国际商务谈判的语言艺术论文 定稿.doc

1、毕 业 论 文The Language Arts of International Business Negotiation国际商务谈判的语言艺术 学院 专业 级 班学生姓名 学号 指导教师 职称 完成日期 教务处 Abstract: International business negotiation is one of the important parts of the business activity. It is a branch of science, also an art. Besides, the success of the negotiation will be dec

2、isive for the process and the results of the negotiation. Language expression in negotiation is so important that it is impossible to be an outstanding negotiator if you are short of proficiency in language usage. In business negotiation, you should not only comprehend the types and the feature of t

3、he language, but also grasp certain language communication skills. Besides, language art is inestimable in the process of negotiation. An excellent negotiator will use language so properly and neatly that sometimes they defeat their opponents by a surprise action. This text elaborates the language a

4、rt of business negotiation by talking about the definitions, types, features, even the communication skills of the international business negotiation language.Key Words: business negotiation; language; communication; skillsContents Introduction 11. The Meaning of International Business Negotiation L

5、anguage1 2. The Types of International Business Negotiation Language2 Diplomatic Language 22.1 Commercial Legal Language 32.2 Military Language32.3 Literary Language43. The Features of International Business Negotiation Language5 3.1 Expertise 5 3.2 Objectivity 5 3.3 Logicality6 3.4 Multiformity6 4.

6、 Language Skill of International Business Negotiation Language7 4.1 Euphemistic Expressions7 4.1.1 Making Good Use of Mild Words .7 4.1.2 Making Good Use of Passive Voice.8 4.1.3 Making Good Use of Empathic Methods .8 4.1.4 Giving Partners an Retreat .9 4.2 Ambiguous Expression9 4.2.1 Being limited

7、to Authorization .11 4.2.2 Avoiding Outspoken Expression .11 4.2.3 Hedging Words Used.11 4.3 Decent Expression12 4.3.1 Lessening Exclamation.12 4.3.2 Minimizing Flowery Language.12 4.3.3 Avoiding Direct Comparison.13 4.3.4 Weakening Subjective Coloring .13 4.4 Argumentative Statements14 4.4.1 Furnis

8、hing Appropriate Examples.14 4.4.2 Impairing Psychological Attacks .14 4.4.3 Retreating for The Sake of Advancing.15 4.4.4 Utilizing Contradictory.15 4.4.5 Giving Tit for Tat .15Conclusion.16Bibliography .17Acknowledgement18Introduction Business negotiation is a give-and-take trading process in whic

9、h the trading parties discuss the conditions of a transaction and reach an agreement. As a basic means of getting something you want from others, an agreement will be reached when you and the other side have the same interests. Whats more, business negotiation is the process of bargaining over a set

10、 of issues for the purpose of reaching an agreement. Negotiation is a kind of action, or a process that is people dealt with each other relationship.For human beings, most of thinking activities should be expressed by language. The usage of wording in negotiation is extremely important. It is imposs

11、ible for a person to become an outstanding negotiator if he doesnt have linguistic accomplishment. Language is a tool by which people transfer information, exchange feelings. Those being without Linguistics training will be incoherent and misspeaking in front of the negotiation table, thus the missi

12、on cant be realized. In the contrary, an excellent negotiator is good at controlling the language and uses them neatly. Of course, the surprised effect will be achieved at the same time.In fact, the process of international business negotiation is a phase that negotiators exchange those linguistic a

13、nd nonlinguistic. In order to show the negotiators judgement, reasoning, thought achievement by proving, and the sentiment, effected communication is needed for it is the most important part. In international business negotiation, a negotiators benefit is his opponents antithesis. Both of the parts

14、contest with each other intensely to catch or contain their best interests. This is why the negotiators communication standard and skills decide the outcome of negotiation.1.The Meaning of International Business Negotiation Language Negotiating is a consulting, which people struggle to seek consensu

15、s and the same view, also it is a social phenomenon that people talk about something in business to reach the same goal. The statement and communication of wordings is the basic tool for social intercourse. So, as a matter of fact, international business negotiation language is in the serve of the n

16、egotiators to achieve ultimate goals, to show their desire and feelings, to pass on rationality and a variety of real information. Also, it is the particular reflection of the negotiators thought and intelligence. The negotiators will react through understanding the opponents wordings. In generally,

17、 they could induce, threaten, search and hint by some flexible forms.According to the theories controlled by international business negotiation, the negotiators proceed from the collection and reorganization of information, and the establishment of negotiation scenarios, then choose and take action

18、of the negotiation circumstances to analyze the negotiation states continually, thus, to correct the deviations of those tactics or programs with then help of feedback information. At last, newly guidance signal will be input to negotiation state. With those repeated actions, the optimal results wil

19、l be achieved. Among those periods, the negotiation language have a directly effect on the expressions of the negotiation site, negotiation tactics or programs, described contents, discrepancies, statement skills, negotiating procedure and results. So, the proper and master negotiation language not

20、only can put one parts tactics in practice, but also can regulate the negotiation on the whole.The international business negotiation language is the key point in dealing with the relationship of the two sides.For example an unsuccessful negotiation between importer and exporter:Exporter: So, what w

21、e will talk about?Importer: I had contacted with you before we arrive at here. We would like to purchase some roughage this time.Exporter: All right, which variety you prefer?Importer: Sunflower seeds.Exporter: We export soybean seeds, sugar beet seeds, peanut seeds, cottonseeds, but seldom export s

22、unflower seeds.Importer: As we know, you export in a large numbers, I think it is possible for you to supply them. Exporter: How much you like? I will deliberate it if the amount we can afford. In turn, we cant do it.Importer: 70,000 ton. Exporter: I am sorry, it is out of our ability.Importer: I wi

