商务英语谈判论文
商务谈判论文英语
The influence of Chinese-western Cultural Differences in Business NegotiationABSTRACTIt has been more than 30 years since the policy of reforming and opening was carried out. The international business activities got more and more showing. The results of whether the negotiation achieved or not impacted the foreign trade directly, but the results always depended upon many factors: economic basis, political background, enterprise capacity, providing and competing of the markets. But there was a very important factor behind those factors. It was culture factors. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding, even affect the result of the businessnegotiations. If you want to succeed in negotiation, you must dig the culture differences.The purpose of writing was to stress the splendid culture factors which are neglected in the past. By excavating the unity and diversity of culture factors, we advanced step by step to evident the great impact of culture factors for international business negotiation. The point innovation was to give specific impact from the specific difference, other paper was not. The ultimate goal of this thesis was to provide the theoretical evidences for those negotiations who pay more attention to the culture factors when they began to negotiate.Key Words:business negotiation, cultural difference, the influence The influence of Chinese-western Cultural Differencesin Business NegotiationCulture is an abstract concept, it refer to all aspects of human life,including belief, art, knowledge, morals, convention, etc. Culture consist of two factors-material culture and mental culture. Science culture and humanism culture form themental culture. And the humanism culture always refer to ethnic culture. The living environment effect human’s behavior unconsc iously from one’s birth even not yet born. The first function of culture is to make man a human being, It is culture that regulates his conduct and prepares him for group life. It teaches him the art of living as per the cultural traits of the group. He takes the food, wears the clothes, goes to school, speaks the language and does so many other little things of day-to-day life which are a part of the conventional norms, mores, laws, customs and morals of the group. The culture of a group plays a major part in the heightening human qualities of its individuals and save them from avoiding participation in the cultural stream.The second important role of culture is to keep social relationship intact so that the group as a whole can maintain and develop the values and ideals of the group through the regulation of behaviors of its members and by satisfying their primary needs and objectives in respect of the necessities and luxuries of life . People learn to behave socially in a group because their behavior is subject to approval or disapproval.Here are some specific effects below, including the political system, thinking mode, different values and belief,language styles, the translation and interpretation.The effect of political environmentThe relationship between the two parties’ counties is the determined factor that whether the negotiating environment is loosed. If the relationship is friendly, the probability of successful negotiation will be bigger, otherwise it’ll be small. The effects of political environment mainly reflect in the ideology and political system. China is a socialist country. Western countries are capitalist states mostly. For the reason of incompatibility of Chinese-western political system, adversarial and discriminatory terms may be written in the contract, which cause a bad cooperation or even a failure in cooperation.The effect of thinking modePeople’s thinking play an important role throughout the business negotiations. The features of Chinese-western thinking differences are obvious: Chinese culture prefer Comprehensive thinking, and emphasize unified and deductive inference; Western culture prefer analytical thinking, emphasize opposite and inductive inference. To a question, Chinese and westerners put forward to different solution.Chinese negotiators focus on working out rules, and then talk about the details. Once the principles have been confirmed, they will keep it and never compromise. However, they are flexible when handling some details. Chinese usually may compromise or promise, finally sign a contract. Western negotiators, especially the Americans, won’t be limited by the frame of rules. They emphasize the whole, not the individuals. They like to start with specific things.Chinese mind the responsibility of the group, authority of individual, that is to say “centralization”; Western mind the power of the group, the responsibility of individuals, that is to say “separat ion of powers”. The number of Chinese members is a lot, but the decision maker is only one. While western negotiators enforce codetermination.In the view of Chinese point, self-respect is more important than negotiation result. Western negotiators notice result which is more relevant to individuals’ profit. Thus, they will try their best to pursue, if they can obtain benefit. Achievement is the way to judge one’s status.The effect of language styleLanguage style:Chinese style seems to be formal that they always usebusiness expressions in the negotiation and be fixed within the framework of preparation beforehand; Western style is humorous that they use daily expressions and are flexible according to the changing situations. On the part of intonation, westerners use passive voice frequently, but they are logical inside; Chinese are habituated to use terms and long sentences.Language strategies:Business negotiation is just like playing chess, you will frequently change your psychology, standpoints and negotiation strategies including language strategies according to the changed and changing situations. The following will be useful when you enter the negotiating room:1. Aggressing as well as defending, try to find your counterpart’s weakness (in expressions, in inside logics) and use your own strength to get the upper hand;2. Change your standpoints and language strategies according to the changing situations;3. be sensitive to the taboos in your counterpart’s culture;4. Your language must serve your purpose, serve to realize your interests; to aggress as well as defend, to arrive atwin-win end.5. Your language must be professional and logical (to resolve the problems) and sometimes humorous (to relax the tense atmosphere or break the stalemate).The effect of Translation and InterpretationThe ability to make oneself understood is essential if any agreement is to be reached. International negotiations often require the use of translators or interpreters to attain this goal. The optimal translator or interpreters will understand both the linguistic and cultural nuances so necessary to communication. Translators or interpreters must also be adept at comprehending the intricacies of everything from body language to seating arrangements. Rarely will a solo negotiator or team have sufficient language skills to operate anywhere in the world. The quality of the translators or interpreters involved will greatly influence the negotiation's outcome. And generally speaking, the translators or interpreters in international business negotiations should:1. Have a large vocabulary of English,2. Be familiar with the business terms in source and target language,3. Understand the lexical, syntactic characteristics ofbusiness English, especially oral English in international business,4. Know about relevant business knowledge,5. Be sensitive to cross-cultural communication,6. Have good interpersonal skills,7. Specialize in using dictionaries, encyclopedia and relevant reference books.The Effect of Different BeliefAs different ideologies developed and combated each other, the basic framework of Chinese civilization was established. And then Confucianism became the foundation stone of Chinese philosophy system. Confucianism's central doctrine is that of the virtue of Ren. What is Ren? Ren is translated variously as goodness, benevolence, humanity and human-heartedness. In short, Ren means affection and love. For more than 2 thousand years it has molded and shaped the civilization of China and exerted a profound influence upon almost one fourth of human race. Just as DR. Sun-Yat-Sen said:” Therefore the old morals of loyalty and piety, affection, and love, faithfulness and righteousness, are superior to those of the foreign countries Let alone that peace and harmony. These high standards of morals are ournational spirit. "Different from China, Christianity plays an important role in western. The English speaking countries are generally considered as Christian countries where many people believe in Christianity. Christianity is the region based on the life and teaching of Jesus Christ. He is the founder of Christianity. According to the doctrine of Christianity, the Trinity is the union of the three forms of God, the Son and the Holy Spirit. Jesus Christ the son of the God, and the holy book of Christianity is the Bible, which consists of the Old Testament and the New Testament. However, the power of the church cannot compare with the past time, it still influence many aspects of people 's daily life. For example, there are a few important festivals in the western is concern with Jesus Christ. Christmas day is a festival in celebration of the birth of the Jesus Christ on Dec.25.Virgin Birth refers to the birth of Christ, which Christians believe to have been caused by God rather than by ordinary sexual union.The effect of different valuesThe concept of Chinese values is often consciously or unconsciously placed in opposition with Western values. Therefore, it is necessary to determine how people defineWestern values. Some have stated that the modern Western value system originated in Victorian England, and describe it as social norms and behaviors common in European people during that time. The core of Western values is individualism. The core of the Chinese value has some relationship with the Confucianism. The ethnic principle of Confucianism is its discovery of the ultimate in the moral character of human relationships in which Confucius offered the solution for the ills and evils of his days.That is the well-known Five Relationships: