英语专业毕业论文--商务谈判的语言艺术.doc

中国某某某某学校题目商务谈判的语言艺术姓名0000000班级、学号 0000、0000号系（部）经济管理系专业商务英语指导教师00000开题时间2009-04-10完成时间2009-11-042009年11月04日目录毕业设计任务书 1毕业设计成绩评定表 2答辩申请书 3-5正文 6-22答辩委员会表决意见 23答辩过程记录表 24课题商务谈判的语言艺术一、 课题（论文）提纲引言1. 商务谈判的语言特征1.1商务谈判语言的客观性1.2商务谈判语言的针对性1.3商务谈判语言的逻辑性1.4商务谈判语言的规范性2. 商务谈判的语言艺术 2.1商务谈判的陈述技巧2. 1. 1入题技巧2.1.2阐述技巧2.2商务谈判的提问技巧2.2.1使用间接的提问方式 2.2.2使用选择性的提问方式 2. 2. 3设身处地2.2.4把握好提问的难易度 2.2.5使用恭维的表达方式 2.2.6把握好提问的时机 2.3商务谈判的答复技巧 2.3.1使用模糊和委婉的语言 2.3.2使用幽默含蓄的语言 2.4商务谈判的说服技巧 结论二、 内容摘要商务谈判是经济贸易合作的双方为达成某种交易或解决某种争端而进行的 协商洽谈活动。

在商务谈判中语言运用的成功与否 对谈判的过程与结果起着举 足轻重的作用双方的接触 沟通与合作都是通过反复的陈述观点 提问 回答 和说服等语言技巧来实现的巧妙应用语言艺术提出创造性的解决方案不仅 满足双方利益的需要也能缓解沉闷的谈判气氛使双方都有轻松感有利于谈 判的顺利进行因此巧妙的语言艺术为谈判增添了成功的召去码起到事半功倍的效 果O关键字商务谈判语言特征技巧Bus iness negot i at ion is an act i v i ty which is carr ied out by the two trade s i des to cone Iude the bus i ness or sett Ie certain d i sputes. The Ianguage used i s a success or fa i lure plays an important roIe i n the process of negotiat ions. The skillful Ianguage i s reaIi zed between two parties by contacting. communicating and cooperating through restate opinions, ask i ng quest i on, responses and persuades etc. Putting forward a creat i ng sol v i ng scheme i s not only app lying with the art of I anguage sk i I I f u I, but a I so mee ts the demands on mutual benef it and re I ieves the du I I atmosphere on negotiation. It will create a comfortable atmosphere for the two par ties and i s good for the success of n egot ia tioru So us ing Ianguage skillfully can enhance a great success on negot i ation and get double effects.Keywords: Busi ness negotiation Ianguage features skills三、参考文献3［1］姜望琦：当代语用学［M］.北京大学出版社,2006⑵刘园：国际商务谈判［M］.对外经济与贸易大学出版社,2005［3］ 章瑞华徐志华黄华新等:现代谈判学 成功谈判的技巧与奥秘［］.浙江大学［4］ 杨劫 李芳 国际商务谈判中的委婉表达［J］湖南科技学院学报20o6 (2)260—262［5］ 刘文广：商务谈判［M］.北京高等教育出版社2004. 8The Art of Ianguage i n Bus iness Negot i ation00000中文摘要:商务谈判是经济贸易合作的双方为达成某种交易或解决某种争端而进行的协商洽谈活动。

在商务谈判中语言运用的成功与否对谈判的过程与结果起着举足轻重的作用双方的接触 沟通与合作都是通过反复的陈述观点 提问 回答和说服等语言技巧来实现的 巧妙应用语言艺术提岀创造性的解决方案 不仅满足双方利益的需要 也能缓解沉闷的谈判气氛 使双方都有轻松感 有利于谈判的顺利进行因此巧妙的语言艺术为谈判增添了成功的帀去码 起到事半功 倍的效果关键字商务谈判语言特征技巧AbstractBus i ness negotiation is an activity wh i ch i s carr i ed out by the two trade sides to conelude the business or settle certa in di sputes. The Ianguage used i s a success or fai lure4p I ays an impor tarrt role in the process of negotiations. The ski I IfuI Ianguage i s reaIi zed between two parties by contact i ng,commun i cat i ng and cooperat i ng through restate op i n i ons, ask i ng question, resporises and persuades etc. Putting forward a crea ting sol v i ng scheme i s not only app I ying with the art of I anguage sk i I I fu I, but a I so meets the dema nds on mutua I benef i t and re I ieves the du I I atmosphere on n egot i a tion. It wi 丨丨 create a comfortabIe atmosphere for the two part i es and i s good for the success of negotiation. So us ing Ianguage ski IIfully can enhance a great success on negotiation and get double effects. Keywords: Bus i ness negot i at i on, Ianguage, features, skills Introduct i onBus i ness negot i ation' s process i s that the negotiators us i ng Ianguage to coord i nate and consu11 the prob Iems and achieves agreement. How to use correct Ianguage to show your opi n i ons ref Iects the abi I i ty of the negot i ators. If the skills are not suitabIe, it wiI I cause mi sunderstand ing or di sputes between the two parties and even lead to the fai lure of the negotiation, and it' s more I ikeIy to cause the economy loss. Whether the language is used properly or not often determines the success or fa iIure of the negot i at i on. Therefore, knowing5about this skill i s the key to concIude a successfuI bus i ness.Th i s thes i s mainly states that the n egot i a tors shou Id know how to use statement and ask questions, response and persuas i on to achieve the multi pl ier effect in the process of bus iness