试论国际商务谈判中的语言交际技巧

学 士 学 位 论 文

A TENTATIVE STUDY ON SKILLS OF ORAL

COMMUNICATION IN INTERNATIONAL BUSINESS NEGOTIATIONS

试论国际商务谈判中的语言交际技巧

Contents

Abstract………………………………………………………………………………..1 Key words………………………………..……………………………………………1 Introduction…………………………..…………………………………………..……2 1 Evaluating standards of language in international business negotiations ……..…….3 2 Correct usage of vague language ………………………………………………….3 2.1 Authorization limited……………………………………………………………....4 2.2 Avoidance of direct utterance……………………………………………………5 2.3 The requirement of persuasion…………………………….………………………6 2.4 The requirement of self-production………………...…..…….……………………7

3 Correct usage of polite language……………………………………………………………..7 3.1 Polite expression of favorable news……………………………………………………….8 3.2 Polite expression of unfavorable news……………………………………………………9 3.2.1 Adoption of softened expression………………..……………………………………….9 3.2.2 Application of empathic technique……………………………………………………..10 3.2.3 Giving partners a face…….…………………………………………………..……….….10 3.2.4 Adoption of passive voice……………………………………………………...………..11 3.3 Polite expression of neutral news……………………………………………….………..11 3.3.1 Changing commanding tone into requesting tone……….………………….………..12 3.3.2 Using the past subjunctive form………………………………………..…………….…12 4 Correct usage of decent language…………………………………………………….…….12 4.1 Adoption of professional expressions……………………………………………………13 4.1.1 Using expressions of legal language…………………………………………………...13 4.1.2 The correct comprehension and use of commercial terms………...………………..13 4.2 Using accurate expressions…………………………………………….………………….14 4.2.1 Choosing only accurate facts, words and figures………….…………………………14 4.2.2 Avoidance of overstatement and understatement…………….………………………15 4.3 Appropriate expression of advantages………………………...…………………………15 4.3.1 Avoidance of using flowery language………………………………………………….16 4.3.2 Minimizing exclamation……………………………………………..…………………..16

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4.3.3 Avoidance of using direct comparison…………………………………………………17 4.3.4 Weakening subjective coloring…………………………………….……………………17

Conclusion………….………..……………………………………….………………18 References……….…………..………………………………………….……………19 Acknowledgements …………………...……………………………………………19

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A Tentative Study on Skills of Oral Communication in

International Business Negotiations

Abstract: The process of international business negotiations is complicated. To reach an ideal objective through international business negotiations requires us to consider the factors from multi-aspects and apply various skills and strategies. As a basic tool of communication, language obviously plays an important role in the process of international business negotiations. How to use the instrument of language appropriately and skillfully so as to gain the effect to enhance friendship and ease up conflict between the two parties with the result of promoting the negotiation efficiency is one of the decisive factors of negotiations? success as well as the study objective of this paper. Focusing on this objective the paper will give an analysis to the appropriate usage of language in the register of international business negotiations from three angles, that is, vague language, polite language and decent language.

The specialty of this paper will be represented through the following aspects: 1) to analyse the application of vague language in the register of international business negotiations through multi-angles according to the conclusion of the vague language?s functions given by Joanna Channell; 2) to study the features of polite language in international business negotiations in respect of language?s expressive function; 3) to describe the use of decent language in register of international business negotiations in a deep degree.

Key words: Vague language; Polite language; Decent language

试论国际商务谈判中的语言交际技巧

摘要：国际商务谈判的过程错综复杂，成功的国际商务谈判需要我们考虑到多方面的因素，运用多种谈判技巧和策略。而语言作为交流的基本工具很显然在国际商务谈判的过程中起着十分重要的作用。怎样合理和巧妙地运用语言工具，增进感情，缓和谈判双方的矛盾，提高谈判的效率是谈判成功的决定性因素之一，这也是本文研究的目的。为此，本文分别从模糊语言、礼貌语言、得体语言这三方面阐明了语言在国际商务谈判这一语域中的灵活运用。本文的不同之处在于从Joanna Channell对模糊语言功能的总结出发多角度地分析了模糊语言在商务谈判语域中的运用，从语言“表情功能”的角度分析了商务谈判语言的礼貌特征，最后又深入剖析了商务谈判中的得体语言。

关键词：模糊语言；礼貌语言；得体语言

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Introduction

The 21st century is a period noted for the globalization of the world economy. With the rapid development of international trade and the diversification of forms of international commercial cooperation, international business negotiation is playing a more and more important role in the world economy development, which determines in a certain degree the result of the trade and the fate of the enterprises. Accordingly, the science of international business negotiation has aroused an increasing interest of different people and the study of this field turns to be more in-depth with the research extended to every detail of negotiation. One of the study aspects is language, the basic instrument of communication, which is considered as a great source of negotiating power. On account of the importance of language in international business negotiations, some scholars, for example, Liao have given some discussion on this problem, that is, how to use language appropriately and skillfully in international business negotiations.

And this paper is also trying to make a comprehensive research on this problem. In order to give a brief and systematic description of the central thesis, the paper has been organized into five sections. The first section has presented the evaluating standards of language in international business negotiations. What we will discuss in the following three sections is how to reach those evaluating standards, which is the main part of the paper and focuses on the correct usage of vague language, polite language and decent language. Actually this part is the direct analysis of the techniques of language intercourse in international business negotiations. The last section, that is, the conclusion, is the summary of what we have discussed in the paper and what we need to pay attention to in the further study.

1 Evaluating standards of language in international business negotiations

The so-called “techniques of language intercourse in international business negotiations” is to make a research of how to apply language in the register of international business negotiations[1]. Before we know “how to apply the language in international business negotiations”, we need to make clear the question, that is, what

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