商务英语论文.doc

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1、 Negotiation skillsAbstract : business negotiation is in economic activities, the negotiations both sides through consultation to determine and exchange relevant conditions of an essential activity, it can promote both sides reach an agreement, the two parties shall negotiate is an important link. B

2、usiness negotiations are people mutual interests and reduce differences adjustment, and finally establish the common interests of behaviors. If negotiation skills not suitable not only can make both parties conflict causes trading failure, more can cause economically loss. And a business negotiation

3、 process is negotiator the speech communication process. Language in business negotiations like Bridges, occupy an important position, it often determines the success or failure of the negotiations. In business negotiations except in the language must pay attention to the civilized terminology, a cl

4、ear, sentence is smooth and fluent generous general skill.requirements outside, still should master certain language expression of art. Language expression of art has its elegant, vivid and lively and infectious wait for a characteristic, in business negotiations has played an innestimable role. The

5、refore ibusiness negotiations the negotiations both sides should be splendid utilization language art andKeywords: Business negotiation、Language art、Ask the art of 、Answer skill 、Counsel connotationBusiness negotiations are in economic activities, the negotiations both sides through consultation to

6、determine and exchange relevant conditions of an essential activity, it can promote both sides reach an agreement, the two parties shall negotiate is an important link. Business negotiations are people mutual interests and reduce differences adjustment, and finally establish the common interests of

7、behaviors. If negotiation skills not suitable not only can make both parties conflict causes trading failure, more can cause economically loss. And a business negotiation process is negotiator the speech communication process. Language in business negotiations like Bridges, occupy an important posit

8、ion, it often determines the success or failure of the negotiations. In business negotiations except in the language must pay attention to the civilized terminology, a clear, sentence is smooth and fluent generous general requirements outside, still should master certain language expression of art.

9、Language expression of art has its elegant, vivid and lively and infectious wait for a characteristic, in business negotiations has played an inestimable role. 1 Art of Language in Business Negotiation Role1.1 Reasonable use of language, interpersonal relationships will help coordinate the negotiati

10、ng partiesBusiness negotiation has strong backlash, this character determines the negotiations both sides of language between the interpersonal relationship has significant influence. Due to the negotiations both sides respective languages are expressed his desire, requirements, when both sides wish

11、es and actual income is consistent, both parties can develop and maintain a good interpersonal relationship; When ones desires and its actual income abhorrent when, if not handled properly, both sides constitute some relationships are likely to collapse, even burst. Due to the negotiations of interp

12、ersonal relationship is primarily through language exchange to reflect, therefore, language arts, helps the negotiations both sides relations, consolidate, development, improve and adjustment.1.2 Reasonable use of language arts, to create a good climate for negotiationsBusiness negotiation is a scie

13、nce but also an art, is scientific and artistic organically. On the one hand, business negotiations are people coordination mutual interests relationships and meet their needs behavior process, people must from the rational Angle to the problems involved systems analysis, according to certain laws,

14、rules in order to formulate the negotiation of scheme and countermeasures. On the other hand, the business negotiation activities are conducted by specific negotiations personnel, in this kind of activity, negotiators knowledge, experience, mood, emotion and personality factors, and will be in a cer

15、tain degree of negotiation process and consequences, make an impasse in negotiations. Only use artistic processing technique, can promptly resolve negotiation of possible problems, nimbly to adjust their behavior, thus make oneself in the face of a constantly changing environment trap grain, can mai

16、ntain reaction to biomagnification and effectiveness. Language will have this kind of artistic quality. In the whole business negotiation process, whether first meet, still appear difficulty, can all be language art to build good negotiation atmosphere. 1.3 Reasonable use of language arts, to resolv

17、e conflicts, relaxed atmosphereBusiness negotiation reflects both sides in the economic interests of the opposite and interdependent relationship. In the negotiation process, both parties will try to gain for themselves more interests, and no one get the size and need to meet in the startups, it wil

18、l directly affect the other partys interests and needs met. Good language expression, even retort, to persuade, contradicting each other requirements word, also can make the other side listen object, Otherwise, even agree, acknowledge, and supporting each other words like, but also may make the othe

19、r party antipathetic. For example, in business negotiations in the opening, negotiating party talker digress wanli, causing start out of control, negotiation cannot proceed, and he himself also feel good. In this case, the negotiations should be how to deal with each other? One may be behaved very i

20、mpatient positively interrupt the other person is saying: okay, I have no time to listen to your aribian night, or talk ZhenGeDe! Reaction -enhanced may be timing, and quietly took the topic to say: you say I also have the same feeling, very interesting, when resting, lets have a chat well. Now lets

21、 agreed on the agenda of the negotiations, good? Naturally, two different language expression way will generates two different results. One way: tend to make them feel pained but not happy even confounded anger, henceforth buried mutual contempt seeds. Way no.2: processing appropriately, and both to

22、ok care of each others face, and remind each other to negotiate problems, and will smoothly into the formal negotiations. Consequently, language arts to resolve disputes and ease atmosphere. 2 Language business negotiations NotesIn business negotiations, the two sides of the contact, communication a

23、nd cooperation is passed on through spoken language expression to fulfill. Speaking in different ways, the other party has accepted the performance information, response are also different. That is to say, although everyone speak, but talking effects but depends on expression way. Language is has th

24、e skill, but no specific language skills for all of conversations. As far as the business negotiations this specific content of the communication activities will tell, language expression should pay attention to the following points. 2.1 The correct application of languageBusiness negotiation is a s

25、olid business activities, negotiations of language use is accurate to the negotiations both sides influence. In business negotiations, negotiations must use specific, accurate, and a digital certificate to strengthen negotiation language of the dynamics, unless there is a need for some strategies to

