The Application of Fuzzy Language in the Business Negotiation模糊语言在商务谈判中的应用.docx

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1、The Application of Fuzzy Language in the Business Negotiation模糊语言在商务谈判中的应用AbstractUnder the background of economic globalization, Business contacts among nations get closer than before, which has brought more and more opportunities to businesses. Economic interdependence is much productive to the co

2、operation between companies. Successful business will benefit the development of companies and enterprises. And successful business depends on mutually beneficial agreement. To reach an agreement, two parties need to negotiate. Negotiation, a very common and important activity in the business world,

3、 can be understood as a process in which two or more parties come together to discuss common or conflicting interests in order to reach an agreement of mutual benefit. The language fuzziness is crucial for business activities especially as to showing some friendly affection and to maintaining social

4、 relationship through the business negotiation. As it known to us, the basic objective of business activities is to pursue maximum benefits, which plays an important role in achieving satisfying result through using the appropriate language. Business negotiation is different from the normal language

5、 communication, since all most negotiators will not aim to state their purpose clearly, leave alone sharing information sincerely. The language in business negotiation is always implicit, but in order to continue to negotiate favorably, both sides have to create a favorable negotiation atmosphere wi

6、th euphemistic and polite language. If this happens then, fuzzy language becomes a fabulous communication tool for both negotiators. Based on the negotiation material, how to correctly choose and make full use of courtesy strategy and social meaning of fuzzy language, the author analyzes the practic

7、ability of fuzzy strategy as to effectively improving communicative capability in the business negotiation. This paper discusses the widely use of the reason, classification and characteristic of fuzzy language in the business negotiation.Key words: Business negotiations; Fuzzy language; Restrictive

8、 language摘 要在经济全球化的大背景下，各国都想通过融入这个大环境来促进本国经济的快速增长。各国间的经济联系不断加强，商务活动日益频繁。经济上的相互依赖大大促进了各国公司的合作。成功的商业合作无疑将会促进大型公司和企业经济的发展，并给商家提供更多的商机。合作的成功与否很大程度上取决于能否达成圆满的协议。要达成协议，双方必须进行协商,谈判。谈判是商业领域里非常频繁而重要的一项活动，是双方或多方为了达成互利的协议而就共同和冲突的利益进行讨论,磋商的一个过程。语言具有其模糊性，在商务谈判中传情达意以及维持社会关系是商务活动顺利进行的关键所在。众所周知，商务活动的根本宗旨是追求最大利益，使用恰

9、当的语言来达成双方的统一，对实现这一目标起着很大的作用。商务谈判不同于通常的语言交际，因为它不以明白无误的表述为宗旨总是含蓄隐晦，但为了使谈判顺利进行下去，双方也不得不以委婉礼貌的语言营造一个良好的谈判氛围。这样，模糊语言就成了双方谈判人员之间极好的交流工具。主要问题是如何正确选择与使用模糊语言行为的礼貌策略及其产生的实际意义，从而分析模糊策略的实用性。本文着重介绍模糊语言在商务谈判中广泛应用的原因,分类和特点。关键词：商务谈判；模糊语；结构性；限制语CONTENTSChapter 1 Introduction1Chapter 2 International Business Negotiat

10、ion32.1 Definition of Business Negotiation32.2 General Process of Negotiation42.2.1Preparation Before Negotiation42.2.2 Negotiation Process42.2.3 Implementation of the Treaty6Chapter 3 Fuzzy language73.1 Adaptors83.2 Rounder9Chapter 4 The Application of Fuzzy Language in Business Negotiation104.1 Th

11、e Characteristics of Fuzzy Language in Business Negotiation104.1.1 Euphemistic and Polite124.1.2 Implicit and Flexible124.2 The Structural Fuzzy Language134.2.1 Passive Structure134.2.2 Negative Structure144.3 The Fuzzy Restriction Language for Shields144.3.1 Fuzzy restriction Language of the Qualit

12、y of Products154.3.2 Fuzzy restriction Language of the Price of Products154.3.3 The Use of Fuzzy Restriction Language in Time154.3.4 Other Fuzzy Restriction Language of Variability164.4 Fuzzy Restriction Language of Approximations164.4.1 The Straightforward Fuzzy Restriction Language of Approximatio