23、ll be appreciated if you can supply those seeds. Exporter: It is impossible. Importer: We come for coarse cellulose mostly, it is OK if the coarse cellulose could be supplied. Can you introduce some other varieties?Exporter: Others are lesser than soybean seeds. We can supply.Importer: Do you really

24、 fall into this place, cant you in coordination with us?Exporter: No, but we really have no ways.The languages of the each parts in international business negotiation are used to show their hopes and requirements. If those they express are in accordance with both sides actually effort, the good rela

25、tionship can be established and maintained well. In the contrary, if the hopes and requirements expressed with inappropriate wordings, the bad result will be generated.2. The Types of International Business Negotiation Language Business negotiation process is a period of negotiators language exchang

26、e. Language is like a bridge and as an important part in negotiation; sometimes it can decide the results of the negotiation. So, making proper usage of the language skills is pivotal. The may problem should be considered in negotiation is how to seek success.The kind of negotiation language is vari

27、ed. According to different angles or standards, we can divide it into different types: diplomatic language, commercial legal language, military language, literature language. At the same time, every type has its own applying condition, so they should be utilized according to different circumstances.

28、2.1Diplomatic LanguageAlthough those business negotiators are not diplomatists, their manner and trained wordings leave a feeling of elegance on others during the negotiating. Diplomacy is one important part of human civilizations and owns its special and attracted culture. These negotiation languag

29、es being filled of diplomatic flavor are name as international business negotiation diplomatic languages. The main characteristic of diplomatic language lies in its possibility, slippery, cushion. In international business negotiation, diplomatic language is prone to make others feel they are held i

30、n high esteem. Whats more, it is beneficial to solve problems clearly and make the negotiators free to advance or retreat in the battle. For example, the “hopeless games” never exist in diplomatic negotiation. The diplomats consider that everything is changeable under “some conditions”, thus, every

31、expectation will come true and never despair of you. In diplomatic negotiation, facing with the divergence, negotiators always show their mind tactfully and give each party the space for maneuvre. Its no doubt that those features will push the advance of negotiation.The typical diplomatic language i

32、nclude: “The door of our negotiation is open widely”, “About your proposal”, “Please forgive my limited authorization”, “Ive reminded of you again and again”, “You shall take the consequences”, “It needs the further research”, “The agenda of negotiations depends on you”, “We write you in order to as

33、certain whether cooperation in business could be established.”, “Thank you in advance for your kind consideration.”, “I didnt say so, it was your claim”, “You have mentioned what I want to say.”, “Please feel free to contact me if you interest in our products.”, “We in the spirit of friendship and c

34、ooperation have entered into the following agreement regarding the present contract”, “It is your right to insist in your opinion, but you should be responsible for the responsibility of failure.” etc. There are many different kinds of diplomatic language in international business negotiation. Those

35、 mentioned above are just some vernacular, which reflect the atmosphere in negotiation, the attitude of the negotiators and the expression skills.2.2Commercial Legal LanguageCommercial legal language is characterized by machinery, universality and preciseness. Because the economic interests are usua

36、lly conveyed in commercial legal language, so the character of machinery is formed gradually, that is simple, unequivocal, undoubted. As we know, trading is usually carried on among different nations, so the common languages are used regularly. In order to increase the effective usage of common lang

37、uages, the business practices should be expressed in unified definition and terms, even the form should be signified and normalized, thus the languages would gain versatility. Because there is a stake in negotiation, both of the parties have to draw a clear line of rights and responsibility and cut

38、down any risk being engendered. Only if described and draw up every kind of contract with strict phrases and clear logical language, the negotiation would be in progress smoothly. Whats more, the negotiators often quote discipline as proof when they are negotiating, for this situation increase the a

39、pplication rate of commercial legal language. The typical example is International Rules for the Interpretation of Trade Terms 2000, which is published by International Chamber of Commerce. It makes clear the definition and expression methods of “FOB”, “CIF”, “CFR”, “FCA”, etc. Besides, various of i

40、nternational agreements also provide the commercial legal language a lot of vocabulary. For example, The International Sales Contract and The international Sale of Goods Method, Uniform Customs and Practice 500, Uniform Rules for Collection, General Agreement on Tariffs and Trade, etc. Besides, ther

41、e are some other trading languages: “offer”, “counter offer”, “industrial property”, “transfer of technology”, “real right and ownership”, “buyers credit”, “ownership and risk transfer”, “import”, “transit”, “barter”, “compensatory trade”, “cooperative production”, “joint venture”, “processing trade

42、”, “exclusive selling agency”, “consignment”, “auction”, “drug”, “sell well”, “enjoy good sale”, “parallel goods”, “dumping”, “anti-dumping”, “capital market”, “competition”, “shop around”, “exchange rate determination”, “a strong currency”, “telegraphic transfer”, “mail transfer”, “collection”, “cr

43、edit”, “L/G(letter of guarantee)”, “technical barrier”, “green barriers”, etc. 2.3Military LanguageMilitary languages are those languages of war that applied to international business negotiation.International business negotiation is carried on around rights, responsibility, achievement and losses a

44、t all. When the inner balance is lost, the negotiators are prone to lose their temper or become angry. At this moment, military languages can enhance your attitude, dampen the opponents from psychology, and cheer up the spirit of those negotiators. Military languages characterize frankness, concisen

45、ess, firmness, self-confidence. The qualities of armymen are straightforward. It is clear that armymen are seldom deal with matters messily, instead, they are always calmed and collected when they are facing the critical moment，also they own the spirit of daring to struggle against brute force. Complicated international business negotiation is filled of psychological warfare. No matter what the opponents false or trace is, the simply concise expression can not only lower the possibility of betraying confidentia