TheArtoflanguageinBusinessNegotiation商务谈判的语言艺术

1、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1.4 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2商

2、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。足轻重的作用。判 的顺利进行。果。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 a success or failure plays an important role in the process of negotiations. The s

3、killful 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 only applying with the art of language skillful, but also meets the demands on mutual

4、 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 on negotiation and get double effects.Keywords: Business negotiation language fea

5、tures skills三、参考文献31 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 J20o6(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 Negotiation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。顺利进行。功倍的效果。语言

6、 特征 技巧Abstract 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 a success or failure 4 plays an important role in the process of negotiations. The skillful language is realized between two partie

7、s by contacting,communicating and cooperating through restate opinions, 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 demandson mutual benefit and relieves the dull atmosphere on nego

8、tiation. 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 on negotiation and get double effects. Keywords: Business negotiation, language, features, skills IntroductionBusiness negotiation

9、 s process is that the negotiators using language to coordinate and consult 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 parti

10、es and even lead to the failure of thenegotiation, and its more likely to cause the economy loss.Whether the language is used properly or not often determines the success or failure of the negotiation. Therefore, knowing5about this skill is the key to conclude a successful business. This thesis main

11、ly states that the negotiators should know how to use statement and ask questions, response and persuasion to achieve the multiplier effect in the process of business negotiations.1. The features of language in business negotiationBusiness negotiation language is a special way, which is used in the

12、business negotiations. It is different from the literature, art, opera, 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

13、 negotiations.1.1 ObjectivityThe objectivity of language mainly shows 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 you d better show the sa

14、mples or demonstrate it on the spot. Your quotation should be reasonable and you not only try your best to meet your ownneeds, but also you can t ignore the other party s benefits. And you should considering the 6 other party s requirements that makesure the terms of payment and adopt the terms of p

15、ayment that both parties can accept.If the language has objectivity, the 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

16、 specific themes and has an exact target.Negotiation language should 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 negotiat

17、ion, you must use the different language because the negotiators have 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 describ

18、e the quality of goods and functions, or describing your enterprise s 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.7To be direct in one negotiation, if you want to make sure the terms

19、of the negotiations that you must be careful to prepare the relevant 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 lan

20、guage to make the negotiations smoothly.1.3 LogicThe logical language is that the negotiator s languageshould 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

21、fully reflected the objectivity, specificity and historical. If you want 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 pa

22、y attention to thelogical of language. This is the basis ofgrasping their opinions and further persuading the other party.1.4 NormativeThe normative of language is that the language should be expressed politely and clearly, strictly and exactly.8Firstly, the negotiate language must insist on the pri

23、nciples of politeness and should be comply with the characters of 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 haven t pause

24、 in speaking, or speaking too loudly and have a rich feeling and 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 Negotiation2.1 The skill

25、 of statementStatement is that introducing ones own situation andstating 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

26、 skill of entering into questionIn the business negotiations, the negotiators must have skills of entering into question and adopting the exact way: 9Firstly, the method of circuitous enter into question, for example, you can talk about your companys situations;Secondly,you can talk about some detai

27、ls first, and then you can talk about principle of the matter, 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; Th

28、irdly, you can talk about general principle problem and then talk 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 atte

29、ntions and make the two partys opinionsagreeable; secondly, you must show that you should get the important benefitsthrough this conversation andindicate ourparty s basic position. Youcan review the previous achievement of two parties cooperation to show your reputation enjoyed by the other side; th

30、irdly, at the opening of describing the language should be 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 10 understand your intentions and create an good atmosphere in the negotiation. So,

31、describing should be expressed in a sincere and easy way.If the other party starting describe, you must listen totheir opinions very carefully, then sumup the opinions and try to understand the contents of describing. In order to avoid misunderstanding that you must think and understand the key issu

32、es of the opening of describing. If the contents of the opening describing have a big conflict with you, and you cant interrupt and can t make a dispute with the other partyimmediately, while you indicate your opinions after the other party s talk have finished and complaint their opinions from the

33、other side.In the process of the statement, you should pay 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, voic

34、e; pause andrepeat the language should be proper. Statement 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 of11the conversation and the voice tone t

35、imely that adapt to theother party s changes. For example, whenthe 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 makea favor again to reach an agreement. ” “ I believe that we dont ho

