The Art of Language in Business Negotiation商务谈判中的语言艺术.docx

The Art of Language in Business Negotiation商务谈判中的语言艺术.docx

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TheArtofLanguageinBusinessNegotiation商务谈判中的语言艺术

TheArtofLanguageinBusinessNegotiation商务谈判中的语言艺术

INTRODUCTION

Negotiationcannotgetawayfromtalkingword,thatistosaycannotgetawayfromthewordspeopleusedforcommunicating.Wordsarethefoundationwhichnegotiatingbusinessmenusedforcommunicating,linkingandconsulting.Theusingofthewordsinbusinessnegotiationisthemaintooltosolvethenegotiatingproblem,anditrelatingtowhetherthenegotiationwillbesuccessful.Agoodnegotiatingbusinessmanisalsoasuperiorwhocanusethewordsproperly.Thenegotiatingbusinessmanmustunderstandandusedthewordsproperlysothatthewordscanbeservedforthenegotiating.Thisarticleemphasizestorelatetheskillofusingwordsininternationalbusinessnegotiation.

InthewakeofChinajoinsWTO,theforeignbusinessactivityofChinahasbecomemoreandmorefrequently,thechanceoftheforeignbusinessnegotiationalsoincreased.Moreandmoreforeignbusinessmanswarmintoourcountrytodealwiththeirbusinessactivity;moreandmoreChineseenterprisergooutourcountrytotouchtheinternationalmarket.

Justweallknow,thebusinessactivitycouldn'tstrayfromthebusinessnegotiation.Andthebusinessnegotiationistheimportantcontentofthebusinessactivity,alsoisthenecessarymeansofthebusinessactivity.Thebusinessnegotiationismakeanimportantroleinthebusinessactivityandacorporation.Thesuccessfulbusiness

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negotiationcanmakeabigeconomicreturnsandsocialbenefits.So,ifwewantdevelopthebusinessactivityfavorably,wemustmakethebusinessnegotiationsuccessfully.

Inordertomakethebusinessactivityfavorably,wemustdemandedthebusinessnegotiationmoreeasily、cleanly、concretelyandperfectly.

ThesearesomanyissuesthatChinesecorporationandbusinessnegotiatorsneedtoaddressinordertobesuccessfulintoday’s

internationalbusinessenvironment.

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CHAPTERONE

TheImplicationandImportanceoftheWordsArt

1.1TheImplicationoftheWordsArt

Negotiationisthebehaviorandprocesswhichpeopleinordertomoderatingrelationofeachotherthroughaconfabulationtocarryouttheopinionconsistent.Andthewordsisthebasictoolwhichpeoplecommunicatewitheachotherandalsoisthetoolwhichhumandependonwithcarryingonthinking,sotheprocessofnegotiationcannotgetawayfromexpressingandcommunicating.Inspiteofwords,peoplealsocanapplyothertoolsintheprocessofcarryingonaconsultation,likethewarsignal,lightsignal,varioussecretpasswordandthefacialexpression,signal,bodylanguage,etc.Thewordinnegotiationisamatchorallanguageandbodylanguagetocallwhichpeopleusedfornegotiating.Theimplicationofnegotiationwords:

first,itistheword’sconcreteusage

intheinternationalbusinessnegotiation,directlyservicedforcarryingontheendpurposeofthenegotiation,theeachkindofinformationwhichexpressthewill,emotionandinformthereasonableness,emotionandreality.Secondly,thewordsinbusinessnegotiationisalsotheparticularperformanceofthethinkingandtheintelligenceabilityinthenegotiating,appreciatethenegotiationlanguageofopponentthendoareaction,withacertainperformancewaytocarryonadvisingtoguide,threaten,probeinto,allusionandcross

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1.2TheImportanceoftheWordsArt

Businessnegotiationbehaviorconcentratesthebehavioroflanguagecommunicating,astheresult;thelevelofthewordsartdecidestherelationshipbetweenthebothpartiesevenwhetherthenegotiationwillbesuccessful.It’sveryimportanttostressthewordsartinbusinessnegotiation.

1.3AssisttoExpressthePointandEnforcetheStrategy

Intheinternationalbusinessnegotiation,ifbothpartieswanttoexpresstheyownthinkingresultofjudgment,reasonlogicallyandargument,theyhavetousethewordsartproperly.Alsoiftheywanttomaketheownnegotiationstrategyeffectivelycarriesouttoachievesuccesstheymustunderstandhowtousethewordsart.Suchaswhilemakeuseofthe“redandwhiteface”strategy,thepersonwhoartsasthe

“whiteface”notonlyperformtheattitudestrongandtough,alsoletanythingreasonable,allthepointshaveitsbasis,tokeepthegoodimage.Thestrategydoesn’tmeanthatthe“whiteface”shouldspeakloudlyor

impoliteness.Anidiom,aliteraryreference,aparableorajokingsmilecandefendself-interest.

