08英语 谢杰 论文定稿英语在国际商务谈判中的重要性

1、 contentabstract2摘要：31.meaning of international business negotiations42. features of international business negotiation42.1 for the purpose of economic benefits42.2 for the maintenance of equality and mutual benefit52.3 the complexity of international business negotiations62.4 the standard of intern

2、ational commercial law63.the relations between english and international business negotiation74.the importance of a good command of english in international business negotiations84.1the importance of oral english in international business negotiations84.2the importance of english listening and under

3、standing in international business negotiations85. the use and importance of language strategies in international business negotiations95.1 the use of passive in international business negotiations105.2 the use of vagueness in international business negotiations105.3 language strategy of politeness1

4、15.3.1 avoiding tone of blame125.3.2 avoiding arrogance125.3.3 avoiding subjective attitude136.the use of modal verbs137.the use of conditional sentences157.1 the use of unreal conditional sentences167.2 the use of real conditional sentences167.2.1 real conditional sentences for bargaining.177.2.2 u

5、sing real conditional sentences to persuade188.commonly used english structures in international business negotiation188.1 the use of interrogative sentence in business negotiations188.2 avoiding imperative sentences in international business negotiations188.3 avoiding exclamatory sentences in inter

6、national business negotiations199. selecting right vocabularies in international business negotiations199.1 choosing simple words199.2 using exact vocabularies1910.conclusion2010.1 on improving english listening2010.2 on improving oral english20 abstract:english is the most common language in busine

7、ss negotiations for negotiators. a good knowledge of english plays a very important role in business negotiation. this essay introduces the meanings and features of business negotiations. then it expounds the relationship between english and business negotiations, especially oral english and listeni

8、ng. the essay analyses the illustrations in business negotiations in details. finally, it concludes some useful methods and suggestions which are helpful to improve our english.key words: english, business negotiation, function摘要：英语是商务谈判中最通用的语言，对于谈判者而言，熟练掌握英语在谈判中有着举足轻重的意义。本文首先介绍国际商务谈判的意义与特点，然后阐述英语与商

9、务谈判两者之间的关系，详细描述英语在商务谈判中的作用与地位，尤其是口语与听力在谈判中的意义。此外，本文详细地分析了一些案例，总结了一些有助于提高英语的方法与建议。关键字：英语，商务谈判，作用1.meaning of international business negotiationsthe international business negotiation is a main beneficial subject in international business activity. it is also a kind of process that people negotiate fo

10、r a series of conditions in order to make a deal. the party which is concerned with main subject is foreign enterprises or citizens (including citizens and enterprises and merchants in hongkong and taiwan areas), and the other party from chinese enterprises and citizens. international business is an

11、 indispensible part in business economic trade. nowadays, many deals need to be made after a series of complicated negotiations. some people think a successful deal depends on the quality or technology or price, but in fact, successful deal to some extent depends on negotiations. in conclusion, we c

12、an say that international business negotiation is a very important economic activity in foreign economic trade. it is also a way to resolve economic conflicts between local governments and commercial institutes.2. features of international business negotiationthe international business negotiation s

13、hares the same features with normal business negotiations but there are some particularities like international economic activities. it shows in some aspects:2.1 for the purpose of economic benefitsdifferent negotiators take part in negotiations for different purposes. the diplomatic negotiation inv

14、olves national benefits, the political negotiation is concerned with basic benefits of political parties and groups, and the military negotiation is mainly about safety benefits of both parties. these negotiations inevitably involve economic benefits, but they may not lay emphasis on economic benefi

15、ts. while in business negotiations, negotiators aim to acquire economic benefits. when it is fulfilled, non-economic benefits will be involved. in business negotiations，negotiators can be in charge of various criteria and non-economic elements can affect the consequence of negotiations as well. howe

16、ver, they set economic benefits as their final goals. compared with other negotiations, business negotiations place more emphasis on economic benefits. in business negotiations, negotiators focus more on cost, benefit and efficiency. so people usually evaluate a successful negotiation on how much ec

17、onomic benefits they get. a business negotiation which doesnt require economic benefits may lose its meanings and values.2.2 for the maintenance of equality and mutual benefitwe ought to insist on the principle of equality and mutual benefit. it is not necessary imposing on others. our nation is a d

18、eveloping country. equality and mutual benefit is an important principle in our opening policy. what is equality and mutual benefit? it is a principle which defines that nations whether strong or weak, rich or poor, should be equal in business economic trade. in business trade, nations should make m

