英语在商务谈判中的重要性

1摘要随着经济的发展和国际贸易的活动的增加,国际商务谈判逐渐增多商务英语的重要性也越来越明显.在全球一体化发展的背景下,跨国商务活动日益增多商务英语也日益受到人们的广泛的重视。众所周知,国际间的贸易交往日益频繁,交流的广度和深度也不断扩展,商务谈判是商贸活动中最重要的中心环节。然而由于谈判选手受其价值观、思维方式、等文化差异的限制致使其言行举止和谈判的方法不尽相同,因此谈判者要充分重视各国不同的文化环境对谈判的影响。事物的影响往往是由内因和外因两方面造成的，在本文里通过分析影响外贸的内外两方面的因素，同时结合目前中国加入WTO后所面临的现状，针对中国外贸人员的素质观念提出了一些具体要求。本文就商务英语在国际商务谈判中的应用进行了细致的探讨,希望能对商务谈判人员起到一定的指导作用。争取做到具有一定的现实性、创见性、及新颖性。关键词:商务谈判；经济发展；英语的重要性；创新2AbstractIncreasesinternationalcommercenegotiationsalongwiththeeconomicaldeveloping,Internationaltrade'sactivitytoincreaseEnglishimportanceanditgettingmoreandmoreobviousgradually.Thetransnationalcommercialactivityincreasesundertheglobalintegrationdevelopment'sbackground,Itiswellknownthat,theinternationaltradecontactwiththeforeigncompaniesdaybydayfrequent,theexchangebreadthandthedepthalsounceasinglyexpand,thecommercialnegotiationsareinthebusinessactivitythemostimportantcenterlink.Howeverbecausethenegotiationscontestantitsvalues,thethinkingmode,andsoonculturaldifference'slimitsiscauseditswordsanddeedsmannerandthenegotiationsmethodisdifferent,thereforethetheaterwantstotakevariouscountries'differentcultureenvironmentfullythenegotiationstheinfluence.Theeffectsofthingsarealwayscausedbyinternalandexternalreasons,thethesisanalysesbothinternalandexternalfactors,underthecurrentsituationafterChina'saccessiontotheWTO,andcomeupwithsomespecialrequirementsforthequalityideaofChineseforeigntradestaff.ThistextcommerceEnglishcarriedonameticulousstudytohopetonegotiatepersonneltohaveacertain,instructionactiontothecommerceintheapplicationofinternationalcommerce.Itsparedeveryefforttostrivetostrivetoachieveacertainreality,originalityandnovelty.Keywords:businessnegotiations;economicaldevelopment;Englishimportance;innovation3CONTENTSⅠ.INTRODUCTION..................................................................................................5Ⅱ.II.THEBACKGROUNDOFCHINESEANDENGLISHINTHENEGOTIATIONS…………………………………………………………………52.1Thedifferenceofthehistorylevel………………………………………………62.2Cross-Cultural.........................................................................................................72.3Pursuingoftheconsciousness……………………………………………...........7III.THSKILLSOFTHECOMMERCIALNEGOTIATIONS……….83.1TheimportanceofbusinessEnglish.........................................................................83.2Theskillof“asks”innegotiations......................................................................113.2.1Thequestionoftheemphasistype...................................................................113.2.2Thequestionoftheverificationtype...............................................................113.2.3Thequestionoftheinductiontype...................................................................113.3Theskillofnegotiationsinthetranslation…………………………….……....113.4Theskillinthecommercenegotiation…………………………………………11Ⅳ.CHINESECONCEPTABOUTBUSINESSENGLISH…………...124.1Listening……………………................................................................................134.2Talking...................................................................................................................15Ⅴ.CONCLUSION………………………………………………………………….16References…………………………………………………………………………...17Acknowledgements.....................................................................................................184Ⅰ.INTRODUCTIONSinceChinajoinedtheWTO,wehavedirectcontactswithforeigninvestorsincreasingimportanceofinternationalbusinessnegotiationsonChina,itbeingunderstoodthatthenegotiatingpartiesinthepursuitofmaximizingthebenefitsoftheprocess,negotiatorsputforwardhigherrequirements.Becauseofculturaldifferencesanddifferentpolitical,economiccharacteristics,thenegotiatorsofthewayofthinking,theconceptofgroupsaswellasthenegotiationisdifferent,therefore,mustbeacorrectunderstandingofinternationalbusinessnegotiations,theexistenceofculturaldifferences,geographicaldifferencesanddifferencesinattitudetowardsnegotiations.Itismultifarious,moreandmoredisplaytheimportanceofthenecessitytothemulticulturalcomprehensionandcross-culturalnegotiationcapabilitydaybydayalongwiththetrend,internationalcommercemobileofeconomicglobalization.Variousfactorofcommerceinnegotiatingcausedmoreandmoreconcernofpeople.II.THEBACKGROUNDOFCHINESEANDENGLISHINTHENEGOTIATIONSTheculturalstatusrisesdaybyday,wasalreadyconsideredthatisthestateeconomysocietyunceasinglysustaineddevelopmentonekindofimportantstrategicresources,thishasbetweentheessentialdiscussionanalysisdifferentcultureasweallknown,EnglishandChinesepeoplehaveformedtheirownmodesofthought,whichinfluencetheirlivingwaysgreatly,especiallytheirownlanguages.Modeofthoughtisaverycomplicatedabstractconceptionconnectedcloselytophilosophy.InthispaperIwillmainlyconcernonEnglishindividualismandChineseentirety,becausetheirdifferenceisthemostdistinctoneexistinginmodesofthought.Englishpeoplepreferindividualism,whichleadsthemtosubordinatetherecognizedobjectsintosmallparts.WhileChinesepeoplelikeentirety,theyprefertotaketheworldasa5whole.Thinkingpatternshavebeenclearlyreflectedonlanguages,as