26、 use equivocal or concept of fuzzy language.2.2 Not to hurt each others face and self-esteemIn the negotiation, maintaining face and self-esteem is a very sensitive and important problem. Many experts point out that: in the negotiation, if one party feel lost face, even the best deal, also can leave

27、 adverse consequences. When a persons self-esteem threatened, he would have to defend themselves to uncertainties and hostile. Some people counterattack, some people avoid, others will become extremely cold. At this moment, want to communicate with him, association, will be very difficult. In most c

28、ases, lose face, and wound self-respect are due to language careless. Most commonly occurs in the situation is by the both parties to the problem of differences to the other partys prejudices, appear then for personal attack and criticism. This because no good differences and problems caused by the

29、both parties estrangement or emotional damage, in the negotiation in common. Therefore, to avoid the above-mentioned problems, must adhere to distinguish people and problems of the principles, to the question hard, and on soft. To use language especially must be deliberate. 2.3 With agreed, positive

30、 languageEndorse, affirmation of language in conversation middling often produced unusually positive role. In the conversation, timely pertinently confirm the other side of the issue, can make the other party produce approval, make the whole conversation atmosphere and active, the negotiations both

31、sides psychological close, so they could in harmonious friendly and mutually beneficial principle to reach the agreement smoothly. Should avoid extreme sexual language, such as affirmation so; Tit-for-tat language, such as need not speak the case was closed; Involve the privacy of others language, s

32、uch as why dont you agree, whether your boss didnt nod; Finish their language, such as please hurry; considering There was no substance language, I still want to say. ; Self-centered language, such as if I were you said. And so on. 2.4 Rich emotionalLanguage should be injected the emotional factors,

33、 with heart and with softness to harmonic relati anger. All men have a rational side, but also have emotional side. The negotiating table of persuasion, not only means that xiao zhi Daniel, also means magny cours. Sometimes in the reasons things out the impassability, can first move from gratitude o

34、n each other. This requires negotiators in negotiations under a should pay attention to the use of rich emotional color language, impress the other parties, and promote the affective communication, prompting negotiations smoothly. 2.5 Note speak Speed, tone and volumeIn the conversation speed, inton

35、ation and volume of meaning expression to have the most impact. The conversation stated opinions will try to make a smooth medium speed. In certain cases, by changing the speed to cause each others attention, strengthen expression effect. The general problem described should use normal tone, maintai

36、n can let each other clearly heard without causing resent the moderate volume.3 Language Arts questions and answers in business negotiations in the MagicalIn business negotiations, the two sides respective language, is all express your desires and requirements, therefore negotiations language the pe

37、rtinence, mobility, negotiators to achieve targeted. Fuzzy language, bothersome, will make the other party doubting, antipathy, reduce 3s prestige, become the obstacle negotiation. In view of the different commodity, negotiation content, negotiations, negotiation opponent to occasions, flexible and

38、purposeful use language can guarantee the success of our talks. It also needs to grasp some use language arts skills, here we only shallow mrs.nikzad: lets wait and ask and answer skill 3.1 Asked ArtNegotiations of the inquiry is figuring out each others true needs, grasp each others psychological s

39、tatus, express your opinion and solve problems through negotiations the important means. In daily life, ask is very artistic. For example, there are a cleric asked his father: I in praying, may I smoke? The request was flatly rejected. In another clergyman said: I am in the smoking can pray? Smoking

40、 request permission. Why, in the same conditions, an approved, another rejected? Reason is the question of artistic quality. Granted the reason is in smoking when resting still remember the prayer, do not forget to worship god; Have not been granted the reason is pray heart not single-minded, using

41、smoking to refreshing, for god not benchi ungodly. Actually, this is the question of art, which this aspect can ask, what cant ask, how to ask, what time ask, this in the negotiations are very important. So to achieve effective to ask questions, be about to master the art of questioning and skill. 3

42、.1.1 Clear the content of questionsAsk people should make clear above all to ask yourself what it is. If you wish to each other clearly answer your question, then you also will specific clear. Question normally only a word, therefore, must terms accurately and succinct, lest make people obscure, cau

43、se unnecessary misunderstandings. Question wording is also important because questions easily to make each other fallen intopredicament, cause each others anxiety and worry. Therefore, in the wording on must discreet, cannot have stabbed each other, embarrassment each others performance. Even if you

44、 are negotiations of decision-making characters, key person, also do not show their special status, show aggressive momentum, otherwise, the question will have the opposite effect. 3.1.2 Mode choice questionsChoose briefquestioning way is very important, ask different perspectives, cause each others

45、 reaction is different also, was the answer is different also. In the negotiation process, the other party may because of your questioning and feel pressure and restlessness. This is mainly due to the questioner problem is not clear, or give the other side with oppressive feeling, threat feeling. Th

46、is is the question of strategic does not have the right. Meanwhile, in question, be careful not to mingled with a vague hint, avoid to put forward questions itself make you into an unfavourable condition. For example: some stores room management, coffee or milk just start waiter will always ask cust

47、omer: sir, coffee? Or is: sir, drink milk? Its sales flatly. Later, the boss asks waiter for a change, sir, ask method drink coffee or milk? Results the sales . Because, the first kind ask method, easy get negative answers, and the latter is to choose the type, in most circumstances, customers can c

48、hoose a kind of. 3.1.3 Note that the timing of questioningThe questions of the timing is very important also. If you need to objective declarative speech for beginning, while you are using questions types speech, is not appropriate. Grasp the opportunity is performance for questions, appear a conver

49、sation problem, should stay anothers full expression again after asking questions. Early late questions will interrupt train of thought, but is not polite, also influence each other answer problem of interest. Master question time, still can control of conversation direction. If you want to be interrupted me from the topic, go back to the original topic, so, you can use ask, if you want others to be noticed you mention the topic, also can use a