On the Skills of Commercial English Negotiation論商務(wù)英語談判技巧

1、on the skills of commercial english negotiation論商務(wù)英語談判技巧摘 要：商務(wù)英語談判中有許許多多談判技巧，此論文主要目的在于突出商務(wù)談判技巧中的語言技巧。在正文中，首先分析了談判的必要程序，然后進(jìn)行談判語言技巧的研究。在談判的語言技巧中有很多重要的技巧。為了在談判中獲勝，有四個技巧不容忽視交流的技巧，恭維的技巧,間接表達(dá)的技巧和說服的技巧。通過很好的掌握并有效地運(yùn)用這些技巧，可以達(dá)到令人滿意的結(jié)果并和對手建立起和諧的友誼，得到長遠(yuǎn)合作的機(jī)會。商務(wù)談判是一個充滿沖突和競爭的過程,如果雙方都想個別利益最大化，那么沖突就會隨時由此發(fā)生，如果他們堅持己見

2、，將導(dǎo)致談判沒有結(jié)果且有害無益。此時，談判者就會想辦法借助很多談判技巧，所以目的性的語言技巧得以運(yùn)用，作為一位語言運(yùn)用者兼談判者必須有意識無意識地使自己的語言隨時適應(yīng)不斷變化的形勢。在成功談判者的談判過程中，你可以了解到他們不只把語言當(dāng)作暢談的工具，而是把語言當(dāng)作一種非常有效的技巧。他們那恰如其分的表達(dá)以及熟練的語言技巧能有效地增強(qiáng)談判者間的相互信任和相互理解，這樣就增加談判成功的機(jī)會，以便最終能達(dá)成一個令人欣喜，雙贏的結(jié)果。關(guān)鍵詞：商務(wù)談判； 語言； 溝通；語言技巧on the skills of commercial english negotiationabstract ：there a

3、re hundreds of negotiation skills in the commercial english negotiation; this paper mainly attempts to highlight the language skills. in the context, i firstly analyze the necessary processes about commercial english negotiation, and then come into the study of the language skills; there are many im

4、portant aspects of language skills in commercial english negotiation. to make commercial english negotiation successful, these four aspects skills of communication, skills of compliments, skills of applying indirectness and skills of persuasive can never be ignored. good commanding and effect using

5、of the language skills can help you to achieve a satisfactory result, establish harmonious relationships and gain further cooperation with the counterpart.commercial english negotiation is a process full of conflicts and arguments. conflicts would appear consequently when two parties try to maximize

6、 their individual interests. if they persist in their own opinions, the negotiation will become unproductive, detrimental to the arrival of agreements. understandably, negotiators would employ various techniques at this time. then the purposeful use of language comes in. as a language user as well a

7、s a negotiator, you must consciously or unconsciously adapt your language to meet the need of perpetual changing situation. in negotiating, you can see a successful negotiator not only takes language as a communicative tool, but also as a very useful skill. their proper and skillful use of language

8、skills can effectively enhance the mutual trust and understanding among negotiators, so as to increase the odds for negotiation success, and reach a happy result which will benefit and satisfy both sides. key words: commercial negotiation; language; communication; language skillscontents摘要. .i關(guān)鍵字. .

9、iabstract .iikey words.iiintroduction. .11. negotiation.11.1 stages of negotiation.21.1.1 pre-negotiation.21.1.2 face-to-face negotiation.31.1.3 post-negotiation.41.2 seven steps of negotiation.41.3 types of negotiation.52. language in negotiation.62.1the power of language .62.2 the power of body la

10、nguage.72.3 languages role in creating meaning.92.4 communication .102.4.1 the importance of communication.113. language approach in negotiation .123.1 listening and questioning skill.123.1.1 listening.123.1.2 questioning .133.2 skills of compliments .143.2.1 choices of commendatory words.153.2.2com

11、parison of compliments between chinese and english.153.3 skills of applying indirectness.163.3.1 reasons to apply indirectness.163.3.2 choices of proper words.163.3.3 ways of expressing .173.4 persuasive skill in negotiation .174. how to reach agreement .20conclusion .21 acknowledgement.23references

12、. .24on the skills of commercial english negotiation introduction commercial english negotiations in china have been carried out far more frequently with the development of economy. in an increasingly competitive and dynamic business environment, negotiation is critically important to the success an

13、d, ultimately to the survival of companies. so nowadays the ability to negotiate is one of the most valuable skills you can bring to any job. negotiation is about both sides reaching a good outcome, or at least one they feel they can live with and have contributed to and it will almost certainly inv

14、olve compromise on both sides. under such circumstances, the business traders need to master and constantly improve their negotiating capabilities and skills to achieve a better result through negotiation.to some extent, commercial negotiation can be considered as a battle fought against negotiators

