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1、Content summary: The language is the symbol system that the mankind uses and carries on information interchange. The whole course negotiated in the morning was carried on by the negotiator .The course was that the negotiator expressed language and exchanged language. In negotiation, mastering some l
2、anguage skills can achieve the result that may reach getting twice the result with half the effort in negotiation. Commercial affair negotiation may involve in negotiating stile, thought habit, psychology want and so on, but they are all based on specific culture. So, difference and taboo in culture
3、 habit are the necessary contents that should be considered in the international commercial affair too. Key WordsBusiness negotiation language techniques 内容摘要语言是人类用来进行信息交流的符号系统.商务谈判的整个过程就是谈判者进行语言表达和交流的过程.在谈判中,掌握一定的技巧可以在商务谈判中取得事半功倍的效果.商务谈判可以涉及谈判形式，思考习惯，心理学等等，但是他们全部基于具体的文化因此，文化习惯的差异和禁忌也应该是国际商务谈判中考虑的必要
4、内容关键词商务谈判语言技巧本科生毕业论文任务书姓名学号年级专业00英语（经贸方向）教学站义乌站一 题目名称：The Language Techniques in The International Business Negotiation二 任务（一）2月1-10日： 阅读参考文献5篇以上（大部分应为外文文献）。（二）2月11-29日：完成开题报告初稿。包括：（1）翻译（译文英文原文4000个以上印刷符号）；（2）文献综述（600个英文单词）；（3）开题报告（700个英文单词）。（注：以E-mail方式寄给导师，待导师批改后再寄回学生修改。）（三）3月1-10日：完成开题报告终稿。3月10日前
5、，将修改过的开题报告装订成册（包括：开题报告封面、开题报告考核表、开题报告正文、文献综述、外文文献原文及译文），以书面形式交给所在教学站；同时用E-mail寄给导师。（四）3月11日-4月20日：完成毕业论文初稿。包括：中文内容提要（200-300字）及关键词、外文内容提要、论文目录、论文正文（不少于3000个英文单词）、参考文献以及注释、附件等。（注：以E-mail方式寄给导师，待导师批改后再寄回学生修改。）（五） 4月21日-5月10日：完成毕业论文终稿。（5月10日前，按“实施办法”上的要求将所有书面材料交给所在教学站；同时用E-mail方式寄给导师。）三 起讫日期：200 4 年 1
6、月 25 日至200 4 年 5月10 日指导教师2004年1月22日毕业论文考核一、 对论文的评语：指导教师200年月日二、 形成性分数：三、 总成绩评定(或推荐优秀,或良好、中等、及格、不及格四级记分)：成绩评定小组组长（签名）200年月日四、毕业论文答辩或二次复评最终总成绩（优秀、良好、中等三级记分，若不参加答辩者为及格处理）答辩小组负责人（签名）200年月日 浙江大学远程教育学院本科生毕业论文开题报告题 目The Language Techniques in The International Business Negotiation专 业英 语 教学站义 乌 姓 名学 号指导教师20
7、03年3月5日Contents .Introduction.Why do negotiations?.What is negotiation? .The language techniques in the international business negotiation.The important of negotiation in the international business. .The important of language in the international business negotiation.The language techniques.Conclusi
8、on.The Language Techniques in The International Business NegotiationSince the reform and opening up to the outside world, the chance that the enterprise of our country has participated in international economic cooperation is getting more and more, The commercial affair is negotiated especially the
9、international commercial affair is negotiated and changes It is more and more important to have. Entering 21st century, some mind in China, omni-directional, multi-level, many field, real firmly Construct the strategy opening to the outside world. The whole course that the international commercial a
10、ffair negotiates is that negotiators of various countries carry on the course that the language exchanges. How about one discusses Judgment, reasoning, thinking result proved of the person who sentences to, the thoughts and feelings are expressed out, it is a key link that the language is linked up.
