语言对国际商务谈判的影响

1、Implication of Language on International Business Negotiations Author: Zhao Wei AbstractInternational business negotiation is playing a more and more important role in modem society. We can see clearly that there are great differences in international business negotiation.Negotiation is the expressi

2、on of a kind of art, what's more, the successful negotiations are the language communication results of which the negotiators well use .Negotiation is the expression of a kind of art.Successful negotiations are the results of negotiators well use the language communication .In business negotiati

3、ons, except in language you must pay attention to the civilized terminology, good clear, smooth and fluent and easy and statement of general requirement outside.What's more,you should also master certain language art.The expression of language art is elegant, vivid, lively and infectious .it has

4、 played an inestimable role in business negotiations.So in business negotiations the negotiations both sides should be well use the language art and skill.Key words: business negotiation,language art,answer questions skills,communication skills.语言对国际商务谈判的影响摘要 国际商务谈判在当今现代社会中发挥着越来越重要的作用。我们可以清楚地看到在国际商务

5、谈判中存在着很大的差异。商务谈判是人们相互调整利益，减少分歧，并最终确立共同利益的行为过程。如果谈判的技巧不合适不但会使双方发生冲突导致贸易失败，更会造成经济上的损失。而商务谈判的过程就是谈判者语言交流的过程。谈判是表达的一种艺术，成功的谈判都是谈判各方出色运用语言沟通的结果。在商务谈判中除了在语言上要注意文明用语、口齿清楚、语句通顺和流畅大方等一般要求外，还应掌握一定的语言表达艺术。语言的表达艺术有其优雅、生动、活泼和富有感染力等特点，在商务谈判中起到了不可估量的作用。因此在商务谈判中谈判双方应出色运用语言艺术及技巧。关键词：商务谈判，语言艺术，提问技巧，回答技巧，沟通技巧Implicati

6、on of Language on International Business Negotiations1IntroductionIn order to give full play to languages advantages so as to increase the success chances in international business negotiations. This thesis gives accurate definition of business negotiation and introduces to readers the process as we

7、ll as the significance of negotiation in the first part. The second part mainly talks about language skills in business negotiation by details. Of course a simple thesis is definitely not enough to get us full prepared for business negotiations, it can not cover every aspect, business negotiation ne

8、eds preparation of both psychology and practical experience. this thesis is just for suggestion. Hopefully it will be a helping hand in international business negotiations.2 Theoretical Foundations2.1 Language principlesLanguage principles basically consist of five aspects: they are pertinence, euph

9、emistic expressions, quick-witted reflexes, objectivity and logical lines. Of which pertinence and quick-witted reflexes comparatively play more important roles, the other three help to make the negotiation more smooth and proposals more acceptable.2.1.1 Pertinence In business negotiations, the goal

10、 is to sign the contract, this requires negotiators to aim at the transaction part, which we call “pertinence”. Here we mainly talk about language pertinence, proper use of language pertinence will help negotiators accurately express their wishes and requirements, to make sure of this, full consider

11、ation should be given to the negotiation opponent's personality, emotions, habits, culture, and differences in demand. but language pertinence doesnt mean that the words should always be brief. For example: for hot tempered and frank opponents, using brief language will absolutely be welcomed; a

12、nd for slow talkers, a long conversation might be better.Failure of language pertinence will probably make the opponent bored, vague and wordy language also easily results in doubt and decrease of credibility from the opponent. And negotiation obstacles could be rooted at the same time. Therefore, s

13、trong language pertinence is required to ensure the success of negotiations. Euphemistic expressions During the negotiations, too much of pertinence could make the words too direct, which may easily results in resistance, euphemistic expressions should be used to make your ideas more acceptable.

14、0; For example, while rejecting the others requests, you can say: "theres a point in what you said, but a little bit different from the actual situation" and then seamlessly put forward your point of view. In this way, the opponent will not be embarrassed; instead, he will calmly listen ca

15、refully to your point of view. In the meantime, negotiating experts always strive to disguise their own views as the others by way of euphemism in order to be more convincing. Before they state their own proposal they will ask their opponents how they will solve the problem. If the proposal matches

16、their own one, they will make the opponent believe that it is his point of view. In this way, the negotiating opponent will feel respected, he would think that to oppose this proposal is to oppose his own one, which can easily reach an agreement for successful negotiations. Quick-witted reflexesNego

17、tiating situations are unpredictable; any embarrassing encounters could occur at any moment, this requires that the negotiators must have quick-witted reflexes packed with emergency measures to get out of the trouble. When confronted with an immediate choice you have to make, if you say: "Let m

18、e think about it," or "it is difficult to decide" and other similar language, the opponent will perceive you lack of assertiveness, resulting in psychological disadvantages. In this situation you can look at your watch, and then politely tell the other: "I'm sorry, its 9 o

