the skills in english business negotiations论文 定稿学位论文Word格式.docx
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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:
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.Winthemfrompsyc
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