negot iat ions.1. The features of Ianguage in bus iness negot i at i onBus i ness negot iat ion language i s a spec i a I way, wh ich i s used in the bus i ness negotiat i ons. It is different from the lit erature, art, opera, film languages, but a I so d i ffere nt f rom t he daily Ii fe languages. Generally speaking, the I anguage of bus i ness neg otiat ion shou Id have the fo I lowing bas i c features: object i vity, d i rectivity, logical and normative of the bus i ness negot i ations.1.1 ObjectivityThe object iv ity of language mainly shows that: descr i bing the present situation of the enterpr i se must conform to the reaIi ty; descr ib i ng the qua I ity of the goods and funct i onshouId according to the bas i s of reaI ity; if you have a best cond i t i on you' d better show the samp les or demonstrate i t on the spo t. Your quo tat ion shou I d be reasonab I e and you not only try your best to meet your own needs, but a I so you can' t ignore the other party' s benef its. And you shouId cons ider i ng the6other party‘ s requ i rements that make sure the terms of payment and adopt the terms of payment that both part i es can accept.If the language has objectivity, the two sides treat each ot her hones ty and promote the i r opi ni ons c I ose I y. And i t willI ay a foundat i on of the success for the next negotiation.1.2 D i rect iv ity opponent. The di fference of contents and occas ions ofThe d i rect iv ity of theIanguage i s that theIanguage shouIdfocus on the specific themes and has anexact target.Negot iat ionIanguage shouId be di rectIyaga i nst one specificnegotiation have d i fferent negot i ators, and a I so you need to use the d ifferent negot iation Ianguage. Even if they have same contents of negotiation, you must use the different language because the negot i ators have d i fferent educati on, the I eve I of knowI edge, the ability of acceptanee and personal hab it.You must know that the different requ i rements of same n egot i at ion opp on ents and you need to use the correct I anguage or h i ghI i ght to descr i be the qua I ity of goods and funct i ons, or descr i b i ng your enterpr i se' s operat i ng s i tuat i on and repeat descr ibing that our pr ices are very reasonab le. In a word, the negotiation language must be conci se, exact and easy to understand.7To be d i rect in one negotiation, if you want to make sure the terms of the negot i at i ons that you must be carefuI to prepare the re I evan t informa tion and you shou Id t ake t h i s into considerations at the same time: when you start to the negotiations you must know what k ind of Ianguages you shouId be used, and you shouId know how to seiect and target the negot iat ion language to make the negoti at ions smooth Iy.1.3 LogicThe logical language i s that the negot i ator' s Ianguage shou I d comp I y with the rule of logic, the ab i I i ty of express i ng idea must be c lear ly, the ab i lity of judgment must be correct and the abi I ity of reasoning must be carefuI ly. The language shouId be fully reflected the ob ject i v ity, specificity and h istor icaI. If you want your opinions to be persuasi ve, you must have an ability of the logical thi nking. In the negot iat ions, no matter you state the prob I em, or wr i te memoranda, or g i ve any suggestions, i mag inat i on or requ i rements that you shouId pay attention to the logical of I anguage. Th i s i s the bas i s of grasp ing the i r opi nions and further persuad i ng the other party.1.4 Normat i veThe normative of Ianguage i s that the Ianguage should be expressed poIi teIy and cI ear Iy, str ictly and exactly.8Fi rstly, the negotiate Ianguage must insi st on thepr i nciples of politeness and shouId be comp Iy with the characters of the bus i ness and the requ i rements of the profess ionaI eth ics.SecondIy, the language must be clear and easy to understand in the negotiat ions.Thi rdly, the negot i at ion Ianguage must be pay attent ion to avoid voice weak and haven' t pause in speaking, or speaki ng too loudly and have a r ich fee Iing and so on.Fourthly, the negotiation language should be cor rect and exact. Espec i a I Iy at the cruc i a I moment of barga i n i ng, you shouId pay more attention to your words and behaviors.2. The Art of language in Bus iness Negotiation2. 