论商务英语谈判技巧英文.docx

论商务英语谈判技巧英文.docx

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论商务英语谈判技巧英文

成都大学

毕业设计（论文）

题目：

OntheSkillsofCommercialEnglish

Negotiation

作者姓名：

邹长勤学号：

200331030813

指导教师：

王慧职称：

讲师

所在学院：

外国语学院专业：

英语

答辩日期：

2007-6-16

2007年6月6日

论商务英语谈判技巧

摘要：

商务英语谈判中有许许多多谈判技巧，此论文主要目的在于突出商务谈判技巧中的语言技巧。

在正文中，首先分析了谈判的必要程序，然后进行谈判语言技巧的研究。

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

OntheSkillsofCommercialEnglishNegotiation

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………………………………………………………………………....................................

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

Abstract…………………………………………………………………………….....................

Keywords………………………………………………………………………….......................

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

OntheSkillsofCommercialEnglishNegotiation

Introduction

CommercialEnglishnegotiationsinChinahavebeencarriedoutfarmorefrequentlywiththedevelopmentofeconomy.Inanincreasinglycompetitiveanddynamicbusinessenvironment,negotiationiscriticallyimportanttothesuccessand,ultimatelytothesurvivalofcompanies.Sonowadaystheabilitytonegotiateisoneofthemostvaluableskillsyoucanbringtoanyjob.Negotiationisaboutbothsidesreachingagoodoutcome,oratleastonetheyfeeltheycanlivewithandhavecontributedtoanditwillalmostcertainlyinvolvecompromiseonbothsides.Undersuchcircumstances,thebusinesstradersneedtomasterandconstantlyimprovetheirnegotiatingcapabilitiesandskillstoachieveabetterresultthroughnegotiation.

Tosomeextent,commercialnegotiationcanbeconsideredasabattlefoughtagainstnegotiators.IncommercialEnglishnegotiations,negotiatorsmustobeythetraderules,negotiateprocessandmeanwhilemaintaintheirownbenefits.Howeverinnegotiating,bothpartiesinvolvedwillendeavortowinthemostbenefitswhilemaintainingcooperationwitheachother.Thereforeitisnecessarytoadopttheappropriatelanguageskills.Amongthem，complimentsandpersuasionarethemostcommonlyusedskillsthatcontributetoasuccessfulcommercialnegotiation.

Negotiationisbasicallytheverbalcommunication,andsometimesitisaplayoflanguage.Negotiatorsneedtoknowbetteraboutthelanguageskills,suchascompliments,persuasiveskills,andhowtoexpressindirectlytoavoidconflicts,soastomakethenegotiationsucceed.

Ideally,commercialnegotiationsshouldbefoundedonmutualtrustandrespect.Theyshouldbeconductedwithinaproblem-solvingatmosphere,withsufficienttimetotackleallissues.

1.Negotiation

Negotiationisabasichumanactivity.Itisabasicmeansofgettingwhatyouwantfromothers,itisaprocessweundertakeineverydayactivitiestomanageourrelationship,andaprocessthroughwhichpartiesmovefromtheirinitiallydivergentpositiontoapointwhereagreementmaybereached.Butamoderndefinitionofnegotiationisaprocessbywhichtwopartiesattempttoreachanaccordthatspecifieshowtheywillacttowardtheother（Putnam,1992）

Sincethepurposeofnegotiationistoresolvethedifficultiesthatstandinthewayofanagreement.Itisaback－and－forthcommunicationdesignedtoreachanagreementwhenyouandtheothersidehavesomeintereststhataresharedandotherintereststhatareopposed.

Weknowtheessenceofnegotiationisthatitisnotaboutwinningorlosing,itisaboutstrikingadealwhichissatisfactorytobothsides.Ofcourse,youreffortsshouldbedirectedtowardsensuringthatitismoresatisfactorytoyoursidethantotheother.Inordertoachievethegoalwehavedecidedbefore,weneedtopaymorenecessaryattentiontotherelatedprocess.

1.1Stagesofnegotiation

Theprocessofnegotiationcanbedividedintothreeaspects:

pre-negotiation,face-to-facenegotiation,andpost-negotiation.（PervezGhauri,Jean-ClaudeUsuniser,1996:

7）Astageoftheprocessreferstoaspecificpartoftheprocessandincludesallactionsandcommunicationsbyanypartypertainingtonegotiationsmadeduringthatpart.Inthepre-negotiationstage,partiesattempttounderstandeachother’sneedsanddemands,whicharedonethroughinformationgatheringandinformalmeetings.Theface-to-facenegotiationissometimescallednegotiatingstage,asitisthemainstageinnegotiation.Thepost-negotiationstagereferstothestagewhenpartieshaveagreementuponmostofthemajorissuesaswellassomelesssignificantterms.

1.1.1Pre-negotiation

Thepre-negotiationstagebeginsfromthefirstcontactbetweenthetwosideswhoseinterestindoingbusinesswitheachotherisshown.Itisfromthisstageonthatbothsidesbegintounderstandoneanother’sneedsandevaluatethebenefitsofenteringintotheprocessofnegotiation.Bothsidesnowgatherasmuchinformationaspossibleoneachother,liketheoperatingenvironment,involvementofotherthirdparties,influencers,competitorsandtheinfrastructure.Themainissuehereistodefinetheproblemtobejointlysolved,foritwillbothreflecteachother’sexpectationsandisnecessarytogetcommitmentfromeachother,whichwillthenhelptoachieveaproblem-solvingsituation.

Informalmeetingsstartasthetwosidesexamineeachother’sposition.Whetherbothsidescontinuetothenextstageofthenegotiationprocessdependstoquitesomeextentonhowtheyfeelaboutcooperation,conflict,andexpectedbenefitsandsoon.

Inordertobebetterpreparedbeforethenegotiation,bothsidesshallhavetotakeintoaccountthefollowingtwoitems,namely,environmentalfactorsandgatheringofinformation.

1）Heretheenvironmentalfactorsincludepolitics,religiousbelief,legalsystem,businesspract