英语毕业论文商务谈判的技巧.doc

ContentsIntroduction21. The importance of language in the business negotiation21.1 The Summarization of the Business Negotiation21.2 Language is an Important Method to Exchange the Information31.3 Good Language Art Helps to Promote the Success of Negotiation32. The features of language in business negotiation32.1 Objectivity42.2 Directivity42.3 Logic52.4 Normative53. The skills of listening in business negotiation53.1 The effect of listening53.2 Barriers to listening63.3 Listening skills104. The skills of asking question in business negotiation104.1 Inquiry-based question style104.2 Euphemistic-based question style114.3 Clarified-based question style114.4 Open-ended question style114.5 Forced-choice question style115. Reply skills in business negotiation126. Using fuzzy language in business negotiation12Conclusion13Reference13The Art of Language in Business NegotiationIntroductionAs a very important process in commercial activity, business negotiation has caught many peoples attention. Business negotiation process is a focus on the economic interests of both sides. Also, it communicates and consults by language. In fact, during the business negotiation, the negotiators use the masterly language to consult with their business partners in order to achieve their business goals. Language is a bridge in the business negotiation and it plays a very important role in the business activities.1. The importance of language in the business negotiation1.1 The Summarization of the Business Negotiation Business negotiation means that for the sake of achieving the economic interest, all the economic communication parties participate in the consultation which involved in the various propose and promised topics. In order to comprehend the connotation of business negotiation, we should learn about it by the follow aspects.First of all, business negotiation is aimed to economic interests. In different kinds of negotiation, negotiators have plenty of goals. But the radical things they want to achieve is the economic interests. We should keep it in mind. But the goals of business negotiations can be divided into three types: theory perspective, economic benefit and behavioral pattern. It is purpose is not only the economic interest.Second, business negotiation is a reciprocal process. The reason why we need to negotiate is because we want to reach a consensus which can satisfy each part of the negotiator. So we should compromise sometimes so that we can attain the reciprocal target.Last but not least, business negotiation also needs to certain conditions. Only when the negotiations involve in the economic interests of the mutual relationship and there have some differences of conditions yet have business negotiation conditions we need to enter into negotiation.Business negotiation is a persuasive art with strong practice and application. Some studied conclusions can help us to improve our ability to negotiate in business. But we should practice the skills more often in order to know well about the discipline of communication.1.2 Language is an Important Method to Exchange the InformationWhen mankind created the language, their initial purpose is to communicate. Language is a sign system for human to exchange information. The generalized meaning of language includes all information carriers, such as gesture, expression, body movement and so on.If we want to express our emotion or feeling, we need to use language. Or we will confuse the others. Also, if we want to understand other peoples information, we need to learn about the language.In conclusion, language is very important when we exchange information.1.3 Good Language Art Helps to Promote the Success of NegotiationLanguage arts which cover almost all the fields of human beings activities are the most popular skills. Negotiation cannot get away from talking word, that is to say cannot get away from the words people used for communicating. If we can use the art of language efficiently, we can get twice the result with half the effort. For example, when we Chinese talking with the western companies negotiators the first time, we should not ask the privacy information because foreigners often consider this action as offensive behavior and makes them feel unhappy about the negotiators. Of course it will slow down the negotiation process.So it is very important for us to gain the skill of good language art.2. The features of language in business negotiation Business negotiation language is a special way, which is used in the business negotiations. It is different from the literature, art, opera, film languages, but also different from the daily life languages. Generally speaking, the language of business negotiation should have the following basic features: objectivity, directivity, logical and normative of the business negotiations.2.1 ObjectivityThe objectivity of language mainly shows that: describing the present situation of the enterprise must conform to the reality; describing the quality of the goods and function should according t o the basi s of reality; if we have a best condition wed better show the samples or demonstrate it on the spot. Our quotation should be reasonable and we not only try our best to meet our own needs, but also we cant ignore the other partys benefits. And we should considering the other partys requirements that make sure the terms of payment and adopt the terms of payment that both