15、. in commercial english negotiations, negotiators must obey the trade rules, negotiate process and meanwhile maintain their own benefits. however in negotiating, both parties involved will endeavor to win the most benefits while maintaining cooperation with each other. therefore it is necessary to a

16、dopt the appropriate language skills .among them，compliments and persuasion are the most commonly used skills that contribute to a successful commercial negotiation.negotiation is basically the verbal communication, and sometimes it is a play of language. negotiators need to know better about the la

17、nguage skills, such as compliments, persuasive skills, and how to express indirectly to avoid conflicts, so as to make the negotiation succeed.ideally, commercial negotiations should be founded on mutual trust and respect. they should be conducted within a problem-solving atmosphere, with sufficient

18、 time to tackle all issues. 1. negotiationnegotiation is a basic human activity. it is a basic means of getting what you want from others, it is a process we undertake in everyday activities to manage our relationship, and a process through which parties move from their initially divergent position

19、to a point where agreement may be reached. but a modern definition of negotiation is a process by which two parties attempt to reach an accord that specifies how they will act toward the other (putnam, 1992)since the purpose of negotiation is to resolve the difficulties that stand in the way of an a

20、greement. it is a backand forth communication designed to reach an agreement when you and the other side have some interests that are shared and other interests that are opposed.we know the essence of negotiation is that it is not about winning or losing, it is about striking a deal which is satisfa

21、ctory to both sides. of course, your efforts should be directed towards ensuring that it is more satisfactory to your side than to the other. in order to achieve the goal we have decided before, we need to pay more necessary attention to the related process. 1.1 stages of negotiationthe process of n

22、egotiation can be divided into three aspects: pre-negotiation, face-to-face negotiation, and post-negotiation. (pervez ghauri, jean-claude usuniser, 1996: 7) a stage of the process refers to a specific part of the process and includes all actions and communications by any party pertaining to negotia

23、tions made during that part. in the pre-negotiation stage, parties attempt to understand each others needs and demands, which are done through information gathering and informal meetings. the face-to-face negotiation is sometimes called negotiating stage, as it is the main stage in negotiation. the

24、post-negotiation stage refers to the stage when parties have agreement upon most of the major issues as well as some less significant terms.1.1.1 pre-negotiationthe pre-negotiation stage begins from the first contact between the two sides whose interest in doing business with each other is shown. it

25、 is from this stage on that both sides begin to understand one anothers needs and evaluate the benefits of entering into the process of negotiation. both sides now gather as much information as possible on each other, like the operating environment, involvement of other third parties, influencers, c

26、ompetitors and the infrastructure. the main issue here is to define the problem to be jointly solved, for it will both reflect each others expectations and is necessary to get commitment from each other, which will then help to achieve a problem-solving situation.informal meetings start as the two s

27、ides examine each others position. whether both sides continue to the next stage of the negotiation process depends to quite some extent on how they feel about cooperation, conflict, and expected benefits and so on.in order to be better prepared before the negotiation, both sides shall have to take

28、into account the following two items, namely, environmental factors and gathering of information.1) here the environmental factors include politics, religious belief, legal system, business practices, social customs, financial state, infrastructure and climate, which will in a direct or indirect way

29、 influence the negotiation.2) and the gathering of information may in some way determine the success or failure of the negotiation. generally, the information to be gathered includes that of markets, science and technology, policy and regulations, finance and of the opponent.1.1.2 face-to-face negot

30、iationnow at this stage, both sides know that they can work together for a solution to a joint problem in spite of that the fact that each side may view the situation in its own way. this shows the importance of having face-to-face negotiation in an open-minded way and getting ready several alternat

31、ives. it is time for both sides to explore the differences in preferences and expectations so as to come closer to each other.the negotiation process is often controlled by the side that has arranged the agenda, for in the process, he can emphasize his own strengths and the others weaknesses, thus p

32、utting the other side on the defensive. in spite of that, the agenda may reveal the preparing sides position in advance and hence permit the other side to prepare its countermeasures. some negotiators prefer to start negotiations by discussing and agreeing on broad principles. another way to ensure

33、success at this stage is to negotiate the contract step by step that is, discussing both conflicting issues and those of common interest. what is worth noticing is an initial discussion on items of common interest. what is worth noticing is an atmosphere of cooperation between both sides. as for the

34、 choice of skill, it depends on the customer or supplier with whom one is negotiating. however, is helpful to anticipate the other sides skill as soon as possible and choose a kind of skills to match or complement it. it is often suggested that the negotiator should not agree to a settlement at once

35、, even if there is considerable overlap of his position with that of the other side. studies have revealed that negotiators who directly submit a “final offer” can be at a disadvantage. it is important to give and take signals of readiness to move from the initial stage without making concessions. h