36、pe it fails.” In the generaloccasion, we can t use the negative language to end the conversation. If you don t use the negative language to endthe 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 negot

37、iation In the business negotiation, this is an important skill. 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 party sattention and provide a define direction to the two parties,

38、 and help you collect the information and transmit your feelings. 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

39、 to the other party s mind. In particular, you should not accuse the 12 other party s personality. Meanwhile, asking question you should not always to ask. You should grasp the language s pace and tone and give someenough time aside to let the other party thinking and expressing their opinions. And

40、you must avoid misunderstanding and make the other party feel boring 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 questionUsing this skill to express the opinions is more polite.In the busin

41、ess negotiation, most of negotiators are collecting the information 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 can t accep

42、t it. You said that,everything else is negotiable, but the problem of price we can t 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

43、skill to ask questionWe often can see that some shopping center s lounge is13operating coffee and tea. At the beginning, the waiter asks the customer, “Sir would you like to drink somecoffee? ” Or “Sir would you like to have some tea?” The turnover is general.But later, the waiter changes the way,“S

44、ir, would you likesome coffee or tea? ” As a result, the turnover 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 Standi

45、ng on your partner s position to considerIt is a skillful way that improving the atmosphere of the negotiation. It s 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 boo

46、ked 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 withthe manager, and says, when I heard this news, I was little surprised; but I can understand you. As a manager you should considered the profits of yo

47、ur hotel. But, you should think that, if you increase the price I cant afford it and you will missa chance that I introduce your hotel to these people. The chance 14is weight with the money. Finally, the manager is accepting his views. So, if you standing on your partner s position toconsider proble

48、ms it can help you received a different result.2.2.4 Grasp the difficulty of asking questionBeginning to ask question, you d better to choose the easyquestions to answer. For example: Do you have a good time on your holidays? This kind of questions has nothing with the subject theme, but it can make

49、 you feel relax. If you start to ask a difficult question in a straight way will make the negotiation into impasse. So, you can use the way to ask that easy question first and then ask the difficult question.2.2.5 Using complimentIn the early stage of business negotiations, the negotiators are diffi

50、cult to grasp the true intention of the other party and difficultto put forward an effective question.The most important is that you must understand the trueintentions and other relevant intentions to the opposite.However, applying the negotiating strategy with praise and compliment, we should pay a

51、ttention to the following items:Firstly, the attitude should be honest and the measure should be appropriate. Secondly, you should respect personality and consider the individuals self-consciousness of the other15party. Thirdly, you should be paying attention to the people reaction that has been pra

52、ised. If the person has a good response, may be you can give him a praise again; if the other party seemedvery indifferent or impatient, we should stop and change to another topic.2.2.6 Grasping the opportunity to ask questionIn the negotiations, we should pay more attention to the opponents mind, a

53、nd propose a corresponding question at a right time. And asking question should contact with the issues. Noting the speed of asking question; When you speak too fast, it will easy to make the other party feel you are impatient, and even sometimes they feel you are in an asking tone to treat him and

54、will easy lead to the other party offensive.After you ask questions, you must give the other party have a sufficient time to reply. The purpose of asking question is that you let the other party have enough time to answer the question and hope can receive a satisfaction result at the last time.2.3 R

55、eply skills in business negotiationIn the negotiation process, answering the other partysquestion is very stressful. Because in the negotiations, no matter what the negotiators said, it also has a very important 16 meaning; and it is considered as a commitment to the others and plays an important ro

56、le in the negotiations. A negotiator slevel of negotiation will depends on the skills of reply.In the normal situations, when you answer the question, you should according to the realist and direct to answer it. But, if you are direct answer all questions that could not be a best answer in the negot

57、iations. Therefore, to reply the questions also should be used a certainly skills.Firstly, before you answering question, you should give yourself enough time to thinking about the question; Secondly, when you answer the questions you should grasping the purpose, motivation and the asker s real psyc

58、hological response; Thirdly, you can t complete to answer the other partysquestions; if you dont know the question, you cant to give an answer to them at once; Fourthly, some problems can through the irrelevant answers to take you in trouble, and then you can adopt asking question instead of answering question help yourself out of siege; Fifthly, you must be politely refuse to answer the unvalued question; Sixthly, you may find out an excuse to reply some questions.2.3.1 Using the vague and euphemismVague language is