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论国际商务谈判中的语言技巧
绵阳师范学院
本科生毕业论文(设计)
题目
OnLanguageSkillsinInternational
BusinessNegotiation
论国际商务谈判中的语言技巧
专业
商务英语
院系
外国语学院
学号
0605410131
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
论国际商务谈判中的语言技巧
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