The importance of English in business negotiation商务谈判的重要性.docx

The importance of English in business negotiation商务谈判的重要性.docx

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TheimportanceofEnglishinbusinessnegotiation商务谈判的重要性

TheimportanceofEnglishinbusinessnegotiation

Abstract

Withincreasingeconomicdevelopmentandinternationaltradeactivities,internationalbusinessnegotiationisgraduallyincreasingimportanceofbusinessEnglishhasbecomeincreasinglyevidentinthecontextofthedevelopmentofglobalization.Theincreasingcross-borderbusinessactivitiesBusinessEnglishisalsoincreasinglybypeoplewideattention.Asweallknow,theinternationaltradeexchangesbecomemorefrequent,thebreadthanddepthoftheexchangealsocontinuestoexpand.Businessnegotiationisthemostimportantcommercecenterlink.However,duetoplayerssubjecttonegotiationvalues,waysofthinking,culturaldifferencesandotherrestrictionsresultingintheirdemeanorandnegotiationmethodsvary.Sonegotiatorsshouldpayfullattentiontotheimpactofdifferentnationalandculturalenvironmentfornegotiations.Things’influenceisoftencausedbybothinternalandexternalresults,andinthispaperthefactorsofbothinternalandexternaltradebyanalyzingtheimpact.UnderthepresentsituationafterChina'saccessiontotheWTO,Chinamadeanumberofforeignworkersspecificrequirements.

Keywords

Businessnegotiations;Cross-culturalStrategy;economicdevelopment;theimportanceofEnglish;

1.Introduction

Incross-culturalnegotiations,thedifferentgeographical,ethnic,culturaldifferenceswillaffectthethinkingofthosenegotiations,thenegotiationstyleandbehavior,thusaffectingtheentirenegotiationprocess.Therefore,toengageinbusinessactivities,especiallyforthecross-borderbusinessactivitiesmustunderstandandmasterthelinksbetweendifferentculturesanddifferences.Howtomakeandreceiveeachother'sconditionisrequiredforeachbusinessactivitybyamasterofthearttechniques.

Businessnegotiations,aspecialmodeofinterpersonalcommunication,necessarilymeansassociatedwithdifferentregions,differentnationalities,differentsocialculture.Cross-culturalnegotiationappears.Beforenegotiations,wemustknowtheimpactofculturaldifferences.Onlytofacethegoaltomakeapositiveimpactcometrue.

Contents

1.Conceptofbusinessnegotiation

1.1ThedefinitionofBusinessNegotiation

Negotiationsareimportantinbusiness,personalrelationshipsandconflictresolution.Somenegotiationsbringanendtoconflicts,whileothernegotiationshelppartiesstrikedealsinwhichbothpartiesaresatisfied.However,theartofnegotiationoftenhastobelearned.Itreferstobusinessnegotiationthattakesplacebetweentheinterestgroupsfromdifferentcountriesorregions.Itisanimportantactivityfrequentlyinvolvedinforeignandothereconomicexchange,servingasacriticalapproachandmethodfortheseinterestgroupsorindividualstoconfertogethertoreachanagreementorsettletheissuesoftheirinterestconflicts.

1.2PrinciplesofBusinessNegotiation.

Businessnegotiationisthesolutiontoreachanagreementortosolvethedisagreement.Itisalsoaprocessofexchanging，discussingandevenarguingabouttheissue.Anypartyinthenegotiationwantstocooperatewiththeotherpartytoreachhispurposeandtrytowinthe most benefitsaswell.Therefore，itisnecessarytoadopttheappropriatelanguagestrategies.Amongthem，politenessstrategiesaremostcommonlyusedtocontributetoasuccessfulbusinessnegotiation.Politenessstrategiescanenhancethemutualtrustandunderstandingamongnegotiatorssoastoincreasetheopportunities.Thisarticleattemptstohighlightthepolitenessprinciplesandanalyzetheirapplicationinbusinessnegotiation.Theappropriatetreatmenttothethreatoffaceincommunicationcanretainbothpositiveandnegativeaspectsoftheface，thusmakingthenegotiationgoonsmoothly.

1.3FunctionsofBusinessNegotiation.

Businessnegotiatorsinteractnottohavefunbuttoattaingoals.Asamatteroffact，notonlyinthebusinessnegotiation，butoneveryoccasionwhenBusinessEnglishappears，thereisadistinctfeaturedistinguishingitfromEnglishthecommunicationisforthebusiness.Whetherthelanguageusedisgoodorbadisdeterminedbythefinaldeal.SincethevaguenessinEnglishforbusinessnegotiationisnotalwaysbringingpositiveeffects，apolishedbusinessmanshouldbecapableofapplyingsuchstrategiesofbeingvagueinhisutterancesappropriatelyaccordingtodifferentsituationstoachievehisnegotiationgoals.

2.TheroleofEnglishindifferentbusinessnegotiationstages.

2.1Inopeningstage

Businessnegotiationisacomplexhumanactivity,itplaysanimportantroleineconomicinteractions.Thisisalsotheexchangeofinformationbetweenthetwoparties.TheimportantroleoftheEnglishlanguageinthebeginningofthenegotiationsisveryimportant.Thisisindeedworthlearninghowtogetalongwitheachothernegotiatingskills.Toavoiddeadlockorfailureofthenegotiations,interpersonalmeditationisthemostimportantfactor,whichshouldnotescapefromoureyesone.

