The skills in English business negotiations论文 定稿.docx

The skills in English business negotiations论文 定稿.docx

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TheskillsinEnglishbusinessnegotiations论文定稿

课程论文

NegotiationSkills

谈判技巧

班级

学号

姓名

2011年6月30日

TheskillsinEnglishbusinessnegotiations

Author:

WangCaiHong

Abstract

Businessnegotiation,itistopointtothenegotiationsbothsidestoachieveacertaingoodsorservicestothedeal,manykindoftradingconditionsforconsultationactivities.Withthedevelopmentofmarketeconomy,theconceptofgoodsinexpandingisextension,italsoincludesnotonlythephysicallaborofallproducts,alsoincludesthecapital,technology,information,andservice.Therefore,businessnegotiationistopointtoallthediscussionaboutcommodity,suchascommoditysupplyanddemandnegotiations,technologyimportandtransfernegotiations,investmentnegotiations.

Alongwiththedevelopmentofeconomicglobalization,China'sinternationaltradeisbecomingmoreandmoredeveloped.Internationaltradebusinessnegotiationisunavoidable,sowemustunderstandthecultureofmerchantofvariouscountriestodiscussinternationalbusinessnegotiation,analysistheprocessofinternationalbusinessnegotiationandthenegotiationskillsofmerchantsallovertheworld,enhancethecompetitivenessofChinesemerchantsininternationalbusiness.

Keywords:

Businessnegotiation;Negotiationskills;Negotiationstyles

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

BusinessEnglishnegotiationspragmaticstrategyuse

1preface

Aforeignbusinessnegotiatorshouldfamiliarwithtalkprinciples,notonlytorelevantlawsandbusinessoperations,buttograspsomenegotiationskillsandbeproficientinuseofsomepragmaticstrategy,namelytheflexibilityoflinguisticexpression,meansandskillstoachievethedesirednegotiationsaims.

Businessnegotiationisacomplicatedprocessaboutproblemsolvingandreachinganagreement.Negotiators’wordscanbevariousaccordingtodifferentobjectandusethelanguagestrategyaccordingtothedifferentpeople.Inbusinessnegotiationprocess,successfulpragmaticstrategywillundoubtedlyplayapositiverole.ThispaperdiscussestheuseofbusinessEnglishnegotiationspragmaticstrategy.

Interculturalbusinessnegotiationisthevariouscountriesandregionsofthepeopleinordertoachievethegoalsthattrademutualconsultationactivities.BecauseEnglishistheofficiallanguageoftheEuropeanandAmericancountries,sobusinessnegotiationlanguagemosttimesareuseofEnglish.ThenegotiationsinvolvingtheEnglishskillsaboutaskedquestion,acarefulstudyofthecharacteristicsandprinciples,negotiationsproperlybyusingEnglishskills,istheimportantfactorofnegotiationssuccess.

2Englishnegotiationskills

2.1Businessnegotiationpreparations

Businessnegotiationpreparationsisalsoapartofthebusinessnegotiationskills,itoftencanhaveanunexpectedeffectstoeachother.Beforenegotiations,makeafullyinvestigationofeachother,analysisthedisadvantagesandadvantagesofthem.Analysiswhatkindofproblemcanbediscussed,andwhatisnotneedbenegotiated.Alsoyoushouldanalysiswhatkindofproblemisthemostimportanttothem.Alsowanttoanalysisourownsituations.

Supposewewillnegotiatewithabigcompany’manager,,firstofallweshouldasksomequestions,thenlistsaquestionsheet,questionstoaskallpriortothinkwell,otherwisetheeffectofnegotiationwillbediscounted.

2.2Goodatlisteningto,dospeaklessandlistenmore

Businessnegotiationisactuallyakindofdialogue,inthisdialogue,thetwosidesexpoundedhissituation,statetheownpointofview,listentoeachotherproposal,offer,anddotheproposal,alsooffer,mutualconcessions,andfinallytoreachanagreement.Successfulnegotiatorsusemorethan50%ofthetime.

Theylistento,sidetoside,analysis,andtokeeptheothersideputsforwardproblems,toensurethecorrectunderstandingofeachothercompletely.Concreteis,totrytoencourageeachother,“Please?

Goon.”“Yes”Andaskproblemmaketheothersidetalkabouttheirsituation.Ifunderstandtheother'sideayoucansay,“Iknowwhatyoumean”.Ifyouagreedyoucansay,“thatisagoodidea”.Ifyouwillagreewithsomeconditionyouwillsayforexample,“Weacceptyourproposal,onthe Conditionthatyouorder30000units.”

2.3Questionsskills

Questionsskillsareveryimportant.Throughquestionswecannotonlyobtainsomeinformationthatwecannotgetusually,butcanconfirmourpreviousjudgment.Exportersapplicationopenquestions（namelyreplyisnot"yes"or"no",butneedspecialproblemofinterpretation）tounderstandtheimporter'sneed,becausethiskindofproblemcanmakeimportersfreesharedtheirneeds.Forexample,“Canyoutellmemoreaboutyourcompany”and“Whatdoyouthinkofourproposal”.