36、owever, this is very difficult for negotiators meeting for the first time. it is quite common that the side perceiving greater relative power make fewer concessions and that the weaker side yields more, often to create a better atmosphere. so it is of great significance to maintain great flexibility

37、 on both sides at this stage.1.1.3 post-negotiationat this stage, all the terms have been agreed on with the contract being drawn up to be signed. however, writing the contract and the wording in it is a negotiation process in itself, for meaning and values may differ between both sides. this stage

38、may lead to a renewed face-to face negotiation if there is negative feedback from background factors and atmosphere. so the terms agreed on should be read to each other after concessions are made, and discussions are held by means of minutes of meetings, or something of the implementation of the con

39、tract unless both sides make sure that they have paid enough attention to every detail. it is best to confirm that both sides understand everything they have agreed on before they leave the negotiating table.1.2 seven steps of negotiationviewing the stages of negotiation, we should take the seven st

40、eps of negotiation into account; it is also very important in commercial english negotiation.1. set out to reach a win-win situation. both sides should leave the negotiation feeling theyve come away with something and that theyre satisfied.2. start positively and appreciatively. always begin by sayi

41、ng something positive and appreciative to the person youre negotiating with. for instance, “ive noticed how hard youve been working,”or “you really did a good job on that report.” it will increase the good will on both sides.3. dont get drawn into a fight. if the other person is angry or hostile, th

42、en refuse to get drawn into it or to fight. keep smiling and being pleasant and sooner or later theyll calm down.4. get clear about your bottom line. decide, in advance, what really matters to you and what doesnt. in other words, where youll compromise and where you wont. then stick to it.5. give yo

43、urself room to maneuver. make sure you have something to offer the other person, as well as something you want.6. listen, and keep listening. its vital to really understand what the other person is saying and their point of view. to listen shows respect and good intentions, and will make the other p

44、erson feel valued.7. keep your options open. if you dont get what you want then resist the impulse to insult the other person or storm out. end the negotiation politely, and with a smile. that way you can always try again later.1.3 types of negotiationthere are three main types of negotiation: win l

45、ose, lose-lose and win-win negotiation. (ma yongtang and yanping zhou, 2006:21)a win-lose negotiation means a competitive approach to the negotiation/purchasing process. an example is when a buyer wants the lowest possible price even when a seller will lose money and conversely a seller wants to dri

46、ve the price up because he is looking to maximize his profit. competitive, driven people believe that knowledge is the power- which in fact it is -and they try to get as much information about you as possible whilst not revealing a lot about them. ultimately, one side achieves its objectives. to the

47、 superior party the outcome is “we win, they lose”, to the weaker party it is “we lose, they win”. a lose-lose negotiation, simply speaking; there is no common ground between the negotiating parties. it is impossible to reach agreement, say nothing of developing relationship with each other. in this

48、 kind of situation, both sides fail to achieve their objectives through negotiation. lose-lose negotiation is also known as “l(fā)eaving money on the table”. it occurs when negotiators fail to recognize and exploit win-win potential.a win-win negotiation, in contrast with lose-lose; win-win negotiation

49、is characterized by both parties actively seeking out joint opportunities for mutual gain. and there is a common ground between them, finally both sides achieve their objectives and are satisfied with the results. so the best possible and desirable situation is when the other side is eager to achiev

50、e a mutually satisfactory outcomewin-win. in this case, in order to gain some of his /her goals but also to let you achieve some of yours. there are always some issues in terms of price, quantity, delivery dates or guarantee but there is also a way to match and decide. of course, both parties must b

51、e willing to do this. if this spirit of mutual satisfaction is not in evidence, it will turn the negotiation into a win-lose or lose-lose competition. if you negotiate with a spirit of cooperation, you may even have a chance to create a value-added solution that will benefit both parties more than w

52、as considered before the negotiation began.2. language in negotiationlanguage is a great source of negotiating power. it is important for negotiators to recognize the power of a language and to understand its potentialities as a negotiating instrument. when different opinions and direct criticism re

53、adily come out in negotiating, then producing the right speech at the right time will empower the negotiator, otherwise, while producing the wrong speech at wrong time will undermine the negotiators power. with this knowledge they can radically improve the effectiveness of their negotiating skills.

54、2.1 the power of language in nearly every negotiation, whether large, small, important, or trivial, it is your words that will ultimately be the factor that determines whether or not you accomplish your negotiating objectives. accordingly, language is what you should spend the greatest portion of your time perfecting so that your effective use of it becomes as habitual as walking, sitting or eating. below is a story to illustrate how the negotiator speaks is as important as what he said. there is a story about two students who loved to chew gum in study hall where gum