商务谈判的语言艺术商务英语毕业论文论文.docx
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商务谈判的语言艺术商务英语毕业论文论文.docx
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商务谈判的语言艺术商务英语毕业论文论文
商务谈判的语言艺术-商务英语-毕业论文-论文
中国某某某某学校
题目商务谈判的语言艺术
姓名0000000
班级、学号0000、0000号
系(部)经济管理系
专业商务英语
指导教师00000
开题时间2009-04-10
完成时间2009-11-04
2009年11月04日
processofnegotiations.Theskillfullanguageisrealizedbetweentwo
partiesbycontacting,communicatingandcooperatingthroughrestate
opinions,askingquestion,responsesandpersuadesetc.Puttingforward
acreatingsolvingschemeisnotonlyapplyingwiththeartoflanguage
skillful,butalsomeetsthedemandsonmutualbenefitandrelievesthe
dullatmosphereonnegotiation.Itwillcreateacomfortableatmosphere
forthetwopartiesandisgoodforthesuccessofnegotiation.Sousing
languageskillfullycanenhanceagreatsuccessonnegotiationandget
doubleeffects.
Keywords:
Businessnegotiationlanguagefeaturesskills
三、参考文献
3
[1]姜望琦:
当代语用学[M].北京大学出版社,2006
[2]刘园:
国际商务谈判[M].对外经济与贸易大学出版社,2005
[3]章瑞华徐志华黄华新等:
现代谈判学———成功谈判的技巧与奥秘[].浙
江大学
[4]杨劫李芳国际商务谈判中的委婉表达[J]湖南科技学院学报20o6
(2)
260—262
[5]刘文广:
商务谈判[M].北京高等教育出版社2004.8
TheArtoflanguageinBusinessNegotiation
00000
中文摘要:
商务谈判是经济贸易合作的双方为达成某种交易或解决某
种争端而进行的协商洽谈活动。
在商务谈判中语言运用的成功与否
对谈判的过程与结果起着举足轻重的作用。
双方的接触沟通与合作
都是通过反复的陈述观点提问回答和说服等语言技巧来实现的
巧妙应用语言艺术提出创造性的解决方案不仅满足双方利益的需
要也能缓解沉闷的谈判气氛使双方都有轻松感有利于谈判的顺
利进行。
因此巧妙的语言艺术为谈判增添了成功的砝码起到事半功
倍的效果。
关键字商务谈判语言特征技巧
Abstract
Businessnegotiationisanactivitywhichiscarriedout
bythetwotradesidestoconcludethebusinessorsettle
certaindisputes.Thelanguageusedisasuccessorfailure
4
playsanimportantroleintheprocessofnegotiations.The
skillfullanguageisrealizedbetweentwopartiesbycontacting,
communicatingandcooperatingthroughrestateopinions,asking
question,responsesandpersuadesetc.Puttingforwarda
creatingsolvingschemeisnotonlyapplyingwiththeartof
languageskillful,butalsomeetsthedemandsonmutualbenefit
andrelievesthedullatmosphereonnegotiation.Itwillcreate
acomfortableatmosphereforthetwopartiesandisgoodfor
thesuccessofnegotiation.Sousinglanguageskillfullycan
enhanceagreatsuccessonnegotiationandgetdoubleeffects.
Keywords:
Businessnegotiation,language,features,skills
Introduction
Businessnegotiation’sprocessisthatthenegotiators
usinglanguagetocoordinateandconsulttheproblemsand
achievesagreement.Howtousecorrectlanguagetoshowyour
opinionsreflectstheabilityofthenegotiators.Iftheskills
arenotsuitable,itwillcausemisunderstandingordisputes
betweenthetwopartiesandevenleadtothefailureofthe
negotiation,andit’smorelikelytocausetheeconomyloss.
Whetherthelanguageisusedproperlyornotoftendetermines
thesuccessorfailureofthenegotiation.Therefore,knowing
5
aboutthisskillisthekeytoconcludeasuccessfulbusiness.
Thisthesismainlystatesthatthenegotiatorsshouldknowhow
tousestatementandaskquestions,responseandpersuasionto
achievethemultipliereffectintheprocessofbusiness
negotiations.
1.Thefeaturesoflanguageinbusinessnegotiation
Businessnegotiationlanguageisaspecialway,whichis
usedinthebusinessnegotiations.Itisdifferentfromthe
literature,art,opera,filmlanguages,butalsodifferentfrom
thedailylifelanguages.Generallyspeaking,thelanguageof
businessnegotiationshouldhavethefollowingbasicfeatures:
objectivity,directivity,logicalandnormativeofthe
businessnegotiations.
1.1Objectivity
Theobjectivityoflanguagemainlyshowsthat:
describing
thepresentsituationoftheenterprisemustconformtothe
reality;describingthequalityofthegoodsandfunction
shouldaccordingtothebasisofreality;ifyouhaveabest
conditionyou’dbettershowthesamplesordemonstrateiton
thespot.Yourquotationshouldbereasonableandyounotonly
tryyourbesttomeetyourownneeds,butalsoyoucan’tignore
theotherparty’sbenefits.Andyoushouldconsideringthe
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otherparty’srequirementsthatmakesurethetermsofpayment
andadoptthetermsofpaymentthatbothpartiescanaccept.
Ifthelanguagehasobjectivity,thetwosidestreateach
otherhonestyandpromotetheiropinionsclosely.Anditwill
layafoundationofthesuccessforthenextnegotiation.
1.2Directivity
Thedirectivityofthelanguageisthatthelanguageshould
focusonthespecificthemesandhasanexacttarget.