19、utual benefit in reasonable price as mutual requirements and needs. in that way nations can promote economic development. in international business negotiations, we should treat equally no matter customers are big or not as long as he is sincere, we should not impose on others and we can also refuse

20、 unreasonable requests. when negotiating with people from some less developed country, we should treat them equally and insist the principle of equality and mutual benefit.2.3 the complexity of international business negotiations as negotiators stand for the benefit of different nations and areas in

21、 international business negotiations, they share different social and political backgrounds. their values, ways of thinking and languages and customs are different somehow. these factors make negotiations more complicated and difficult. in the actual business negotiations opponents are weird and cha

22、nging from time to time. some are warm-hearted, some are silent, some are decisive, some are doubtful, some are easy to cooperate with, some are bad-tempered, some are gentle, and some are arrogant and ambitious. these are in some extent due to social, cultural and political differences. so, negotia

23、tors need to acquire a great deal of knowledge and excellent negotiating skills.2.4 the standard of international commercial lawas the international business negotiation will lead assets to be transferred multi-nationally, it has to involve a series of problems which are related to international tra

24、de, international settlement, international insurance and international shipment. so negotiators need to negotiate in the standard international commercial law as well as on the basis of international conventions. so negotiators need to have a good knowledge of international conventions, law items o

25、f that country which the other party lives in. negotiators should also be familiar with various rules and international laws. these problems can not be reflected in domestic negotiations. we should lay more emphasis on them.3.the relations between english and international business negotiation“with

26、the development of economic globalization in our modern world, multinational corporations start to boom in big cities. with the development of international investment and international business, fierce competitions among corporations have occurred. nowadays, lots of countries are struggling to push

27、 the economic development of their nations and devote themselves to international economy no matter whether they are developing countries or developed countries. however, an international business negotiation is an indispensable way of interchange in business activities. it is also an important part

28、. english is an official language of many countries, and many business negotiations are proceeded with the help of english. in the process of international business negotiations, negotiators should use different language strategies according to certain situations. in international business negotiati

29、ons, english plays an very important role.”14.the importance of a good command of english in international business negotiationsas english is one of the most widely used language in the world, it is necessary to for negotiators to master english in order to achieve success in international business

30、negotiations. in britain, ireland, america, canada, australia and new zealand, people speak english as their official language. in the world, about 80% of documents and contracts are written in english. 4.1the importance of oral english in international business negotiationsgood oral english is a ke

31、y point in international business negotiation. most people from non-english speaking countries, especially people from china, usually neglect the importance of oral english. that may make it difficult for them to make themselves understood. consequently, they fail in negotiations or trades. for inst

32、ance, in an international business negotiation, a wants to express that the price is too high for him to accept the quotation. however, a is poor in oral english, he says to b: “i appreciate your products, but i do not accept (except) your quotation. b may fail to grasp its meaning and misunderstand

33、 a.4.2the importance of english listening and understanding in international business negotiationsenglish listening and understanding are even more significant in the international business negotiation. it is hard to imagine that if negotiation can go well if a person who can not understand english

34、will negotiate well with people from english speaking countries. english listening is an indispensible part in international business negotiations. once negotiators get the wrong meaning, the result will be inconceivable. some negotiators from non-english speaking countries, especially people from c

35、hina may think the other party speaks too fast. as business negotiators need to negotiate with people from all over the world, this means they have to adapt themselves to different accents. this indicates that they have to practice english listening everyday and listening materials should not only b

36、e limited in standard english. negotiators can practice their listening by listening authentic recordings of international business negotiations. only in this way can they be adapted to different accents and this can as well make them less nervous when they negotiate with people from non-english spe

37、aking countries.5. the use and importance of language strategies in international business negotiations“with the development of this era, euphemism is more and more frequently and widely used. euphemism reflects the feature of vague expressions. in the specific context of english business negotiatio

38、ns, the use of vagueness will not cause ambiguity or social hardship. however, it enlarges the range of taboos. using euphemism can achieve the purpose of relieving emotional problems”2.5.1 the use of passive in international business negotiations “as listeners may not care who is responsible for th

39、e affairs, negotiators can avoid mentioning action carriers by using passive voice. it might be the listener himself, or the boss of the speaker or the other people. therefore, passive voice is commonly used in business negotiations, especially when the speaker thinks the opposing side has a lack of

40、 something. although the speaker is aimed at the opposing side, from the point of mentality, passive voice will make people more polite and comfortable.”35.2 the use of vagueness in international business negotiationsin international business negotiations, people are not willing to convey meanings f