19、9;clock now, and I have to make a phone call to my friend as promised, please wait for five minutes." So, you have a very decent excuse to win the five-minute time to make a decision.Quick-witted reflexes also imply the opponent that you are quite experienced, and usually people would like to d

20、o business with experienced ones, their survival in the fierce competition reflects that they are sincere, their products and service are satisfactory. Otherwise, they would have been eliminated long before. ObjectivityBusiness Negotiation language should be objective, or the opponent will feel that

21、 you are not sincere, serious, rigorous and worthy of full trust. and thus loses interest in cooperating with you. using unconfirmed information will also leave the opponent your weak points to attack you.Objectivity comes from full investigation and accumulation in business field, exaggeration and

22、imagination can lead to failure of objectivity and even blow up the whole negotiation. that is to say if you are not sure about the information you are going to give, dont say it. doubt could be rooted from the moment your opponent finds out the information you give is unreal. this works no matter t

23、he negotiation is successful or not, because sincerity is the bridge for long-term business relationship. Logical linesMy experience tells me that words without logic reveal unconfident and unsure in ones own products, how can you make others confident about you while you are not confident yourself?

24、 let alone leading to signing a contract. Logic of negotiating language requires negotiators to comply with laws of logic, to express an idea clearly, to judge accurately, to reason strictly, so as to fully reflect its objectivity, specificity, coherence and speculation. So careful logical thinking

25、ability cant be less.During the negotiations, no matter it is statement of the problem, writing memorandum, or putting forward suggestions, ideas or requests, always pay attention to the logic of language, it is the basis that you can tightly grasp your opponent and then convince the other party .2.

26、2 Language art effectProcess of negotiation is the speech communication process,so,language plays an important role in the business negotiation.What's more,it has greet influence on the negotiation.Normative language lead to the success of the early negotiations.Language art is business negotiat

27、ions to express their views of the effective toolsIn the negotiation process, the negotiators to their own judgment, reasoning, argumentation of thinking to accurately express out results must be good use art tools. The same idea and after a different language, its reach effect may be different. For

28、 example in the negotiation, if through the behavior showed their impatience, the language of the performance of the agreement is urgent so, the other party may use our weaknesses. If in the negotiations the pitch of don't rashness, according to the price high and low and compare the conditions

29、to decision-making. So, we are in negotiations will be in a position of is more active, reach to my side of the agreement.Language art is the bridge to successful negotiationsIn business negotiations, appropriate use the language art to express the same problem or a paragraph, can make them sound is

30、 interested, and be willing to listen to it. Otherwise, the other side feel is a cliche, will produce bad feeling, and then resisting. Many negotiations the actual combat experience also told us: in the face of indifference or without cooperation, through negotiation opponent appropriate language ar

31、t, can be convenient for the zeal of the rise.Language art is the main way of negotiating strategy implementationNegotiations and the implementation of the strategy must pay attention to language arts. In the business negotiation process, many strategies such as a carrot and stick approach, blush wh

32、ite face, need to compare superb language skills and art. Play "white face" negotiations personnel, since want to get tough, and the sanctioned regime, people by reasoning, Both "fierce", and to a point, and maintain a good image. In the negotiation, hard-line does not equal pere

33、mptorily: peace of tone, the tone of sedate, decent of the silent language, often more than peremptorily has power.Reasonable use of language arts, can build good negotiation atmosphereBusiness negotiation is a science but also an art, is the organic integration of scientific and artistic. On one ha

34、nd, business negotiations are people coordination mutual interests relation, meet their respective need behavior, people must from the rational process point of view about the problems involved in the analysis of the system, according to certain laws, rules to make the solutions and strategies. Nego

35、tiations On the other hand, business negotiation is by specific negotiators, in this activity, negotiators knowledge, experience, mood, emotion and personality factors such as the psychological characteristics, and will be in a certain degree of process of negotiation and consequences, that the nego

36、tiations stalled. Only use artistic processing technique, can promptly resolve negotiations can be all kinds of problems, flexible to adjust their behavior, and her face in a constantly changing environment trap to keep response, the sensitivity of the and effectiveness. Language will have this kind

37、 of artistic quality. In the whole business negotiation process, whether first meet, or difficulties, can all be the art of language to create a good atmosphere of the negotiations.3Language skills There are many language skills we can use to increase the success chances of business negotiation

38、, here are the top four skills. Among those, respecting culture differences dont involve language itself directly, but the other three skills should be used on condition that it is complied with.3.1 QuestionsIn business negotiations, if we are in passive position, well be easily defeated by opponent

