试论国际商务谈判中的语言交际技巧.docx
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试论国际商务谈判中的语言交际技巧
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,whichisconsideredasagreatsourceofnegotiatingpower.Onaccountoftheimportanceoflanguageininternationalbusinessnegotiations,somescholars,forexample,Liaohavegivensomediscussiononthisproblem,thatis,howtouselanguageappropriatelyandskillfullyininternationalbusinessnegotiations.
Andthispaperisalsotryingtomakeacomprehensiveresearchonthisproblem.Inordertogiveabriefandsystematicdescriptionofthecentralthesis,thepaperhasbeenorganizedintofivesections.Thefirstsectionhaspresentedtheevaluatingstandardsoflanguageininternationalbusinessnegotiations.Whatwewilldiscussinthefollowingthreesectionsishowtoreachthoseevaluatingstandards,whichisthemainpartofthepaperandfocusesonthecorrectusageofvaguelanguage,politelanguageanddecentlanguage.Actuallythispartisthedirectanalysisofthetechniquesoflanguageintercourseininternationalbusinessnegotiations.Thelastsection,thatis,theconclusion,isthesummaryofwhatwehavediscussedinthepaperandwhatweneedtopayattentiontointhefurtherstudy.
1Evaluatingstandardsoflanguageininternationalbusinessnegotiations
Theso-called“techniquesoflanguageintercourseininternationalbusinessnegotiations”istomakearesearchofhowtoapplylanguageintheregisterofinternationalbusinessnegotiations[1].Beforeweknow“howtoapplythelanguageininternationalbusinessnegotiations”,weneedtomakeclearthequestion,thatis,whatdoestheappropriatelanguageininternationalbusinessnegotiationsrequire,whichcanbeconsideredasevaluatingstandardsoflanguageinthisregister.Wefinallyfindsixrequirementsfortheappropriatelanguageininternationalbusinessnegotiations[2].
a)Thenegotiator’slanguageshouldgetopponent’sattention;
b)Thenegotiator’slanguageshouldenthuse—notconfuse;
c)Thenegotiator’slanguageshouldfitthecircumstancesofthenegotiation;
d)Thenegotiatorshouldavoidwordsthattendtopolarizetheopponent’sthinking;
e)Thelanguageusedshouldnotbetooformalorscholarlybutshouldbesincere;
f)Thenegotiatorshouldtailorhislanguagetosuithisopponent’slanguage.
Toobservethesixrequirements,weneedtoapplyvaguelanguage,politelanguageanddecentlanguageskillfully,andsometimestopaymoreattentiontotheorganiccombinationofthethreekindsoflanguages.Moredetaileddescriptionofthethreekindsoflanguageswillbegiveninthefollowingsections.
2Correctusageofvaguelanguage
Vaguenessandprecisionarethebasicattributesofthehumanbeings’language.Inthepast,peoplehaveemphasizedmuchmoreontheimportanceofprecisionintheapplicationandresearchoflanguage[3].Theywereinclinedtoconsidertheclearnessandprecisionofexpressionastheidealrealmpursuedbythelanguageusers.However,theprecisionisnottheonlyattributethatdominatesthemankind’scognitionandlanguagewhilevaguelanguageisnotdispensableeither.Onthecontrary,vaguelanguageisanecessaryandeffectiveinstrumentofcommunicationformankind.Ininternationalbusinessnegotiations,thefeaturesoflanguageintercoursearereflectedmuchmoreontheprecision,neverthelesstheskillfuluseofvaguelanguagecanhelpusachieveanunexpectedpositiveeffect.Vagueexpressioncan,undoubtedly,notonlyimprovethenegotiatingclimate,therebyhelpingthenegotiationgoonsmoothly,butalsosoundtheopponentoutaboutthequestion,inanefforttoknowtheother’srealintention.Besides,byusingvagueexpression,thenegotiatorcanseekandenlargethecommonpoints,hopingfortheultimateagreement[4].
JoannaChannellhadputforwardthecommunicativeeffectsarisingfromusingvagueexpression[5].Theyaresummedupasfollows:
a)Givingtherightamountofinformation;
b)Deliberatelywithholdinginformation;
c)Usinglanguagepersuasively;
d)Lexicalgaps;
e)Lackingspecificinformation;
f)Displacement;
g)Self-protection;
h)Powerandpoliteness;
i)Informalityandatmosphere;
j)Women’slanguage;
Whenvaguelanguageisusedintheregisterofinternationalbusinessnegotiations,theseeffectswillbereflectedinthefollowingaspects.
2.1Authorizationlimited
Intheprocessofinternationalbusinessnegotiations,weareusuallyaskedaboutthequestionsthatweareunableorunwillingtoanswerduetothelimitofauthority.Underthecircumstances,itisbetterforustousevaguelanguagewhichcanhelpusgetmoretimetoconsider,maketheopponentconcedeandreserveourrightstomodifythepreviousoralagreement[6].Forexample:
(1)A:
I’veagreedtocompromiseandmeetyour5,000pieces.Sowe’vegotadeal,right?
B:
AsfarasI’mconcerned,wedo.Butfirst,ofcourse,Ihavetocheckwithmyboss.
(2)Asfortheproblemofspecificationmodification,I’mafraidit’sdifficultformetogiveyoumyopinionrightnow.Becausethisisnotaproblemofmyowninst