ruler-minister, father-son, husband-wife, elder-younger brother andfriend-friend. This was explained as “There should be affection between father and son , righteous sense of duty between ruler and minister, division of function between man and wife, stratification between old and young, and good faith between friends.” During the more than two thousand years of the feudal period, the ruling class arrange every thing by this relationships, and then formed a class society. In this kind of society, a minister owes loyalty to his ruler, and a child filial respect to his parent. The result is the humanity is neglected and people have no equality. Different from China, in the Renaissance period of England, people beganto emphasize the dignity of human beings and the importance of the present life, they voiced their beliefs that man did not only have the right to enjoy the beauty of their life, but also have the ability to perfect themselves and perform wonders. This is the rudiment of Humanism. People became to respect the humanity from then on. And then develop into the ideas of what we always said freedom, democracy. Today, take Americans for instance; the top personal values were self-reliance, hard work, and a tie between achieving success in life, personal achievement, and helping others. Hard work, respect for learning, honesty, and self-reliance were most valued among Chinese people. In terms of social values, the top six for Americans were freedom of expression, personal freedom, rights of the individual, open debate; thinking for oneself, and official accountability. The top six social values for Asian people were maintenance of an orderly society, harmony, accountability of public officials, openness to new ideas, freedom of expression, and respect for authority. This study finds that unlike Americans, East Asians are generally more respectful of authority and prize an orderly society, however in concurrence with the West, Asians honor new ideas, officialaccountability, and free expression.Subject to the different values, Chinese negotiators think that the process of negotiation is the process of establishing interpersonal relation. The purpose of negotiating is to build a long-term business cooperative relation. Entering into a contract is the start of mutual beneficial cooperation. But western negotiators advocate independent thinking and judgment. They emphasize the redistribution of profit. It’s persuasive to show one’ view directly while Chinese present their ideas more implicit in case of hurting other s’self-respect. The westerners maintain egalitarian value. They stand fair competition, reasonable and open principles, and strive to distribute interest equally. Westerners usually adopt quotation database in introducing specific terms. In the relationship between the buyers and sellers, they usually regard parties as equal, and be fair in the division of profit.Different culture has different timing. American seek interest an speed, which form American’s modern commercial style in a sweeping manner. But Chinese timing is circuitous, they take a long view of the feasibility of issues, they may be thoughtful to the integrity of issues in a long run. So different negotiating styles cause different result, onlyknow yourself as well as the enemy, you can use the differences of values to occupy initiative position in negotiation.SummaryIt’s direct and wide that culture effect on negotiation. With people knowing the culture factors deeply, they found the impact of culture factors for business negotiation beyond the impact of other factors. If you wanted to succeed in negotiation, you must dig the culture differences, cross it, admire it, bridge it. In the field of culture, Marxism in China was a right choice by Chinese under the circumstance of collision of Chinese-western culture for hundreds years. When we confronted the combination of world civilization and many cultures, we should step to know Marxism in China. In this way, we can merge the Chinese-western culture differences, so the culture can serve the economy, serve the trade an serve the international business negotiation. The international business negotiation was a kind of cultural collision and accommodation. In the trend of globalization, all the foreign enterprises should combine the cultural sensitive with the negotiation skill then they can achieve their objectives of negotiation victory.This article introduce the effect of culture difference on business negotiation from two points: the specific culture difference impacting the specific negotiation steps and international business negotiation making a conversion from the redistribution of economic benefit to the joint enjoyment of spirit culture. The topic of this article is not the survey of negotiating skills or negotiating strategies, but the exploration of cultural differences which effect on negotiation.With international trade activities increasing, only if you are able to be familiar with the culture differences deeply, admire others’ culture and put yourself on others’ shoes can you facilitate a successful negotiation.Reference:[1] 王滕宁.Impact of the culture difference between China and the West on business negotiation. 山东机械，2004年[2]曹菱.《商务英语谈判》，外语教学与研究出版社，2004[3] 赵伟君.中西文化冲突与我国跨文化商务谈判对策.商业研究，2002[4]尹小莹. 外贸英语函电。
【论文】商务英语谈判中的语言策略
AbstractAs globalization of world economy gains momentum, business negotiations have become more and more important nowadays. And in business negotiation process, language strategies play very important role in determining the outcome of the negotiation.Language users use different linguistic forms strategically to achieve different communicative intentions. Negotiators use pragmatic strategies to achieve their communicative intentions. While many scholars abroad have made a study of the strategies in business negotiation from a managerial view, which seems to be lacking in language data as evidence, most of the Chinese scholars have paid more attention to the pragmatic strategies such as strategies of politeness, humor, and euphemism applied in international business negotiations from different perspectives. Therefore, application of the pragmatic strategies can only be described as means of getting as much profit as possible under a competitive win-win negotiation situation.This paper is composed of four chapters. In the first chapter, I make a brief introduction to the negotiation and the business negotiation tactics. The second chapter is the most important chapter in the whole paper which is called verbal strategies. It explains language tactics from three periods, the beginning period, the negotiation period and the ending period. To aim at different period’s functions in negotiation, I will introduce different language tactics. Besides verbal strategies, non-verbal strategies also play a crucial role in negotiation. The third chapter, I will introduce the non-verbal strategies from body language, paralanguage, silence and etc. The last chapter is the conclusion part. I made an analysis in selecting a language during the negotiation.Not all the verbal pragmatic strategies can be applied in a business negotiation under a win-win situation. Some verbal pragmatic strategies such as politeness, humorand euphemism can be applied successfully and effectively under win-win negotiation situations。
商务英语谈判技巧论文
商务英语谈判技巧论文篇一：商务英语谈判论文Discuss the Applications of the PIOC Principles inCollaborativeNegotiation BrieflyThere are many negotiations in the world, but the business negotiations take the mostly dominant role. In this situation, the final purpose of each side of the negotiating parties is attempted to meet the other’s interest as well as their own. There are many kinds of negotiations such as competitive style, accommodative style, collaborative style, vengeful style, compromising style, etc. and most commercial negotiations tend to collaborative style, because it is a win-win negotiation. There are four principles which are People, Interest, Options, andCriteria. It is indispensable when we are going to talk about the collaborative negotiation owing to the applications they exert.People PrinciplePeople Principle requires separating the people from the problem. Business is business, taking too many people emotions into negotiation is harmful. Especially in collaborative negotiations, good master of People Principle need follow the three techniques.Establish an accurate perception. Cultivate appropriate emotion. Strive for better communication.Interest PrincipleInterest principle requires focusing on interests, not positions . A position is what you say you want or must have. An interest is why you want what you want. Taking much attention to position will greatly reduce the interest, negotiators need to distinguish between interests and positionsand focus on interests not positions. There are two methods negotiators should obey. Identify the self-interests. Discuss interests with the other party.There is an example. Jim takes a fancy to a second-hand car which has good quality in all aspects except the high price. When he comes to the host’s officer to negotiate aiming to cut down the price, he finds the host is the boss of the company and the office is luxurious. He becomes inexplicable nervous. Having a seat for a while, the host is busy with telephone talking about a cooperative projects amount of up to millions of money. The tension and fear in the hearts of Jim are further broadened. He sits on pins and needles for a long time but the host seems not to hang up the phone and seems to ignore the existence of Jim. A strong anger begin to spread in Jim’s mind, so he deliberately makes some sound and thehost finally hang up the phone and apologize to , what the host said next shames Jim. The host say “my time is tight, aren’t you tell me you come here to cut down the price”Jim had hoped to get the car at the half price, but now he is completely suppressed by the momentum of the host. Anger becomes fear which affects Jim’s negotiating ability. He affirms the host who has the ability to do big business won’t waste time to negotiate. In order to make him leave the uneasy place and finish the embarrassing negotiation as soon as possible, Jim accepts original price. Although Jim repents himself but it’s late.In this case, Jim disobeys the People Principle. He takes emotions