13、ns174.4.2 The Indirect Fuzzy Restriction Language of Approximations174.5 Fuzzy Language for Solicitation18Chapter 5 The Practical Effects of Fuzzy Language in Business Negotiation205.1 To Improve the Objective Accuracy of International Business Negotiation.205.2 To be Courtesy and to Ease the Embarr

14、assment215.3 To Strengthen the Communicative Efficiency of Language215.4 To Enhance the Flexibility of Language22Chapter 6 Conclusion23References24东华理工大学毕业设计（论文） Chapter 1 IntroductionThe Application of Fuzzy Language in the Business Negotiation Chapter 1 IntroductionThe economic ties among nations

15、are increasingly closer than ever, at the same time, the cooperation between enterprises strengthens continuously. Cooperation not only means interests but also risks. The international business negotiation plays an important role in resolving the crisis. As business negotiation participants are fro

16、m various countries, the different ideologies led to differences in position, rights and so on. During the business negotiation, the economic interests of both sides are quite confrontational rather than friendly. The main principle of business negotiation is the best emotional efforts that they put

17、 forth and get their benefits to the utmost degree. Fuzzy language is greatly used by negotiators since pricing plays a very realistic role in having sharp effect on all parties involved. So during the process of business negotiation, all negotiators are always cautious of each other to avoid fallin

18、g into the trap .Negotiators have reservation about their speech and unwilling to share enough useful information with the opposite side. But the process has to be carried on with fuzzy language to make it of more secret. Subsequently，both sides will study the market, products and creditworthy of ea

19、ch other before the negotiation. But business negotiators are not always fully acquainted with the latest situation or the message they have got and they are not sure about the reliability of information. Therefore the job of sitting down to exchange information and conduct verification in the purpo

20、se of coming to the terms is quite necessary. But none of negotiators prefer to speak out the information they have possessed. They give a dubious reply or listen to speech patterns and observe facial nuances of their partners or jump on the bandwagon. Even making full use of the false information t

21、o pressure partners and swindle. Under such a circumstance, listeners need to combine literal meaning and cognitive message which probably hidden with using reasoning mechanism and then consider contextual assumption to seek for the inherence affiliation between the two, thus to figure out the real

22、intention of the opposite side.（何自然, 1992:295）.2东华理工大学毕业设计（论文） Chapter 2 International Business NegotiationChapter 2 International Business Negotiation2.1 Definition of Business NegotiationInternational business negotiation refers to the process, which different companies or enterprises from differe

23、nt countries come to discuss or bargain on various transaction terms for mutual benefits. With rapid development and integration of global economy, international business negotiation is gradually becoming a more significant economic activity in external-oriented business transactions, and an indispe

24、nsable means for solving unavoidable interest conflicts between China and other countries and regions in the world. International business negotiation is the archetype of the zero-sum game, as one sides gains are directly offset by the other sides losses. It has some particular features of its own.

25、(樊建延，2001:19):Firstly, it is not only a business negotiation, but also an international communication activity, thus it is highly policy-restricted. As a part of the whole economic relationship between two countries or regions, business connection of the negotiating parties concerned often involve t

26、heir political and diplomatic relationship. Therefore, the national guidelines and foreign policy of a country should be carried out strictly in international business negotiation.Secondly, international business negotiation may result in international asset transfer, which is sure to involve such i

27、ssues as international trade, settlement, insurance, transportation and international monetary system, etc. Therefore, international business negotiation should abide by International Law of Commerce and other international practices.Thirdly, international business negotiation is generally influence

28、d by a wide variety of environments, including cultural and sub-cultural differences, ideological differences, foreign bureaucracy, political and economic instability and so on, which are sure to increase the risk of failure and lengthen the time it takes to arrive at a deal because negotiators may

29、pursue different paths of logic, have different ways of thinking, follow different criteria, or take different decision-making process. So the negotiation style used so effectively at home can be ineffective and inappropriate when dealing with people from other nations, as no one can avoid bringing

30、along his or her national assumptions, images, prejudices, or other attitudes into negotiation. Therefore, negotiators should be equipped with profound knowledge and excellent negotiation skills so as to make negotiation go as smoothly as possible.2.2 General Process of NegotiationOn the basis of pr