39、, while questions can help to change from passive position to active position. but there are also some problems we should pay attention to, questions can contribute to negotiations as well as ruin negotiations. questioning skills are often used to find out the opponents true intentions, to master th

40、e opponents psychological changes and to express own views clearly. Through the questions, attention can be caught to provide the fixed direction. Questions also help to get the information you do not know, to convey your feelings, causing each other's thinking, so as to control the direction of

41、 negotiations.Question is very powerful tools, appropriate questions negotiations can affect result of the negotiation.Way of asking questionsAs the purpose is different,there is a different way of asking questions.To the same problem,it also can have different DE questions method from a different p

42、oint of view.The questions have the many ways, we can choose the right way to ask questions according to the negotiations need.1)Clarify type questionsThis is against each other, the answer to the phrase, in order to make the other party further clarification or supplement their original answer a qu

43、estion. Its role is to ensure that all parties will negotiate in the same language "narrative" on the basis of communication.2)Emphasize type questionsThe purpose of question way is to emphasis on own point of view and to emphasize your position.3)Explore type questionsThis is the answer t

44、o each other, for example, extended or requirement to explore new problems, heart a kind of method manners. Not only can it explore more full of information, but also it said the person asking the question to the other party to the attention of the answer.4)Indirect questionIndirect questions with t

45、he intention of the third party is to affect or change each other's opinions of questions, such as "so-and-so way you, sir, party can take attention performance?"5)Forced to choose type questionsThis question will be his own opinion to hit each other, let the other side in a prescribed

46、 range for choose to answer.6)Proof type answerProof type questions aims to my side of the questions, make the other side has to prove or understand, such as "why want to change the original have made good plan?"7)Multi-level type questionsIt contains a lot of theme of questions, the theme

47、 a question contains a various of content. Such as "can you speak the agreement of the background, the performance of breach, the responsibility of breach, the views and attitude to talk about?" This problem should contain too much theme and make him difficult to comprehensive grasp. Many

48、psychologists humanities think a problem with only the best a theme, at most, and no more than two theme, to make each other effective command.8)Inducement type questionsThis kind of questioning sentences give strong hints to the answer on the other party, making the other side with the purpose of t

49、he what they expected. Such as "have expired?" This kind of question is almost without choice according to the person asking the question design good answer.Questioning skillsNegotiations of the questions is different from the life questions, and a clever question may be able to get import

50、ant information. So negotiators should master some questions skills.1)Problems aheadThe main problems ahead is to have to put forward a more important prelude problems. These could look very general, easier to answer. So in answer to these seemingly insignificant problem will be lax, and at the same

51、 time also revealed his thoughts, then you again to the other party puts forward important questions, each party have to according to the original idea, and the answer is the answer you expected.2)Grasping Questioning time Be sure to ask if appropriate. The time is a very important factor. It is a g

52、ood question, if the asking time is not appropriate, it won't be a good question. The questions of the time has four kinds: after the speech questions; In the speech, intermittent pause when other questions; In his speech questions; before and after In the agenda of the debate questions. Time pr

53、ovisions according to the nature of the questions, you can choose the right question time.3)Maintain the continuity of the questionsIn the negotiations, when revolves around a fact question, any party should consider question with inner logic. Don't talk about this problem , suddenly and puts fo

54、rward the irrelevant, so on the one hand, can make each other not know what to do, on the other hand will distract energy. When provided with all kinds of problems, you become entangled with the question of course also can not get satisfactory reply.4)Questions remain silent, waiting for the replyTh

55、e purpose of the questions is to get each other know about the problem, so, should give each other enough time to reply. 10 million in the other party will have no answer, just before the second question, put forward or ask ourselves from the other point of view.5)Questions to Serious AttitudeNegoti

56、ators in negotiations, should be equipped with sincere attitude. When you with sincere attitude to question each other, this can stimulate each other to interest in it, so to answer. That will help the negotiators' emotional communication, be helpful for negotiations to proceed smoothly.6)Questi

57、ons with Short SentenceNegotiators should notice that the questions sentence should be brief, if questions of the other word still have a long answer, will be in a passive position, obviously this question is a failure. In a simple question leads the long answer, the better.7)Vary the moderationSpea

58、k slowly enough , on the one hand, can lead to hear you don't understand, on the other hand may cause the other misunderstanding, think you impatience. Speak slowly, easy to make the other side feel dull, impatient, thus influencing you the strength of the questions. So, ask how various the mode

59、ration.3.2Response skillsThe question and answer of negotiations is a proof, interpretation, or to sell the process of their views. Negotiations to answer should be based on the needs of negotiation, ready to grasp what to say, what not to say, and how should say, not normally to correct or not to theory.nswering wayThere are three types of the answers of business negotiation