Negotiationlanguageshouldbedirectlyagainstonespecific
opponent.Thedifferenceofcontentsandoccasionsof
negotiationhavedifferentnegotiators,andalsoyouneedto
usethedifferentnegotiationlanguage.Eveniftheyhavesame
contentsofnegotiation,youmustusethedifferentlanguage
becausethenegotiatorshavedifferenteducation,thelevelof
knowledge,theabilityofacceptanceandpersonalhabit.
Youmustknowthatthedifferentrequirementsofsame
negotiationopponentsandyouneedtousethecorrectlanguage
orhighlighttodescribethequalityofgoodsandfunctions,
ordescribingyourenterprise’soperatingsituationandrepeat
describingthatourpricesareveryreasonable.Inaword,the
negotiationlanguagemustbeconcise,exactandeasyto
understand.
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Tobedirectinonenegotiation,ifyouwanttomakesure
thetermsofthenegotiationsthatyoumustbecarefulto
preparetherelevantinformationandyoushouldtakethisinto
considerationsatthesametime:
whenyoustarttothe
negotiationsyoumustknowwhatkindoflanguagesyoushould
beused,andyoushouldknowhowtoselectandtargetthe
negotiationlanguagetomakethenegotiationssmoothly.
1.3Logic
Thelogicallanguageisthatthenegotiator’slanguage
shouldcomplywiththeruleoflogic,theabilityofexpressing
ideamustbeclearly,theabilityofjudgmentmustbecorrect
andtheabilityofreasoningmustbecarefully.Thelanguage
shouldbefullyreflectedtheobjectivity,specificityand
historical.Ifyouwantyouropinionstobepersuasive,youmust
haveanabilityofthelogicalthinking.Inthenegotiations,
nomatteryoustatetheproblem,orwritememoranda,orgive
anysuggestions,imaginationorrequirementsthatyoushould
payattentiontothelogicaloflanguage.Thisisthebasisof
graspingtheiropinionsandfurtherpersuadingtheotherparty.
1.4Normative
Thenormativeoflanguageisthatthelanguageshouldbe
expressedpolitelyandclearly,strictlyandexactly.
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Firstly,thenegotiatelanguagemustinsistonthe
principlesofpolitenessandshouldbecomplywiththe
charactersofthebusinessandtherequirementsofthe
professionalethics.
Secondly,thelanguagemustbeclearandeasytounderstand
inthenegotiations.
Thirdly,thenegotiationlanguagemustbepayattentionto
avoidvoiceweakandhaven’tpauseinspeaking,orspeaking
tooloudlyandhavearichfeelingandsoon.
Fourthly,thenegotiationlanguageshouldbecorrectand
exact.Especiallyatthecrucialmomentofbargaining,you
shouldpaymoreattentiontoyourwordsandbehaviors.
2.TheArtoflanguageinBusinessNegotiation
2.1Theskillofstatement
Statementisthatintroducingone’sownsituationand
statingyourviewsofonequestion,andmaketheotherparty
tounderstandyouropinions,planningandpositions.Inthe
businessnegotiation,thestatementincludedtwopartsthatare
“enterintoquestion”and“statement”.
2.1.1Theskillofenteringintoquestion
Inthebusinessnegotiations,thenegotiatorsmusthave
skillsofenteringintoquestionandadoptingtheexactway:
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Firstly,themethodofcircuitousenterintoquestion,for
example,youcantalkaboutyourcompany’ssituations;Secondly,
youcantalkaboutsomedetailsfirst,andthenyoucantalk
aboutprincipleofthematter,Forexample,whenwetalkabout
theimportantprinciplemattersthathaveanervousfeeling,
atthistime,youcantalkaboutthespecificdetailstomake
thenegotiationpeacefulandcreateagoodatmosphereforthe
nextnegotiation;Thirdly,youcantalkaboutgeneralprinciple
problemandthentalkaboutsomedetails;Fourthly,youcan
startfromthespecifictopics.
2.1.2Theskillofdescribing
Attheopeningprocessofdescribing,firstly,youshould
definitethistopictobesettledinthisconversationto
concentrateourattentionsandmakethetwoparty’sopinions
agreeable;secondly,youmustshowthatyoushouldgetthe
importantbenefitsthroughthisconversationandindicateour
party’sbasicposition.Youcanreviewthepreviousachievement
oftwoparties’cooperationtoshowyourreputationenjoyed
bytheotherside;thirdly,attheopeningofdescribingthe
languageshouldbepossiblybriefandgraspthekeypoint,
correctandeasytounderstand;finally,youmustknowthe
purposeofdescribinginordertomaketheotherpartyto
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understandyourintentionsandcreateangoodatmosphereinthe
negotiation.So,describingshouldbeexpressedinasincere
andeasyway.
Iftheotherpartystartingdescribe,youmustlistento
theiropinionsverycarefully,thensumuptheopinionsandtry
tounderstandthecontentsofdescribing.Inordertoavoid
misunderstandingthatyoumustthinkandunderstandthekey
issuesoftheopeningofdescribing.Ifthecontentsofthe
openingdescribinghaveabigconflictwithyou,andyoucan’
tinterruptandcan’tmakeadisputewiththeotherparty
immediately,whileyouindicateyouropinionsaftertheother
party’stalkhavefinishedandcomplainttheiropinionsfrom
theotherside.
Intheprocessofthestatement,youshouldpayattention
tousethelanguagecorrectlyandeasytounderstand,andthe
languageshouldbriefandgraspthekeypoint,andhavea
specificstructure.Yourspeakingshouldbeclosetothetheme
andshouldpayattentiontothetone,
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