parties can accept. If the language has objectivity, the two sides treat each other honesty and promote their opinions closely. And it will lay a foundation of the success for the next negotiation.2.2 DirectivityThe directivity of the language is that the language should focus on the specific themes and has an exact target. Negotiation language should be directly against one specific opponent. The difference of contents and occasions of negotiation have different negotiators, and also we need to use the different negotiation language. Even if they have same contents of negotiation, we must use the different language because the negotiators have different education, the level of knowledge, the ability of acceptance and personal habit.We must know that the different requirements of same negotiation opponents and we need to use the correct language or highlight to describe the quality of goods and functions, or describing our enterprises operating situation and repeat describing that our prices are very reasonable. In a word, the negotiation language must be concise, exact and easy to understand.To be direct in one negotiation, if we want to make sure the terms of the negotiations that we must be careful to prepare the relevant information and we should take this into considerations at the same time: when we start to the negotiations we must know what kind of languages we should be used, and we should know how to select and target the negotiation language to make the negotiations smoothly.2.3 LogicThe logical language is that the negotiator s language should comply with the rule of logic, the ability of expressing idea must be clearly, the ability of judgment must be correct and the ability of reasoning must be carefully. The language should be fully reflected the objectivity, specificity and historical. If we want our opinions to be persuasive, we must have an ability of the logical thinking. In the negotiations, no matter we state the problem, or write memoranda, or give any suggestions, imagination or requirements that we should pay attention to the logical of language. This is the basis of grasping their opinions and further persuading the other party.2.4 NormativeThe normative of language is that the language should be expressed politely and clearly, strictly and exactly.Firstly, the negotiate language must insist on the principles of politeness and should be comply with the characters of business and the requirement of the professional ethics.Secondly, the language must be clear and easy to understand in the negotiations.Thirdly, the negotiation language must be pay attention to avoid voice weak and havent pause in speaking, or speaking too loudly and have a rich feeling and so on.Fourthly, the negotiation language should be correct and exact. Especially at the crucial moment of bargaining, we should pay more attention to our words and behaviors.3. The skills of listening in business negotiation3.1 The effect of listening Some people may ignore the effect of listening in business negotiation. Actually, the process of negotiation is not just a say, we need to listen carefully. Good at listening is an accomplishment. The most important benefit is that we can learn about our opponents true notion by listening. We all want to reach a win-win consequence; in this case, listening becomes more and more important.Good at listening can improve the relationship of each other. Good at listening is virtue. Good at listening during the negotiation can impress our opponents a better impression. Some clever negotiators establish friendship with their opponents by using listening in order to gain the trust.Good at listening can feel the psychological states. Words are the heart. One persons speaking can reflect his inner thought. Whats more, we should use our mouth, eyes, heart and ears when we are negotiating with our clients. The process of listening demands us to collect all the information the negotiators delivering. So we can know more about their intention.3.2 Barriers to listeningThe obstruction of environment is an element of listening barriers. When we are talking with our opponents, there might have all kinds of situations that can change our attention. It has bad effect on the talking. The obstruction will eliminate the information we want express or gain. Also, it will affect the mood of the negotiator and then slow down the negotiating schedule. On the other hand, sometimes the listeners themselves have barriers, too. Listener plays a very important role during listening. Some people express their idea so quickly that interrupt others talk. It may be regard as a rude behavior and we couldnt understand others opinion completely. Some people dislike listening to the idea inconformity to their thought. So they make the barriers during the negotiation.Some people are always assertive. This characteristic will build up a block in the way of getting access to the successful negotiation because it will stop the negotiation suddenly.3.3 Listening skillsFirst, we should choose a right occasion. Whether the situation is suitable can affect the psychological state of the negotiators and outside interference. We should avoid choosing the place with a lot of noise, such as construction site, crossroads and so on. We can choose a peaceful, comfortable and elegance place, such as coffee house and tea house. At the same time, we had better to turn off our mobile phone and turn down the television.Second, we should choose the right time. The public has its own peak period. The choice of the time can make different effects.Third, maintain a certain distance. Everyone has their comfortable distance. In order to make a relaxed atmosphere, we should pay attention to the distance when we are negotiating. 