论文2.docx

1、论文2The Application of Pragmatic Strategy for International Business NegotiationAbstract：With WTO accession, China is becoming increasingly globalized and interrelated. Negotiation is at the heart of every transaction and, for the most part, it comes down to the interaction between two sides with a c

2、ommon goal but different methods. The pragmatic strategy is certainly a necessity for international business negotiation. The thesis aims to explore the use of pragmatic strategy in international business negotiation, such as euphemistic presentations, vague language, merits demonstrations, polite a

3、nd considerate language and correct and logical language, give full play to speeches in business negotiation and improve the successful proportion about business negotiations. Key Words：pragmatic; business negotiation; strategy语用策略在国际商务谈判中的应用摘要：进入WTO时代，随着全球经济的发展和市场化的运作，中国国际化的步伐越来越快，商务活动当然必不可少，而商务活动则

4、离不开商务谈判。谈判是每笔交易的核心。多数情况下，双方共同的目的和不同的交易方式都要经过谈判来达成，谈判中所采用的种种方法包括合同中的各个细节问题必须获得双方满意的接受。因此，掌握一些谈判中所要用到的语用策略将会事半功倍。所谓“语用策略”即“语言交际技巧”，就是探讨如何在国际商务谈判这一领域中应用语言，它重视语言表达和施展谈判策略二者的有机结合。其研究目的在于如何充分发挥语言在谈判中的作用，提高商务谈判的成功率。关键词：语用；商务谈判；策略 ContentsAbstract in English. IAbstract in Chinese II1. Introduction 12.The Ov

5、erview on International Business Negotiation 2 2.1 The Definition of Negotiation 2 2.2 The Features of Negotiation 2 2.3 Five Links of International Business Negotiation 33.Pragmatic Strategy for International Business Negotiation 6 3.1 Euphemistic Saying 6 3.1.1 Using Soft Word 6 3.1.2 Using Passiv

6、e Voice 7 3.1.3 Using Empathy Skill 7 3.2 Vague Language 8 3.2.1 The Requirements of Particular Negotiating Occasions 8 3.2.2 The Requirement of Avoiding Hurting Feelings 9 3.2.3 The Requirement of Avoiding Face-to-face Conflict 9 3.3 Merits Demonstrations 10 3.3.1 Reducing Exclamation 10 3.3.2 Less

7、ening Flowery Language 11 3.3.3 Limiting Direct Comparison 11 3.3.4 Weakening Subjective Coloring 12 3.4 Polite and Considerate Language 13 3.4.1 Changing the Commanding Tone into Requesting Tone 13 3.4.2 Using the Past Subjunctive Form 13 3.4.3 Using Mitigation and Avoid Irritating Partner 14 3.4.4

8、 Using the Joyful,Thankful and Regretful Words or Expressions 14 3.5 Correct and Logical Language 16 3.5.1 Using the Formal Legal Language 16 3.5.2 Using the Correct Expressions 17 3.5.3 Correctly Understanding and Using the Commercial Terms 184.Conclusion 20Bibliography 22Acknowledgments 231. Intro

9、ductionWith WTO accession, China is becoming increasingly globalized and interrelated. We all know that in international business it is mostly through negotiations that exporters and importers bridge the difference and reach a fair and mutually satisfactory deal. Negotiation is at the core of every

10、transaction and mostly, it comes downs to the joint work between two sides with a common goal but different methods. Business negotiation plays a basic part in conclusion of a contract and has direct influence in the conclusion and implementation of a contract, and also has a great bearing on the ec

11、onomic interests of the parties concerned. International business negotiation deals with a full range of international business activities. On the grounds of international investment, import and export of products, machinery,equipment,technology,etc.,international business negotiation is a consultat

12、ive process between governments,trade organizations,multinational enterprises or private firms. In a word,it is a consultative process between the buyers and the sellers. Business negotiation is carried out either by correspondence or by face-to-face talk,and involves all kinds of terms and conditio

13、ns of a sales contract including quality, quantity, packing, shipment, payment,insurance, inspection, claims, arbitration and force majeure etc. Negotiations on some special trading mainly involve the following elements such as processing and assembling trade, compensation trade, technology importat

14、ion and business corporation, etc. The pragmatic strategy is certainly a necessity for international business negotiation. The so-called “pragmatic strategy”, i.e. “techniques of language intercourse in international business negotiations”, is to make a research of how to apply language in the field