31、evious research, the negotiation process presented in this thesis is divided into five different stages: preparation before negotiation, non-task sounding, and task-related exchange of information, persuasion, concession and agreement.2.2.1Preparation before negotiation The first phase can be descri

32、bed as establishing a business relationship or getting to know one another socially. It is important in intercultural business negotiation because different cultures are involved. Good relationship developed at this phase can be of great help. Any information or issue related to the core content of

33、negotiation is not considered. Social and informal relationships developed between negotiators at this stage can be of great help. Greetings and small talks about sports and climate are usually encouraged in this stage. Sometimes, small gifts are presented to enhance the relationship. Trust and conf

34、idence gained from these relationships increase the chances of agreement. Usually negotiators without trust do not get far. The purpose of the first phase is to create a friendly atmosphere, and to show credibility to conduct business with the other side.2.2.2 Negotiation Process After finished the

35、preparation at the preceding stage as planned, the negotiators could move to the stage of negotiation which according to defined-time and place plans. The purpose of this stage is to reach the scheduled trading goal which requires lots negotiation of trading term of transaction. It is the center and

36、 crucial part in the whole negotiation procedures which can be divided into three parts: 1. Opening: The opening is referring to the process of negotiation starting with negotiators meeting their opponents. The three main tasks of opening: .Atmosphere-creating: that is to cordialities light banter a

37、nd some pleasant talks as to create a friendly, intimate and cooperative atmosphere which could bring a good beginning for negotiation. .Term-negotiation: Negotiators consult with each other on the non-physical arrangements of the purpose, plan, pace and personalities according the negotiation topic

38、s and then introduce the negotiators of both parties to each other. .Beginning: both parties state out their principled attitude towards those negation topics, which include opinions and common interests of both sides. After the opening statement, the process of negotiation comes to the substantial

39、stage. 2. Consultation: negotiators start to discuss specific topics on realizing the trading goal of all trading terms and bargaining according the negotiation principles which includes in the agreements as they reached before. It is the key of cores and the most practicable step. The process of co

40、nsultation includes: .Ostensive communication and quotation: ostensive communication is referring to the both sides. They express their stand and reveal certain areas of disagreements which need to discuss through the way of transmitting message. Quotation not only includes the wanted price on the a

41、spect of price but also generalizes for all requirements for their match. .Confrontation: the both sides of negotiators choose to escalate the tit-for-tat, argue, and counter arguments and take opponents over to his or her viewpoint as to ensuring the benefits and goal, which bases on the informatio

42、n that both parties have. It is a painful process which full of challenge. One side, to be negotiators, they must strengthen their conviction and go forward without hesitation. In the other side, they have to analysis message, listen to the suggestion and answer the question from other party with th

43、e scientific approach, objective facts and closing reason. .Concession: after a rigid and heated discussion, in order to break the negotiation deadlock, they make concessions as to realize the negotiation goal and then avoid the negotiation breaking down. In fact, the final price is not a successful

44、 strategy; whats more, the both parties couldnt continue the unending debate and to hold on their own views in the confrontation. In order to seek for the common interests and acceptable terms, a suitable and well-time concession is necessary. 3. Negotiation of agreement: once the negotiators sign t

45、he agreement, the contract will come into effect upon signature. After achieving the aim of common interests and anticipated aim of both sides through the confrontation and concession, the agreement signals the end of the business negotiation; the both sides at once are finger and glove with each ot

46、her and exchange of congratulation even though their cutting and thrusting of parliamentary debate just now. 2.2.3 Implementation of the TreatyNegotiators could often reach the agreement, except for those breaking halfway and going part from each other. But those people who break the negotiation dow

47、n would reopen the negotiation and make it up for each other. The unanimous agreement that both sides reached cannot deny the nature of the information, which means that once negotiators sign the agreement and the contract will come into effect upon signature and the contract cannot be casually chan

48、ged, that is the uniqueness of contract. But reaching the agreement is just the beginning of trade cooperation; the contents of lots of contracts include making delivery, payments and so on. The main work of implementation of the treaty is to going over the execution of agreements. During this stage, the businessmans breaching of a contract should be claim damages by the other side; when both parties come to the dispute, it needs to arbitrate according to the signed agreement. Only the all contract terms have been basically followed to the ground in the