On the Skills of Commercial English Negotiation论商务英语谈判技巧15文档格式.docx

On the Skills of Commercial English Negotiation论商务英语谈判技巧15文档格式.docx

《On the Skills of Commercial English Negotiation论商务英语谈判技巧15文档格式.docx》由会员分享，可在线阅读，更多相关《On the Skills of Commercial English Negotiation论商务英语谈判技巧15文档格式.docx（19页珍藏版）》请在冰豆网上搜索。

在谈判的语言技巧中有很多重要的技巧。

为了在谈判中获胜，有四个技巧不容忽视——交流的技巧，恭维的技巧,间接表达的技巧和说服的技巧。

通过很好的掌握并有效地运用这些技巧，可以达到令人满意的结果并和对手建立起和谐的友谊，得到长远合作的机会。

商务谈判是一个充满冲突和竞争的过程,如果双方都想个别利益最大化，那么冲突就会随时由此发生，如果他们坚持己见，将导致谈判没有结果且有害无益。

此时，谈判者就会想办法借助很多谈判技巧，所以目的性的语言技巧得以运用，作为一位语言运用者兼谈判者必须有意识无意识地使自己的语言随时适应不断变化的形势。

在成功谈判者的谈判过程中，你可以了解到他们不只把语言当作畅谈的工具，而是把语言当作一种非常有效的技巧。

他们那恰如其分的表达以及熟练的语言技巧能有效地增强谈判者间的相互信任和相互理解，这样就增加谈判成功的机会，以便最终能达成一个令人欣喜，双赢的结果。

关键词：

商务谈判；

语言；

沟通；

语言技巧

Abstract：

TherearehundredsofnegotiationskillsinthecommercialEnglishnegotiation;

thispapermainlyattemptstohighlightthelanguageskills.Inthecontext,IfirstlyanalyzethenecessaryprocessesaboutcommercialEnglishnegotiation,andthencomeintothestudyofthelanguageskills;

therearemanyimportantaspectsoflanguageskillsincommercialEnglishnegotiation.TomakecommercialEnglishnegotiationsuccessful,thesefouraspects—skillsofcommunication,skillsofcompliments,skillsofapplyingindirectnessandskillsofpersuasivecanneverbeignored.Goodcommandingandeffectusingofthelanguageskillscanhelpyoutoachieveasatisfactoryresult,establishharmoniousrelationshipsandgainfurthercooperationwiththecounterpart.

CommercialEnglishnegotiationisaprocessfullofconflictsandarguments.Conflictswouldappearconsequentlywhentwopartiestrytomaximizetheirindividualinterests.Iftheypersistintheirownopinions,thenegotiationwillbecomeunproductive,detrimentaltothearrivalofagreements.Understandably,negotiatorswouldemployvarioustechniquesatthistime.Thenthepurposefuluseoflanguagecomesin.Asalanguageuseraswellasanegotiator,youmustconsciouslyorunconsciouslyadaptyourlanguagetomeettheneedofperpetualchangingsituation.Innegotiating,youcanseeasuccessfulnegotiatornotonlytakeslanguageasacommunicativetool,butalsoasaveryusefulskill.Theirproperandskillfuluseoflanguageskillscaneffectivelyenhancethemutualtrustandunderstandingamongnegotiators,soastoincreasetheoddsfornegotiationsuccess,andreachahappyresultwhichwillbenefitandsatisfybothsides.

Keywords:

CommercialNegotiation;

Language;

Communication;

LanguageSkills

Contents

摘要………………………………………………………………………....................................I

关键字………………………………………………………………………...............................I

Abstract…………………………………………………………………………….....................II

Keywords………………………………………………………………………….......................II

Introduction……………………………………………………………………….......................1

1.Negotiation……………………………………………………………………….....................1

1.1Stagesofnegotiation………………………………………………………........................2

1.1.1Pre-negotiation………………………………………………………......................2

1.1.2Face-to-facenegotiation……………………………………………........................3

1.1.3Post-negotiation………………………………………………………....................4

1.2Sevenstepsofnegotiation………………………………………………….......................4

1.3TypesofNegotiation…………………………………………………………....................5

2.Languageinnegotiation…………………………………………………………....................6

2.1Thepoweroflanguage………………………………………………………....................6

2.2ThePowerofbodylanguage……………………………………………….......................7

2.3Language’sroleincreatingmeaning……………………………………...........................9

2.4Communication……………………………………………………….............................10

2.4.1Theimportanceofcommunication…………………………………..................11

3.Languageapproachinnegotiation……………………………………………....................12

3.1ListeningandQuestioningskill…………………………………………….....................12

3.1.1Listening………………………………………………………..........................12

3.1.2Questioning…………………………………………………….........................13

3.2skillsofcompliments………………………………………………………....................14

3.2.1Choicesofcommendatorywords…………………………………....................15

3.2.2ComparisonofComplimentsbetweenChineseandEnglish…………................15

3.3skillsofapplyingindirectness………………………………………………...................16

3.3.1Reasonstoapplyindirectness………………………………………..................16

3.3.2Choicesofproperwords……………………………………………..................16

3.3.3Waysofexpressing………………………………………………......................17

3.4persuasiveskillinnegotiation…………………………………………….....................17

4.Howtoreachagreement………………………………………………………...................20

Conclusion…………………………………………………………………….........................21

Acknowledgement………………………………………………………………..................…23

References………………………………………………………………………......................24

Introduction

CommercialEnglishnegotiationsinChinahavebeencarrie