41、or some reasons. in some situations people do not want to answer the questions but can not avoid them. at that time they will use vagueness to express themselves in euphemistic way, which makes allowance for the other party in business negotiations. vagueness is divided into two parts. one is for ch

42、anging the degrees or levels of truth such as: sort of, kind of, somewhat, really, almost, quite a little etc. the other one is used for estimates such as: “im afraid” , “we would say”, “it seems to me”, “we would suggest”, “according to ones estimate” etc. lets compare following three examples:1) a

43、. we can not accept that. b. im afraid we can not accept that 2) a. it was unwise of you to have done that. b. i would say it was unwise of you to have done that. 3) a. our products are the best on the market b. according to the opinion poll, our products are the best on the market. the first senten

44、ce of each group is so direct that it may make people uncomfortable while (1b) and (2b) make the opponent more comfortable and make allowance for them. the sentence (3a) fails to convince people, but when “ according to the opinion poll” is added(3b), it makes tone more euphemistic and also gains eu

45、phemism for the whole business negotiation. in addition, when we encounter some questions that are hard to answer we should answer them with vagueness.5.3 language strategy of politenesspoliteness can help to build a good interpersonal relation and it also helps to cooperate with other better. the i

46、nternational business negotiation relies on good interpersonal relations and co-operations. it is hard to negotiate with someone if there is no stable and harmonious interpersonal and cooperating relationship. obviously, carrying out the principle of politeness is a wise choice for international bus

47、iness negotiators. it is also a guarantee for international business negotiations to be proceeded. if people cooperate with each other in communicating, then they will cooperate with each other in negotiating. the most efficient way for them to cooperate with each other is to use polite language str

48、ategy in international business negotiations. international business negotiators need to pay attentions to the following issues5.3.1 avoiding tone of blame lets look at the following sentences.a. you obviously ignored the fact that the sales of my company are improving. b. you may be pleased to know

49、 that the sales of my company are improving. these two sentences convey the same fact that the profits of our company are improving. the aim is to make the opponent know the condition of our company. but the first sentence may sound a little aggressive, so the second one is better. another example:a

50、. why did you delay the shipment? b. as you know, your delay in shipment has caused as much, as the users were in the urgent need of goods. sentence a makes the opponents think that we blame on him for the delay. sentence b is much more acceptable and it makes the other party feel sorry for his dela

51、y.5.3.2 avoiding arrogance lets look at the following sentences.a. you would of course rather continue to do business with my company. b. all wise managers would like to cooperate with us. from the above two sentences, we can see that sentence a makes people feel we are self-righteous and sentence b

52、 sounds disparaging. if we speak in that tone, the negotiation can be hard to go on.5.3.3 avoiding subjective attitude when we are negotiating, we should express less of our own viewpoints and reduce the benefits for ourselves. strictly speaking, we should adopt more of others attitude and adopt les

53、s self-attitude. we need to respect others when we are negotiating. for example: a. we allow 1.5 percent discount.b. you can obtain 1.5 percent. sentence a and sentence b share the same meaning. but compared with each other, sentence a stressed the benefit of our party, while sentence b sounds more

54、cordial, which directly concerns the benefits of the other party and broadens the benefits of the other party. in addition, it indicates the principle of politeness. this kind of language strategy which can make other party comfortable is used in negotiations, with which we will cooperate with each

55、more freely and reach an agreement.6.the use of modal verbsin international business negotiations, it is important to use modal verbs. the use of modal verbs may leave a good impression on the other party and it sounds less aggressive. “modal verbs have the function of mild expressions. there are ma

56、inly two parts: major modal verbs and minor modal verbs . minor modal verbs can make sentences sound more modest and polite than it is when major modal verbs are used. in business negotiations, questions almost occur throughout the whole process of negotiations. most people who raise questions make

57、every effort to obtain information. it is beneficial to speakers. thus, according to the degree of politeness, the more indirectly people raise questions the more polite people express themselves”4. for example,1) could you please tell me how many research projects in your institute are finally supp

58、orted by chinese national natural science foundation? 2) you just mentioned the executive licence. could you please explain more explicitly about the implication that the seller and a third party can not re-use his technique within this area ? the above sentences indicate that these minor modal verb

59、s make these requests more indirect but more polite, because these modal verbs provide different possibilities of acceptance. in the ways of expressions, they are abided by different degrees of politeness: firstly, if the talks can make the listener comfortable, the speaker will be direct. there will be more chance for the listener to a