the skills in english business negotiations论文 定稿学位论文.docx

1、the skills in english business negotiations论文 定稿学位论文课程论文Negotiation Skills谈判技巧班级学号姓名2011 年 6 月 30 日The skills in English business negotiations Author: Wang Cai Hong AbstractBusiness negotiation, it is to point to the negotiations both sides to achieve a certain goods or services to the deal, many ki

2、nd of trading conditions for consultation activities. With the development of market economy, the concept of goods in expanding is extension, it also includes not only the physical labor of all products, also includes the capital, technology, information, and service. Therefore, business negotiation

3、 is to point to all the discussion about commodity, such as commodity supply and demand negotiations, technology import and transfer negotiations, investment negotiations.Along with the development of economic globalization, Chinas international trade is becoming more and more developed. Internation

4、al trade business negotiation is unavoidable, so we must understand the culture of merchant of various countries to discuss international business negotiation, analysis the process of international business negotiation and the negotiation skills of merchants all over the world, enhance the competiti

5、veness of Chinese merchants in international business. Key words: Business negotiation; Negotiation skills; Negotiation styles商务英语谈判技巧摘要商务谈判，是指谈判双方为实现某种商品或劳务的交易，对多种交易条件进行的磋商活动。随着市场经济的发展，商品概念的外延也在扩大，它不仅包括一切有形的劳动产品，还包括资金、技术、信息、服务等。因此，商务谈判是指一切商品形态的交易恰谈，如商品供求谈判、技术引进与转让谈判、投资谈判等。随着经济全球化的发展，我国的国际贸易也越来越发达。国

6、际贸易中的商务谈判在所难免，所以必须懂得各国商人的文化来探讨国际商务谈判，分析国际商务谈判过程、世界各国商人的谈判风格，增强中国商人在国际贸易中的竞争力。关键词：商务谈判，谈判技巧，谈判风格Business English negotiations pragmatic strategy use1 prefaceA foreign business negotiator should familiar with talk principles, not only to relevant laws and business operations, but to grasp some negotia

7、tion skills and be proficient in use of some pragmatic strategy, namely the flexibility of linguistic expression, means and skills to achieve the desired negotiations aims. Business negotiation is a complicated process about problem solving and reaching an agreement. Negotiators words can be various

8、 according to different object and use the language strategy according to the different people. In business negotiation process, successful pragmatic strategy will undoubtedly play a positive role. This paper discusses the use of business English negotiations pragmatic strategy.Intercultural busines

9、s negotiation is the various countries and regions of the people in order to achieve the goals that trade mutual consultation activities. Because English is the official language of the European and American countries, so business negotiation language most times are use of English .The negotiations

10、involving the English skills about asked question, a careful study of the characteristics and principles, negotiations properly by using English skills, is the important factor of negotiations success.2 English negotiation skills2.1 Business negotiation preparations Business negotiation preparations

11、 is also a part of the business negotiation skills, it often can have an unexpected effects to each other. Before negotiations, make a fully investigation of each other, analysis the disadvantages and advantages of them. Analysis what kind of problem can be discussed, and what is not need be negotia

12、ted. Also you should analysis what kind of problem is the most important to them. Also want to analysis our own situations. Suppose we will negotiate with a big company manager, , first of all we should ask some questions, then lists a question sheet, questions to ask all prior to think well, otherw

13、ise the effect of negotiation will be discounted.2.2 Good at listening to, do speak less and listen moreBusiness negotiation is actually a kind of dialogue, in this dialogue, the two sides expounded his situation, state the own point of view, listen to each other proposal, offer, and do the proposal

14、, also offer, mutual concessions, and finally to reach an agreement. Successful negotiators use more than 50% of the time. They listen to, side to side, analysis, and to keep the other side puts forward problems, to ensure the correct understanding of each other completely. Concrete is, to try to en

15、courage each other, “Please? Go on.” “Yes” And ask problem make the other side talk about their situation. If understand the others idea you can say, “I know what you mean”. If you agreed you can say, “that is a good idea” .If you will agree with some condition you will say for example,“ We accept y

