OnLanguageCommunicationSkillsinBusinessNegotiation1 21.docx

1、OnLanguageCommunicationSkillsinBusinessNegotiation1 21学号：20125061816学年论文学 院： 外 国 语 学 院 专 业： 商 务 英 语 年 级： 2 0 1 2 级 姓 名： 田 朝 华 论文题目： The Effect of Language Communication Skills in Business Negotiation 指导教师： 刘 怡 露 职称： 讲 师 成 绩： 2014 年 12 月 26日ContentsAbstract 1Key words 1摘 要 1关键词 11. Introduction 12. A

2、rt of Language in Business Negotiation Role 22.1 Reasonable use of language, interpersonal relationships will help coordinate the negotiating parties 22.2 Reasonable use of language arts, to create a good climate for negotiations 22.3 Reasonable use of language arts, to resolve conflicts, relaxed at

3、mosphere 23. The Overview of the Communication in Business Negotiation 34. The Analysis of the Language Communication 44.1 Overview and Analysis of Listening 44.2 Overview and Analysis of Asking Questions 54.3 Overview and Analysis of Answer 65. Conclusion 8Bibliography 8The Effect of Language Commu

4、nication Skills in Business Negotiation Name: li Xina No.: 20125061816Business English Major School of Foreign LanguagesSupervisor: liu yilu Title: InstructorAbstract: Language is the medium of information, which is a tool to communicate. Business negotiation process is the essence of language to us

5、e negotiations to coordinate consultations, seek consensus process, and in the negotiations thinking how accurate the result of a replay of the language out, it is the business of any successful negotiation with the key.Key words: negotiation, business, language, communication 摘 要：语言是信息的媒介,是一个沟通的工具。

6、商务谈判过程的本质是语言使用谈判来协调磋商,寻求共识的过程,以及在谈判中思考如何准确的结果重复的语言,它是任何成功的商务谈判的关键。 关键词: 谈判、商业、语言、沟通 1. IntroductionA business negotiation may be a formal affair that takes place across the proverbial bargaining table, in which you haggle over price and performance or the complex terms of a partnership venture. Alte

7、rnatively, it may be much less formal, such as a meeting between you and several peer managers whose collaboration you need to initiate a new policy. If you are an executive, manager, or staff member, you probably spend a good part of your day negotiating with people inside and outside your organiza

8、tion often without even realizing it. Whether youre putting the final touches on a contract with a vendor or getting a team leader or departmental manager to agree to a new performance-evaluation methodology, you are negotiating.Business negotiation refers to the negotiation that takes place in the

9、business world and deals with business relationship. Business negotiation may be understood as encounters between firms (or economic organizations) with the goal of reaching agreements to gain economic benefits. 2. Art of Language in Business Negotiation Role2.1 Reasonable use of language, interpers

10、onal relationships will help coordinate the negotiating partiesBusiness negotiation has strong backlash, this character determines the negotiations both sides of language between the interpersonal relationship has significant influence. Due to the negotiations both sides respective languages are exp

11、ressed his desire, requirements, when both sides wishes and actual income is consistent, both parties can develop and maintain a good interpersonal relationship, When ones desires and its actual income abhorrent when, if not handled properly, both sides constitute some relationships are likely to co

12、llapse, even burst. Due to the negotiations of interpersonal relationship is primarily through language exchange to reflect, therefore, language arts, helps the negotiations both sides relations, consolidate, development, improve and adjustment.2.2 Reasonable use of language arts, to create a good c

13、limate for negotiationsBusiness negotiation is a science but also an art, is scientific and artistic organically. On the one hand, business negotiations are people coordination mutual interests relationships and meet their needs behavior process, people must from the rational Angle to the problems i

14、nvolved systems analysis, according to certain laws, rules in order to formulate the negotiation of scheme and countermeasures. On the other hand, the business negotiation activities are conducted by specific negotiations personnel, in this kind of activity, negotiators knowledge, experience, mood,

15、emotion and personality factors, and will be in a certain degree of negotiation process and consequences, make an impasse in negotiations. Only use artistic processing technique, can promptly resolve negotiation of possible problems, nimbly to adjust their behavior, thus make oneself in the face of

