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OnLanguageSkillsinInternationalBusinessNegotiation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OnLanguageSkillsinInternationalBusinessNegotiationSupervisor:YangShaojiangUndergraduate:TangYa’nanAbstract:Businessnegotiationistheprocessoflanguagecommunication,Factshaveshownthattheresearchonnegotiationskillswillhelptomakefewermistakesininternationalbusinessnegotiations,anditisapowerfulweaponhelpingtowinthenegotiations.Therefore,theproblemofhowwecanappropriatelyuselanguageskillsinbusinessnegotiationsshouldbetakenintoconsiderationinthefirstplace.Combinedwithpersonalexperienceinbusinessnegotiation,thisthesisexplorestheuseoflanguageprinciplesandskills,analyzingthecharacteristicsandusageofpertinence,euphemisticexpressions,quick-wittedreflexesandthelike.KeyWords:businessnegotiation;uselanguageskills;principlesandskills;ContentsIntroduction....................................................................................................................11.Aboutbusinessnegotiation........................................................................................11.1Definition..........................................................................................................11.2Theprocess.......................................................................................................11.3Thesignificance................................................................................................22.Languageskillsinbusinessnegotiation.....................................................................22.1Languageprinciples...........................................................................................32.1.1Pertinence......................................................................................32.1.2Euphemisticexpressions.........................................................................32.1.3Quick-wittedreflexes..............................................................................32.1.4Objectivity...............................................................................................42.1.5Logicallines............................................................................................42.2Languageskills.................................................................................................42.2.1Questions.................................................................................................52.2.2Humor.....................................................................................................52.2.3Implication..............................................................................................52.2.4Respectculturedifferences.....................................................................6Conclusion............................................................................................................6Bibliography..................................................................................................................7Acknowledgments..........................................................................................................81IntroductionInordertogivefullplaytolanguage’sadvantagessoastoincreasethesuccesschancesininternationalbusinessnegotiations.Thisthesisgivesaccuratedefinitionofbusinessnegotiationandintroducestoreaderstheprocessaswellasthesignificanceofnegotiationinthefirstpart..Thesecondpartmainlytalksaboutlanguageskillsinbusinessnegotiationbydetails.Ofcourseasimplethesisisdefinitelynotenoughtogetusfullpreparedforbusinessnegotiations,itcannotcovereveryaspect,businessnegotiationneedspreparationofbothpsychologyandpracticalexperience.thisthesisisjustforsuggestion.Hopefullyitwillbeahelpinghandininternationalbusinessnegotiations.1.AboutbusinessnegotiationToensurebetterperformanceinnegotiation,therearethreequestionswemustfigureoutinadvance:Whatisbusinessnegotiation?Whatshouldwedoineverystepinthewholenegotiationprocess?Whyisbusinessnegotiationsoimportanttobusinesstransactions?Onlybymakingthesequestionsclearcanweputourselvesinactiveposition.Accuratedefinitionofbusinessnegotiationhelpsustokeeptheultimategoalinthefirstplaceandtheroutineprocessislikeroadsign,remindingusofthedirectionweshouldfollow.Whilethesignificanceisthemotivationlikefaithinheartwhichwecan’taffordtolose.Thefollowingaretheanswerstothesethreequestions.1.1DefinitionBusinessnegotiationisthebargaining(giveandtake)processbetweentwoormoreparties(eachwithitsownaims,needs,andviewpoints)seekingtodiscoveracommongroundandreachanagreementtosettleamatterofmutualconcernorresolveaconflict.(LongmanDictionaryofEnglishLanguage&Culture)1.2TheprocessBusinessnegotiationprocessbasicallyconsistsofthreephases;theyareopeningphase,consultationphaseandclosingphase.(Eac