to the negotiation, nervous, fear and inferiority. In his mind,he and the host are not in the same level which makes him unable to negotiate with the host. Jim should calmdown and get the host to participate in the mutual activities, and Jim’s emotions make the host stick to his price. Jim even not speaks out his purpose which is silly. Jim disobeysInterest Principle. He completely not focuses on his own interests but the host’s should explore and recognize the interests of the host and stand in his way. This should be a good collaborative negotiation. But owing to the deficiency of negotiation Jim lacks, the host takes advantages from Jim.Options PrincipleOptions Principle requires inventing options for mutual gains. There are often obstacles during the negotiations which needs people develop multiple solution options to reach an agreement. The ability to invent options is one of the most useful assets a negotiator can have and negotiator should avoiding the followed thinking, premature judgement, searching for thesingle answer, the assumption of a fixed pie a nd thinking that “solving their problem is their problem”.Hereare methods negotiators should obey. Separate the act of inventing options from the act of judging them. Develop as many options as possible before choosing one. Search for mutual gains.Criteria PrincipleCriteria Principle requires insisting on using objective options become available, negotiating parties need to decide which one suits both sides best. The guidelines for objective criteria are Independence of wills of all parties. Legitimate and practical. Acceptance to all parties. In a word, focus on objective criteria firmly and flexibly.There is an example. A Chinese negotiating group goes to a Middle East country to negotiate a project contract. During gossip, a Chinese memberdiscusses the Islam without intention which arise the unhappy of the other side. When come to the substantive issues, the opposite side shows no sign of conceding, and they seem to intend to withdraw negotiation. At the time, the Chinese team hurries to seek options to solute the problems. Frist, they apologize to the Islamic workers sincerely. Then the Chinese makes decisionto offer them 5%account of the total amount. If they don’t accept theChineseproposes introduce another company to negotiate the contract. Finally, the Islam accept apologize and accept the contract, but the Chinese should comply with rules about Islam. Last, the two teams approach consensus.In this case, when problems occur, the Chinese not shrinkback but struggle to find solutions, and they offer two options for the Islam to choose. Last, the two groupsreach agreement and take the Islam as criteria. This is a successful collaborative negotiation which applies the Interest Principle and Criteria Principle correctly. Though the Chinese give a 5% discount, but which accelerates the negotiation reached an agreement quickly.The correct application of PIOC Principles in collaborative negotiations is a powerful tool to crack the tough nuts in negotiations, and reach a consensus promptly. Principled negotiations make the win-win maximum benefit.篇二：商务英语谈判论文答卷封面注意事项（Notes）1.考生需按题签将上述有关项目填写清楚2.字迹要清楚，保持卷面清洁。
商务英语毕业论文范文
商务英语毕业论文范文谈判,已深入到社会生活的各个领域。
如为了成交一笔买卖而进行的业务洽谈;为了达成互利、互助或合作经营的协议而进行的讨论磋商。
下面是店铺为大家整理的商务英语毕业论文范文，供大家参考。
商务英语毕业论文范文篇一[摘要] 文章探讨商务谈判人员的合作与竞争、人格决定作用、中西谈判理论思想的关系等三个理念。
作者认为这些理念是决定谈判成败的关键。
[关键词] 商务谈判科学理念理念是人脑中的高位意识形态，是指导和影响人们行为的基础观念，理念的形成是由人的知识、经验、思维方式等因素的影响决定的，而理念一旦形成，又对人们的行为产生指导和影响。
商务谈判是商业职场人员的一种日常工作，也是他们在职业生涯中的一种创造性劳动，自然也受到理念的影响。
本文探讨的商务谈判的科学理念问题，并不是要描述商务谈判人员的各种谈判理念，强调的是商务谈判人员应树立正确的、科学的理念。
理念一:商务谈判中合作比竞争更重要1.合作是商务谈判中矛盾的主要方面我们处在一个利益纷争的时代。
在每个涉及利益的领域平等谈判、公平博弈，最终达成妥协，其结果便是各方可以接受和获得的最大利益。
在诸多领域，没有博弈，就没有程序正义，就没有效率的均衡，就没有利益的增进。
从这个角度看，商务谈判中似乎竞争更甚于合作。
但竞争只是谈判中矛盾的一个方面，并不是矛盾的主要方面。
谈判中矛盾的主要方面应该是合作。
现代博弈论把博弈分为合作博弈与非合作博弈两大类型。
如果一个博弈中的参与者能够联合，达成一个具有约束力的协议，并且这种协议是可以强制执行的，则为合作博弈;如果不存在这样一个协议，博弈中的每个参与者都是独立地从个人理性出发，选择那些使自己的利益最大化行为或者对策，则为非合作博弈。
因为谈判只有通过合作的博弈才能有双赢的结果。
有谈判学家认为，谈判是否成功，不是取决于所要解决的问题是对抗性的还是非对抗性的，而是取决于：(1)该问题是否可以通过谈判解决;(2)谈判者是否不仅乐于“争”和“取”，而且愿意做出条件的交换和相应的妥协;(3)谈判者是否能在一定程度上相互信任。
有关商务英语方面论文商务英语毕业论文
有关商务英语方面论文商务英语毕业论文商务英语是外贸人员同世界各地开展进出口贸易时用于洽谈交易、联系业务的一种应用语言。
下文是WTT为大家整理的有关商务英语方面论文的范文，欢迎大家阅读参考!有关商务英语方面论文篇1浅论商务英语教学美国的次贷危机演变成金融危机，不仅威胁了美国经济，也殃及世界上其他国家，其负面效应对中国经济形成了较大的冲击，尤其是对外依存度较高的外贸行业受到的影响则更大。
严峻的经济形势很大程度上影响了商务英语专业学生的就业。
商务英语专业的学生在日趋白热化的就业竞争中胜出?这对商务英语教学提出了更高的要求。
一、商务英语课程特点与教学现状Hutchinson和Waters认为商务英语是专门用途英语中的一个分支，是一门以语言学为主导、吸收了一切与商业相关的领域的学科研究方法的综合陛学科，基本上属于应用语言学。
从语言的角度看，商务英语是商务环境中应用的英语，但从内容而言，商务英语叉不能脱离商务。
其特点是：(1)以目的为导向;(2)以自我学习为中心;(3)真实语料2]。
例如，BEC商务英语口试主要考查考生商务交往过程中运用英文的能力。
商务交往主要包括建立和保持商务联络、谈论工作、制定计划与安排工作等，目的性和实用性较强。
20xx年高等教育出版社出版的《体验商务英语》还设置了真实的案例分析。
改革开放后，中国众多高校纷纷开设“经贸英语”、“商贸英语”、“商务英语”以及“外贸英语”等课程，培养既通晓外语又精通国际商务的复合型人才。
有的院校如上海对外贸易大学还开设了相关的研究生课程。
另外，出版了一系列商务英语教材，例如英国剑桥大学出版社出版的级商务英语教材，与其相关的商务英语考试和培训已获得了广泛的关注和肯定。
但是，我国多数讲授商务英语的英语教师由于受专业知识的限制，往往用讲授基础英语的方法进行商务英语教学，以词汇和语法教学为主;而多数讲授商务英语的商务专业课教师由于缺乏语言教学的经验，教学中以翻译为主。
商务谈判成功的要素英语论文 (1)
中州大学外国语学院学生毕业论文Title/论文题目: Successful factors in business negotiationName / 姓名:Number / 学号:Major / 专业: 商务英语Grade/年级班级： 2012级（1）班Tutor/指导教师:Date / 日期: 2014年11月3日中州大学外国语学院毕业论文任务书Title/论文题目: Successful factors in business negotiationName / 姓名Number / 学号: 2Major / 专业: 商务英语Grade/年级班级：2012级（1）班Tutor/指导教师:Date / 日期: 2014年11月3日一、论文主要要求：学生根据自己所学专业，按学院所提供各专业论文参考选题确定题目，也可自选题目，自选题目必须报指导教师，征得同意后方可开题。
学生不得跨专业选题。
1. 用英文写作，3000词以上。
2. 论文为Word形式打印稿，A4纸型，1.5倍行距。
英文用Times New Roman 字体，中文用宋体字。
大标题为3号字加黑，小标题为4号字加黑，正文、注释与参考文献为5号字。
3. 论文格式按学院统一要求，用A4纸打印装订，按规定时间上交。
4. 严禁从网上下载或抄袭，否则以不及格论处。
5. 全套论文装订顺序为：（1）封面（2）任务书（3）指导书（4）评分卡（5）英文摘要（6）中文摘要（7）正文（8）参考文献（9）致谢二、进度安排：1. 确定选题第6 周（2013年10月13日——10月19日）2. 论文提纲第6 周（2013年10月13日——10月19日）3. 完成初稿第7-8周（2013年10月20日——11月 2日）4. 完成定稿第9周（2013年11月 3日——11月9日）5. 上交论文第10周（2013年11月10日——11月16日）三、毕业论文题目：Successful factors in business negotiation四、毕业论文内容（包括：目标、任务、途径、方法、成果形式）：目标任务：With the rapid development of the economy, Business negotiation is playing an increasingly importantly role in our life. Meanwhile, we should pay more attention to the successful factors in business negotiation .途径方法：理论研究成果形式：论文附：论文提纲题目：Successful factors in business negotiation AbstractThe prefaceI Overview of business negotiation strategy1.1 The meaning of business negotiation strategy1.2 The type of business negotiation strategyII The preparation for business negotiation2.1 The collection of intelligence2.2 Drawing up detailed plans2.3 Setting the negotiations restrictedIII The skill of commercial negotiations3.1 Listening skills3.2 Questioning Skills3.3 Answering skills3.4 Narrative skill3.5 Pay attention to transposition thinkingIV Business negotiation strategy at each stage4.1 The opening stage strategy4.2 The quotation stage strategy4.3 The consultation stage strategy4.4 The transaction stage strategyV ConclusionBibliographyAcknowledgements五、主要参考文献：1. Li Kun, Wang Jun. Business negotiation skills [M]. Shanghai: Foreign Trade University Press, 2007.2.Li Yuan. International business negotiations [M]. Capital University of Economics and Business press, 20073. Wang lin, Successful business negotiation skills [M]. China Textile Press, 20064. Xu lin lin, Modern business negotiation [M]. Higher education press,.2006.5. Sun li jun, Business negotiation [M]. Tianjin University press,2001.指导教师审批意见：审批人（签名）：日期：中州大学外国语学院毕业论文指导书Title/题目：Successful factors in business negotiationName / 姓名:Number / 学号: 2Major / 专业: 商务英语Grade/年级班级：2012级（1）班Tutor/指导教师:Date / 日期: 2014年11月3日指导过程记录表/ Process Records 日期指导内容2014.10.22 提纲整体可以，细节部分按照要求改动一下，就可以开始准备草稿了，下次记住标上自己的名字。
有关商务英语论文范文
有关商务英语论文范文一：商务英语国际贸易论文一、商务英语在国际贸易谈判中存在的问题不同国家的国家文化和社会发展氛围的不同,对于企业文化的形成也具有十分重要的影响。
中国的国家制度经过了长期的封建统治、短期的半殖民地半封建社会、资本主义、最终到现今的共产主义,因此在意识形态上更加信奉共产主义理论,因此在企业文化中更加讲究团结,而中国的“和”字优良传统源远流长,因此在中国的企业文化之中更加讲究的是一种和睦团结的文化氛围。
但是美国和日本等国家在历史发展中挫折少,国家的政治制度也没有过很大的更替,因此在实际的企业发展中更加信奉资本主义市场的运作模式和“物竞天择、适者生存”的进化论理论,因此在企业文化中更加讲究个人英雄主义和利益至上的原则,这样就使得贸易双方在谈判中很难进行顺畅的沟通,进而加大了国际贸易谈判的难度。
二、国际贸易谈判中商务英语的使用对策1、尊重语言文化差异,贯彻“求同存异”的方针政策“求同存异”是新中国建立初期,周恩来在万隆会议上提出了为了解决各国之间的政治和经济等矛盾而提出的团结性方针,其在国际贸易谈判中也是同样适用的。
因此在与国外企业在进行国际贸易谈判之前需要针对其国家的历史文化和语言使用上进行了解,进而尊重其文化与语言差异,在实际的谈判中通过翻译能力和翻译技巧来实现双方文化与语言差异的兼顾,进而降低交流矛盾。
但是在国际贸易谈判之中难免会出现直译的情况,这就需要翻译人员掌握商务英语翻译技巧,进而通过更加委婉的方式来进行表达,进而缓解谈判气氛,保证国际贸易谈判的成功和顺利。
例如,在英语的商务谈判中,在词汇的选择更加注重简洁性,进而避免繁复模糊性的词汇,保证词汇使用的间接性,同时还要避免使用英语方言等,同时还要避免使用具有一定的情感色彩的词汇,因为这样会让对方感到吹嘘,令人反感。
2、重视谈判语言中句型的选择,进而营造“实事求是”的谈判氛围在国际贸易谈判中,情感性的词汇和句型的使用会使得谈判对方感到其虚假,可能产生不信任的情绪,进而影响总体的谈判效果,因此在谈判中必须贯彻“实事求是”的方针。
商务英语谈判中的语用策略分析论文
商务英语谈判中的语用策略分析论文国际贸易中，商务谈判是企业间商务交往的重要途径，商务谈判能否顺利推进将直接关系到交易的顺利完成。
其实商务谈判并不是人们单纯认为的讲话，懂一些谈判技巧就可以，其实国际贸易商务英语谈判还需要一定的商务英语专业术语、贸易专业知识以及文化差异等，能够按照一定的语用原那么，促使商务英语谈判的顺利、高效实现。
商务英语自身具有的一定的客观性、逻辑性，谈判人员应根据不同的情况，因时制宜，使用不同的语用策略，保证商务谈判的成功。
经济全球化的趋势逐渐加强，世界各国间的交流沟通日渐频繁，商务谈判是国际贸易事务中十分重要的内容，发挥着至关重要的作用，与贸易交往成败有着密切的关系。
商务谈判就是为了满足经济效益，不同利益主体迎合对方的需要，通过合作、协商等对商机活动进展确定。
因此，在商务英语谈判的过程中，需要遵循一定的语用原那么，以将由于语用造成的误会降到最低。
1.合作原那么。
合作原那么是谈判双方为了实现共同的谈话目的，而共同遵守的原那么。
主要有关系、数量、质量以及方式等原那么。
关系原那么就是谈话的内容要与主题相一致，不能偏离。
数量原那么就是说话人提供的信息不能超出需要的范围。
质量原那么就是说话的内容要真实、可靠，并且具有一定的严谨性。
方式原那么就是说话者的语言要简练，防止出现歧义。
科学的运用这些原那么，商务谈判双方的话语就会防止出现逻辑的现象，使谈判能够高效推进，从而实现谈判目的。
商务英语谈判中，双方需要配合，按照一定的合作准那么进展沟通，实现共同目标。
2.礼貌原那么。
在日常生活交往中，礼貌原那么是根本性的原那么，也是商务英语谈判过程中能够重要的语用原那么，主要分为同情、筹划、大方、谦和、表扬、赞同等原那么。
使自身的利益得到适当地降低，让对方获得更多的利益，增加双方的好感，促进合作的顺利推进，为长远利益的实现奠定根底。
在国际贸易谈判中，洽谈双方的文化背景是不同的，因此在谈判过程中需要保持友好的态度，给对方留下良好的印象，营造愉快的气氛，不同文化背景下的商务英语谈判中，礼貌原那么是十分必要和重要的。
08英语论文定稿英语在国际商务谈判中的重要性
