商务谈判的语言艺术--商务英语本科学位论文.doc

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1、中国某某某某学校学生毕业设计(论文)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： 2009-11-04 2009 年 11 月 04 日21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.

2、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，

3、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砝码，起到事半功倍的效果。关键字：商务谈判 语言 特征 技巧Business negotiation is an activity which is carried out by the two trade sides to conclude the business or settle certain disputes. The language used is

4、a success or failure plays an important role in the process of negotiations. The skillful language is realized between two parties by contacting, communicating and cooperating through restate opinions, asking question, responses and persuades etc. Putting forward a creating solving scheme is not onl

5、y applying with the art of language skillful, but also meets the demands on mutual benefit and relieves the dull atmosphere on negotiation. It will create a comfortable atmosphere for the two parties and is good for the success of negotiation. So using language skillfully can enhance a great success

6、 on negotiation and get double effects.Keywords: Business negotiation language features skills三、参考文献1姜望琦:当代语用学M.北京大学出版社,20062刘园:国际商务谈判M.对外经济与贸易大学出版社,20053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)：2602625刘文广:商务谈判M. 北京高等教育出版社，2004.8The Art of language in Business Negotiation0

7、0000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砝码，起到事半功倍的效果。关键字：商务谈判 语言 特征 技巧Abstract Business negotiation is an activity which is carried out

8、 by the two trade sides to conclude the business or settle certain disputes. The language used is a success or failure plays an important role in the process of negotiations. The skillful language is realized between two parties by contacting, communicating and cooperating through restate opinions,

9、asking question, responses and persuades etc. Putting forward a creating solving scheme is not only applying with the art of language skillful, but also meets the demands on mutual benefit and relieves the dull atmosphere on negotiation. It will create a comfortable atmosphere for the two parties an

10、d is good for the success of negotiation. So using language skillfully can enhance a great success on negotiation and get double effects. Keywords: Business negotiation, language, features, skillsIntroductionBusiness negotiations process is that the negotiators using language to coordinate and consu

11、lt the problems and achieves agreement. How to use correct language to show your opinions reflects the ability of the negotiators. If the skills are not suitable, it will cause misunderstanding or disputes between the two parties and even lead to the failure of the negotiation, and its more likely t

12、o cause the economy loss. Whether the language is used properly or not often determines the success or failure of the negotiation. Therefore, knowing about this skill is the key to conclude a successful business. This thesis mainly states that the negotiators should know how to use statement and ask

13、 questions, response and persuasion to achieve the multiplier effect in the process of business negotiations. 1. The features of language in business negotiation Business negotiation language is a special way, which is used in the business negotiations. It is different from the literature, art, oper

14、a, film languages, but also different from the daily life languages. Generally speaking, the language of business negotiation should have the following basic features: objectivity, directivity, logical and normative of the business negotiations.1.1 Objectivity The objectivity of language mainly show

15、s that: describing the present situation of the enterprise must conform to the reality; describing the quality of the goods and function should according to the basis of reality; if you have a best condition youd better show the samples or demonstrate it on the spot. Your quotation should be reasona

16、ble and you not only try your best to meet your own needs, but also you cant ignore the other partys benefits. And you should considering the other partys requirements that make sure the terms of payment and adopt the terms of payment that both parties can accept. If the language has objectivity, th

17、e two sides treat each other honesty and promote their opinions closely. And it will lay a foundation of the success for the next negotiation. 1.2 DirectivityThe directivity of the language is that the language should focus on the specific themes and has an exact target. Negotiation language should

18、be directly against one specific opponent. The difference of contents and occasions of negotiation have different negotiators, and also you need to use the different negotiation language. Even if they have same contents of negotiation, you must use the different language because the negotiators have

19、 different education, the level of knowledge, the ability of acceptance and personal habit. You must know that the different requirements of same negotiation opponents and you need to use the correct language or highlight to describe the quality of goods and functions, or describing your enterprises

20、 operating situation and repeat describing that our prices are very reasonable. In a word, the negotiation language must be concise, exact and easy to understand. To be direct in one negotiation, if you want to make sure the terms of the negotiations that you must be careful to prepare the relevant

21、information and you should take this into considerations at the same time: when you start to the negotiations you must know what kind of languages you should be used, and you should know how to select and target the negotiation language to make the negotiations smoothly.1.3 LogicThe logical language

22、 is that the negotiators language should comply with the rule of logic, the ability of expressing idea must be clearly, the ability of judgment must be correct and the ability of reasoning must be carefully. The language should be fully reflected the objectivity, specificity and historical. If you w

23、ant your opinions to be persuasive, you must have an ability of the logical thinking. In the negotiations, no matter you state the problem, or write memoranda, or give any suggestions, imagination or requirements that you should pay attention to the logical of language. This is the basis of grasping

24、 their opinions and further persuading the other party. 1.4 Normative The normative of language is that the language should be expressed politely and clearly, strictly and exactly.Firstly, the negotiate language must insist on the principles of politeness and should be comply with the characters of

25、the business and the requirements of the professional ethics. Secondly, the language must be clear and easy to understand in the negotiations. Thirdly, the negotiation language must be pay attention to avoid voice weak and havent pause in speaking, or speaking too loudly and have a rich feeling and

