the skills in english business negotiations论文 定稿学位论文.docx

the skills in english business negotiations论文 定稿学位论文.docx

《the skills in english business negotiations论文 定稿学位论文.docx》由会员分享，可在线阅读，更多相关《the skills in english business negotiations论文 定稿学位论文.docx（7页珍藏版）》请在冰豆网上搜索。

theskillsinenglishbusinessnegotiations论文定稿学位论文

课程论文

NegotiationSkills

谈判技巧

班级

学号

姓名

2011年6月30日

TheskillsinEnglishbusinessnegotiations

Author:

WangCaiHong

Abstract

Businessnegotiation,itistopointtothenegotiationsbothsidestoachieveacertaingoodsorservicestothedeal,manykindoftradingconditionsforconsultationactivities.Withthedevelopmentofmarketeconomy,theconceptofgoodsinexpandingisextension,italsoincludesnotonlythephysicallaborofallproducts,alsoincludesthecapital,technology,information,andservice.Therefore,businessnegotiationistopointtoallthediscussionaboutcommodity,suchascommoditysupplyanddemandnegotiations,technologyimportandtransfernegotiations,investmentnegotiations.

Alongwiththedevelopmentofeconomicglobalization,China'sinternationaltradeisbecomingmoreandmoredeveloped.Internationaltradebusinessnegotiationisunavoidable,sowemustunderstandthecultureofmerchantofvariouscountriestodiscussinternationalbusinessnegotiation,analysistheprocessofinternationalbusinessnegotiationandthenegotiationskillsofmerchantsallovertheworld,enhancethecompetitivenessofChinesemerchantsininternationalbusiness.

Keywords:

Businessnegotiation;Negotiationskills;Negotiationstyles

商务英语谈判技巧

摘要

商务谈判，是指谈判双方为实现某种商品或劳务的交易，对多种交易条件进行的磋商活动。

随着市场经济的发展，商品概念的外延也在扩大，它不仅包括一切有形的劳动产品，还包括资金、技术、信息、服务等。

因此，商务谈判是指一切商品形态的交易恰谈，如商品供求谈判、技术引进与转让谈判、投资谈判等。

随着经济全球化的发展，我国的国际贸易也越来越发达。

国际贸易中的商务谈判在所难免，所以必须懂得各国商人的文化来探讨国际商务谈判，分析国际商务谈判过程、世界各国商人的谈判风格，增强中国商人在国际贸易中的竞争力。

关键词：

商务谈判，谈判技巧，谈判风格

BusinessEnglishnegotiationspragmaticstrategyuse

1preface

Aforeignbusinessnegotiatorshouldfamiliarwithtalkprinciples,notonlytorelevantlawsandbusinessoperations,buttograspsomenegotiationskillsandbeproficientinuseofsomepragmaticstrategy,namelytheflexibilityoflinguisticexpression,meansandskillstoachievethedesirednegotiationsaims.

Businessnegotiationisacomplicatedprocessaboutproblemsolvingandreachinganagreement.Negotiators’wordscanbevariousaccordingtodifferentobjectandusethelanguagestrategyaccordingtothedifferentpeople.Inbusinessnegotiationprocess,successfulpragmaticstrategywillundoubtedlyplayapositiverole.ThispaperdiscussestheuseofbusinessEnglishnegotiationspragmaticstrategy.

Interculturalbusinessnegotiationisthevariouscountriesandregionsofthepeopleinordertoachievethegoalsthattrademutualconsultationactivities.BecauseEnglishistheofficiallanguageoftheEuropeanandAmericancountries,sobusinessnegotiationlanguagemosttimesareuseofEnglish.ThenegotiationsinvolvingtheEnglishskillsaboutaskedquestion,acarefulstudyofthecharacteristicsandprinciples,negotiationsproperlybyusingEnglishskills,istheimportantfactorofnegotiationssuccess.

2Englishnegotiationskills

2.1Businessnegotiationpreparations

Businessnegotiationpreparationsisalsoapartofthebusinessnegotiationskills,itoftencanhaveanunexpectedeffectstoeachother.Beforenegotiations,makeafullyinvestigationofeachother,analysisthedisadvantagesandadvantagesofthem.Analysiswhatkindofproblemcanbediscussed,andwhatisnotneedbenegotiated.Alsoyoushouldanalysiswhatkindofproblemisthemostimportanttothem.Alsowanttoanalysisourownsituations.

Supposewewillnegotiatewithabigcompany’manager,,firstofallweshouldasksomequestions,thenlistsaquestionsheet,questionstoaskallpriortothinkwell,otherwisetheeffectofnegotiationwillbediscounted.

2.2Goodatlisteningto,dospeaklessandlistenmore

Businessnegotiationisactuallyakindofdialogue,inthisdialogue,thetwosidesexpoundedhissituation,statetheownpointofview,listentoeachotherproposal,offer,anddotheproposal,alsooffer,mutualconcessions,andfinallytoreachanagreement.Successfulnegotiatorsusemorethan50%ofthetime.

Theylistento,sidetoside,analysis,andtokeeptheothersideputsforwardproblems,toensurethecorrectunderstandingofeachothercompletely.Concreteis,totrytoencourageeachother,“Please?

Goon.”“Yes”Andaskproblemmaketheothersidetalkabouttheirsituation.Ifunderstandtheother'sideayoucansay,“Iknowwhatyoumean”.Ifyouagreedyoucansay,“thatisagoodidea”.Ifyouwillagreewithsomeconditionyouwillsayforexample,“Weacceptyourproposal,onthe Conditionthatyouorder30000units.”

