On Communication Skills of Language in International Business Negotiation.docx

On Communication Skills of Language in International Business Negotiation.docx

《On Communication Skills of Language in International Business Negotiation.docx》由会员分享，可在线阅读，更多相关《On Communication Skills of Language in International Business Negotiation.docx（10页珍藏版）》请在冰豆网上搜索。

OnCommunicationSkillsofLanguageinInternationalBusinessNegotiation

OnCommunicationSkillsofLanguageinInternationalBusinessNegotiation

Contents

Abstract:

Withthedevelopmentofeconomicglobalization,internationaltradehasdevelopedgreatly.Internationaltradenegotiationisinevitablecrossborderbusiness.Thecontentofbusinessnegotiationsconcerningtheinterestsofboththeresultsofthenegotiationsorbothpartiesmayhaveagreaterbusinessimpact,therefore,thenegotiationsshouldtakeagoodbusinessnegotiations,successfullyreachedthepurposeofnegotiation.Thispapergivesadefinitionaboutbusinessnegotiationandfindssomeproblemsinbusinessnegotiation,then,analysesthecommunicationskillsoflanguageinbusinessnegotiationfromthreeaspects,i.e.,listening,askingandanswering.

Keywords:

businessnegotiation;communicationskills;strategy

摘要：

随着经济全球化的发展，国际贸易也越来越发达。

国际贸易中跨国的商务谈判在所难免。

商务谈判的内容涉及到谈判双方的利益。

谈判的结果对双方或各方的业务发展产生较大的影响。

因此，在谈判中应尽可能的把握商务谈判的交际技巧，顺利达到谈判的目的。

本文从商务谈判的定义及意义出发，分析商务谈判中存在的一些问题，并从听、问、答三个方面来陈述商务谈判的语言技巧。

关键词：

商务谈判；交际技巧；策略

Introduction

Witheconomicdevelopment,businessnegotiationsbecomemoreandmorefrequent.Negotiationneedslanguageasatooltocomplete.Languageservesasabridgeinthebusinessnegotiation,becausebusinessnegotiationissubstantiallyaprocessthatbothsidesofnegotiatorsexpresstheirviews,exchangeopinionsinordertopersuadetheiropponentswithpersuadingwords.Thisthesis,takingbusinessdiscourseasatargetforanalysis,tendstodescribetherulesandconventionsofbusinessdiscourse,thatis,toshowgenerallanguagestrategiestoachievecommunicativepurposes.Thisthesisisdividedintothreechapters.

ChapteroneintroducesandclarifiesthemajordefinitionsinvolvedinInternationalBusinessNegotiationsandtheirfeatures.

ChaptertwoisdevotedtothemanifestationsoffailuresinInternationalBusinessNegotiation.FailuresinInternationalBusinessNegotiationareclassifiedintoPragmaticFailuresandLinguisticFailures.ThispaperalsoanalysisthereasonsleadingtotheseFailures.

Chapterthreeelaboratesandproposesthelanguagestrategieswhichfallintodifferenttypesofnegotiationsandaresignificantinfacilitatingcommunicativeinteraction.

Inshort,communicationskillsarevitaltosuccessfulnegotiations.Withtheproperstrategiesoflistening,askingquestionsandanswering,peoplecanachievethegoalofnegotiations.

Chapter1InternationalBusinessNegotiation

Inthischapter,twoaspectsofBusinessarediscussed:

first,thedefinitionsofInternationalBusinessNegotiation;second,thefeaturesofInternationalBusinessNegotiation.

1.1DefinitionofInternationalBusinessNegotiation

InternationalBusinessNegotiationisanumbrellatermthatcoversvarioustypesofbusinessnegotiationsattheinternationallevel.Morespecifically,“InternationalBusinessNegotiationincludessuchactivitiesasimportingandexportingandcertainlyalloftheinvisibles.Negotiationsofthiskindareneverstraightforwardandsimple.”[1]Owingtothefactthatthenegotiatorscomefromdifferentculturebackgrounds,InternationalBusinessNegotiationismorecomplicatedandtheclashofculturesthatoccursduringthecommunicationbetweenthepartiesmakenegotiationsmoredifficult.Whilecompromiseisnecessaryinallnegotiations,itbecomescomplicated,evenmorecompelling,whendifferentculturalbackgroundsareinvolved.

1.2FeaturesofInternationalBusinessNegotiation

TheuniquecharacterofInternationalBusinessNegotiation,comparedwithdomesticBusinessNegotiation,isthattheformerisinfluencedbyawidediversityofenvironments.Undertheinternationalsetting,one’scounterpartinthenegotiationisverydifferentincontrasttothedomesticone.Therefore,thenegotiatorwillencountercomplicatedsituations.SomeunimportantfactorssuchasfacialexpressionsindomesticBusinessNegotiationmaybecrucialinInternationalBusinessNegotiationandsometimescouldevenbecomebarrierstothesuccessofnegotiation.AnumberoftheoristshavediscussedandsummarizedthespecialfeaturesofInternationalBusinessNegotiation,andaccordingtotheirresearchthereshouldbeatleastfourfeaturesasfollows:

Firstly,asInternationalBusinessNegotiationisnotonlyBusinessNegotiation,butalsoaninternationalcommunicationactivity,itishighlypolicy-restricted.Asapartofthewholeeconomicrelationshipbetweentwocountriesorregions,thebusinessconnectionofthenegotiatingpartiesofteninvolvestheirpoliticalanddiplomaticrelationship.Therefore,thenationalguidelinesandforeignpolicyofcountryshouldbeobservedstrictlyinInternationalBusinessNegotiation.

Secondly,InternationalBusinessNegotiationmayresultininternationalassettransportationandinternationalmonetarytransfer,etc.Therefore,InternationalBusinessNegotiationshouldfollowInternationalLawofCommerceandotherinternationalpractices.

Thirdly,InternationalBusinessNegotiationisgenerallyinfluencedbyawidevarietyofenvironments,includingculturalandsub-culturaldifferences,foreignbureaucracy,politicalandeconomicinstabilityandsoon,whichwillincreasetheriskoffailureandlengthenthetimeittakestoarriveatadealbecausenegotiatorsmaypursuedifferentpathsoflogic,havedifferentwaysofthinking,followdifferentcriteria,ortakedifferentdecision-makingprocesses.Therefore,negotiatorsshouldbequippedwithprofoundknowledgeandexcellentnegotiationskillstoguaranteethesuccessofthenegotiation.

Fourthly,InternationalBusinessNegotiationisnotjustcooperationorconflict,butthecontractingunityofcooperationandconflict.Itisnottheprocessofpursuingthebenefitofoneside,buttheoneofadjustingtheneedsofbothsidestoreachawin-winoutcome.Itisnottheunlimitedexertionofoneculture,butthebalancedconsiderationofbothcultures.Therearenotonlytheprinciplestobepersistedin,butalsothestrategiestobeadopted.Therefore,thenegotiationisnotonlythematterofscience,butalsothecombinationofscienceandart.

ThesefeaturesmakeInternationalBusinessNegotiationdistinctivefromdomesticnegotiations.ForthenegotiatorsinInternationalBusinessNegotiation,awin-winoutcomeismoredesirablebecauseanylossofonepartymeansnotonlythelossoftheprofit,butalsothelossofthecompetenceininternationalmarket.Inaddition,culturedifferencesplayamoreimportantroleinInternationalBusinessNegotiations,andsometimesmaybecomeadecisivefactorinthenegotiations.

Chapter2ProblemsoftheCommunicationinInternationalBusinessNegotiation

Peoplearefrequentlyinfluencedbytheirmothertongueorcultureintheprocessofusingthetargetlanguage,whichformsinterlanguagebetweenthemothertongueandthetargetlanguage.Itisinevitablethatpeoplegeneratepragmaticdifferencesindistinctculturalbackgroundandpragmaticprincipleiftheycommunicatewitheachotherindifferentways.Thesedifferenceswillaffectcommunication，leadingtomessagemisguidance,messageerrorandmessageobstacles,thestudyofwhichiscalledcross-culturalpragmaticswhichdealswithhowalearnershouldproperlyuselanguageindifferentcultures.Incommunication,ifoneparticipantproducespragmaticfailure,anotherparticipantwillbeledtomisunderstanding,whichwillaffectcommunicationsuccessfully.

Thischapterwilldiscussdifferentmanifestedofpragmaticfailure,thatistosay,variousformsofpragmaticfailurearemanifestedincommunication.Itisacceptedthatpeoplenotonlyhavedifferenteducationbutareindifferentculturalbackgroundandlinguisticsituation.Accordinglytheywillproducedifferentpragmaticfailurewhentheycommunicatewitheachother.Inthissection,pragmaticfailuresinInternationalBusinessNegotiationareclassifiedintotwogroups:

pragma-linguisticfailureandsocio-pragmaticfailure.Thesameexplanationcanalsobeappliedtopragma-behaviorfailure.

2.1Pragma-LinguisticFailuresinInternationalBusinessNegotiation

Tomasdefinespragma-linguistictransferas“theinappropriatetransferofspeechactstrategiesfromonelanguagetoanother,orthetransferringfromthemothertonguetotargetlanguageofutteranceswhicharesemanticallyequivalent,butwhich,forceinthetargetlanguage.”InthecontextofInternationalBusinessNegotiation,duetothevarietyofnegotiators’nationalitiesanddifferentproficiencyleveloflanguageuse,pragma-linguisticfailureiscommon.Itcanoccuratdifferentlevels,suchasgrammar,semanticsandcognition.

Belowisanexampleofprama-linguisticfailureinInternationalBusinessNegotiationcontext.

Inabusinessnegotiationconcerningthetechnologytobeadoptedinacertainproject,thechiefnegotiatorfromtheforeigncompanyinsistedthatasecondexperimentbecarriedout,andsaidtotheengineeroftheChinesecompany,“Icannotbeartopartwithanything.”Thesesentencewastranslatedas:

“我不能容忍一知半解。

”（Thecorrecttranslationshouldbe:

“我不能容忍放弃。

”）Asaresult,theChineseengineersrefusedtotakepartintheexperimentbecausetheymisunderstoodthemeaningoftheirscantyknowledge,whichbaffledthenegotiatorsfromtheforeigncompanyaswell.（WangTao,2002）

Inthisexample,theword“part”followedby“with”means“togiveaway”or“stophaving”insteadofmeaning“separateintoparts”.Suchpragma-linguisticfailurefindsnowaytobemadeupafternegotiationbecausethemistranslationseriouslyaffectedtheprocessofinternationalcommunication.

2.2Socio-PragmaticFailureinInternationalBusinessNegotiation

Interculturalcommunicationinvolvesindividualsincontactnegotiatingmeaningsat