试论国际商务谈判中的语言交际技巧英文论文.docx

试论国际商务谈判中的语言交际技巧英文论文.docx

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试论国际商务谈判中的语言交际技巧英文论文

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].

JoannaChannellhadputforwardthecommunicativeeffectsarisingfromusingvaguewww.biyezuopin.ccexpression[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.Bec