshouldpayattentiontothetone,