畢業(yè)論文商務(wù)談判中的語(yǔ)言藝術(shù)

1、<p>　　商務(wù)談判中的語(yǔ)言藝術(shù)</p><p><b>　　摘 要</b></p><p>　　隨著經(jīng)濟(jì)的發(fā)展，商務(wù)談判變得更加頻繁，而語(yǔ)言是貫穿整個(gè)談判過(guò)程的關(guān)鍵元素，它不僅是說(shuō)服對(duì)方的重要工具，同時(shí)還是一門(mén)藝術(shù)。因此，研究商務(wù)談判中的語(yǔ)言藝術(shù)非常必要。本文首先對(duì)商務(wù)談判中的語(yǔ)言藝術(shù)進(jìn)行概述，介紹了它的特點(diǎn)及其重要性，然后對(duì)商務(wù)談判中的語(yǔ)言藝術(shù)進(jìn)行分類(lèi)，

2、包括有聲語(yǔ)言藝術(shù)和無(wú)聲語(yǔ)言藝術(shù)，最后提出了一些實(shí)用的建議來(lái)提升商務(wù)談判中的語(yǔ)言藝術(shù)，例如掌握專(zhuān)業(yè)術(shù)語(yǔ)、靈活使用模糊語(yǔ)以及注意眼神交流等。</p><p>　　關(guān)鍵詞：商務(wù)談判 語(yǔ)言藝術(shù) 特征 分類(lèi) 建議</p><p><b>　　Abstract</b></p><p>　　With economic development, bus

3、iness negotiations are carried out frequently. Language is the key element throughout the whole process of business negotiations. It is not only an important tool to persuade the other party, but also an art. Therefore,

4、it is necessary to study the language arts in business negotiation. In this paper, the author makes an overview of the language in business negotiation at first, expounding the importance of language in the business nego

5、tiation and listing its featur</p><p>　　Key words: Business negotiation; Language arts; Feature; Classification; Suggestion</p><p><b>　　Contents</b></p><p>　　AbstractI&

6、lt;/p><p><b>　　摘 要I</b></p><p>　　ContentsII</p><p>　　Introduction1</p><p>　　Chapter One Overview of Language Arts in Business Negotiation2</p><p

7、>　　1. 1 Features of Language in Business Negotiation2</p><p>　　1.1.1 Objectivity2</p><p>　　1.1.2 Pertinence2</p><p>　　1.1.3 Logicality3</p><p>　　1.1.4 Normality

8、3</p><p>　　1. 2 Significance of Language Arts in Business Negotiation3</p><p>　　1.2.1 Bridge to Agreement in Negotiation3</p><p>　　1.2.2 Efficient Tool for Expressing and Persuadi

9、ng4</p><p>　　1.2.3 Main Way to Implement Negotiation Strategies4</p><p>　　1.2.4 Key to Promote Relationship between the Two Parties4</p><p>　　Chapter Two Categories of Language A

10、rts in Business Negotiation6</p><p>　　2.1 Verbal Language Arts6</p><p>　　2.1.1 Courteous Language6</p><p>　　2.1.2 Professional Language6</p><p>　　2.1.3 Flexible Lan

11、guage7</p><p>　　2.1.4 Induced Language8</p><p>　　2.1.5 Humorous Language9</p><p>　　2.2 Nonverbal Language Arts9</p><p>　　2.2.1 Posture Language10</p><p&

12、gt;　　2.2.2 Face Language10</p><p>　　2.2.3 Gesture Language11</p><p>　　Chapter three Suggestions for Improving Language Arts in Business Negotiation13</p><p>　　3.1 Suggestions for

13、 Improving Verbal Language Arts in Business Negotiation13</p><p>　　3.1.1 Making Small Talks Courteously13</p><p>　　3.1.2 Mastering Terms Professionally14</p><p>　　3.1.3 Using Fuz

14、zy Words Flexibly14</p><p>　　3.1.4 Seizing Others’ Mind to Induce Them15</p><p>　　3.1.5 Cultivating Good Sense of Humor16</p><p>　　3.2 Suggestions for Improving Nonverbal Languag

15、e Arts in Business Negotiation16</p><p>　　3.2.1 Leaving Good Impression by Normalizing Body Postures16</p><p>　　3.2.2 Noticing Eye-contact17</p><p>　　3.3.3 Realizing Gestures’ Di

16、stinct Meaning in Different Countries17</p><p>　　Conclusion19</p><p>　　Bibliography20</p><p>　　Introduction</p><p>　　Negotiation needs language as a tool to complete

17、 and language serves as a bridge in the business negotiation, because business negotiation is substantially a process that both sides of negotiators express their views, exchange opinions in order to persuade their oppon

18、ents with persuasive words. Language is not only an important tool to persuade the other party, but also an art. The language of business negotiation appears to be skillful with certain laws. It will be more effective in

19、 guiding bus</p><p>　　In the early 1960s, the Western countries have already begun to study the language arts in business negotiation. Harry Simon, an American managerialist, once said: “All the successes of

20、 business negotiations are result from the negotiators’ using language skills excellently” (Harry Simon, 1962). It was the earliest view on the language arts in business negotiation. However, the research in this aspect

21、in China started relatively later due to the historical reasons. The earliest academic monograp</p><p>　　To sum up, scholars and experts in China have made a lot of efforts in this field. They researched fro

22、m different angles respectively: language features (Xu Chunlin, 2004), language skills (Wu Yuanxiang, 2009), pragmatic strategy (Zhang Xiang, 1994) and so on. However, the study of the language arts in negotiation is not

23、 deep enough, and many aspects of language arts are still not clear. Therefore, in this paper, the author is aimed at making an in-depth study on the language arts in business ne</p><p>　　Chapter One Overvie

24、w of Language Arts in Business Negotiation</p><p>　　In this chapter, the author will expound the importance of language arts in the business negotiation and list its features. </p><p>　　1. 1 Fea

25、tures of Language in Business Negotiation</p><p>　　Language in business negotiation is very special. It is different from the literature, opera, art, film languages, and also the daily life languages. On the

26、 whole, the language in business negotiation usually has the following essential features: objectivity, pertinence, logicality and normality.</p><p>　　1.1.1 Objectivity</p><p>　　The objectivity

27、of language mainly means that: describing the present situation of the enterprise in accordance with the reality; describing the quality and function of the goods according to the reality; if you have a chance, you’d bet

28、ter show the samples or demonstrate it on the spot. Your quotation should be reasonable and you can’t only try your best to meet your own needs. You also need to take care of your counterpart’s benefits. Moreover, you sh

29、ould consider your counterpart’s requirement</p><p>　　If the negotiation language is objective, the two sides will treat each other honestly and reach an agreement more easily. It will first have a successfu

30、l foundation for the next phase of negotiation. </p><p>　　1.1.2 Pertinence</p><p>　　The pertinence of the language indicates that the language should focus on the specific theme and have an exac

31、t target. Negotiation language should directly correspond to one specific counterpart. In different situations, negotiators need to use different negotiation language. Even if they have same content of negotiation, you m

32、ust use different language because the negotiators have distinct educational background, level of knowledge, ability of acceptance and personal habit. </p><p>　　In a negotiation, if you want to ensure that

33、 the negotiation goes smoothly, you must be patient to prepare for the relevant information. Furthermore, you also need to take the following aspects into consideration: when you start to the negotiation, you must know w

34、hat kind of languages you are going to use, and you should know how to select and target the negotiation language to make the negotiations smoothly.</p><p>　　1.1.3 Logicality</p><p>　　The logica

35、lity of language means that the negotiator’s language should comply with the rule of logic. Furthermore, the expression of opinion must be clear, judgment must be correct and reasoning must be reasonable. The language sh

36、ould fully reflect the objectivity, specificity and historicality. If you want your opinions to be persuasive, you must master the ability of logical thinking. In negotiations, no matter you state the problem, write memo

37、randa, give suggestions, or raise requirements, sh</p><p>　　1.1.4 Normality</p><p>　　The normality of language indicates that the language should be expressed politely, clearly, strictly and exa

38、ctly.</p><p>　　Firstly, the negotiation language must be polite and formal, and should comply with the requirements of professional ethics. </p><p>　　Secondly, the language must be clear and eas

39、y to be understood in the negotiations. </p><p>　　Thirdly, when using the negotiation language, one must speak loudly enough to make his words heard and make appropriate pause. </p><p>　　Fourthl

40、y, 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.</p><p>　　1. 2 Significance of Language Arts

41、 in Business Negotiation</p><p>　　Business negotiation is fulfilled by means of language communication between both sides. All the steps in business negotiation, including narrating, questioning, replying an

42、d persuading, are related to language directly. Therefore, the negotiators must pay attention to these language arts in business negotiation in order to complete the negotiation smoothly and successfully.</p><

43、p>　　1.2.1 Bridge to Agreement in Negotiation</p><p>　　Harry Simon, an American managerialist, once said: “All the successes of business negotiations are result from the negotiators’ using language skills

44、excellently” (1962).</p><p>　　In business negotiations, when talking about problems or expressing opinions, using language arts properly can make others feel very interested and willing to listen; otherwise,

45、 they will think that it is trite and boring and then have a negative feeling. In the case of an intense debate, tactful and friendly language can also lighten the atmosphere and lay the ground for the success of negotia

46、tions.</p><p>　　1.2.2 Efficient Tool for Expressing and Persuading</p><p>　　When the negotiators of the two parties get together to negotiate a deal, the first thing they need to do is to use th

47、e language accurately so as to present their negotiating intentions and express their own purposes and requirements. Only with a proper, concise and reasonable wording, can the negotiators express their opinions and atti

48、tudes clearly and powerfully.</p><p>　　In the negotiations, both sides usually stick to their own interests, so the point is whether one can convince the other with language arts. That is to say, whoever is

49、able to persuade the other to accept his point of view, and to make concession is the winner. On the contrary, if one cannot persuade the other party, he will not be able to overcome the obstacles, and to achieve the vic

50、tory of negotiations.</p><p>　　1.2.3 Main Way to Implement Negotiation Strategies</p><p>　　The negotiation strategies are often implemented by language arts. For example, in order to achieve a s

51、uccessful negotiation, sometimes “good cop bad cop” strategy may be used to negotiate with rivals. The one who plays the role of “bad cop” should not only take a tough stance and dig in his heels, but also convince peopl

52、e by reasoning; he should not only be overwhelming but be polite to maintain a good image. In this situation, language arts are extremely important. Being tough is not equal to </p><p>　　1.2.4 Key to Promote

53、 Relationship between the Two Parties</p><p>　　In business negotiations, the changes of interpersonal relationship between two parties are mainly shown through language communication. Languages express peopl

54、e’s wishes and requirements. Using a language to express wishes and requirements that are consistent with the actual benefits of both parties can maintain and develop a good interpersonal relationship. On the contrary, u

55、sing inappropriate language to express wishes and requirements may lead to an inharmonious relationship, and even confli</p><p>　　Chapter Two Categories of Language Arts in Business Negotiation</p>&l

56、t;p>　　Generally speaking, language arts in business negotiation could be divided into two types, namely verbal language arts and nonverbal language arts.</p><p>　　2.1 Verbal Language Arts</p><p

57、>　　Verbal language arts in business negotiation are varied; they can be divided into different types from different angles. Here, in this paper, verbal language arts are divided into five categories according to the s

58、peaker’s attitude and purpose as well as the functions and characteristics of the language itself: courteous language, professional language, flexible language, induced language and humorous language.</p><p>

59、;　　2.1.1 Courteous Language</p><p>　　Languages used in negotiation being aimed at enhancing mutual understanding, promoting friendly relations and harmonizing negotiation atmosphere so as to form a cooperat

60、ive mutual trust are all courteous language.</p><p>　　Courteous language features being ornamental without involving specific substantive issues; it is often polite, gentle and appropriate. The purpose of us

61、ing this kind of language in the negotiation is not to show one’s power and status or to defraud, but to show his respect and courtesy to the others. </p><p>　　There are some common courteous languages in ne

62、gotiation, such as “We sincerely welcome friends from afar”, “It is a great pleasure to work with you”, “May our work make contribution to expand and strengthen the cooperation between both sides”, “We appreciate your ge

63、nerosity” and so on.</p><p>　　Using courteous language in negotiation could not only alleviate and eliminate strangeness and defense of both sides by creating a comfortable and harmonious atmosphere, but als

64、o show good manners of the speaker and impress others, which makes for the smooth-going of the negotiation.</p><p>　　2.1.2 Professional Language</p><p>　　Professional language is the principal l

65、anguage in business negotiation; it is professional, normative and precise.</p><p>　　Business negotiation is often carried out between different countries and ethnics, so in order to avoid misunderstanding,

66、it is necessary to unify the trade terms, including unifying the words and their definitions and even standardizing the expressions to make it in common use. For example, The “INCOTERMS 1990” of the International Chamber

67、 of Commerce has stipulated the expressions and definitions of many trade terms like FOB, CIF, CFR, etc.</p><p>　　Moreover, negotiations deal with the division of the risks, including the rights, responsibil

68、ities and obligations of both parties, but the two parties are from different social environment and under different institutional and legal systems. Therefore, in order to implement their rights, responsibilities and ob

69、ligations and reduce the risks, a language with cautious wording and strong logic is needed to describe the stipulations. This makes the professional language have the characteristics of </p><p>　　In some re

70、gions, some trading language has been interpreted as some widely agreed meaning; therefore some customary languages are created. But in different countries, there are still some differences in understanding. So, the cruc

71、ial professional language concerning responsibility, right and obligation should be explained clearly, reaching the corresponding agreement on meaning and avoiding conflicts.</p><p>　　2.1.3 Flexible Language

72、</p><p>　　Language which is equivocal and expressed inexplicitly in negotiations all belongs to flexible language. It has a relatively strong flexibility, strategy and adaptability. So, by applying flexible

73、language that leaves adequate leeway will allow the negotiators to have more maneuverability and to avoid exposing his personal intention and capability too early. For instance, “at about 10 o’clock”, “we will reply as s

74、oon as possible”, “the deadline for us depends on the details of the negotiations”,</p><p>　　In flexible language, fuzzy language is frequently used to leave adequate leeway in negotiations. Fuzzy language h

75、as strong flexibility and adaptability. When some complicated or unexpected things happen in negotiations, it is impossible for negotiators to make an accurate judgment immediately and give a clear reply. At this time, f

76、uzzy language can be used to gain more time.</p><p>　　In conclusion, the two sides in business negotiation are confrontational on interests, but they must act friendly on language expression. Their principle

77、 is to pay out maximum affection but fight for maximum interests. For this purpose, negotiators will use a lot of flexible language to protect their interests as well as maintain a good relationship. It increases the pos

78、sibility of smooth negotiation and cooperation.</p><p>　　2.1.4 Induced Language</p><p>　　Induced language, just as its name implies, is the language that induces people to fall into the traps se

79、t by the speaker to achieve his anticipating aims. It could be threatening or persuasive.</p><p>　　Business negotiations are always about the profit and loss of respective interests. If one side of the negot

80、iation loses their inner balance, they will be prone to be impatient and lose their discretion. Thus threatening induced language will be applied at that time to emphasize people’s attitude and add mental pressure to the

81、ir opponents, which will also cheer up the working spirit and will of the negotiators. For instance, “We won’t sign the contract unless you agree to our terms”, “Contract m</p><p>　　Although threatening indu

82、ced language has certain effects, it’s not good to use it too much. That’s because it tends to enhance the hostility between both sides, which may put strains on cooperative relations and lead to the collapse of negotiat

83、ion.</p><p>　　In order to reach an agreement in a more peaceful and gentle way, persuasive induced language is another approach available. It will draw the opponents’ attention and drive them to think in the

84、 speaker’s way so as to lead them to accept the speaker’s point of view, and finally make the consequence the speaker wants. </p><p>　　To sum up, threatening induced language has the characteristics of being

85、 resolute, self-confident and ruthless, while persuasive induced language features being mild and gentle which shifts the opponents’ ground in a pleasant mood step by step.</p><p>　　2.1.5 Humorous Language&l

86、t;/p><p>　　Humorous language is the fruit of knowledge, wisdom and inspiration in linguistic performance; it is hilarious, vivid and full of infectivity. It can strike a strong chord with the listeners. People

87、who have a good sense of humor are usually very popular in daily life, so is it on the conference table. </p><p>　　Humorous language adopts a pleasant way to render spiritual euphoria to both negotiating par

88、ties, smoothening their relationship and eliminating worries and tensions. Sometimes, during a negotiation, both parties are in bitter dispute and stick to their own stand in harsh atmosphere, but a humorous remark may m

89、ake them look at each other and smile, then the tense atmosphere will instantly eases up.</p><p>　　As mentioned above, a proper use of humorous language in the negotiations does have special effect, thus the

90、 humorous language is often called the high art of negotiation. However, if it is used improperly, it would become unserious and may be counterproductive. Therefore, people should pay attention to the following two point

91、s when using humorous language. Firstly, people should consider about conditions in terms of locality, time, issue and persons involved. Secondly, people should stop where </p><p>　　2.2 Nonverbal Language Ar

92、ts</p><p>　　In the international business negotiation, negotiators need verbal language to “describe”, “argue”, “ask and answer” and “persuade”. Additionally, they also need some actions and expressions whic

93、h belong to nonverbal language. Without nonverbal language, negotiators can’t express their opinions clearly and truly just with the verbal language. In order to understand the opponents’ true intention, negotiators shou

94、ld not only make good use of the verbal language effectively, but also take advantage</p><p>　　The nonverbal language is a kind of nonverbal paralanguage which transmits information through actions and so on

95、. It is an objective reflection of a negotiator’s state of body and mind in the process of negotiation. During the negotiation, sometimes nonverbal language can express and transmit some meanings that verbal language can

96、’t. So, on occasion, nonverbal language can deliver meanings more clearly because of its rich connotation and changeable form.</p><p>　　Generally speaking, nonverbal language is separated into three kinds: p

97、osture language, face language and gesture language.</p><p>　　2.2.1 Posture Language</p><p>　　Posture language in business negotiation means the information that negotiators transmit through the

98、 static body. In this term, posture refers to overall physical form of an individual. The static posture can generally be classified as the following three forms: the form of standing straightly, the form of bending knee

99、 and the form of lying. During the negotiation, negotiators often take the second posture, because they usually carry out their negotiation on seats. But in some countries, such as</p><p>　　The way people ho

100、ld their bodies can also serve as an important part of body language. Posture can convey a wealth of information about how a person is feeling as well as hints about personality characteristics, such as whether a person

101、is confident, out-going, or submissive. Sitting up straight, for example, may indicate that a person is focused and paying attention to what’s going on. Sitting with the body hunched forward, on the contrary, implies tha