08英语论文定稿英语在国际商务谈判中的重要性ContentAbstract (2)摘要： (3)1.Meaning of international business negotiations (4)2. Features of international business negotiation (4)2.1 For the purpose of economic benefits (4)2.2 For the maintenance of equality and mutual benefit (5)2.3 The complexity of International business negotiations (6)2.4 The standard of international commercial law (6)3.The relations between English and international business negotiation (7)4.The importance of a good command of English in international business negotiations (8)4.1The importance of oral English in international business negotiations (8)4.2The importance of English listening and understanding in international businessnegotiations (8)5. The use and importance of language strategies in international business negotiations (9)5.1 The use of passive in international business negotiations (10)5.2 The use of vagueness in international business negotiations (10)5.3 Language strategy of politeness (11)5.3.1 Avoiding tone of blame (12)5.3.2 Avoiding Arrogance (12)5.3.3 Avoiding subjective attitude (13)6.The use of modal verbs (13)7.The use of conditional sentences (15)7.1 The use of unreal conditional sentences (16)7.2 The use of real conditional sentences (16)7.2.1 Real conditional sentences for bargaining. (17)7.2.2 Using real conditional sentences to persuade (18)/doc/0a8642963.htmlmonly used English structures in international business negotiation (18)8.1 The use of interrogative sentence in business negotiations (18)8.2 Avoiding imperative sentences in international business negotiations (18)8.3 Avoiding exclamatory sentences in international business negotiations (19)9. Selecting right vocabularies in international business negotiations (19)9.1 Choosing simple words (19)9.2 Using exact vocabularies (19)10.Conclusion (20)10.1 On improving English listening (20)10.2 On improving oral English (20)English is the most common language in business negotiations for negotiators. A good knowledge of English plays a very important role in business negotiation. This essay introduces the meanings and features of business negotiations. Then it expounds the relationship between English and business negotiations, especially oral English and listening. The essay analyses the illustrations in business negotiations in details. finally, it concludes some useful methods and suggestions whichare helpful to improve our English.Key words: English, business negotiation, function英语是商务谈判中最通用的语言，对于谈判者而言，熟练掌握英语在谈判中有着举足轻重的意义。
国际商务谈判论文英文
国际商务谈判论文英文篇一：商务谈判论文英语The influence of Chinese-westernCultural Differences in Business NegotiationABSTRACTIt has been more than 30 years since the policy of reforming and opening was carried out. The international business activities got more and more showing. The results of whether the negotiation achieved or not impacted the foreign trade directly, but the results always depended upon many factors: economic basis, political background, enterprise capacity, providing and competing of the markets. But there was a very important factor behind those factors. It was culture factors. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding, even affect the result of the businessnegotiations. If you want to succeed in negotiation, you must dig the culture differences.The purpose of writing was to stress the splendid culture factorswhich are neglected in the past. By excavating the unity and diversity of culture factors, we advanced step by step to evident the great impact of culture factors for international business negotiation. The pointinnovation was to give specific impact from the specific difference, other paper was not. The ultimate goal of this thesis was to provide thetheoretical evidences for those negotiations who pay more attention to the culture factors when they began to negotiate. Key Words:business negotiation, cultural difference, the influenceThe influence of Chinese-western Cultural Differencesin Business NegotiationCulture is an abstract concept, it refer to all aspects of human life, including belief, art, knowledge, morals, convention, etc. Culture consist of two factors-material culture and mental culture. Science culture and humanism culture form the mental culture. And the humanism culturealways refer to ethnic culture. The living environment effect human’s behavior unconsciously from one’s birth even not yet born. The first function of culture is to make man a human being, It is culture that regulates his conduct and prepares him for group life. It teaches him the art of living as per the cultural traits of the group. He takes the food, wears the clothes, goes to school, speaks the language and does so manyother little things of day-to-day life which are a part of the conventional norms, mores, laws, customs and morals of the group. The culture of a group plays a major part in the heightening human qualities of its individuals and save them from avoiding participation in the cultural stream.The second important role of culture is to keep social relationship intact so that the group as a whole can maintain and develop the values and ideals of the group through the regulation of behaviors of its members and by satisfying their primary needs and objectives in respect of the necessities and luxuries of life . People learn to behave socially in a group because their behavior is subject to approval or disapproval.Here are some specific effects below, including thepolitical system, thinking mode, different values and belief, language styles, the translation and interpretation.The effect of political environmentThe relationship between the two parties’counties is the determined factor that whether the negotiating environment is loosed. If therelationship is friendly, the probability of successful negotiation will be bigger, otherwise it’ll be small. The effects of political environment mainly reflect in the ideology and political system. China is a socialist country. Western countries are capitalist states mostly. For the reason of incompatibility of Chinese-western political system, adversarial anddiscriminatory terms may be written in the contract, which cause a bad cooperation or even a failure in cooperation.The effect of thinking modePeople’s thinking play an important role throughout the business negotiations. The features of Chinese-western thinking differences are obvious: Chinese culture prefer Comprehensive thinking, and emphasize unified and deductive inference; Western culture prefer analyticalthinking, emphasize opposite and inductive inference. T o a question, Chinese and westerners put forward to different solution.Chinese negotiators focus on working out rules, and then talk about the details. Once the principles have been confirmed, they will keep it and never compromise. However, they are flexible when handling some details. Chinese usually may compromise or promise, finally sign a contract. Western negotiators, especially the Americans, won’t be limited by the frame of rules. They emphasize the whole, not the individuals. They like to start with specific things.Chinese mind the responsibility of the group, authority of individual, that is to say “centralization”; Western mind the power of the group, the responsibility of individuals, that is to say “separation of powers”. The number of Chinese members is a lot, but the decision(转自： 蓬勃范文网:国际商务谈判论文英文) maker is only one. While western negotiators enforce codetermination.In the view of Chinese point, self-respect is more important thannegotiation result. Western negotiators notice result which is morerelevant to individuals’profit. Thus, they will try their best to pursue, if they can obtain benefit. Achievement is the way to judge one’s status.The effect of language styleLanguage style:Chinese style seems to be formal that they always use business expressions in the negotiation and be fixed within the framework of preparation beforehand; Western style is humorous that they use daily expressions and are flexible according to the changing situations. On the part of intonation, westerners use passive voice frequently, but they are logical inside; Chinese are habituated to use terms and long sentences.Language strategies:Business negotiation is just like playing chess, you will frequently change your psychology, standpoints and negotiation strategies including language strategies according to the changed and changing situations. The following will be useful when you enter the negotiating room:1. Aggressing as well as defending, try to find yourcounterpart’s weakness (in expressions, in inside logics) and use your own strength to get the upper hand;2. Change your standpoints and language strategies according to the changing situations;3. be sensitive to the taboos in your counterpart’s culture; 篇二：商务谈判英文版期末论文之谈判气氛Atmosphere, the key point to make a deal谈判氛围，达成交易的重要因素姓名：学号：班级：Atmosphere ,the key point to make a deal谈判气氛，达成交易的重要因素Negotiating atmosphere generally take shape during the short time of negotiation's beginning. Different negotiating atmosphere can cause different results, which decides whether each party of the negotiation can achieve their aim or not ultimately. And every negotiation has its special atmosphere which can be realized by negotiators clearly. Generally speaking, there are several types about negotiating atmosphere:I. Positive negotiating atmosphereUnder the heated, active, and friendly atmosphere, both party of the negotiation hold a sincere attitude and treat the other side appropriately. The negotiators wear the proper business attire and presenting themselves in a professional way, looking at the opponents with gentle eyes. In addition to these, they are both passionate and confident about the success of the negotiation and regard it as a symbol of friendship. There is no doubt that this kind of atmosphere contributes to the development of the negotiation. And under this circumstance, it will be easy for both party to maximize the interest.II. Serious negotiating atmosphereWhen both parties are trapped in this kind of atmosphere, they must not meet the other party for the first party, and they are not therookie any more, instead, they are in a special position and be restrained by some condition. As a matter of fact, they seems not so passionate and take back their hands after hand-shaking, and do not communicate with each other when having tea or smoking. They looking at the other side sharply and only a flash of smile. Beside that, they often keep calm and sober, and are in a condition of bewaring ofothers. This kind of situation often is not benefit to form good results.III. T ense negotiating atmosphereUnder the offish, opposite, and tense negotiating atmosphere, both party of the negotiation seem unconcerned and to have eye-contact. They attempt to overwhelm the other side through attire and diction. furthermore, they are talking with the opponent with a satiric tone at times accompanied by obvious precautions and distrust. And both of the parties are trapped in a opposite mind, the whole opening situation shows that it seems like on the verge of breaking out a fight. In total, this kind of situation covers shadow on the whole opening situation, and it mostly occurs under the opposite circumstances such as in the court for mediation. Of curse, this kind of atmosphere can not promote the negotiation to be a better development.IV. Persistent negotiating atmosphereThere are many kings