1 The skill of statemerrtStatement i s that i ntroduc i ng one' s own s ituat i on and stating your views of one question, and make the other party to understand your op in ions, planning and posi t i ons. In the bus i ness nego tiati on, t he s tat emen t included two par ts that are“enter into question” and "statement” .2.1.1 The skill of enter ing into questionIn the bus i ness negot i ations, the negotiators must have skills of enter i ng i nto quest i on and adopting the exact way:9F i rstly, the method of ci rcu itous enter into question, for example, you can taIk about your company‘ s situations; Second I y,you can t a I k abo ut some det ails f i rs t, and t hen you can t a I k abo ut pr i nciple of the matt er, For example, when we t a I k abou t the importa rrt pr i nciple matters that have a nervous feel ing, at th i s time, you can taI k about the spec if ic deta i I s to make the negot i at i on peacefuI and create a good atmosphere for the n ext n egot i at i on; Th i rd I y, you can ta I k about gen era I pr i nciple prob Iem and then taIk about some details; Fourthly, you can start from the specific topics.2.1.2 The skill of describingAt the opening process of descr i bi ng, f i rstly, you shouId def inite th i s topic to be sett led in th i s conversation to concentrate our attent ions and make the two party? s op i nions agreeable; secondIy, you must show that you shouId get the i mportant benef its through th i s conversation and ind i cate our party' s bas i c pos i t i on. You can rev i ew the prev i ous ach i evement of two parties' cooperat ion to show your reputat i on en joyed by the other side; thi rdly, at the opening of descr i b ing the Ianguage shouId be poss ibly br ief and grasp the key point, correct and easy to understand; finally, you must know the purpose of descr ibing in order to make the other party to10un dersta nd your i nte nt ions and create an good atmosphere i n the negotiation. So, descr ibing shouId be expressed in a sincere and easy way.If the other party starting descr ibe, you must listen to thei r op in ions very carefu I Iy, then sum up the opin ions and try to understand the contents of descr i b i ng. In order to avo i d mi sunderstanding that you must th i nk and understand the key i ssues of the opening of descr ib i ng. If the contents of the open i ng descr i b i ng have a big conf I ict with you, and you car/ t interrupt and can' t make a di spute with the other party immediately, while you i nd icate your opinions after the other party' s taIk have fi nished and comp I a i nt the i r op i n i ons from the other s i de.In the process of the statement, you shouId pay attention to use the Ian guage cor rec tly and easy to unders tand, and theIanguage shouId br i ef and grasp the key point, and have a specific st rue ture. Your speak i ng shou I d be close to the t heme and should pay attent ion to the tone, pace, voice; pause and repeat the Ianguage should be proper. Statement should comp Iy with the reaI ity. In order to have a sincere cooperation you must be honest to the other party. And you must learn to observe the other party respo nse, and t hen ad just to your contents of11the conversation and the voice tone timely that adapt to the other party' s changes. For example, when the negotiations have reached an impasse, we shouId learn how to use the siege Ian guage, such as: i f you do t h i s, it mus t