26、so on.Fourthly, the negotiation language should be correct and exact. Especially at the crucial moment of bargaining, you should pay more attention to your words and behaviors.2. The Art of language in Business Negotiation 2.1 The skill of statement Statement is that introducing ones own situation a

27、nd stating your views of one question, and make the other party to understand your opinions, planning and positions. In the business negotiation, the statement included two parts that are “enter into question” and “statement”. 2.1.1 The skill of entering into question In the business negotiations, t

28、he negotiators must have skills of entering into question and adopting the exact way: Firstly, the method of circuitous enter into question, for example, you can talk about your companys situations; Secondly, you can talk about some details first, and then you can talk about principle of the matter,

29、 For example, when we talk about the important principle matters that have a nervous feeling, at this time, you can talk about the specific details to make the negotiation peaceful and create a good atmosphere for the next negotiation; Thirdly, you can talk about general principle problem and then t

30、alk about some details; Fourthly, you can start from the specific topics.2.1.2 The skill of describingAt the opening process of describing, firstly, you should definite this topic to be settled in this conversation to concentrate our attentions and make the two partys opinions agreeable; secondly, y

31、ou must show that you should get the important benefits through this conversation and indicate our partys basic position. You can review the previous achievement of two parties cooperation to show your reputation enjoyed by the other side; thirdly, at the opening of describing the language should be

32、 possibly brief and grasp the key point, correct and easy to understand; finally, you must know the purpose of describing in order to make the other party to understand your intentions and create an good atmosphere in the negotiation. So, describing should be expressed in a sincere and easy way. If

33、the other party starting describe, you must listen to their opinions very carefully, then sum up the opinions and try to understand the contents of describing. In order to avoid misunderstanding that you must think and understand the key issues of the opening of describing. If the contents of the op

34、ening describing have a big conflict with you, and you cant interrupt and cant make a dispute with the other party immediately, while you indicate your opinions after the other partys talk have finished and complaint their opinions from the other side.In the process of the statement, you should pay

35、attention to use the language correctly and easy to understand, and the language should brief and grasp the key point, and have a specific structure. Your speaking should be close to the theme and should pay attention to the tone, pace, voice; pause and repeat the language should be proper. Statemen

36、t should comply with the reality. In order to have a sincere cooperation you must be honest to the other party. And you must learn to observe the other party response, and then adjust to your contents of the conversation and the voice tone timely that adapt to the other partys changes. For example,

37、when the negotiations have reached an impasse, we should learn how to use the siege language, such as: if you do this, it must be not good for us.” “In that case, let us make a favor again to reach an agreement.” “I believe that we dont hope it fails.” In the general occasion, we cant use the negati

38、ve language to end the conversation. If you dont use the negative language to end the conversation you can promote the positive emotion of the two parties and make the negotiation smoothly. 2.2 The skill of asking question in business negotiationIn the business negotiation, this is an important skil

39、l. The negotiators often use this skill to find out the true intentions of the other party and master their mind changing. The skill of asking question can cause the other partys attention and provide a define direction to the two parties, and help you collect the information and transmit your feeli

40、ngs. This skill can help you causing the other party thinking and guide the trends. Meanwhile, the other side responds can form an effective stimulus. Therefore, the attitude of asking question must be sincere, reasonable and pay attention to the other partys mind. In particular, you should not accu

41、se the other partys personality. Meanwhile, asking question you should not always to ask. You should grasp the languages pace and tone and give some enough time aside to let the other party thinking and expressing their opinions. And you must avoid misunderstanding and make the other party feel bori

42、ng and unwilling to answer the questions. So, you should pay attention to the manner of asking question in the negotiations.2.2.1 Using indirect skill to ask question Using this skill to express the opinions is more polite. In the business negotiation, most of negotiators are collecting the informat

43、ion by asking question. The way of asking question is more indirect and the expression is more polite. For example: the two parties are not going to be able to get together on price. They want you to reduce the price, but you cant accept it. You said that, everything else is negotiable, but the prob

44、lem of price we cant accept. If you received this price, we promise the terms of payment and install are smoothly. Then, they have accepted this price. So, using this kill is very useful and has a different effect.2.2.2 Using selective skill to ask question We often can see that some shopping center

45、s lounge is operating coffee and tea. At the beginning, the waiter asks the customer, “Sir would you like to drink some coffee?” Or “Sir would you like to have some tea?” The turnover is general. But later, the waiter changes the way, “Sir, would you like some coffee or tea?” As a result, the turnov

46、er has a great increasing. So, if you use selective skill of asking question that will give you a different result. In the business negotiations, if you use the selective skill that you can start the next conversation better. 2.2.3 Standing on your partners position to consider It is a skillful way

47、that improving the atmosphere of the negotiation. Its easy to get acceptance from their mind, and also can prevent the negotiations from breaking down; thereby, it will make an easy way to reach an agreement.For example: Mr. Wang has booked a hotel for his lecture. But one day, he received this information: the manager of this hotel told him the fees must be increased. So, he talks with the manager, and says, when I heard this news, I was little surprised; but I can understand you. As a manager you should considered the pr