of persistent and intermittent negotiation.Under the relaxed, slowly, and everlasting negotiating atmosphere, each party's negotiators have already feel tired, and they enter into the meeting room slowly and seemdisheveled with lassitude, with facial expression numb and attention unfocused, which expresses a indifferent attitude. They show no confidence to the negotiating aims and pay little attention to the speech, even rise a question with contemptuous attitude. As a matter of fact, both parties have to change the topics and keep themselves in a persistent atmosphere. Obviously, this kind of atmosphere hardly to catch their point and keep the negotiation from breaking reluctantly.Different negotiating atmosphere have different influences on the business negotiation. First of all, it can affect the direction of the negotiation's development, one kind of atmosphere can push the negotiation into a certain direction insensibly. Next, it can affect the negotiator's mentality, mood and feeling, thereby, it can bring some accordingly reaction, and if we fail to adjust and change it, this kind of atmosphere will be strengthened and influence the results of the negotiation.T otally speaking, heated, active, friendly and constructive atmosphere have the features of sincerity, cooperation, relaxation and conscientiousness. Sincerity means the eager willing to make a deal with your customers and the sincerityof concluding the transaction. Cooperation means to coordinate the other and support them based onachieving the our own goal. Relaxation means both parties of the negotiation are all under the genuine, harmonious and smooth atmosphere. Conscientiousness means to make the negotiation goes well responsibly and seriously and spare no efforts to make a deal.The key point to create negotiating atmosphere depends on the negotiators' methods and the attitudes they hold when they get touch with each other immediately. Experienced negotiators often adopt a friendly and passionate attitude to create negotiating atmosphere, or greet each other politely and talking with the other forwardly. In addition to these, hin or her can also make a passionate introduction about their first meeting or talk about the old days and so on. Those ways are much better than simple greetings.So according the details i have mentioned above, it's not hard to see that negotiating atmosphere plays a vital role in promoting the success of the negotiation, even can decides whether te deal can be made or not. Creating a better atmosphere will give us a bigger possibility to push the dealto be done.篇三：《商务谈判中英语的重要性》商务英语专业学生毕业设计（论文）手册学校_____无锡旅游商贸高等职业技术学校___ 班级____ __________ 学号__________学生_____ _______________ 指导教师_____ ______________1、毕业设计（论文）任务书专业____商务英语_____班级___ _____学生姓名____ ______ 一、论文选题：_______《商务谈判中英语的重要性》____________ 二、主要参考资料：1.薛正花，《浅谈商务英语在国际商务谈判中的运用》，《商场现代化》，2010年16期；2.张景伟，《国际贸易谈判中商务英语的应用策略》，《期刊》，2009年12月；3.毛帆陵，《浅论商务谈判中语用技巧的重要性及其运用》，《科技信息》，2011年20期；4.初胜华，《商务英语谈判中模糊限制语的语用功能及策略》，《商场现代化》，2008年8期；5.吕晓轩，《探析商务谈判英语的语言策略》，《经济研究导刊》，2011年23期；6.王晨倩，《模糊语在商务英语中的语用功能与策略分析》，《法制与社会》，2008年18期。
商务英语谈判论文
商务英语谈判论文谈判论文(一)Cultural differences on International Business negotiationsThe business negotiations under different cultural conditions come to cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important. In the process of our negotiations it is very important to know the different Culture in different countries and the ways to avoid the culture conflicts in the international business negotiations.The reasons for the differences in culture are various, the main source of cultural differences is the following aspects.First is the regional differences. Regional differences between different geographical areas due to the geographical environment, the level of economic development and traditional customs differences, people often have different language, life style and interests. And these will affect their behavior. Second is the ethnic differences, it is refers to the different ethnic groups in the development of long time, which formed their language, customs and habit. Third is Political difference, difference in Political is due to the different political system and policy on every country, it’s uniform standard the behavior of people, so people in different countries have differences in the political idea .And the economic difference must not be ignored ,it is due to the economic factors of cultural differences a reflection. For example, the life of people in western developed countries is rich, the education level is high, but in the third world, people are far more concerned with food and clothing problems. In addition, religious differences is also very important on International Business negotiations.Culture difference have broad and deep influence on International Business negotiations, different culture naturally will be divided into different groups of people, the region belong to the difference groups have different cultural groups that tendency to alienate each other. So ask negotiator to accept one another's culture, and through the cultural difference, know each other's purpose and behavior, and let the other party to accept themselves, finally agreement on the agreement.How to deal with the international business negotiations of the cultural differences, the most important is we should admit and inclusive cultural differences.First we should understand all possible cultural differences before negotiations. The work include understand negotiation background and generate strategy of concede. All of these preparations must be considered possible cultural differences. For example, thelayout aspects of the cultural difference to cooperation may have a little influence. In the hierarchy is heavy culture, if the room arrangement is not appropriate, more informal, may cause each other's upset or even angry.Second, in the process of negotiations we should handle the cultural differences correctly .For example the selection of language use on the negotiations is based on the different culture, in the western countries, we must take export-oriented communication,as far as possible with simple, clear and frank expression of their thoughts. Secondly, the way in the negotiations also should be pay more attention. For example, in the negotiations between the United States and China, As the Chinese people's mode of thinking is the overall orientation, and the American people affected by analysis the influence of the thinking mode, they pay more attention to the logical relationship between the things. Therefore, we often solve the problems step by step, and the final agreement is a series of small agreement combined.The last we should do is do subsequent communication about cultural differences well afternegotiations. In some eastern culture countries, such as Japan, they think it is very important to keep in touch with customers after negotiations.The above analysis the cultural differences and the influence of international business negotiation, any negotiator international business negotiations should pay much attention for it. Cultural differences is objective existence, the attitude of the individual or group to decide sorting by the pillow to provide.商务英语谈判论文(二)有关商务英语谈判中存在问题的几点探讨摘要：随着我国经济的飞速发展，外贸成为我国国民经济的重要支柱之一。
商务英语谈判范文
Subject: Business Negotiation Proposal - Collaborative PartnershipDear [Recipient's Name],I hope this email finds you in good health and high spirits. I am writing on behalf of [Your Company Name], expressing our keen interest in establishing acollaborative partnership with [Their Company Name]. Having reviewed your company's portfolio and achievements, we believe that our combined strengths can lead to mutually beneficial outcomes and significant market penetration.Background:[Your Company Name] has been a leading player in the [industry/sector] for over [number] years, specializing in [briefly describe your company's core competencies, products/services, and market position]. Our expertise in [specific area, e.g., innovation, technology, supply chain management] has enabled us to maintain a strong competitive edge and develop long-lasting relationships with our clients worldwide.Similarly, [Their Company Name] is renowned for its [mention their strengths, such as brand recognition, market share, unique offerings, etc.]. Yourcommitment to [e.g., quality, sustainability, customer satisfaction] aligns perfectly with our values and vision for the future.Proposal Overview:We propose a strategic partnership that would involve the following key areas of collaboration:1.Joint Product Development: Leveraging our respective technical expertise and market insights, we can co-develop innovativeproducts/services that cater to evolving customer needs. This would not only accelerate time-to-market but also ensure product differentiation and enhanced customer value.2.Market Expansion: Given our complementary strengths, we believe we can jointly explore new markets and territories. By sharingdistribution networks, marketing resources, and brand recognition, we can expand our reach and increase market share.3.Supply Chain Optimization: Collaborating on supply chain management can lead to cost savings, improved efficiency, and reducedlead times. By pooling resources and leveraging each other's logistics infrastructure, we can enhance overall operationalperformance.4.Cross-Promotion and Branding: Joint marketing campaigns and cross-promotional activities can amplify our respective brandmessages and reach a wider audience. This will not only strengthen our individual brand identities but also create a powerfulcollective image in the market.1.Next Steps:To further explore this exciting opportunity, we suggest scheduling an initial meeting/conference call to discuss the details of the proposed partnership.During this meeting, we can delve deeper into each area of collaboration, discuss potential challenges and opportunities, and outline a roadmap for moving forward.We are flexible in terms of scheduling and are open to any suggestions you may have. Please let us know your availability, and we will arrange the meeting accordingly.Conclusion:We are excited about the prospect of partnering with [Their Company Name] and believe that together we can achieve remarkable success. Our shared values, complementary strengths, and common goals make this partnership a natural fit. We look forward to the opportunity to discuss this further and build a strong, long-lasting relationship.Thank you for considering our proposal. We eagerly await your response.Warmest regards,[Your Full Name][Your Position][Your Company Name][Contact Information: Email, Phone, etc.]。