16、a constantly changing environment trap grain, can maintain reaction to biomagnification and effectiveness. Language will have this kind of artistic quality. In the whole business negotiation process, whether first meet, still appear difficulty, can all be language art to build good negotiation atmos

17、phere. 2.3 Reasonable use of language arts, to resolve conflicts, relaxed atmosphereBusiness negotiation reflects both sides in the economic interests of the opposite and interdependent relationship. In the negotiation process, both parties will try to gain for themselves more interests, and no one

18、get the size and need to meet in the startups, it will directly affect the other partys interests and needs met. Good language expression, even retort, to persuade, contradicting each other requirements word, also can make the other side listen object, Otherwise, even agree, acknowledge, and support

19、ing each other words like, but also may make the other party antipathetic. 3. The Overview of the Communication in Business NegotiationCommunication is at the heart of the negotiating process. Although planning, preparation, and strategizing are all key negotiation elements, communication is the cen

20、tral process by which these elements are enacted. Communication processes, both verbal and nonverbal, are critical to achieving negotiation goals and to resolving conflicts.While it may seem obvious that how negotiators communicate is as important as what they have to say, research has examined diff

21、erent aspects of how people communicate in negotiation. Somebody have proposed that “negotiation is essentially linguistic” in that it “represents the exchange of information through language that coordinates and manages meaning”. In negotiations, language operates at two levels: the logical level (

22、for proposals or offers) and the pragmatic level (semantics, syntax, and style). The meaning conveyed by a proposition or statement is a combination of one logical, surface message and several pragmatic (i.e., hinted or inferred) messages. In other words, it is not only what is said and how it is sa

23、id that matters but also what additional, veiled, or subsurface information is intended, conveyed, or perceived in reception. By way of illustration, consider threats. We often react not only to the substance of a threatening statement but also (and frequently more strongly) to its unspoken messages

24、. Professors identify four linguistic dimensions of making threats:1. The use of polarized language, in which negotiators use positive words when speaking of their own positions (e.g., generous, reasonable, or even-handed) and negative words when referring to the other partys position (e.g., tight-f

25、isted, unreasonable, or heavy-handed).2. The conveyance of verbal immediacy (a measure of intended immediacy, compellingness, or relative psychological distance), either high and intended to engage or compel the other party (“Okay, here is the deal” or “I take great care to ”) or low and intended to

26、 create a sense of distance or aloofness (“Well, there it is” or “One should take great care to”).3. The degree of language intensity, in which high intensity conveys strong feelings to the recipient (as with statements of affirmation or the frequent use of profanity) and low intensity conveys weak

27、feelings.4. The degree of lexical diversity (i.e., the command of a broad, rich vocabulary), where high levels of lexical diversity denote comfort and competence with language, and low levels denote discomfort, anxiety, or inexperience.4. The Analysis of the Language Communication4.1 Overview and An

28、alysis of ListeningActive listening and reflecting are terms that are commonly used in the helping professions such as counseling and therapy. Counselors recognize that communications are frequently loaded with multiple meanings and that the counselor must try to identify these different meanings wi

29、thout making the communicator angry or defensive. In the decades since Carl Rogers advocated this key communication dynamic, interest in listening skills, and active listening in particular, has continued to grow both generally and in business and organizational settings.There are three major forms

30、of listening:1. Passive listening involves receiving the message while providing no feedback to the sender about the accuracy or completeness of reception. Sometimes passive listening is itself enough to keep a communicator sending information. Some people like to talk and are uncomfortable with lon

31、g silences. Negotiators whose counterpart is talkative may find that their best strategy is to sit and listen while the other party eventually works into, or out of, a position on his or her own.2. Acknowledgment is the second form of listening, slightly more active than passive listening. When ackn

32、owledging, receivers occasionally nod their heads, maintain eye contact, or interject responses like “I see,” “Mm-hmm,” “Interesting,” “Really,” “Sure,” “Go on,” and the like. These responses are sufficient to keep communicators sending messages, but a sender may misinterpret them as the receivers agreement with his or her position, rather than as simple acknowledgments of receipt of the message.3. Active listening is the third form of listening. When receivers are actively listening, they restate or paraphrase the senders message in their own