OnLanguageCommunicationSkillsinBusinessNegotiation1 21.docx

OnLanguageCommunicationSkillsinBusinessNegotiation1 21.docx

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OnLanguageCommunicationSkillsinBusinessNegotiation121

学号：

20125061816

学年论文

学院：

外国语学院

专业：

商务英语

年级：

2012级

姓名：

田朝华

论文题目：

TheEffectofLanguageCommunication

SkillsinBusinessNegotiation

指导教师：

刘怡露职称：

讲师

成绩：

2014年12月26日

Contents

Abstract1

Keywords1

摘要1

关键词1

1.Introduction1

2.ArtofLanguageinBusinessNegotiationRole2

2.1Reasonableuseoflanguage,interpersonalrelationshipswillhelpcoordinatethenegotiatingparties2

2.2Reasonableuseoflanguagearts,tocreateagoodclimatefornegotiations2

2.3Reasonableuseoflanguagearts,toresolveconflicts,relaxedatmosphere2

3.TheOverviewoftheCommunicationinBusinessNegotiation3

4.TheAnalysisoftheLanguageCommunication4

4.1OverviewandAnalysisofListening4

4.2OverviewandAnalysisofAskingQuestions5

4.3OverviewandAnalysisofAnswer6

5.Conclusion8

Bibliography8

TheEffectofLanguageCommunicationSkillsinBusinessNegotiation

Name:

liXinaNo.:

20125061816

BusinessEnglishMajorSchoolofForeignLanguages

Supervisor:

liuyiluTitle:

Instructor

Abstract:

Languageisthemediumofinformation,whichisatooltocommunicate.Businessnegotiationprocessistheessenceoflanguagetousenegotiationstocoordinateconsultations,seekconsensusprocess,andinthenegotiationsthinkinghowaccuratetheresultofareplayofthelanguageout,itisthebusinessofanysuccessfulnegotiationwiththekey.

Keywords:

negotiation,business,language,communication

摘要：

语言是信息的媒介,是一个沟通的工具。

商务谈判过程的本质是语言使用谈判来协调磋商,寻求共识的过程,以及在谈判中思考如何准确的结果重复的语言,它是任何成功的商务谈判的关键。

关键词:

谈判、商业、语言、沟通

1.Introduction

Abusinessnegotiationmaybeaformalaffairthattakesplaceacrosstheproverbialbargainingtable,inwhichyouhaggleoverpriceandperformanceorthecomplextermsofapartnershipventure.Alternatively,itmaybemuchlessformal,suchasameetingbetweenyouandseveralpeermanagerswhosecollaborationyouneedtoinitiateanewpolicy.Ifyouareanexecutive,manager,orstaffmember,youprobablyspendagoodpartofyourdaynegotiatingwithpeopleinsideandoutsideyourorganizationoftenwithoutevenrealizingit.Whetheryou’reputtingthefinaltouchesonacontractwithavendororgettingateamleaderordepartmentalmanagertoagreetoanewperformance-evaluationmethodology,youarenegotiating.

Businessnegotiationreferstothenegotiationthattakesplaceinthebusinessworldanddealswithbusinessrelationship.Businessnegotiationmaybeunderstoodasencountersbetweenfirms（oreconomicorganizations）withthegoalofreachingagreementstogaineconomicbenefits.

2.ArtofLanguageinBusinessNegotiationRole

2.1Reasonableuseoflanguage,interpersonalrelationshipswillhelpcoordinatethenegotiatingparties

Businessnegotiationhasstrongbacklash,thischaracterdeterminesthenegotiationsbothsidesoflanguagebetweentheinterpersonalrelationshiphassignificantinfluence.Duetothenegotiationsbothsidesrespectivelanguagesareexpressedhisdesire,requirements,whenbothsideswishesandactualincomeisconsistent,bothpartiescandevelopandmaintainagoodinterpersonalrelationship,Whenone'sdesiresanditsactualincomeabhorrentwhen,ifnothandledproperly,bothsidesconstitutesomerelationshipsarelikelytocollapse,evenburst.Duetothenegotiationsofinterpersonalrelationshipisprimarilythroughlanguageexchangetoreflect,therefore,languagearts,helpsthenegotiationsbothsidesrelations,consolidate,development,improveandadjustment.’

2.2Reasonableuseoflanguagearts,tocreateagoodclimatefornegotiations

Businessnegotiationisasciencebutalsoanart,isscientificandartisticorganically.Ontheonehand,businessnegotiationsarepeoplecoordinationmutualinterestsrelationshipsandmeettheirneedsbehaviorprocess,peoplemustfromtherationalAngletotheproblemsinvolvedsystemsanalysis,accordingtocertainlaws,rulesinordertoformulatethenegotiationofschemeandcountermeasures.Ontheotherhand,thebusinessnegotiationactivitiesareconductedbyspecificnegotiationspersonnel,inthiskindofactivity,negotiatorsknowledge,experience,mood,emotionandpersonalityfactors,andwillbeinacertaindegreeofnegotiationprocessandconsequences,makeanimpasseinnegotiations.Onlyuseartisticprocessingtechnique,canpromptlyresolvenegotiationofpossibleproblems,nimblytoadjusttheirbehavior,thusmakeoneselfinthefaceofaconstantlychangingenvironmenttrapgrain,canmaintainreactiontobiomagnificationandeffectiveness.Languagewillhavethiskindofartisticquality.Inthewholebusinessnegotiationprocess,whetherfirstmeet,stillappeardifficulty,canallbelanguagearttobuildgoodnegotiationatmosphere.

