论商务英语谈判技巧英文.docx

1、论商务英语谈判技巧英文 成 都 大 学毕业设计（论文）题 目： On the Skills of Commercial English Negotiation 作者姓名： 邹长勤 学号： 200331030813 指导教师： 王慧 职称： 讲师 所在学院：外国语学院 专业： 英语 答辩日期： 2007-6-16 2007 年 6 月 6 日 论商务英语谈判技巧摘 要：商务英语谈判中有许许多多谈判技巧，此论文主要目的在于突出商务谈判技巧中的语言技巧。在正文中，首先分析了谈判的必要程序，然后进行谈判语言技巧的研究。在谈判的语言技巧中有很多重要的技巧。为了在谈判中获胜，有四个技巧不容忽视交流的技巧，

2、恭维的技巧,间接表达的技巧和说服的技巧。通过很好的掌握并有效地运用这些技巧，可以达到令人满意的结果并和对手建立起和谐的友谊，得到长远合作的机会。商务谈判是一个充满冲突和竞争的过程,如果双方都想个别利益最大化，那么冲突就会随时由此发生，如果他们坚持己见，将导致谈判没有结果且有害无益。此时，谈判者就会想办法借助很多谈判技巧，所以目的性的语言技巧得以运用，作为一位语言运用者兼谈判者必须有意识无意识地使自己的语言随时适应不断变化的形势。在成功谈判者的谈判过程中，你可以了解到他们不只把语言当作畅谈的工具，而是把语言当作一种非常有效的技巧。他们那恰如其分的表达以及熟练的语言技巧能有效地增强谈判者间的相互信

3、任和相互理解，这样就增加谈判成功的机会，以便最终能达成一个令人欣喜，双赢的结果。关键词：商务谈判； 语言； 沟通；语言技巧On the Skills of Commercial English NegotiationAbstract ：There are hundreds of negotiation skills in the commercial English negotiation; this paper mainly attempts to highlight the language skills. In the context, I firstly analyze the nec

4、essary processes about commercial English negotiation, and then come into the study of the language skills; there are many important aspects of language skills in commercial English negotiation. To make commercial English negotiation successful, these four aspects skills of communication, skills of

5、compliments, skills of applying indirectness and skills of persuasive can never be ignored. Good commanding and effect using of the language skills can help you to achieve a satisfactory result, establish harmonious relationships and gain further cooperation with the counterpart.Commercial English n

6、egotiation is a process full of conflicts and arguments. Conflicts would appear consequently when two parties try to maximize their individual interests. If they persist in their own opinions, the negotiation will become unproductive, detrimental to the arrival of agreements. Understandably, negotia

7、tors would employ various techniques at this time. Then the purposeful use of language comes in. As a language user as well as a negotiator, you must consciously or unconsciously adapt your language to meet the need of perpetual changing situation. In negotiating, you can see a successful negotiator

8、 not only takes language as a communicative tool, but also as a very useful skill. Their proper and skillful use of language skills can effectively enhance the mutual trust and understanding among negotiators, so as to increase the odds for negotiation success, and reach a happy result which will be

9、nefit and satisfy both sides. Key words: Commercial Negotiation; Language; Communication; Language Skills Contents摘要. . 关键字. . Abstract . Key words. Introduction. .11. Negotiation.11.1 Stages of negotiation.21.1.1 Pre-negotiation.21.1.2 Face-to-face negotiation.31.1.3 Post-negotiation.41.2 Seven ste

10、ps of negotiation.41.3 Types of Negotiation.52. Language in negotiation.62.1The power of language .62.2 The Power of body language.72.3 Languages role in creating meaning.92.4 Communication .102.4.1 The importance of communication.113. Language approach in negotiation .123.1 Listening and Questionin

11、g skill.123.1.1 Listening.123.1.2 Questioning .133.2 skills of compliments .143.2.1 Choices of commendatory words.153.2.2Comparison of Compliments between Chinese and English.153.3 skills of applying indirectness.163.3.1 Reasons to apply indirectness.163.3.2 Choices of proper words.163.3.3 Ways of e