be not good for us. ” “I n that case, I et us make a favor aga i n to reach an agreeme rrt. ” “I be I ieve that we don' t hope it fa iIs. In the genera I occas ion, we can ' t use the negat i ve Ianguage to end the conversat i on. I f you don' t use the negat i ve I anguage to end the conversation you can promote the positive emotion of the two parties and make the negotiation smoothIy.2.2 The skill of ask ing quest i on in bus i ness negotiat i on In the bus i ness negot i ation, th i s i s an i mportant sk i II.The negotiators often use th i s skill to find out the true intent i ons of the other party and master the i r mind changing. The skill of asking question can cause the other party ' s attention and prov i de a def ine d i rection to the two parties, and he Ip you collect the information and transmit yourfee I i ngs.Thi s skill can help you causing the other party thinking and gui de the trends. Meanwhi le, the other s i de responds can form an effect i ve st i mu I us. Therefore, the att itude of ask i ng quest ion must be sincere, reasonabIe and pay attent i on to the other party' s mind. In particular, you shouId not accuse the12other party' s personal ity. Meanwhile, ask i ng quest i on you shouId not always to ask. You should grasp the Ianguage' s pace and tone and give some enough time aside to let the other party thinking and expressing thei r opinions. And you must avoid mi sunderstanding and make the other party fee I bor i ng and unw i I I i ng to answer the quest i ons. So, you shou I d pay attent i on to the manner of asking question in the negotiations・2.2.1 Using indi rect skill to ask questionUs i ng th i s ski I I to express the opinions i s more polite.I n the business negot iat i on, most of negot i ators are col I ect i ng the i nformat ion by aski ng question.The way of ask i ng quest ion is more ind i rect and theexpress i on is more pol ite. For examp le: the two par ties are not going to be able to get together on price・ They want you to reduce the pr i ce, but you can' t accept it. You sa id that, everyth ing e I se i s negot iabIe, but the prob Iem of pr i ce we can' t accept. If you recei ved this pr ice, we promise the terms of paymen t and i ns tai I are smo ot hly. Then, t hey have accep ted t h i s price. So, us in g thi s kill i s very usefu I and has a d i fferen t effect.2.2. 2 Us ing selecti ve ski I I to ask quest i onWe often can see that some shopp i ng center' s Iounge i s13operat i ng coffee and t ea. At the beg i nn i ng, the waiter asks the customer, “Sir would you I i ke to dr i nk some coffee?” Or “Sir wouId you Ii ke to have some tea?” The turnover i s genera I. But later, the waiter changes the way, “Sir, would you I ike some coffee or tea?" As a resuIt, the turnover has a great increas ing. So, if you use seIect i ve ski I I of aski ng quest ion that wi I I give you a d i fferent resu11. In the bus i nessnegotiations, i f you use the se I ective skill that you can start the next conversati on better.2. 2. 3 St and i ng on your par trier' s pos i tion to con s ider11 is a ski IIful way that improving the atmosphere of the n ego t iat ion. It' s easy to get accep tance from t hei r mind, and a I so can prevent the negot i at i ons from break i ng down; thereby, it wi I I make an easy way to reach an agreement.For examp Ie: Mr. Wang has booked a hoteI for h i s Iecture. But one day, he recei ved thi s information: the manager of thi s hotel told him the fees must be in creased. So, he ta I ks with the manager, and says, when I heard thi s news, I was little surpr i sed; but I can understand you. As a manager you shouId cons i dered the profits of your hoteI. But, you shouId th i nk that,if you increase the pr ice I can' t afford it and you will miss a chanee that I irrtroduce your hotel to these peopIe. The chanee14is weigh t with t he money. Fin ally, t he ma nager i s accep ti ng his views. So, i f you standing on your par tner ' s pos i tion to cons i der prob Iems it can he I p you rece i ved a d i fferent resuIt.2. 