2.3Reasonableuseoflanguagearts,toresolveconflicts,relaxedatmosphere

Businessnegotiationreflectsbothsidesintheeconomicinterestsoftheoppositeandinterdependentrelationship.Inthenegotiationprocess,bothpartieswilltrytogainforthemselvesmoreinterests,andnoonegetthesizeandneedtomeetinthestartups,itwilldirectlyaffecttheotherparty’sinterestsandneedsmet.Goodlanguageexpression,evenretort,topersuade,contradictingeachotherrequirementsword,alsocanmaketheothersidelistenobject,Otherwise,evenagree,acknowledge,andsupportingeachotherwordslike,butalsomaymaketheotherpartyantipathetic.

3.TheOverviewoftheCommunicationinBusinessNegotiation

Communicationisattheheartofthenegotiatingprocess.Althoughplanning,preparation,andstrategizingareallkeynegotiationelements,communicationisthecentralprocessbywhichtheseelementsareenacted.Communicationprocesses,bothverbalandnonverbal,arecriticaltoachievingnegotiationgoalsandtoresolvingconflicts.

Whileitmayseemobviousthathownegotiatorscommunicateisasimportantaswhattheyhavetosay,researchhasexamineddifferentaspectsofhowpeoplecommunicateinnegotiation.Somebodyhaveproposedthat“negotiationisessentiallylinguistic”inthatit“representstheexchangeofinformationthroughlanguagethatcoordinatesandmanagesmeaning”.Innegotiations,languageoperatesattwolevels:

thelogicallevel（forproposalsoroffers）andthepragmaticlevel（semantics,syntax,andstyle）.Themeaningconveyedbyapropositionorstatementisacombinationofonelogical,surfacemessageandseveralpragmatic（i.e.,hintedorinferred）messages.Inotherwords,itisnotonlywhatissaidandhowitissaidthatmattersbutalsowhatadditional,veiled,orsubsurfaceinformationisintended,conveyed,orperceivedinreception.Bywayofillustration,considerthreats.Weoftenreactnotonlytothesubstanceofathreateningstatementbutalso（andfrequentlymorestrongly）toitsunspokenmessages.Professorsidentifyfourlinguisticdimensionsofmakingthreats:

1.Theuseofpolarizedlanguage,inwhichnegotiatorsusepositivewordswhenspeakingoftheirownpositions（e.g.,generous,reasonable,oreven-handed）andnegativewordswhenreferringtotheotherparty’sposition（e.g.,tight-fisted,unreasonable,orheavy-handed）.

2.Theconveyanceofverbalimmediacy（ameasureofintendedimmediacy,compellingness,orrelativepsychologicaldistance）,eitherhighandintendedtoengageorcompeltheotherparty（“Okay,hereisthedeal”or“Itakegreatcareto…”）orlowandintendedtocreateasenseofdistanceoraloofness（“Well,thereitis”or“Oneshouldtakegreatcareto…”）.

3.Thedegreeoflanguageintensity,inwhichhighintensityconveysstrongfeelingstotherecipient（aswithstatementsofaffirmationorthefrequentuseofprofanity）andlowintensityconveysweakfeelings.

4.Thedegreeoflexicaldiversity（i.e.,thecommandofabroad,richvocabulary）,wherehighlevelsoflexicaldiversitydenotecomfortandcompetencewithlanguage,andlowlevelsdenotediscomfort,anxiety,orinexperience.

4.TheAnalysisoftheLanguageCommunication

4.1OverviewandAnalysisofListening

Activelisteningandreflectingaretermsthatarecommonlyusedinthehelpingprofessionssuchascounselingandtherapy.Counselorsrecognizethatcommunicationsarefrequentlyloadedwithmultiplemeaningsandthatthecounselormusttrytoidentifythesedifferentmeaningswithoutmakingthecommunicatorangryordefensive.InthedecadessinceCarlRogersadvocatedthiskeycommunicationdynamic,interestinlisteningskills,andactivelisteninginparticular,hascontinuedtogrowbothgenerallyandinbusinessandorganizationalsettings.

Therearethreemajorformsoflistening:

1.Passivelisteninginvolvesreceivingthemessagewhileprovidingnofeedbacktothesenderabouttheaccuracyorcompletenessofreception.Sometimespassivelisteningisitselfenoughtokeepacommunicatorsendinginformation.Somepeopleliketotalkandareuncomfortablewithlongsilences.Negotiatorswhosecounterpartistalkativemayfindthattheirbeststrategyistositandlistenwhiletheotherpartyeventuallyworksinto,oroutof,apositiononhisorherown.

2.Acknowledgmentisthesecondformoflistening,slightlymoreactivethanpassivelistening.Whenacknowledging,receiversoccasionallynodtheirheads,maintaineyecontact,orinterjectresponseslike“Isee,”“Mm-hmm,”“Interesting,”“Really,”“Sure,”“Goon,”andthelike.Theseresponsesaresufficienttokeepcommunicatorssendingmessages,butasendermaymisinterpretthemasthereceiver’sagreementwithhisorherposition,ratherthanassimpleacknowledgmentsofreceiptofthemessage.

3.Activelisteningisthethirdformoflistening.Whenreceiversareactivelylistening,theyrestateorparaphrasethesender’smessageintheirown