15、 of international business negotiations. (Jean 13) It attaches the importance to the organic combination of language expressions with strategy practice. The thesis aims to explore the use of pragmatic strategy in international business negotiation,such as euphemistic presentations,vague language,mer

16、its demonstrations, polite and considerate language and correct and logical language, give full play to speeches in business negotiation and improve the successful proportion about business negotiations. As a foreign trade worker, you should have a good command of expression techniques. 2.The Overvi

17、ew on International Business Negotiation2.1 The Definition of Negotiation Negotiation is a common human activity also,it is a process that people deal with their relationships such as buyer and seller,husband and wife,children and parents. (Jeffery 5) People need not to prepare for the process becau

18、se the stakes in some of these negotiations are not very high. But in international business negotiations, the risks are usually high, people have to get careful preparations. Both sides can get a better deal until they contact each other positively in this kind of negotiation,rather than simply acc

19、epting or rejecting what the other is offering. The whole process of negotiation is based upon the premise that both parties are interdependent, that is, one side cannot get what he/she wants without taking the other into consideration. In the process of negotiation, there are no rules, tradition, r

20、ational methods or higher authorities available to resolve their conflict once it arises. Negotiation is a voluntary process of giving and taking where both parties amend their offers and modify their expectations so as to come closer to each other and they can quit, at any time. 2.2 The Features of

21、 NegotiationIn international business negotiations,usually,the important thing is the price. Because it is directly related to the economic benefits of both sides. Both sides seek a desired result.For the sake of getting the expected result or achieve a certain purpose,the negotiators should calcula

22、te carefully and decide the following three different targets:1)the best target;2)the intermediate target;3)the acceptable target. (Yue 36) All in all, the purpose of the negotiation is to reach an agreement to both sides advantage. The successful results of the negotiations lie on the determined ob

23、jectives,perseverance and the language expressed by the negotiators. They should use soft words, speak tactfully, use less flowery, have a sense of humor and create a harmonious atmosphere as best they can. 2.3 Five Links of International Business NegotiationCarrying out a foreign trade,internationa

24、l business negotiation is an important part. It is the business activity between seller and buyer by way of reaching agreement on the price,quality,quantity,payment and other terms and conditions of a sale. Evidently, the conclusion of sales contract issues from the business negotiation to the satis

25、faction of both sides. In view of the various terms mentioned above in the international business negotiation,to reach to an agreement generally needs coming through five links: inquiry, offer,counter-offer,acceptance and conclusion of a contract. Of course,it is not necessary to have all the five l

26、inks taken for every transaction. Sometimes, only offer and acceptance will do. It is stipulated that only offer and acceptance are the two essential factors in the laws of some countries, failure of which will make no contract.INQUIRYIn a General Inquiry, a businessman mentions clearly all the info

27、rmation he needs-approximate information, a catalog, or price list, a sample or some samples, etc. In a Specific Inquiry, he puts his finger on the product(s) he wants. He may demand for a catalog, a price list, samples, etc. or ask for an offer. They should be written briefly and clearly to the poi

28、nt. In inquiry,a prompt and respectful reply is imperative also,it should cover all the information asked for.OFFEROffer is usually made to promise some specific business terms for the buyer at a stated price and within a stated period of time by the seller. It is made in reply to inquiry of buyer.

29、An offer will include the following:(1) a thankful expression for the inquiry, if any;(2) general information as name of commodities, quality, quantity,and specifications; (3) detailed information as prices, terms of payment, commissions, or discounts, if any; (4) the way of packing and date of deli

30、very; (5) term of validity of the offer. COUNTER-OFFERCounter-offer is for signing the contract during negotiations,it is made in response to the buyer by the seller. In the counter-offer, the buyer may be in disagreement about the certain term or terms instead of stating his own idea. Such changes,

31、 no matter how slight they may start to be seen,represent that business has to be negotiated on the regenerative basis. The original seller now becomes the buyer and he has the absolute right of acceptance or refusal. In the latter case, he may make another counter-offer of his own. Not until busine

32、ss is finished or called off,this process can continue for many a round. ACCEPTANCEIt is essential that a buyer should make an acceptance during the period of a firm offer. Ordinarily,an acceptance takes effect when it reaches the seller. An order can be taken as an acceptance of an offer. It should be clearly and correctly written out and mention all the terms of transaction. Now many buyers use printed order forms which make sure that no important information will fail to take care. (Ruan 64) CONCLUSION OF A CONTRACTA contract