11、 Negotiate in the commercial affair speech while linking up, which grasps certain language skills, it last result that get twice the result with half the effort. It is that one is complicated to negotiate, need to run the special activities of many kinds of technical ability and method, Can call the
12、 negotiation as art. Its artistry behavior is on the skill of the language. It its negotiates to be one a kind of communication activities language the tools of communication, how about express own position clearly, accurately, the view. Understand opulently the need, interests, persuade the other i
13、ngeniously, and embody the etiquette of different social lives, courteous, need good language to express skill.Modern world has already entered the information-intensive society, he era of economic globalization has already come, and the world is as if a conference table. With constant development o
14、f the market economy of our country and the day-by-day deepening of reform and opening up to the outside world, the position of the business activity seems very important. Negotiation of our country social economic lives plays an important role; commercial affair negotiation permeates the every corn
15、ers of commercial struggle nearly. Negotiation is a course that melts multi-disciplinarily, and is a piece of art that is a complicated one and need to use many kinds of technical ability .In modern social economic life, it is wider that the knowledge fields of the commercial affair negotiation are
16、involved, including marketing, international trades, finances, laws, science and technologies, literatures, geographies, psychologies, lectures and so on. The commercial affair negotiation is a discipline that many kinds of disciplines are as a organic whole comprehensive discipline. We only underst
17、and it, study it, grasp it, then it associates to be masterly in the face of numerous and complicated commercial affairs with the postures of victor. U.S.A. negotiate great master Karohs says: I deeply convince that negotiation is a thing that a person makes one of the most sufferings. A negotiator
18、need having specialty not in common in the special job or in the commercial job -Besides needing good commerce judgment, must also have deep understanding to the human nature. It performs the drama with tense story especially like the stage in conference table. It would be able to be the commercial
19、affair negotiation that has nothing but gathering various kinds of motive, pressure, power and a succession of verbal battle in the hand organized economically within short time, and Are potential interests so many? The market is like the battlefield. Surging forward in the market, the interests con
20、cern between the split second. On three-meter tabletop, heated combat disappears, but there are intelligence and wisdom everywhere all the time. Person captures market and widely opens up the financial deeply, between talking and laughing who knows commercial affair negotiation secret well, in trade
21、 finally show disdain for heroes while trying to win the champion in the playground. However, lack of commercial affair negotiation secret, commercial negotiators negotiate and get at a loss as to what to do dizzily and confused, strengths tired and exhausted, even beaten in a contest for the first
22、time a little too. However, what is commercial affair negotiation, how carry on commercial affair negotiate, that must be what commercial personnel must understand and grasp overall and deeply. What is to negotiate? It is very difficult to express their intension accurately and abundantly with a wor
23、d. Summarizing, the basic negotiation meaning can be summed up in the following several points: 1. A negotiation activity must go on between two or more than two participants, It is always a concrete person that participates in negotiation. 2. A certain view exists between participants in negotiatio
24、n, the difference or conflict of the position and interests. 3. Participants that negotiate have the desires that they should narrow or eliminate differences, relax or solve conflict, improve or set up relation.4. It is to make unanimity in order to satisfy the demand, exchange the suggestion to par
25、ticipate in the purpose of negotiations. 5. Negotiation is a kind of mankind that exists generally to associate the activity, this kind of activity mainly relies on languages to be exchanged and realized. In commercial affair negotiation, sides contact, linking up and cooperation are realized throug
26、h expressing language. Different way that speaks, different information that accepts and different response that makes. In other words, though everybody is sociable, the speaking result is fetched in the way that is expressed. First of all, it should state the intentions of negotiator and express bo
27、th sides own purpose and request accurately. Negotiation representatives get together to discuss a certain trade content, and they should express their own purpose and request accurately using language at first. Only the word is precise and to the point, abundant with argument language, can ones own
28、 view and attitude express and come accurately and clearly and briefly and effectively. Second, persuade the other. In negotiation, both sides often argue for their own interests, one who can persuade the other to accept his viewpoint and make a concession can succeed. Oppositely, one who cannot use
29、 language to persuade the other cannot overcome obstacles in negotiation and cannot succeed.Third, relax the tense atmosphere. Negotiation atmosphere is constantly changeable, up to both sides talk. The shrewd negotiator often expresses language carefully, even discussing the bifurcation problems of
