The Art of Language in Business Negotiation商务谈判中的语言艺术.docx

1、The Art of Language in Business Negotiation商务谈判中的语言艺术The Art of Language in Business Negotiation商务谈判中的语言艺术INTRODUCTION Negotiation cannot get away from talking word, that is to say cannot get away from the words people used for communicating. Words are the foundation which negotiating businessmen us

2、ed for communicating, linking and consulting. The using of the words in business negotiation is the main tool to solve the negotiating problem, and it relating to whether the negotiation will be successful. A good negotiating businessman is also a superior who can use the words properly. The negotia

3、ting businessman must understand and used the words properly so that the words can be served for the negotiating. This article emphasizes to relate the skill of using words in international business negotiation. In the wake of China joins WTO, the foreign business activity of China has become more a

4、nd more frequently, the chance of the foreign business negotiation also increased. More and more foreign businessman swarm into our country to deal with their business activity; more and more Chinese enterpriser go out our country to touch the international market. Just we all know, the business act

5、ivity couldnt stray from the business negotiation. And the business negotiation is the important content of the business activity, also is the necessary means of the business activity. The business negotiation is make an important role in the business activity and a corporation. The successful busin

6、ess 1 negotiation can make a big economic returns and social benefits. So, if we want develop the business activity favorably, we must make the business negotiation successfully. In order to make the business activity favorably, we must demanded the business negotiation more easily、cleanly、concretel

7、y and perfectly. These are so many issues that Chinese corporation and business negotiators need to address in order to be successful in todays international business environment. 2 CHAPTER ONE The Implication and Importance of the Words Art 1.1 The Implication of the Words Art Negotiation is the be

8、havior and process which people in order to moderating relation of each other through a confabulation to carry out the opinion consistent. And the words is the basic tool which people communicate with each other and also is the tool which human depend on with carrying on thinking, so the process of

9、negotiation cannot get away from expressing and communicating. In spite of words, people also can apply other tools in the process of carrying on a consultation, like the war signal, light signal, various secret password and the facial expression, signal, body language, etc. The word in negotiation

10、is a match oral language and body language to call which people used for negotiating. The implication of negotiation words: first, it is the words concrete usage in the international business negotiation, directly serviced for carrying on the end purpose of the negotiation, the each kind of informat

11、ion which express the will, emotion and inform the reasonableness, emotion and reality. Secondly, the words in business negotiation is also the particular performance of the thinking and the intelligence ability in the negotiating, appreciate the negotiation language of opponent then do a reaction,

12、with a certain performance way to carry on advising to guide, threaten, probe into, allusion and cross 3 1.2 The Importance of the Words Art Business negotiation behavior concentrates the behavior of language communicating, as the result; the level of the words art decides the relationship between t

13、he both parties even whether the negotiation will be successful. Its very important to stress the words art in business negotiation. 1.3 Assist to Express the Point and Enforce the Strategy In the international business negotiation, if both parties want to express they own thinking result of judgmen

14、t, reason logically and argument, they have to use the words art properly. Also if they want to make the own negotiation strategy effectively carries out to achieve success they must understand how to use the words art. Such as while make use of the “red and white face” strategy, the person who arts

15、 as the “white face” not only perform the attitude strong and tough, also let anything reasonable, all the points have its basis, to keep the good image. The strategy doesnt mean that the “white face” should speak loudly or impoliteness. An idiom, a literary reference, a parable or a joking smile ca

16、n defend self-interest. 1.4Assist to Deal with the Relationship with Each Others In international business negotiation, the relationship between the both parties are performed by the words communication, the words express their own wishes and request. The level of the words art may let the 4 relatio

17、nship between the both parties adjust, improve, strengthen and develop; also it may cause disintegration, break so that the negotiation fail. In the beginning, businessman should make use of the language art to create a kind of easy, nature, harmonious and pleased atmosphere; successfully create a g

18、ood premise for the negotiation. After greeting with each other, begin your negotiation use the humor words” whether we can open the purdah or not” or “how about preannounce our program first” etc. it will be good for your beginning of the negotiation. If you just harping, far away from the point, o

19、r cold eyes horizontal eyebrow, keeping silent or the not smooth word would possible break the beginning. Higher level of the word art can express the purpose exactly and can keep the good relationship between both parties, even reaction or deny the others request, can also say tactfully, and let th

20、e other party satisfy your suggestion. Otherwise the word what praise, approve, or support the others point may also make the opponent impression. 5 CHAPTER TWO The Point of the Negotiation Words 2.1 Serve for the Negotiation purpose The negotiation, which has bright sense of purpose, is one kind of

21、 coordination, the negotiators language expression in business negotiation must consistent with the negotiation goal, the characteristic of the opponent and the language environment, also must obey the negotiation purpose basically. Organize the language expression pointed according to the concrete

22、situation, this can achieve the effect of the negotiation language expression, can realize the negotiations goal. Each negotiator has the individuality language characteristic, their individuality language characteristic is a series of factors like own status, the experience, the occupation, the cul

23、tural accomplishment, the thought disposition and so on manifest in the language utilization synthesis, so-called “ones words echo what is in ones heart”, “style shows the man”. But the negotiators language expression in business negotiation must consistent with the negotiation goal, the characteris

24、tic of the opponent and the language environment. Therefore, negotiation requests the negotiator conceals own language style temporarily in front of the specific condition and the character, to deal with the opponent by new pointed language. So-called sees different person to speak different speech,

25、 only like this, can consistent with the opponent in the language 6 and in psychology, with the environment and the condition, can more advantageous to the bilateral communication when needs to communicate, can carry on the successful negotiations effectively. The negotiations language expression is

26、 a quite complex process. When the expression side defers to the anticipated goal to send out the language information, because sometimes expresses improper, or lacks the science understanding of the opponent, possibly causes another partys misunderstanding or the repugnance. At this time must perfo

27、rm to control and adjust, that is to say replace one kind of expression form, let the opposite party easy to understand and to accept. Sometimes in the negotiations initial stage the negotiation is carries on according to the original goal, but in the process of the negotiation might off the subject

28、, deviated the original goal, this needs to adjust the negotiations language similarly, so that can return to come up with the negotiations goal. Moreover, the uniformity between the language expression and the negotiations goal also restrict by the negotiation itself. Although negotiation has fille

29、d with many skills and art, negotiation itself needs to solve the bilateral solid divergence point, achieves the assignment and the coordination of some benefit. Therefore, the negotiations language generally in language essential factors and the expression form like the words expressions, sentence

30、type, rhetoric and so on request tactful, accurate, avoids using the words too magnificent and the ambiguous 7 literary elegance, thus we can transmit explicitly our own standpoint, the viewpoint, the request to the opposite party. 2.2 The Pointed and Flexibility of the Negotiation Words Because the

31、re are many varies types of negotiation, the participated negotiation person frequently because aspects of nationality, state, region, age, sex, occupation, duty, status and so on are different cause the manners and customs, the cultural accomplishment, the disposition, the psychology and so on many

32、 aspect difference. The negotiations aim is to let the both parties to reach a kind of coordination on the basic of understand mutually, if the negotiation language expression enables opposite party to understand accurately, then negotiation activity also not to be able to achieve the anticipated goal. The pointed of the negotiation words is refers to the language to have to revolve the negotiations throughout the benefit, with a clear goal, enhances the efficiency of the language .To be specific, the pointed of negotiation words includes: in view of one kind of negotiations, in view of o