商务英语论文
商务英语论文商务英语是为国际商务活动这一特定的专业学科服务的专门用途英语，所涉及的专业范围很广，并具有独特的语言现象和表现内容、文体复杂。
下文是店铺为大家整理的关于商务英语论文的范文，欢迎大家阅读参考!商务英语论文篇1浅析英语商务谈判技巧[摘要] 随着经济全球化的发展。
中国的国际贸易也越来越发达。
要想和外国人做好每一笔生意，你必须了解世界各国的文化。
国际贸易中跨国的商务谈判在所难免，所以你也必须懂得把全界各国商人的谈判风格研究从文化的角度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] 语言技巧谈判风格谈判技巧一、前言一个涉外商务谈判人员不仅要熟识谈判原则、相关法律和商务业务，而且要掌握一些谈判技巧，熟练地运用一些语用策略，即灵活运用语言的表达、手段、技巧等以实现预期的谈判日标。
商务谈判是一项解决问题、达成协议的复杂过程。
这项交互性任务涉及交际的各方面:交际人物、工作内容、交际形式、交际方法、交际内容、交际场景、个人能力等。
谈判人员的言语表达要根据情况而变化，针对不同的谈判对象而运用语言策略。
在商务谈判过程中，成功的语用策略无疑起着积极的作用。
本文探讨商务英语谈判中语用策略的运用。
二、英语谈判技巧1.商务谈判前的准备商务谈判前的准备也是商务谈判技巧的一部分，她往往会起到令人意想不到的效果)谈判前，要对对方的情况作充分的调查了解，分析他们的强弱项，分析哪些问题是可以谈的，哪些问题是没有商量余地的;还要分析对于对方来说，什么问题是重要的，以及这笔生意对对方重要到什么程度等等。
同时也要分析我们的情况。
假设我们将与一位大公司的采购经理谈判，首先我们就应自问以下问题:一要谈的主要问题是什么?一有哪些敏感的问题不要去碰?一应该先谈什么?一我们了解对方哪些问题?一自从最后一笔生意，对方又发生了哪些变化?一如果谈的是续订单，以前与对方做生意有哪些经验教训要记住?一与我们竞争这份订单的企业有哪些强项?一我们能否改进我们的工作?一对方可能会反对哪些问题，一在哪些方面我们可让步?我们希望对方作哪些工作?一对方会有哪些需求?他们的谈判战略会是怎样的?回答这些问题后，我们应该列出一份问题单，要问的问题都要事先想好，否则谈判的效果就会大打折扣。
商务英语论文范文（2）
商务英语论文范文(2)摘要不同文化条件下的商务谈判就是跨文化谈判。
在世界经济日趋全球化的今天，随着国际间商务交往活动的频繁和密切，各国间的文化差异就显得格外的重要，否则将会引起不必要的误会，甚至可能直接影响商务交往的实际效果。
这味着如何化解各国不同文化背景在国际商务谈判中是非常重要的。
文章从文化差异的类型入手，然后解释了这些文化差异对国际商务谈判的影响，最后分析了如何正确解决谈判过程中文化差异的问题。
文章强调了这样一个观点，在不同国家商务谈判中，谈判员应该接受对方的文化，并试图是自己被对方所接受，然后在有效沟通的帮助下做出正确评估，并找出它们之间的真正利益。
此外，们应该尽可能的清楚的了解并发现对方的文化。
这对文化谈判的成功至关重要。
关键词：文化，文化差异，商务谈判，影响AbstractThe business negotiations under different cultural conditions come to cross- cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding, even affect the result of the business negotiations. This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. The article commences from the types of culture differences, then it explains the impacts of these culture differences on international business negotiation and finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process. Such a standpoint is emphasized: In the business negotiations between different countries,negotiators should accept the other party’s culture, and try to make him be accepted; then make a correct evaluation with the help of valid communication and discover their real benefits between them. Besides, we should know clearly and try to accept the culture differences as possible as we can. It is very important for the success of culture negotiations.Key words: Culture, Clturaltal differences,Business negotitation,ImpactIntroductionAlong with the advancement globalization and China’s WTO entry, business enterprises in China have to face more and more business negotiations with foreign enterprises, especially with American enterprises. In these negotiations, Chinese negotiators sometimes feel uncomfortable, puzzled, lost, irritated and the alike, because of unfamiliar custom and behaviors demonstrated by American negotiators. Meanwhile, American negotiators confront the same situation. Cult rural differences between China and west countries could cause many problems. Therefore, understanding cultural differences and overcoming them is crucial in international business negotiations.Although the definition of culture is numerous and vague, it is commonly Recognized that culture is a shared system of symbols, beliefs, values, attitudes and expectations. Culture is a major determinant in business negotiation. So have a clear picture of culture differences if of great significance.Chapter One Cultural DifferencesThe east countries and west countries have produced different cultures on the different continents. Among the different cultures, value views, negotiating style and thinking model appear more obvious.1.1 The Definition of CultureCulture is a national system of specific concepts and values. These concepts become people’s behavior during their life and work. As early as 1952, Kroeber and Kluckhohn listed 164 definitions of culture that they found in the anthropology literature. Of course, many new definitions have appeared since then. For example, some scholars gave such definition that culture is an integrated system of learned behavior patterns which are characteristic of the members of a society and not the result of biological inheritance. In the thesis, culture refers to the knowledge, beliefs, arts, laws, morals, customs, habits, and capabilities acquired by individuals who interact in a specific area of society.1.2 Causes of Cultural DifferencesThe impacts of regional differences, ethnic differences, political differences, economic differences, religious differences and value differences on people’s life are embodied in the catering, clothing, housing, holidays, rituals and other material and cultural life in all aspects. These result in cultural differences in different countries and regions.1.2.1 Regional DifferencesRegional differences refer to that people in different geographical regions often have different languages, life styles and hobbies because of the differences of geographical environments, levels of economic development and traditions, which would affect their behavior and habits. For example, western countries pay more attention to Christmas, while the regions have no snow, such as some African countries near the equator, where people have no idea of Christmas. The reason is that the best decoration to Christmas is snow, but people nearthe equator are not familiar with the snow which never falls on there.1.2.2 Ethnic DifferencesEthnic differences refer to that different ethnic groups in the process of long-term development form its own languages, customs, habits and hobbies. They have their own characteristics in their diet, clothing, housing, holidays, rituals and other material and cultural life.1.2.3 Political DifferencesPolitical differences mean that policies and regulations of the political system standardize the behavior of the people’s role so that people under different political system have different political concepts. Take America and France for example: the power of American president is strictly limited by the Constitution and the other two authorities---Congress and Supreme Court. While France has to expand their president’s power due to their own conditions.1 .2.4 Economic DifferencesEconomic difference is a reflection of the cultural differences due to economic factors. For example, people in the western developed countries have the rich life, and receive the high education so that they pay more attention to the quality of life, and they have good safety awareness. But in the Third World, especially the developing countries, people are more concerned with the problem of food and clothing. So this is reflected in cultural differences.1.2.5 Religious DifferencesReligion is a historical product with human beings developing into a certain stage. There are three main religions in the world: Christianity, Buddhism and Islam. Christian (Protestant)is predominant in northern Europe, North America and Australia; Christian (Catholic) is predominant in Western Europe and South American countries. Islam largely scope of the Middle East and North Africa. Many people in Asia regions believe in Buddhism. Different religions have different cultural trends and precepts, which affect the way that people understand things, conduct and values.1.2.6 Value DifferencesValue concepts mean people’s evaluation criteria to human being’s internal world. It contains time value, wealth value, the attitude toward life and risk. To the same problems, different people in different societies have different views or even diametrically opposite views. For example, parents in western countries tend to cultivate children to be independent. They encourage their children to deal with their personal things by themselves. Parents in eastern countries, however, always spoil their children. They always help their children finish some things which the children have the ability to cope with by themselves.This causes their dependence on their parents even when they grow up. This shows that different countries share different values.1.2.7 Law and Ethics DifferencesLaw and ethics is an integrated system, but sometimes they are contradictive in business negotiation. Western people like to deal with things according to laws. They usually go to negotiate with accompaniment of their lawyers. On the contrary, eastern people pay more attention to ethics rather than laws. In their eyes, business ethics refers to the measurement of business behavior based on standards of right or wrong, rather than relying entirely on principles of accounting, management or laws.。
商务谈判小论文英语作文
In the realm of business, negotiation is an art that requires a blend of strategic thinking, interpersonal skills, and a deep understanding of the market dynamics. My experience in a simulated business negotiation during a school project has been a testament to the complexities and nuances of this process.The project was designed to mimic a reallife scenario where two companies were in talks to form a strategic partnership. Our team represented one of the companies, and we were tasked with negotiating the terms of the partnership. The stakes were high, as the outcome would determine the success of our company in the competitive market.Before we could even begin the negotiation, we had to conduct extensive research on the industry, our companys strengths and weaknesses, and the potential partners position. This phase was crucial, as it provided us with the necessary insights to formulate our negotiation strategy. We delved into market trends, analyzed competitors, and even scrutinized the financial health of the potential partner.Armed with this knowledge, we set our objectives. We wanted to ensure that the partnership would bring mutual benefits, but we also had to be mindful of protecting our companys interests. This meant setting clear boundaries on what we were willing to concede and what was nonnegotiable.The actual negotiation process was intense. It was a dance of words, where every statement had to be carefully crafted to convey our stance withoutalienating the other party. We started with an opening offer that was slightly better than what we actually wanted, knowing that the