16、our proposal , on the Condition that you order 30000uni t s .” 2.3 Questions skillsQuestions skills are very important. Through questions we can not only obtain some information that we can not get usually, but can confirm our previous judgment. Exporters application open questions (namely reply is

17、not yes or no, but need special problem of interpretation) to understand the importers need, because this kind of problem can make importers free shared their needs .For example, “Can you tell me more about your company” and “What do you think of our proposal”. We should note the key answer of the f

18、oreign merchants for future use. For example, importers often ask “Can not you do better than that? ”To this question, we dont concede .We should ask what is meant better, or better than what？We can continue to ask questions until fully understand competitors offer. Then, we can tell them our offer

19、is different, in fact, the better than other competitors. If the other party refuses to our conditions, we can change another other conditions constitute a new conditions to the other questions, make the new offer. The other side also available to our counter-offer conditions of questions. Both side

20、s to continue consultations, each other to make any concession, find the important thing in common until. 2.4 Implied and tactful Some words in business negotiation although correctly, but the other side can not accepted, the words cant achieve a good result. Implied euphemism pragmatic strategy emp

21、hasizes words are end but the meaning is endless, and the spare meaning is all at the silence, let a person comprehend string by implication. For example: I agree with most of what you said. Illocutionary is, there is something in what you said that I can not agree with. This is a euphemism negative

22、 strategy. Be like again, you should have put forward this move earlier. Its implied one mean of criticism: You should not change the program so late. Under the environment of business negotiations, we can use this tragedy in many circumstances. If encounter a confidential or recessive should not be

23、 the truth, meet some ax-grinders not friendly words and deeds or activities such as unfavorable straight when Chen occasions, we can use implied euphemism strategy indirectly expression. This can avoid positive conflict, manufacturing and friendly atmosphere.To make them believe that it was his poi

24、nt of view. In this case, the negotiation rivals have respected feeling, he would think against this plan is against his own, and easy to reach a consensus, get negotiations succeed.2.5 Flexible, Flexibility and combining principle Business negotiation process often to meet some unexpected embarrass

25、ing things that need negotiator has flexible, requirements, and the ability of language strain associated emergency means, cleverly out of difficulties. Sometimes cant give each other a definite answer, but not a negative, then the negotiations have room to shift will have to avoid explicitly reply.

26、 When met his match force you to make a choice, if you said: let me think about it, and so on, the language will be think lack definite view, thus at a disadvantage in psychology. This moment you can tell them politely, I m afraid I cant give you a definite reply now” .or I j us t need some time t o

27、 think it over. Flexibility and principle is involved in language effect and convey the original intention in the two aspects. Lack of flexibility will affect expressing effect, and wont flexible then often make an impasse in negotiations. To different countries and different negotiation opponent, c

28、onstantly adjust themselves, adhere to the unity of the principle and flexibility. For example, in the negotiations with the European and American countries businessman, if there are different views, you had better be honest hand dont beat around the bush.Negotiation process often to meet some unexp

29、ected that embarrassing negotiator has flexible, requirements, and the ability of language strain associated emergency means, cleverly out of difficulties. When met his match to force you to make a choice, you immediately if said: let me think about it, and so on, the language will make the person t

30、hink lack definite view, thus in psychology at a disadvantage. 2.6 Fuzzy pragmatic strategy Fuzzy pragmatic strategy in business negotiations of apply make the language has very big flexibility, the output information intuitive. Avoid too sure. Let negotiator freely. Avoid an impasse in negotiations

31、, leaving the necessary room for practice: I am afraid that the proposal you put forward just now isnt up too much Your presentation makes me feel a little tooyou know what I mean. The above isnt up too much you know what I mean Are fuzzy language, meaning is very wide, not clear boundaries. Let peo

32、ple flexibly to understand.Fuzziness pragmatic strategy can use less price transfer enough information, and to the complex things make efficient judgment and processing. For example, Our business policy is very clear and our enterprise credit is also known to all. Negotiators under the conditions at the time dont do positive answer to questions. Avoid unfavorable situation on this issue, get rid of entanglement with each other. Another fuzzy pragmatic strategy still can rise to render role. Win them from psyc