2.4 Grasp the difficuIty of asking questionBeg inning to ask quest i on, you' d better to choose the easy quest ions to answer. For example: "Do you have a good t ime on your holidays?" Th i s k i nd of questions has noth i ng with the subject theme, but it can make you fee I re I ax. I f you start to ask a difficuIt question in a stra i ght way wi I I make the negotiation into impasse. So, you can use the way to ask that easy quest ion first and then ask the difficuIt question.2. 2. 5 Us i ng comp I imentIn the early stage of bus iness negotiations, the negot iators are difficu11 to grasp the true intent i on of the other party and d i ff i cu 11 to put forward an effective quest ion.The most important is that you must understand the true intentions and other re levant intentions to the oppos i te. However, appIying the negotiating strategy with prai se and comp I iment, we shouId pay attent ion to the fol lowing items: Fi rstly, the attitude shouId be honest and the measure should be appropr iate. Second Iy, you should respect personality and cons i der the individual' s seIf-consc i ousness of the other15party. Th i rd Iy, you should be pay i ng attention to the peopIe reaction that has been pra i sed. If the person has a good response, may be you can gi ve him a prai se aga in; i f the other party seemed very i nd i fferent or impat i ent, we shouId stop and change to another top i c.2. 2. 6 Grasp ing the opportun i ty to ask quest i onIn the negotiations, we shouId pay more attention to the opponent's m i nd, and propose a correspond i ng quest ion at a r ight time. And asking questi on shou Id contact with the i ssues. Noting the speed of ask i ng ques tion; When you speak too fas t, it wi I I easy to make the other party fee I you are impatient, and even somet imes they fee I you are i n an ask i ng tone to treat h im and wi I I easy Iead to the other party offensive.After you ask questions, you must give the other party have a suff ic ie rrt time to reply. The purpose of ask i ng ques tion i s that you let the other party have enough time to answer the ques tion and hope can rece i ve a sat i sf ac tion resu It at the I as t time.2.3 Rep Iy skills i n bus i ness negot i ationIn the negotiat ion process, answer i ng the other party' s question is very stressful. Because in the negotiat ions, no matter wha t the negot i a tors sa id, i t a I so has a very impor tarrt16meaning; and it is cons idered as a commitment to the others and p I ays an impor tant role i n the n ego ti at ions. A neg otiat or' s I eve I of negotiation wi I I depends on the skills of rep Iy.In the norma I si tuat ions, when you answer the quest ion, you shouId accord ing to the reaI ist and d i rect to answer it. But, i f you are d i rect answer a I I quest ions that cou Id not be a best answer i n the negot i ations. Therefore, to reply the questions a I so shouId be used a certa inly skills.F i rstly, before you answer i ng question, you shouId give yourse I f eno ugh time to t h i nk i ng abo ut the ques tion; Sec on d I y, when you answer the questions you shou Id graspi ng the purpose, mot i vat ion and the asker ' s reaI psychological response; Thi rdly, you can' t comp Iete to answer the other party' s questions; if you don' t know the question, you can' t to give an answer to them at once; Four thly, some prob I ems can t hrough the i r re I eva nt an swers to take you in trouble, and the n you can adopt ask ing question instead of answer ing question he Ip yourseIf out of siege; Fifthly, you must be pol itely refuse to answer the unvaIued quest ion; Si xthly, you may f ind out an excuse to rep Iy some questions.2. 3. 