other side would likely counter with a more favorable proposal for them.Throughout the negotiation, we maintained a calm demeanor, even when faced with aggressive tactics from the opposing team. We listened attentively to their concerns and responded with wellreasoned arguments. It was important to show empathy and understanding, but also to stand firm on our core demands.One of the most challenging aspects of the negotiation was managing our teams internal dynamics. We had to ensure that everyones voice was heard and that decisions were made collectively. This required effective communication and a strong sense of teamwork.The negotiation culminated in a final agreement that was satisfactory to both parties. We had managed to secure a deal that would strengthen our companys position in the market, while also respecting the interests of our partner. It was a victory that was hardearned and the result of meticulous planning and execution.Reflecting on the experience, I realized that business negotiation is not just about reaching an agreement its about building relationships and fostering trust. Its about understanding the other partys perspective and finding a solution that benefits all involved. Its a skill that requires patience, resilience, and a keen sense of strategy.In conclusion, the simulated business negotiation was an invaluable learning experience. It taught me the importance of preparation, the art of persuasion, and the power of collaboration. It has equipped me with the skills and knowledge that I believe will serve me well in my future career in business. As I look forward to the challenges and opportunities that lie ahead, I am confident that I can navigate the complex world of business negotiations with the finesse and acumen that I have developed through this project.。
商务谈判课程论文范文怎么写
商务谈判课程论文范文怎么写随着全球的商务活动的频繁，商务谈判已经成为一种国家间的日常活动。
下面是店铺为大家整理的商务谈判论文，供大家参考。
商务谈判论文范文篇一：《商务英语对国际商务谈判的影响》摘要：近年来，经济一体化进程逐渐加快，国际商务活动越发频繁，商务谈判逐渐增多。
商务英语作为主要的国际商务谈判语言交流手段，其地位不言而喻，直接关系到商务谈判的成败。
为了充分发挥商务英语在商务谈判中的作用，掌握国际商务谈判及商务英语的含义，应对商务英语在国际商务谈判中的应用做深入研究。
关键词：商务谈判;语用策略;预期目标随着国际贸易发展进程的逐渐加快，经济组织和企业之间的交流合作越发频繁，贸易往来不断增加。
为了最大限度地实现谈判双方利益共赢，掌握商务谈判技巧，我们就商务英语谈判策略和技巧等加以分析论述，希望通过谈判的方式更好地实现谈判目标。
1商务英语及国际商务谈判的含义常言说得好，商场如战场，随着全球经济化发展进程的加快，经济交流合作也越加频繁。
作为当前国际应用最广泛的通用语言，商务英语谈判已经成为国际商务谈判的重要手段，商务英语顾名思义就是在商务活动当中所使用的英语，而其又涉及语言运用、文化背景、国际惯例及交际技巧等多方面内容。
商务英语内涵极为丰富，如果能够在国际商务谈判中充分发挥商务英语作用，就可以利用英语加强相互之间的交流，减少沟通上的障碍，加强相互之间的理解。
国际商务谈判并非浅显的一言一行，而是一项复杂的交流沟通过程，如何在谈判过程中取得优势，得到满意的谈判结果，这是每个企业都将要面临的全新课题。
商务谈判的成败直接影响社会效益和经济效益，谈判人员除要掌握商务业务、法律法规和谈判原则外，还应掌握必备的谈判技巧和语用策略，谈判人员还应了解世界各国文化，这样才能达到知己知彼的目的，更好地达到预期谈判目标。
1.1商务英语的内涵商务英语是指交易双方在商务活动中使用的交流语言，它是英语在商务活动中逐渐适用而产生的一种社会功能变体，其针对性较强。
商务英语论文范文（4）
商务英语论文范文(4)2.5 Negotiation StructureCultural differences also impact on negotiation structure. Different countries have different negotiation structure, so do the team. The team in eastern countries feel that time is abundant and humans should not follow the timetable blindly. For example, Chinese people are famous for the length of their negotiations; they spend much time in the non-task sounding stage of negotiation to establish rapport and get to know their partners. Chinese people usually discuss many issues at one time, without an apparent order, they may skip from one issue to another and they may also come back to points which in the eyes of their Western partners have already been settled and concessions are made or all issues at the end of the discussion.However, the team in western countries regard time as money and would like to set fixed agendas. Western countries are emblematic of the “time is money” culture, where time i s a scarce resource. People would try to achieve its optimal allocation between the competing ways of using it. They establish timetables and deadlines. Norms tend to be strict regarding time schedules. When a discussion with someone lasts longer than planned, they will politely stop the conversation, in order to keep their schedule.2.6 Negotiation StyleNegotiation practices differ from one culture to another and cultural difference can impact on “negotiation style” --- the way people from different cultures conduct themselves. Here, we divide negotiation style into the eastern negotiation style and the western one. China and Japan are the typical countries of the East,while America the West.Chinese culture is a high–context culture. In a high-context culture, the emphasis on communication is indirectness and ambiguity. Most of the information is in the context while little is in the explicit part of the message. The external environment, situation and non-verbal behavior are crucial in understanding communications. People depend heavily upon covert clues to interpret a message given under a certain context. And also, Chinese negotiators also look forward to long-term partnership. They are not in a hurry to push for an agreement. Generally, there is a slow start to “warm up”, and then it is followed by some tentative suggestions.In the international business negotiation, saving face and achieving harmony are more important factors than achieving higher sales and profits for Japanese. As far as the Japanese negotiators are concerned, they try to build up a long-term relationship in the course of negotiation. Therefore, they prefer personal contacts in an informal way. For them, trust is more important than agreements. The reason why there is a low ratio of success between American and Japanese negotiators lies mainly in this point. Besides, Japanese negotiators try their best to avoid an open conflict between both parties. Consequently, they often ask a third party to function as go-betweens. In this way, they can prevent an unpleasant feeling from coming up on both sidesThe impression Americans leave us on the negotiating table is flexibility, straightness and zest. They never express themselves with vague words. They say “Yes” or “No” directly. Consequently, during a negotiation they like people speaking without reservation. When any conflict appears in a negotiation,Americans aim to solve the problem and never mind if you have adequate proof and dispute with them. Meanwhile, if you want to ease up the atmosphere and respond with a smile, it will be reckoned as insincere and as if you are in the wrong way. In addition, Americans respect human rights, and they can not tolerate throwing stones at a certain person behind him. American negotiators often act in an impersonal way ---“business is business” is their view, American negotiators are always mission-driven---anxious to bring parties concerned into agreement, and they have little interest in building up any relationship. Furthermore, American negotiators like to be openly challenged for the negotiation, and they think it is quite normal if they run into any conflict with any party concerned.2.7 Decision-making ProcessDecisions are made differently in different groups. They may be made by individuals or by the group as a whole. Some groups accept the decision of the majority of the group members, but other groups seek consensus among group members and will not make a decision until all members have agreed. Knowing how your counterpart makes decisions is vital to help gauge the approach you should take to persuade him or her. Take Japan and America as typical eastern and western countries for example.American people make decisions based upon the bottom line and cold, hard facts. They believe not people, but statistics and performance count. Business is business. In American view, a business negotiation is a problem-solving activity, and the solution is a deal that suits both parties.The decision making process is just like a cost-benefit analysis applied to all parties who would be touched by the decision. A decision is considered right because it produces thegreatest net benefit when all the costs and benefits to all the affected parties are taken into account. So the Americans usually list the possible effects and estimate the magnitude of their costs and benefits as accurately as possible.In general, decision-making in Japan is a communal affair requiring unanimous approval by management. In this decision-making style, everyone must be convinced, not just the key decision-maker. Upper-level managers do not make fast, on-the-spot decisions. Most Japanese companies use some form of a system of decision-making known as document system. In the lower layer of management, usually at the section level, a manager drafts a proposal after achieving consensus within his own group.The proposal is circulated to the heads of other sections and departments. These heads study the proposal. If they approve, they stamp their name seals on it. If they disapprove, they either refuse to stamp it or put their seals on it upside down. Then the document is passed up through the differentlevels of management until it reaches the president. If everyone stamps the proposal, it becomes a company policy. If not, it is usually sent back to its originator with certain suggestion. Thus all the middle managers in companies using this system perform almost all the planning functions for the company, deciding what will be done, when and how.Chapter Three Coping Strategy of Negotiating across CulturesThe culture differences in cross-cultural communication have various impacts on operation of enterprises. These differences will influence negotiation and management of transnational operation; what’s more, it may have bad effects on theharmonious relationship between our country and foreign countries. Maybe that will lead to the missing of market opportunities, the increase of trade cost and the low efficiency of company management. So, it is really necessary for us all to eliminate and avoid disadvantageous effects.3.1 Making Preparations before Negotiation.The negotiators must make good preparations if they want control the development of negotiation successfully in the complex situation. Only do they make good preparations can they make changes freely according to the situation of negotiation and avoid the happening of conflicts. Because the international business negotiation involves extensive aspects, more preparations are needed. The preparations often include the analysis of the negotiators themselves and the opponents; the constitution of negotiation group, elaborating the negotiating goal and strategy and going on