4. The skills of asking question in business negotiationIn the business negotiation, this is an important skill. The negotiators often use this skill to find out the true intentions of the other party and master their mind changing. The skill of asking question can cause the other partys attention and provide a define direction to the two parties, and help we collect the information and transmit our feelings.4.1 Inquiry-based question styleInquiry-based question means to find the intention of the negotiators by observing their reply with extended examples. For example, we can ask our opponents by this way, “You said works on schedule, what can prove it? ” this questioning approach can make further discovery of their need intention. Also, we can let him feel the great importance of his reply.4.2 Euphemistic-based question styleIf we cannot know well about our opponents intention, we can use euphemistic style questions in the appropriate situation. For example, “I agree with our words and we rightly said that. But there are some discrepancies with the fact.” And then we can express our idea by a more euphemistic approach. In fact, if we can use this mean efficiently, we will make plenty of advantages of communication. In addition, our opponents will take a feeling that we are polite and respected. In this case, the negotiation can reach an agreement and make it successfully.4.3 Clarified-based question styleThis style pf questioning means that after our opponents answered our question, we can ask the question again in order to give further more explain or make up for the initial reply. For example, “You said you can make a decision to accept or reject about our deal. Is it means that you can represent your company to continue to negotiate with us?” This process can ensure the efficiency of the negotiation and avoid misunderstanding.4.4 Open-ended question styleWhen we want to give an unlimited space to our opponents to answer our question, we use the open-ended question style. This kind of question style make our opponents cannot answer with the word “yes” or “no”. For example, “What do you think about our products?” The advantage is that it can make our opponents speak out freely. But on the other hand, there is no limit to the range of response; the opponents answer might be lengthy and it will waste our time. So we should be careful when we use this style.4.5 Forced-choice question styleThis style means that we can impose our opinion to our opponents in order to force them to answer our question in the limited range.For example, “Do you believe that your products have no problems of quality? Please answer my question directly. ” “Do you think your after-sales service very thoughtful?” and so on. These questions are limited within a very narrow range and our opponents could only answer “yes” or “no”, so it is very convenient for us to clear up and settle down the problem.5. Reply skills in business negotiationIn the negotiation process, answering the other partys question is very stressful. Because in the negotiations, no matter what the negotiators said, it also has a very important meaning; and it is considered as a commitment to the others and plays an important role in the negotiations. A negotiators level of negotiation will depends on the skills of reply. In the normal situations, when you answer the quest ion, you should according to the realist and direct to answer it. But if you are direct answer all questions that could not be a best answer in the negotiations. Therefore, to reply the questions also should be used a certainly skills.Firstly, before you answering question, you should give yourself enough time to thinking about the question; Secondly, when you answer the questions you should grasping t he purpose, motivation and the asker s real psychological response; Thirdly, you can t complete to answer the other party s questions; if you dont know the question, you cant to give an answer to them at once; Fourthly, some problems can through the irrelevant answers to take you in trouble, and then you can adopt asking question instead of answering question help yourself out of siege; Fifthly, you must be politely refuse to answer the unvalued question; Sixthly, you may find out an excuse to reply some questions. 6. Using fuzzy language in business negotiationThere are several reasons to use fuzzy language in business negotiation. Firstly, in order to handle conflict while avoiding an embarrassment. As is known to all，a deadlock usually refers to a situation where both parties are on their own interests and neither of them is prone to make any concession, finally resulting in an embarrassed atmosphere. Under such circumstances, fuzzy language may help gain a big achievement. Direct disposal is one of effective methods to handle conflicts and avoid an embarrassment. One should listen to the opponents suggestion at first, and attenuate it afterwards. When the original idea is repeated, language order should be changed.Secondly, to solve puzzles while avoiding an offense to the opponent. Difference business cultures and negotiating styles will