1.4AssisttoDealwiththeRelationshipwithEachOthers

Ininternationalbusinessnegotiation,therelationshipbetweenthebothpartiesareperformedbythewordscommunication,thewordsexpresstheirownwishesandrequest.Thelevelofthewordsartmayletthe

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relationshipbetweenthebothpartiesadjust,improve,strengthenanddevelop;alsoitmaycausedisintegration,breaksothatthenegotiationfail.Inthebeginning,businessmanshouldmakeuseofthelanguagearttocreateakindofeasy,nature,harmoniousandpleasedatmosphere;successfullycreateagoodpremiseforthenegotiation.Aftergreetingwitheachother,beginyournegotiationusethehumorwords”whetherwe

canopenthepurdahornot”or“howaboutpreannounceourprogramfirst”etc.itwillbegoodforyourbeginningofthenegotiation.Ifyoujustharping,farawayfromthepoint,orcoldeyeshorizontaleyebrow,keepingsilentorthenotsmoothwordwouldpossiblebreakthebeginning.Higherlevelofthewordartcanexpressthepurposeexactlyandcankeepthegoodrelationshipbetweenbothparties,evenreactionordenytheother’srequest,canalsosaytactfully,andlettheotherpartysatisfyyour

suggestion.Otherwisethewordwhatpraise,approve,orsupporttheother’spointmayalsomaketheopponentimpression.

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CHAPTERTWO

ThePointoftheNegotiationWords

2.1ServefortheNegotiationpurpose

Thenegotiation,whichhasbrightsenseofpurpose,isonekindofcoordination,thenegotiators’languageexpressioninbusinessnegotiation

mustconsistentwiththenegotiationgoal,thecharacteristicoftheopponentandthelanguageenvironment,alsomustobeythenegotiationpurposebasically.Organizethelanguageexpressionpointedaccordingtotheconcretesituation,thiscanachievetheeffectofthenegotiationlanguageexpression,canrealizethenegotiationsgoal.

Eachnegotiatorhastheindividualitylanguagecharacteristic,theirindividualitylanguagecharacteristicisaseriesoffactorslikeownstatus,theexperience,theoccupation,theculturalaccomplishment,thethoughtdispositionandsoonmanifestinthelanguageutilizationsynthesis,so-called“one'swordsechowhatisinone'sheart”,“styleshowstheman”.Butthenegotiators’languageexpressioninbusinessnegotiation

mustconsistentwiththenegotiationgoal,thecharacteristicoftheopponentandthelanguageenvironment.Therefore,negotiationrequeststhenegotiatorconcealsownlanguagestyletemporarilyinfrontofthespecificconditionandthecharacter,todealwiththeopponentbynewpointedlanguage.So-calledseesdifferentpersontospeakdifferentspeech,onlylikethis,canconsistentwiththeopponentinthelanguage

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andinpsychology,withtheenvironmentandthecondition,canmoreadvantageoustothebilateralcommunicationwhenneedstocommunicate,cancarryonthesuccessfulnegotiationseffectively.

Thenegotiationslanguageexpressionisaquitecomplexprocess.Whentheexpressionsidedeferstotheanticipatedgoaltosendoutthelanguageinformation,becausesometimesexpressesimproper,orlacksthescienceunderstandingoftheopponent,possiblycausesanotherparty’smisunderstandingortherepugnance.Atthistimemustperformtocontrolandadjust,thatistosayreplaceonekindofexpressionform,lettheoppositepartyeasytounderstandandtoaccept.Sometimesinthenegotiationsinitialstagethenegotiationiscarriesonaccordingtotheoriginalgoal,butintheprocessofthenegotiationmightoffthesubject,deviatedtheoriginalgoal,thisneedstoadjustthenegotiationslanguagesimilarly,sothatcanreturntocomeupwiththenegotiationsgoal.

Moreover,theuniformitybetweenthelanguageexpressionandthenegotiationsgoalalsorestrictbythenegotiationitself.Althoughnegotiationhasfilledwithmanyskillsandart,negotiationitselfneedstosolvethebilateralsoliddivergencepoint,achievestheassignmentandthecoordinationofsomebenefit.Therefore,thenegotiationslanguagegenerallyinlanguageessentialfactorsandtheexpressionformlikethewordsexpressions,sentencetype,rhetoricandsoonrequesttactful,accurate,avoidsusingthewordstoomagnificentandtheambiguous

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literaryelegance,thuswecantransmitexplicitlyourownstandpoint,theviewpoint,therequesttotheoppositeparty.

2.2ThePointedandFlexibilityoftheNegotiationWords

Becausetherearemanyvariestypesofnegotiation,theparticipatednegotiationpersonfrequentlybecauseaspectsofnationality,state,region,age,sex,occupation,duty,statusandsoonaredifferentcausethemannersandcustoms,theculturalaccomplishment,thedisposition,thepsychologyandsoonmanyaspectdifference.Thenegotiations’aimisto

letthebothpartiestoreachakindofcoordinationonthebasicofunderstandmutually,ifthenegotiationlanguageexpressionenablesoppositepartytounderstandaccurately,thennegotiationactivityalsonottobeabletoachievetheanticipatedgoal.Thepointedofthenegotiationwordsisreferstothelanguagetohavetorevolvethenegotiationsthroughoutthebenefit,withacleargoal,enhancestheefficiencyofthelanguage.Tobespecific,thepointedofnegotiationwordsincludes:

inviewofonekindofnegotiations,inviewofo