論商務(wù)英語(yǔ)談判技巧（英文）


英語(yǔ)專業(yè)本科畢業(yè)論文

摘  要：商務(wù)英語(yǔ)談判中有許許多多談判技巧，此論文主要目的在于突出商務(wù)談判技巧中的語(yǔ)言技巧。在正文中，首先分析了談判的必要程序，然后進(jìn)行談判語(yǔ)言技巧的研究。在談判的語(yǔ)言技巧中有很多重要的技巧。為了在談判中獲勝，有四個(gè)技巧不容忽視——交流的技巧，恭維的技巧,間接表達(dá)的技巧和說(shuō)服的技巧。通過(guò)很好的掌握并有效地運(yùn)用這些技巧，可以達(dá)到令人滿意的結(jié)果并和對(duì)手建立起和諧的友誼，得到長(zhǎng)遠(yuǎn)合作的機(jī)會(huì)。
商務(wù)談判是一個(gè)充滿沖突和競(jìng)爭(zhēng)的過(guò)程,如果雙方都想個(gè)別利益最大化，那么沖突就會(huì)隨時(shí)由此發(fā)生，如果他們堅(jiān)持己見(jiàn)，將導(dǎo)致談判沒(méi)有結(jié)果且有害無(wú)益。此時(shí)，談判者就會(huì)想辦法借助很多談判技巧，所以目的性的語(yǔ)言技巧得以運(yùn)用，作為一位語(yǔ)言運(yùn)用者兼談判者必須有意識(shí)無(wú)意識(shí)地使自己的語(yǔ)言隨時(shí)適應(yīng)不斷變化的形勢(shì)。在成功談判者的談判過(guò)程中，你可以了解到他們不只把語(yǔ)言當(dāng)作暢談的工具，而是把語(yǔ)言當(dāng)作一種非常有效的技巧。他們那恰如其分的表達(dá)以及熟練的語(yǔ)言技巧能有效地增強(qiáng)談判者間的相互信任和相互理解，這樣就增加談判成功的機(jī)會(huì)，以便最終能達(dá)成一個(gè)令人欣喜，雙贏的結(jié)果。

關(guān)鍵詞：商務(wù)談判； 語(yǔ)言； 溝通；語(yǔ)言技巧

On the Skills of Commercial English Negotiation

Abstract ：There are hundreds of negotiation skills in the commercial English negotiation; this paper mainly attempts to highlight the language skills. In the context, I firstly analyze the necessary processes about commercial English negotiation, and then come into the study of the language skills; there are many important aspects of language skills in commercial English negotiation. To make commercial English negotiation successful, these four aspects —skills of communication, skills of compliments, skills of applying indirectness and skills of persuasive can never be ignored. Good commanding and effect using of the language skills can help you to achieve a satisfactory result, establish harmonious relationships and gain further cooperation with the counterpart.
Commercial English negotiation is a process full of conflicts and arguments.  Conflicts would appear consequently when two parties try to maximize their individual interests. If they persist in their own opinions, the negotiation will become unproductive, detrimental to the arrival of agreements. Understandably, negotiators would employ various techniques at this time. Then the purposeful use of language comes in. As a language user as well as a negotiator, you must consciously or unconsciously adapt your language to meet the need of perpetual changing situation. In negotiating, you can see a successful negotiator not only takes language as a communicative tool, but also as a very useful skill. Their proper and skillful use of language skills can effectively enhance the mutual trust and understanding among negotiators, so as to increase the odds for negotiation success, and reach a happy result which will benefit and satisfy both sides.

Key words: Commercial Negotiation; Language; Communication; Language Skills

 
 Contents
摘要………………………………………………………………………. ...................................I
關(guān)鍵字………………………………………………………………………. ..............................I
Abstract …………………………………………………………………………….....................II
Key words………………………………………………………………………….......................II
Introduction………………………………………………………………………. ......................1
1. Negotiation……………………………………………………………………….....................1
1.1 Stages of negotiation………………………………………………………........................2
1.1.1 Pre-negotiation………………………………………………………......................2
1.1.2 Face-to-face negotiation……………………………………………........................3
1.1.3 Post-negotiation………………………………………………………....................4
1.2 Seven steps of negotiation………………………………………………….......................4
1.3 Types of Negotiation…………………………………………………………....................5
2. Language in negotiation…………………………………………………………....................6
2.1The power of language ………………………………………………………....................6
2.2 The Power of body language……………………………………………….......................7
2.3 Language’s role in creating meaning……………………………………...........................9
2.4 Communication ……………………………………………………….............................10
2.4.1 The importance of communication…………………………………..................11
3. Language approach in negotiation ……………………………………………....................12
3.1 Listening and Questioning skill…………………………………………….....................12
3.1.1 Listening………………………………………………………..........................12
3.1.2 Questioning …………………………………………………….........................13
3.2 skills of compliments ………………………………………………………....................14
3.2.1 Choices of commendatory words…………………………………....................15
3.2.2Comparison of Compliments between Chinese and English…………................15
3.3 skills of applying indirectness………………………………………………...................16
3.3.1 Reasons to apply indirectness………………………………………..................16
3.3.2 Choices of proper words……………………………………………..................16
3.3.3 Ways of expressing ………………………………………………......................17
3.4 persuasive skill in negotiation ………………………………………… ….....................17
4. How to reach agreement ……………………………………………………… ...................20
Conclusion …………………………………………………………………….........................21
Acknowledgement………………………………………………………………..................…23
References………………………………………………………………………. .....................24