2.3Questionsskills

Questionsskillsareveryimportant.Throughquestionswecannotonlyobtainsomeinformationthatwecannotgetusually,butcanconfirmourpreviousjudgment.Exportersapplicationopenquestions（namelyreplyisnot"yes"or"no",butneedspecialproblemofinterpretation）tounderstandtheimporter'sneed,becausethiskindofproblemcanmakeimportersfreesharedtheirneeds.Forexample,“Canyoutellmemoreaboutyourcompany”and“Whatdoyouthinkofourproposal”.

Weshouldnotethekeyansweroftheforeignmerchantsforfutureuse.Forexample,importersoftenask“Cannotyoudobetterthanthat?

”Tothisquestion,wedon'tconcede.Weshouldaskwhatismeantbetter,orbetterthanwhat？

Wecancontinuetoaskquestionsuntilfullyunderstandcompetitorsoffer.Then,wecantellthemourofferisdifferent,infact,thebetterthanothercompetitors.

Iftheotherpartyrefusestoourconditions,wecanchangeanotherotherconditionsconstituteanewconditionstotheotherquestions,makethenewoffer.Theothersidealsoavailabletoourcounter-offerconditionsofquestions.Bothsidestocontinueconsultations,eachothertomakeanyconcession,findtheimportantthingincommonuntil.

2.4Impliedandtactful

Somewordsinbusinessnegotiationalthoughcorrectly,buttheothersidecannotaccepted,thewordscan'tachieveagoodresult.Impliedeuphemismpragmaticstrategyemphasizes"wordsareendbutthemeaningisendless,andthesparemeaningisallatthesilence",letapersoncomprehendstringbyimplication.

Forexample:

Iagreewithmostofwhatyousaid.Illocutionaryis,thereissomethinginwhatyousaidthatIcannotagreewith.Thisisaeuphemismnegativestrategy.Belikeagain,youshouldhaveputforwardthismoveearlier.Itsimpliedonemeanofcriticism:

Youshouldnotchangetheprogramsolate.Undertheenvironmentofbusinessnegotiations,wecanusethistragedyinmanycircumstances.

Ifencounteraconfidentialorrecessiveshouldnotbethetruth,meetsomeax-grindersnotfriendlywordsanddeedsoractivitiessuchasunfavorablestraightwhenChenoccasions,wecanuseimpliedeuphemismstrategyindirectlyexpression.Thiscanavoidpositiveconflict,manufacturingandfriendlyatmosphere.

Tomakethembelievethatitwashispointofview.Inthiscase,thenegotiationrivalshaverespectedfeeling,hewouldthinkagainstthisplanisagainsthisown,andeasytoreachaconsensus,getnegotiationssucceed.

2.5Flexible,Flexibilityandcombiningprinciple

Businessnegotiationprocessoftentomeetsomeunexpectedembarrassingthingsthatneednegotiatorhasflexible,requirements,andtheabilityoflanguagestrainassociatedemergencymeans,cleverlyoutofdifficulties.Sometimescan'tgiveeachotheradefiniteanswer,butnotanegative,thenthenegotiationshaveroomtoshiftwillhavetoavoidexplicitlyreply.Whenmethismatchforceyoutomakeachoice,ifyousaid:

"letmethinkaboutit,"andsoon,thelanguagewillbethinklackdefiniteview,thusatadisadvantageinpsychology.Thismomentyoucantellthempolitely,I'mafraidIcan’tgiveyouadefinitereplynow”.orIjustneedsometimetothinkitover.

Flexibilityandprincipleisinvolvedinlanguageeffectandconveytheoriginalintentioninthetwoaspects.Lackofflexibilitywillaffectexpressingeffect,andwon'tflexiblethenoftenmakeanimpasseinnegotiations.Todifferentcountriesanddifferentnegotiationopponent,constantlyadjustthemselves,adheretotheunityoftheprincipleandflexibility.Forexample,inthenegotiationswiththeEuropeanandAmericancountriesbusinessman,iftherearedifferentviews,youhadbetterbehonesthanddon'tbeataroundthebush.

Negotiationprocessoftentomeetsomeunexpectedthatembarrassingnegotiatorhasflexible,requirements,andtheabilityoflanguagestrainassociatedemergencymeans,cleverlyoutofdifficulties.Whenmethismatchtoforceyoutomakeachoice,youimmediatelyifsaid:

"letmethinkaboutit,"andsoon,thelanguagewillmakethepersonthinklackdefiniteview,thusinpsychologyatadisadvantage.

2.6Fuzzypragmaticstrategy

Fuzzypragmaticstrategyinbusinessnegotiationsofapplymakethelanguagehasverybigflexibility,theoutputinformationintuitive.Avoidtoosure.Letnegotiatorfreely.Avoidanimpasseinnegotiations,leavingthenecessaryroomforpractice:

Iamafraidthattheproposalyouputforwardjustnowisn'tuptoomuchYourpresentationmakesmefeelalittletoo—youknowwhatImean.Theaboveisn'tuptoomuchyouknowwhatImeanArefuzzylanguage,meaningisverywide,notclearboundaries.Letpeopleflexiblytounderstand.

Fuzzinesspragmaticstrategycanuselesspricetransferenoughinformation,andtothecomplexthingsmakeefficientjudgmentandprocessing.Forexample,Ourbusinesspolicyisveryclearandourenterprisecreditisalsoknowntoall.Negotiatorsundertheconditionsatthetimedon'tdopositiveanswertoquestions.Avoidunfavorablesituationonthisissue,getridofentanglementwitheachother.

Anotherfuzzypragmaticstrategystillcanrisetorenderrole.Winthemfrompsyc