试论国际商务谈判中的语言交际技巧.doc

试论国际商务谈判中的语言交际技巧.doc

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学士学位论文

ATENTATIVESTUDYONSKILLSOFORAL

COMMUNICATIONININTERNATIONALBUSINESSNEGOTIATIONS

试论国际商务谈判中的语言交际技巧

Contents

Abstract………………………………………………………………………………..1

Keywords………………………………..……………………………………………1

Introduction…………………………..…………………………………………..……2

1Evaluatingstandardsoflanguageininternationalbusinessnegotiations……..…….3

2Correctusageofvaguelanguage………………………………………………….3

2.1Authorizationlimited……………………………………………………………....4

2.2Avoidanceofdirectutterance……………………………………………………5

2.3Therequirementofpersuasion…………………………….………………………6

2.4Therequirementofself-production………………...…..…….……………………7

3Correctusageofpolitelanguage……………………………………………………………..7

3.1 Politeexpressionoffavorablenews……………………………………………………….8

3.2Politeexpressionofunfavorablenews……………………………………………………9

3.2.1 Adoptionofsoftenedexpression………………..……………………………………….9

3.2.2Applicationofempathictechnique……………………………………………………..10

3.2.3Givingpartnersaface…….…………………………………………………..……….….10

3.2.4 Adoptionofpassivevoice……………………………………………………...………..11

3.3 Politeexpressionofneutralnews……………………………………………….………..11

3.3.1 Changingcommandingtoneintorequestingtone……….………………….………..12

3.3.2 Usingthepastsubjunctiveform………………………………………..…………….…12

4Correctusageofdecentlanguage…………………………………………………….…….12

4.1 Adoptionofprofessionalexpressions……………………………………………………13

4.1.1 Usingexpressionsoflegallanguage…………………………………………………...13

4.1.2 Thecorrectcomprehensionanduseofcommercialterms………...………………..13

4.2 Usingaccurateexpressions…………………………………………….………………….14

4.2.1 Choosingonlyaccuratefacts,wordsandfigures………….…………………………14

4.2.2 Avoidanceofoverstatementandunderstatement…………….………………………15

4.3 Appropriateexpressionofadvantages………………………...…………………………15

4.3.1 Avoidanceofusingflowerylanguage………………………………………………….16

4.3.2 Minimizingexclamation……………………………………………..…………………..16

4.3.3 Avoidanceofusingdirectcomparison…………………………………………………17

4.3.4 Weakeningsubjectivecoloring…………………………………….……………………17

Conclusion………….………..……………………………………….………………18

References……….…………..………………………………………….……………19

Acknowledgements…………………...……………………………………………19

ATentativeStudyonSkillsofOralCommunicationinInternationalBusinessNegotiations

Abstract:

Theprocessofinternationalbusinessnegotiationsiscomplicated.Toreachanidealobjectivethroughinternationalbusinessnegotiationsrequiresustoconsiderthefactorsfrommulti-aspectsandapplyvariousskillsandstrategies.Asabasictoolofcommunication,languageobviouslyplaysanimportantroleintheprocessofinternationalbusinessnegotiations.Howtousetheinstrumentoflanguageappropriatelyandskillfullysoastogaintheeffecttoenhancefriendshipandeaseupconflictbetweenthetwopartieswiththeresultofpromotingthenegotiationefficiencyisoneofthedecisivefactorsofnegotiations’successaswellasthestudyobjectiveofthispaper.Focusingonthisobjectivethepaperwillgiveananalysistotheappropriateusageoflanguageintheregisterofinternationalbusinessnegotiationsfromthreeangles,thatis,vaguelanguage,politelanguageanddecentlanguage.

Thespecialtyofthispaperwillberepresentedthroughthefollowingaspects:

1）toanalysetheapplicationofvaguelanguageintheregisterofinternationalbusinessnegotiationsthroughmulti-anglesaccordingtotheconclusionofthevaguelanguage’sfunctionsgivenbyJoannaChannell;2）tostudythefeaturesofpolitelanguageininternationalbusinessnegotiationsinrespectoflanguage’sexpressivefunction;3）todescribetheuseofdecentlanguageinregisterofinternationalbusinessnegotiationsinadeepdegree.

Keywords:

Vaguelanguage;Politelanguage;Decentlanguage

试论国际商务谈判中的语言交际技巧

摘要：

国际商务谈判的过程错综复杂，成功的国际商务谈判需要我们考虑到多方面的因素，运用多种谈判技巧和策略。

而语言作为交流的基本工具很显然在国际商务谈判的过程中起着十分重要的作用。

怎样合理和巧妙地运用语言工具，增进感情，缓和谈判双方的矛盾，提高谈判的效率是谈判成功的决定性因素之一，这也是本文研究的目的。

为此，本文分别从模糊语言、礼貌语言、得体语言这三方面阐明了语言在国际商务谈判这一语域中的灵活运用。

本文的不同之处在于从JoannaChannell对模糊语言功能的总结出发多角度地分析了模糊语言在商务谈判语域中的运用，从语言“表情功能”的角度分析了商务谈判语言的礼貌特征，最后又深入剖析了商务谈判中的得体语言。

关键词：

模糊语言；礼貌语言；得体语言

Introduction

The21stcenturyisaperiodnotedfortheglobalizationoftheworldeconomy.Withtherapiddevelopmentofinternationaltradeandthediversificationofformsofinternationalcommercialcooperation,internationalbusinessnegotiationisplayingamoreandmoreimportantroleintheworldeconomydevelopment,whichdeterminesinacertaindegreetheresultofthetradeandthefateoftheenterprises.Accordingly,thescienceofinternationalbusinessnegotiationhasarousedanincreasinginterestofdifferentpeopleandthestudyofthisfieldturnstobemorein-depthwiththeresearchextendedtoeverydetailofnegotiation.Oneofthestudyaspectsislanguage,thebasicinstrumentofcommunication,whichis