1 Using the vague and euphemismVague Ianguage i s genera I Iy divided into two kinds of17express ion: one i s to reduce the extent of the true va lue or change re I ated areas, such as: a little, aImost, bas i caI Iy etc.;the other i s to the speaker ' s words that accord i ng h i s sub jec ti ve to judge or some i nd i rec tf acts, such as: I'mafraid, may be, for me we guess that, as far as I know etc. I n the negotiation, some information can' t be convenient to give the other party or unwi I I i ng to answer the quest i on, but you have to answer it, so at t hi s ti me, using the vague language i s very i mportant.About some of issues put forward by the other party in bus iness negot iat ions, we shouId use th is words seldom: i nev i tab I e, no doubt, certa inly and such abso I ute words; i f you want to refuse the other par ty that you must be in a po lite way, you can say I i ke that: In t h i s case, I can not give you an answer as soon as possible that I should check with my boss and then I wi I I let you know as soon as I get an answer. By ding so, we can avoid the prob I em of negot i a tion into reach i ng an impasse.2.3.3 Us i ng the humorousIn the process of bus i ness negotiat ions, both parties wouId probabIy make d i sputes about the i r profits on one term of contract dur ing business negot iat ion. At th i s time, you can say I ike that: I wiI I appreciate that you are interested in our18products and I want to answer your question at once. But you speak too fas t; please t e I I me which quest i on you want to t a I k about. So, using humorous express i on that not on I y transmit the fee I i ngs to each other and you can avoid conf 丨 icting with the other party, but a I so can re I ax i ng the tense s i tuat i on. And it can help n ego tiat ors set a good imagina tion, and a I so crea tes a good atmosphere for the negotiations.2.4 Persuade skills in bus iness negotiationThe persuade skill is a very important skill in thenegot iat ion act i v i ty that he Ip you try to change the i r or ig i na I minds and let them willing to accept your advice. Thi s is a d iff i cuIt skill to master and have a highly flexible, so it pI ays an i mportant role i n the negot i ations.When you try to persuade the opponents in the negotiations, the nego ti ators should pay more atte nt ion to you can not always t a I k abo ut your own reasons, and you shou Id leave eno ugh time to let the other party express thei r own opinions;Your attitudes shouId be sincere and equaI to each other, and then you shouId find a way to eI iminate the other par s fears and prejudices; you should not be too hasty and impatient to achieve success; at first, you shouId ta Ik about the good news and the favorabIe situations, and then you can19ta I k about the bad news and the negative situati ons. You can repeat the good information that can promote the other party to understand and accept these i nformat ion and opi nions.ConcI us ionWe can see that Ianguage i n bus iness negot i at i on likes aIong br idge and it plays an important role i n busi nessnegotiations, and the language always determines the success or fai lure of a negotiation. So skills are very important. In bus i ness negotiat i ons, applying with the Ianguage skills not only meets the demands of mutua I benefits, but a I so creates a good atmosphere to make the negot i at i on go smooth Iy. It wi I I crea te a comfor table at mosphere for the two par ties and i s good for the success of a negot i at i on. Therefore, to master the skillof the Ianguage in busi ness negotiat ion i s the key point of the two parties to reach an agreement and help you easy to enhanee the success of bus i ness.参考文献［1 ］姜望琦：当代语用学［M］.北京大学出版社,200620⑵刘园：国际商务谈判［M］ •对外经济与贸易大学出版社,2005［3］章瑞华徐志华黄华新等:现代谈判学 成功谈判的技巧与奥秘［］•浙江大学［4］ 杨劫 李芳 国际商务谈判中的委婉表达［J］湖南科技学院学报 20o6 (2) 260—262［5］ 刘文广:商务谈判［M］・北京高等教育出版社2004. 8_。