论国际商务谈判中的语言技巧

绵阳师范学院

本科生毕业论文（设计）

题目On Language Skills in International

Business Negotiation

论国际商务谈判中的语言技巧

专业商务英语

院系外国语学院

学号0605410131

姓名唐亚男

指导教师杨绍江讲师

答辩时间二○○九年十二月

论文工作时间：2009年9 月至2009 年11 月

论国际商务谈判中的语言技巧

指导老师：杨绍江

学生：唐亚男

摘要：商务谈判的过程是谈判者的语言交流过程。事实表明，商务谈判的语言运用，可有效减少谈判过程中的失误，是解决国际贸易商务中谈判问题的主要工具，关系谈判的成败。因而在商务谈判中如何恰如其分地运用语言技巧，谋求谈判的成功是商务谈判必须考虑的主要问题。本文将结合作者本人在商务方面积累的经验和心得体会，探讨商务谈判语言的运用原则与技巧，分析语言针对性，委婉表达，灵活应变等技巧的特点与实用性。

关键词：商务谈判；语言运用；原则与技巧

On Language Skills in International Business

Negotiation

Supervisor: Yang Shaojiang

Undergraduate: Tang Ya’nan

Abstract: Business negotiation is the process of language communication, Facts have shown that the research on negotiation skills will help to make fewer mistakes in international business negotiations, and it is a powerful weapon helping to win the negotiations. Therefore, the problem of how we can appropriately use language skills in business negotiations should be taken into consideration in the first place. Combined with personal experience in business negotiation, this thesis explores the use of language principles and skills, analyzing the characteristics and usage of pertinence, euphemistic expressions, quick-witted reflexes and the like.

Key Words: business negotiation; use language skills; principles and skills;

Contents

Introduction (1)

1. About business negotiation (1)

1.1 Definition (1)

1.2 The process (1)

1.3 The significance (2)

2. Language skills in business negotiation (2)

2.1 L anguage principles (3)

2.1.1 Pertinence (3)

2.1.2 Euphemistic expressions (3)

2.1.3 Quick-witted reflexes (3)

2.1.4 Objectivity (4)

2.1.5 Logical lines (4)

2.2 Language skills (4)

2.2.1 Questions (5)

2.2.2 Humor (5)

2.2.3 Implication (5)

2.2.4 Respect culture differences (6)

Conclusion (6)

Bibliography (7)

Acknowledgments (8)

Introduction

In order to give full play to language’s advantages so as to increase the success chances in international business negotiations. This thesis gives accurate definition of business negotiation and introduces to readers the process as well as the significance of negotiation in the first part.. The second part mainly talks about language skills in business negotiation by details. Of course a simple thesis is definitely not enough to get us full prepared for business negotiations, it can not cover every aspect, business negotiation needs preparation of both psychology and practical experience. this thesis is just for suggestion. Hopefully it will be a helping hand in international business negotiations.

1. About business negotiation

To ensure better performance in negotiation, there are three questions we must figure out in advance: What is business negotiation? What should we do in every step in the whole negotiation process? Why is business negotiation so important to business transactions? Only by making these questions clear can we put ourselves in active position. Accurate definition of business negotiation helps us to keep the ultimate goal in the first place and the routine process is like road sign, reminding us of the direction we should follow. While the significance is the motivation like faith in heart which we can’t afford to lose. The following are the answers to these three questions.

1.1 Definition

Business negotiation is the bargaining (give and take) process between two or more parties (each with its own aims, needs, and viewpoints) seeking to discover a common ground and reach an agreement to settle a matter of mutual concern or resolve a conflict. ( Longman Dictionary of English Language & Culture )

1.2 The process

Business negotiation process basically consists of three phases; they are opening phase, consultation phase and closing phase. (Each with its own detailed phases) Opening phase

The basic task of opening:

Consultation on general rules

Creating appropriate atmosphere

Opening statement

Consultation phase

The basic task of consultation:

Determining offer standard