imitation negotiation when necessary. When making preparations, you should try to know the opponents while you analyze yourselves. Analyzing yourselves mainly refers to studying if the project is feasible. To knowing about the opponents means understanding their strength such as credit status, the policy、 business customs and regulations of their countries and theconditions of their negotiating members and so on.3.2 Overcoming Cultural PrejudiceTolerating different cultures and overcoming cultural prejudice contribute to better communicating with each other and understanding each other. West people often think that they are powerful, capable and experienced, so sometimes, we need to recognize then and give then some good comments. We should learn about the foreign cultures before negotiation andaccept and understand their cultures in negotiation, because every country regard their own cultures as a matter of course and hope that their culture could be recognized and accepted.3.3 Conquering Communication BarriersTwo trains running at different railways in the opposite direction will collide with each other; maybe this is the best arrangement for trains. But to communication between people, there won’t be communications if people go ahead according to their own ways. Trains will collide with each other if they run on the same railway at the opposite direction. But if we measure by the objective of people’s communication, only we meet each other, can we have communication and friendship. In negotiation, sometimes we can’t make much progress although we have talked for long time. And sometimes both parties are not satisfied. After thinking, that is caused by communication barriers which happen easily in cross-cultural negotiation. We should make sure if there appear communication barriers, if so, we must overcome them. Generally speaking, we should pay more attention to the following three communication barriers in cross-cultural negotiation: the communication barriers caused by culture background of both; the ones caused by misunderstanding of the contents and information from the partner; the ones caused by not being willing to accept the opponent’s contents and ideas.。
商务英语毕业论文范本
商务英语毕业论文范本作为一门应用学科,商务英语既要让学生学习丰富的商务知识,又要学习商务方面的各种英语表达,提高商务英语综合水平。
下面是店铺为大家整理的商务英语毕业论文，供大家参考。
商务英语毕业论文范文一：商务英语中商务文化的重要性摘要：随着全球化经济的发展，在各国的日常经济贸易等方面也愈来愈重要。
我国自从加入到世贸组织之后，和各国的经济往来也日益频繁，这就需要商务英语的应用。
而在我国的商务英语的教学过程中，由于在诸多层面还存在着不完善之处，所以在商务英语的教学整体效果还有待进一步优化。
作为专业英语，商务英语的教学过程中，要能和国际商务专业的知识和英语技能得到有效的融合，这样才能有效适应国际化发展的潮流。
基于此。
本文主要就商务英语教学中商务文化的内涵及培养的重要性进行理论分析，然后对国际商务活动中的商务文化的差异性，及商务文化在商务英语中的体现加以详细分析，最后结合实际探究商务英语中商务文化培养的策略。
关键词：商务英语;商务文化;重要性引言经济的一体化发展背景下，使得商务英语的作用愈加的重要，在时代的不断变化的今天，商务英语的教学内容以及模式也有着诸多的变化。
但是商务英语教学中的商务文化是教学的重点，如果不能充分重视商务文化，商务英语的应用过程中就会带来诸多的麻烦。
商务英语作为比较特殊的语体，从本质上来说是语言类的学科，但从其在实际的应用情况来看，商务英语更像是社会技能的学科。
尤其是在商务活动的开展过程中，商务英语的作用更为有着其独特性，在跨文化的商务交际能力方面的作用发挥就愈发突出，在这一背景下加强商务文化字商务英语中的作用发挥理论研究，对商务英语的教学水平提升就有着实质性意义。
一、商务英语教学中商务文化的内涵及培养的重要性分析(一)商务英语教学中商务文化的内涵分析。
新课程标准的实施要求下，对商务英语专业的教学有了要求上的提升。
商务英语教学主要是培养专业性的人才，但是在实际教学中，一些老师对语言和技能的教学比较重视，在商务文化方面的教学就忽视了，这对商务英语的实际应用的效果就有着很大的影响。
浅析对外贸易谈判过程中商务英语的应用策略论文
浅析对外贸易谈判过程中商务英语的应用策略论文浅析对外贸易谈判过程中商务英语的应用策略论文摘要:针对商务英语在对外贸易中的重要作用进行了一定的论述，在此基础上从对外贸易谈判的全过程出发，对商务英语应用过程中的相关策略，包括:礼貌策略、模糊策略以及回绝策略等进行了较为详细的分析。
关键词:对外贸易商务英语技巧策略一、引言伴随着我国经济的持续发展以及与外界经济体联系的日趋紧密。
在经济全球化的今天，外资独资企业以及中外合资企业等外向型企业在国内不断的涌现，与此同时，随着国内经济与国际经济往来的日益密切，在贸易和交易的过程中就应该掌握好对外贸易的相关知识以及对外贸易所必须的多种技能。
其中，掌握好英语语言是在对外贸易交易过程中进行沟通的桥梁。
尤其是在进行商务贸易谈判的过程中，灵活的运用英语作为沟通的重要渠道和一个重要途径，在外贸过程中运用商务英语的相关技巧等来进行巧妙的谈判，这对于为己方企业争取最大的利益具有重要作用。
二、商务英语在对外贸易谈判过程中所发挥的主要作用作为我国对外贸易中的主要语言，商务英语在国际贸易量急剧增加以及经济全球化的今天，其已经逐步发展成为了一个具有专门的使用领域，且能够不断的适应不断发展的对外贸易的一种语言。
在对外贸易过程中，商务英语的利用重点主要是语言的信息交流功能，尤其是在商务谈判和磋商的过程中，这对于明确的传达己方的意愿以及了解对方的意图具有重要作用。
从商务英语的应用渠道和方式来看，其已经逐步发展成为了对外贸易交流的一个重要纽带与桥梁。
商务英语在技术交流、国际金融、海外投资以及合同谈判过程中得到了广泛的应用。
从应用领域的角度来看，商务英语在对外贸易中所发挥的重要作用。
尤其是在商务谈判的过程中，一旦存在诸多的差异领域，诸如文化、性别以及谈判风格等方面的差异，就需要在谈判的过程中应用到适当的谈判技巧来保证谈判的顺利进行，尤其是在谈判的过程中，语言技巧尤为重要。
三、对外贸易谈判过程中商务英语的应用策略(一) 对外贸易商务英语谈判中的礼貌策略在对外贸易过程中，不管贸易对象是谁，也不管处于何种交际情况，在交往的过程中建立一个合适的礼仪交往方式是在对外贸易过程中确立友好关系的基本原则。
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Discuss the Applications of the PIOC (People, Interest, Options, Criteria,)Principles inCollaborativeNegotiation BrieflyThere are many negotiations in the world, but the business negotiations take the mostly dominant role. In this situation, the final purpose of each side of the negotiating parties is attempted to meet the other’s interest as well as their own. There are many kinds of negotiations such as competitive style, accommodative style, collaborative style, vengeful style, compromising style, etc. and most commercial negotiations tend to collaborative style, because it is a win-win negotiation. There are four principles which are People, Interest, Options, and Criteria. It is indispensable when we are going to talk about the collaborative negotiation owing to the applications they exert.People PrinciplePeople Principle requires separating the people from the problem. Business is business, taking too many people emotions into negotiation is harmful. Especially in collaborative negotiations, good master of People Principle need follow the three techniques.(1)Establish an accurate perception. (2)Cultivate appropriate emotion. (3)Strive for better communication.Interest PrincipleInterest principle requires focusing on interests, not positions (interests always underlie positions). A position is what you say you want or must have. An interest is why you want what you want. Taking much attention to position will greatly reduce the interest, negotiators need to distinguish between interests and positions and focus on interests not positions. There are two methods negotiators should obey. (1)Identify the self-interests. (2)Discuss interests with the other party.There is an example. Jim takes a fancy to a second-hand car which has good quality in all aspects except the high price. When he comes to the host’s officer to negotiate aiming to cut down the price, he finds the host is the boss of the company and the office is luxurious. He becomes inexplicable nervous. Having a seat for a while, the host is busy with telephone talking about a cooperative projects amount of up to millions of money. The tension and fear in the hearts of Jim are further broadened. He sits on pins and needles for a long time but the host seems not to hang up the phone and seems to ignore the existence of Jim. A strong anger begin to spread in Jim’s mind, so he deliberately makes some sound and the host finally hang up the phone and apologize to him.However, what the host said next shames Jim. The host say “my time is tight, aren’t you tell me you come here to cut down the price”Jim had hoped to get the car at the half price, but now he is completely suppressed by the momentum of the host. Anger becomes fear which affects Jim’s negotiating ability. He affirms the host who has the ability to do big business won’t waste time to negotiate. In order to make him leave the uneasy place and finish the embarrassing negotiation as soon as possible, Jim accepts original price. Although Jim repents himself but it’s late.In this case, Jim disobeys the People Principle. He takes emotions to the negotiation, nervous, fear and inferiority. In his mind,he and the host are not in the same level which makes him unable to negotiate with the host. Jim should calm down and get the host to participate in the mutual activities, and Jim’s emotions make the host stick to his price. Jim even not speaks out his purpose which is silly. Jim disobeysInterest Principle. He completely not focuses on his own interests but the host’s positions.He should explore and recognize the interests of the host and stand in his way. This should be a good collaborative negotiation. But owing to the deficiency of negotiation Jim lacks, the host takes advantages from Jim.Options PrincipleOptions Principle requires inventing options for mutual gains. There are often obstacles during the negotiations which needs people develop multiple solution options to reach an agreement. The ability to invent options is one of the most useful assets a negotiator can have and negotiator should avoiding the followed thinking, premature judgement, searching for the single answer, the assumption of a fixed pie and thinking that “solving their problem is their problem”.Hereare methods negotiators should obey. (1)Separate the act of inventing options from the act of judging them. (2)Develop as many options as possible before choosing one. (3)Search for mutual gains.Criteria PrincipleCriteria Principle requires insisting on using objective criteria.When options become available, negotiating parties need to decide which one suits both sides best. The guidelines for objective criteria are (1) Independence of wills of all parties. (2) Legitimate and practical. (3) Acceptance to all parties. In a word, focus on objective criteria firmly and flexibly.There is an example. A Chinese negotiating group goes to a Middle East country to negotiate a project contract. During gossip, a Chinese member discusses the Islam without intention which arise the unhappy of the other side.When come to the substantive issues, the opposite side shows no sign of conceding, and they seem to intend to withdraw negotiation. At the time, the Chinese team hurries to seek options to solute the problems. Frist, they apologize to the Islamic workers sincerely. Then the Chinese makes decision to offer them 5%account of the total amount. If they don’t accept theChineseproposes introduce another company to negotiate the contract. Finally, the Islam accept apologize and accept the contract, but the Chinese should comply with rules about Islam. Last, the two teams approach consensus.In this case, when problems occur, the Chinese not shrinkback but struggle to find solutions, and they offer two options for the Islam to choose. Last, the two groups reach agreement and take the Islam as criteria. This is a successful collaborative negotiation which applies the Interest Principle and Criteria Principle correctly. Though the Chinese give a 5% discount, but which accelerates the negotiation reached an agreement quickly.The correct application of PIOC Principles in collaborative negotiations is a powerful tool to crack the tough nuts in negotiations, and reach a consensus promptly. Principled negotiations make the win-win maximum benefit.。