12、xpressing .173.4 persuasive skill in negotiation .174. How to reach agreement .20Conclusion .21 Acknowledgement.23References. .24On the Skills of Commercial English Negotiation Introduction Commercial English negotiations in China have been carried out far more frequently with the development of eco

13、nomy. In an increasingly competitive and dynamic business environment, negotiation is critically important to the success and, ultimately to the survival of companies. So nowadays the ability to negotiate is one of the most valuable skills you can bring to any job. Negotiation is about both sides re

14、aching a good outcome, or at least one they feel they can live with and have contributed to and it will almost certainly involve compromise on both sides. Under such circumstances, the business traders need to master and constantly improve their negotiating capabilities and skills to achieve a bette

15、r result through negotiation.To some extent, commercial negotiation can be considered as a battle fought against negotiators. In commercial English negotiations, negotiators must obey the trade rules, negotiate process and meanwhile maintain their own benefits. However in negotiating, both parties i

16、nvolved will endeavor to win the most benefits while maintaining cooperation with each other. Therefore it is necessary to adopt the appropriate language skills .Among them，compliments and persuasion are the most commonly used skills that contribute to a successful commercial negotiation.Negotiation

17、 is basically the verbal communication, and sometimes it is a play of language. Negotiators need to know better about the language skills, such as compliments, persuasive skills, and how to express indirectly to avoid conflicts, so as to make the negotiation succeed.Ideally, commercial negotiations

18、should be founded on mutual trust and respect. They should be conducted within a problem-solving atmosphere, with sufficient time to tackle all issues. 1. NegotiationNegotiation is a basic human activity. It is a basic means of getting what you want from others, it is a process we undertake in every

19、day activities to manage our relationship, and a process through which parties move from their initially divergent position to a point where agreement may be reached. But a modern definition of negotiation is a process by which two parties attempt to reach an accord that specifies how they will act

20、toward the other (Putnam, 1992)Since the purpose of negotiation is to resolve the difficulties that stand in the way of an agreement. It is a backand forth communication designed to reach an agreement when you and the other side have some interests that are shared and other interests that are oppose

21、d.We know the essence of negotiation is that it is not about winning or losing, it is about striking a deal which is satisfactory to both sides. Of course, your efforts should be directed towards ensuring that it is more satisfactory to your side than to the other. In order to achieve the goal we ha

22、ve decided before, we need to pay more necessary attention to the related process. 1.1 Stages of negotiationThe process of negotiation can be divided into three aspects: pre-negotiation, face-to-face negotiation, and post-negotiation. (Pervez Ghauri, Jean-Claude Usuniser, 1996: 7) A stage of the pro

23、cess refers to a specific part of the process and includes all actions and communications by any party pertaining to negotiations made during that part. In the pre-negotiation stage, parties attempt to understand each others needs and demands, which are done through information gathering and informa

24、l meetings. The face-to-face negotiation is sometimes called negotiating stage, as it is the main stage in negotiation. The post-negotiation stage refers to the stage when parties have agreement upon most of the major issues as well as some less significant terms.1.1.1 Pre-negotiationThe pre-negotia

25、tion stage begins from the first contact between the two sides whose interest in doing business with each other is shown. It is from this stage on that both sides begin to understand one anothers needs and evaluate the benefits of entering into the process of negotiation. Both sides now gather as mu

26、ch information as possible on each other, like the operating environment, involvement of other third parties, influencers, competitors and the infrastructure. The main issue here is to define the problem to be jointly solved, for it will both reflect each others expectations and is necessary to get

27、commitment from each other, which will then help to achieve a problem-solving situation.Informal meetings start as the two sides examine each others position. Whether both sides continue to the next stage of the negotiation process depends to quite some extent on how they feel about cooperation, con

28、flict, and expected benefits and so on.In order to be better prepared before the negotiation, both sides shall have to take into account the following two items, namely, environmental factors and gathering of information.1) Here the environmental factors include politics, religious belief, legal system, business pract