30、 both sides; they will never go off and criticize easily, will not insult personality and injure emotion. Certainly, speak always expresses a certain content, a certain view. On the premise of this one, speak skill is a key factor, it can influence negotiator interpersonal relationships between the
31、individuals while being little, also can influence negotiation atmosphere and the success of negotiation while being heavy. It is very active and creative to express language, so hardly have the specific language and expresses skill to be suitable for all talk content. As concern of the specific com
32、munication activities about negotiation on the commercial affair, language express should pay attention to the following points:First. Use languages accurately and correctly Second. Affirm the other in time Third. Respect the other , forgive the other Fourth. Do not injure the opponent face and self
33、-respectFifth. Pay attention to the way to speak with rich emotional coloring If you want to succeed, you should know skill of negotiation by imports and exports trader. In fact, trade negotiation is a kind of dialogues, in this piece of dialogue, both sides state ones own situation, state ones own
34、view, listen attentively to opponent motion and offer, act as against the offer, offer the counter, give in each other, reach an agreement at last. Knowing skill of negotiation can have the initiative in hands in talking and obtain the satisfied result. We should grasp following several pieces of im
35、portant skill:Hear and say A speech negotiator lack of experience has a most heavy weakness that they cannot listen to the other with great patience, They think their own task is to discuss their own situation, to say what they want to and to refute the opponent objection that speak. So, in negotiat
36、ion, they always think in the heart that what to speak next, not listening to the other who make a speech carefully, then a lot of valuable information lose. It is wrong to think that outstanding negotiation person takes the negotiation initiation just because they speak more. The negotiators who su
37、cceed in actually hear more than 50% of the time while negotiating. They hear, think, analyze, and put forward the question to the other constantly, in order to guarantee themselves to understand the other totally correctly. They hear carefully every a word that the other say, not only what they thi
38、nk the important one, but also what they want to listen to, so they get a large amount of valuable information, and increase the chip of the negotiation. Listening attentively can make us understand the demands of importer effectively, find the new solution to the problem, revise our offers or count
39、er offers. Speaking is a task, while hear is a kind of ability, even can be said to be one talent. Any negotiation person who succeeds must has the condition that they understand hearing. In negotiation, we try our best to encourage the other to speak more, and we should answer: yes, please go on, a
40、nd ask questions to let the other answer, to make the other discuss their situations and achieve the goal of trying our best to understand the other more. Ask a question skillfully The second important negotiation skills are to ask a question skillfully. Through asking questions, we can get informat
41、ion that hardly receive at ordinary times, can verify our judgments in the past. The exporter use open question (open question need answer yes or no, and need special explanation )to find out the importers demand, because this kind of question can make the importer discuss their demand animatedly an
42、d freely . Like: can you tell me more about your company? What do you think of our proposal? About the answers of the foreign trader, we should write down the important and key problems to use in future. After offer, the importer will often ask: can not you do better than that? As to this asking, we
43、 mustnt give in, but should reply: what is meant by better? Or better than what? These questions can prove the importer in which respects on earth they are unsatisfied with. For example, the importer will say: your competitor is offering better terms. At this moment, we can continue asking, until to
44、tally find out the rivals offering. Then, we can prove to the other that our offer is different and better than that of the rivals in fact. If the others requisition offered to us is a piece of fuzzy answer, like: no problem, we dont accept, but should ask him to answer correctly. In addition, befor
45、e asking questions, especially on initial negotiation stage, We should solicit the others agreement, there are two advantages to do it in this way: First, if the other agrees to our questions, cooperation will be further while answering the questions; Second, if opponent answers yes, the sure reply
46、will make positive atmosphere and bring a good beginning. Use condition question sentence After both sides have preliminary understanding to the other, negotiation will enter offer and counter offer stage. At this stage, we should use more sounding question sentence to understand the others concrete
47、 condition and revise our offer. A piece of condition adverbial clauses and a question sentence together form condition question, this question sentence can be a special question or an ordinary question sentence. Typical condition question sentence have what -If and if -then two sentence patterns. Such as: what would you do if we agree t