Eachnegotiator'sinterests,theinterestsaredifferent,weshouldseriouslystudyanalysisnegotiatorstograspitspurposeandpracticalinterestsliemainlyinvolvedinthenegotiations.Thisrequiresustobefullypreparedbeforethenegotiations,cleareachother'sculturalbackground,interests,habitsandworkperformanceandthelike.Inaddition,weshouldalsobeawareofcompetitors.Inordertodevelopareasonableplan,theuseofcorrectEnglishlanguageskills.

2.2Inquotationstage

ProductNametranslationhasimportantpracticalsignificanceidentity.Thatisthenametranslatedexactlyappropriate.Yetthesourcelanguagenameofartisticandcommercial.Achievewidespreadpublicityandpromotionalpurposegoods;andalsohasawealthoftheoreticalsignificance,namelytobroadenlinguisticresearchspace.Enrichtheconnotationoflinguistics.Butalsotopromotelinguistictheoryandpracticalapplicationoforganiccombination.Onlytryingtofigureoutconsumerpsychology.Respectfornationalculturalhabits,therighttouseavarietyofmethodsandtechniquestrademarktranslation.Itwillmakethetranslationtranslateddominateincommercialwar,promoteconsumption.

Inshort,inthefaceofpricesensitiveissue,itisimportanttocommunicatetheEnglishlanguageinthenegotiations.

2.3Innegotiationstage

Ininternationalbusinessnegotiations,themostdifficultthingisthenegotiatorsofdifferentcultures,waysofthinking,customs,behavior,workunderstandingandrecognition.So,forthenegotiationofinternationalbusinessnegotiations,weshouldpayattentiontodetail.BecausethenegotiationstageoftheapplicationinEnglish,notonlyrelatedtothenegotiations,buttoeachother'scustoms,culturaldifferencesandsocarefulandthoroughstudy.Therefore,inordertonegotiatefamousWesterners,butalsostressedthepreparatoryworkofthenegotiationstagetoaccountforaboutathirdofthetimethroughoutthebusinessnegotiations,negotiationsareparticularlyimportantasEnglish.

    Wemustnotonlyunderstandeachother'scultureandcustomsbackground,moreimportantistofindoutabouteachother'sinnermostthoughts..Todo"tofindoutabouteachother,"atthispoint,weturntoseewhatwesternersinChineseeyes.WetakealookattheWestishowtoevaluatethecharacteristicsoftheChinesepeopletonegotiate,inordertoponderhowtodealwiththesecharacteristicsWesterners,preciseuseoflanguage.

2.4Inclosingstage

Peopleonthetraditionalconceptoftheideaofnegotiatingpartytalksmusthavemadeanabsolutevictory,theotherabsolutefailure.Inthenegotiations,thenegotiationsarehabituallyinanefforttoprotecttheirowninterests,whilemaintainingafirmstand,andthereforeacompromisetogettheweightbecomesgreaterbenefits.Thenumberofsuchopportunitieswillnotappearfewerparties.AppliedEnglishlanguageroleinthenegotiationsisevenmoreimportant.Negotiationsshouldstrivetotappartofthesameinterests,andthroughthe"cake"biggerintereststoworktogether.Blindlyconcernedabouttheirowninterests.Asksfullyaccepttheirpointofviewisnotcorrect,itisunrealisticwitheredstrongmutualcooperation,thepossibilityofhugeprofitsandmutualassistance,tostimulatethemtoacceptyourcommentsandsuggestions,basedontheirowninterestsagreeon.CulturaldifferencesmakeEnglishmoreimportantinbusinessnegotiations.

3.Qualitiesbusinessnegotiationspersonnelshouldpossess

3.1oralEnglish

Negotiationsareessentiallyideas,wishesemotionalcommunicationprocessbetweenpeople,itisanimportantsocialevent.Negotiatorsshouldbegoodatdealingwithdifferentpeople,butalsogoodatdealingwithvarioussocialoccasions.Thisrequiresthatthenegotiatorsshouldhavestrongwritingskillsandoralcommunicationskills.Conciseandaccurateskillsarebasicskillsnegotiators.

Listengreatestweaknesslessinexperiencednegotiatorscannotpatientlylistentoeachotherspeaking,theythinkthattheirtaskistotalkabouttheirsituation,hesaidhewantedtosayandrefuteeachother'sobjections.Thus,inthenegotiations,theyalwaysthoughtthefollowingwordstosay,donotpayattentiontolistentotheothersidetospeak,alotofvaluableinformationislostthisway.Theymistakenlybelievethatgoodnegotiatorssaymuchmorebecauseonlygrasptheinitiativefornegotiations.Infact,asuccessfulnegotiatorhasthemorethan50percentofthetimetolisten.Theylisten,whilethinking,edgeanalysis,andcontinuetoaskquestionstoeachother,toensurethattheyfullyunderstandeachothercorrectly.Theylistencarefullytoeve