Weshouldnotethekeyansweroftheforeignmerchantsforfutureuse.Forexample,importersoftenask“Cannotyoudobetterthanthat?

”Tothisquestion,wedon'tconcede.Weshouldaskwhatismeantbetter,orbetterthanwhat？

Wecancontinuetoaskquestionsuntilfullyunderstandcompetitorsoffer.Then,wecantellthemourofferisdifferent,infact,thebetterthanothercompetitors.

Iftheotherpartyrefusestoourconditions,wecanchangeanotherotherconditionsconstituteanewconditionstotheotherquestions,makethenewoffer.Theothersidealsoavailabletoourcounter-offerconditionsofquestions.Bothsidestocontinueconsultations,eachothertomakeanyconcession,findtheimportantthingincommonuntil.

2.4Impliedandtactful

Somewordsinbusinessnegotiationalthoughcorrectly,buttheothersidecannotaccepted,thewordscan'tachieveagoodresult.Impliedeuphemismpragmaticstrategyemphasizes"wordsareendbutthemeaningisendless,andthesparemeaningisallatthesilence",letapersoncomprehendstringbyimplication.

Forexample:

Iagreewithmostofwhatyousaid.Illocutionaryis,thereissomethinginwhatyousaidthatIcannotagreewith.Thisisaeuphemismnegativestrategy.Belikeagain,youshouldhaveputforwardthismoveearlier.Itsimpliedonemeanofcriticism:

Youshouldnotchangetheprogramsolate.Undertheenvironmentofbusinessnegotiations,wecanusethistragedyinmanycircumstances.

Ifencounteraconfidentialorrecessiveshouldnotbethetruth,meetsomeax-grindersnotfriendlywordsanddeedsoractivitiessuchasunfavorablestraightwhenChenoccasions,wecanuseimpliedeuphemismstrategyindirectlyexpression.Thiscanavoidpositiveconflict,manufacturingandfriendlyatmosphere.

Tomakethembelievethatitwashispointofview.Inthiscase,thenegotiationrivalshaverespectedfeeling,hewouldthinkagainstthisplanisagainsthisown,andeasytoreachaconsensus,getnegotiationssucceed.

2.5Flexible,Flexibilityandcombiningprinciple

Businessnegotiationprocessoftentomeetsomeunexpectedembarrassingthingsthatneednegotiatorhasflexible,requirements,andtheabilityoflanguagestrainassociatedemergencymeans,cleverlyoutofdifficulties.Sometimescan'tgiveeachotheradefiniteanswer,butnotanegative,thenthenegotiationshaveroomtoshiftwillhavetoavoidexplicitlyreply.Whenmethismatchforceyoutomakeachoice,ifyousaid:

"letmethinkaboutit,"andsoon,thelanguagewillbethinklackdefiniteview,thusatadisadvantageinpsychology.Thismomentyoucantellthempolitely,I'mafraidIcan’tgiveyouadefinitereplynow”.orIjustneedsometimetothinkitover.

Flexibilityandprincipleisinvolvedinlanguageeffectandconveytheoriginalintentioninthetwoaspects.Lackofflexibilitywillaffectexpressingeffect,andwon'tflexiblethenoftenmakeanimpasseinnegotiations.Todifferentcountriesanddifferentnegotiationopponent,constantlyadjustthemselves,adheretotheunityoftheprincipleandflexibility.Forexample,inthenegotiationswiththeEuropeanandAmericancountriesbusinessman,iftherearedifferentviews,youhadbetterbehonesthanddon'tbeataroundthebush.

Negotiationprocessoftentomeetsomeunexpectedthatembarrassingnegotiatorhasflexible,requirements,andtheabilityoflanguagestrainassociatedemergencymeans,cleverlyoutofdifficulties.Whenmethismatchtoforceyoutomakeachoice,youimmediatelyifsaid:

"letmethinkaboutit,"andsoon,thelanguagewillmakethepersonthinklackdefiniteview,thusinpsychologyatadisadvantage.

2.6Fuzzypragmaticstrategy

Fuzzypragmaticstrategyinbusinessnegotiationsofapplymakethelanguagehasverybigflexibility,theoutputinformationintuitive.Avoidtoosure.Letnegotiatorfreely.Avoidanimpasseinnegotiations,leavingthenecessaryroomforpractice:

Iamafraidthattheproposalyouputforwardjustnowisn'tuptoomuchYourpresentationmakesmefeelalittletoo—youknowwhatImean.Theaboveisn'tuptoomuchyouknowwhatImeanArefuzzylanguage,meaningisverywide,notclearboundaries.Letpeopleflexiblytounderstand.

Fuzzinesspragmaticstrategycanuselesspricetransferenoughinformation,andtothecomplexthingsmakeefficientjudgmentandprocessing.Forexample,Ourbusinesspolicyisveryclearandourenterprisecreditisalsoknowntoall.Negotiatorsundertheconditionsatthetimedon'tdopositiveanswertoquestions.Avoidunfavorablesituationonthisissue,getridofentanglementwitheachother.

Anotherfuzzypragmaticstrategystillcanrisetorenderrole.Winthemfrompsycholo