试论国际商务谈判中的语言交际技巧.doc

学 士 学 位 论 文A TENTATIVE STUDY ON SKILLS OF ORALCOMMUNICATION IN INTERNATIONAL BUSINESS NEGOTIATIONS试论国际商务谈判中的语言交际技巧 ContentsAbstract.1Key words.1Introduction.21 Evaluating standards of language in international business negotiations .32 Correct usage of vague language .32.1 Authorization limited.42.2 Avoidance of direct utterance52.3 The requirement of persuasion.62.4 The requirement of self-production.73 Correct usage of polite language.73.1Polite expression of favorable news.83.2 Polite expression of unfavorable news93.2.1Adoption of softened expression.93.2.2 Application of empathic technique.103.2.3 Giving partners a face.103.2.4Adoption of passive voice.113.3Polite expression of neutral news.113.3.1Changing commanding tone into requesting tone.123.3.2Using the past subjunctive form.124 Correct usage of decent language.124.1Adoption of professional expressions134.1.1Using expressions of legal language.134.1.2The correct comprehension and use of commercial terms.134.2Using accurate expressions.144.2.1Choosing only accurate facts, words and figures.144.2.2Avoidance of overstatement and understatement.154.3Appropriate expression of advantages.154.3.1Avoidance of using flowery language.164.3.2Minimizing exclamation.164.3.3Avoidance of using direct comparison174.3.4Weakening subjective coloring.17Conclusion.18References.19Acknowledgements .19A Tentative Study on Skills of Oral Communication in International Business NegotiationsAbstract: 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 languages functions given by Joanna Channell; 2) to study the features of polite language in international business negotiations in respect of languages 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IntroductionThe 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 negotiationsThe 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 negotiations1. Before we know “how to apply the language in international business negotiations”, we need to make clear the question, that is, what does the appropriate language in international business negotiations require, which can be considered as evaluating standards of language in this register. We finally find six requirements for the appropriate language in international business negotiations2.a) The negotiators language should get opponents attention ;b) The negotiators language should enthusenot confuse ;c) The negotiators language should fit the circumstances of the negotiation ;d) The negotiator should avoid words that tend to polarize the opponents thinking ;e) The language used should not be too formal or scholarly but should be sincere ;f) The negotiator should tailor his language to suit his opponents language.To observe the six requirements, we need to apply vague language, polite language and decent language skillfully, and sometimes to pay more attention to the organic combination of the three kinds of languages. More detailed description of the three kinds of languages will be given in the following sections. 2 Correct usage of vague language Vagueness and precision are the basic attributes of the human beings language. In the past, people have emphasized much more on the importance of precision in the application and research of language3. They were inclined to consider the clearness and precision of expression as the ideal realm pursued by the language users. However, the precision is not the only attribute that dominates the mankinds cognition and language while vague language is not dispensable either. On the contrary, vague language is a necessary and effective instrument of communication for mankind. In international business negotiations, the features of language intercourse are reflected much more on the precision, nevertheless the skillful use of vague language can help us achieve an unexpected positive effect .Vague expression can, undoubtedly, not only improve the negotiating climate, thereby helping the negotiation go on smoothly, but also sound the opponent out about the question, in an effort to know the others real intention. Besides, by using vague expression, the negotiator can seek and enlarge the common points, hoping for the ultimate agreement4. Joanna Channell had put forward the communicative effects arising from using vague expression5. They are summed up as follows:a) Giving the right amount of information ;b) Deliberately withholding information ;c) Using language persuasively ;d) Lexical gaps ;e) Lacking specific information ;f) Displacement ;g) Self-protection ;h) Power and politeness ;i) Informality and atmosphere ;j) Womens language ; When vague language is used in the register of international business negotiations, these effects will be reflected in the following aspects.2. 1 Authorization limitedIn the process of international business negotiations, we are usually asked about the questions that we are unable or unwilling to answer due to the limit of authority. Under the circumstances , it is better for us to use vague language which can help us get more time to consider, make the opponent concede and reserve our rights to modify the previous oral agreement6. For example: (1) A: Ive agreed to compromise and meet your 5,000 pieces. So weve got a deal, right? B: As far as Im concerned, we do. But first, of course, I have to check with my boss.(2) As for the problem of specification modification, Im afraid its difficult for me to give you my opinion right now. Because this is not a problem of my own institute only, but relates to other factories in connection with the product. However, if you can add another 5% of the total products to be sold in your own country, I shall try my best to meet your requirements by reporting to the department concerned and consulting with other relevant factories. (3) A: Im glad we have solved the problem of our shortage of foreign exchange. I believe such an arrangement will benefit both sides. B: Sure. But Ill have to discuss with the manager first. Ill give you a reply in a day or two. In example (1), we do not know whether B really has to check with his/her boss, but we do know that by invoking the strategy of authorization limited, he/she leaves himself/herself more time to consider the deal. As for example (2), we also dont know whether the so-called “other factories” really exist or the speaker will report to the department concerned and consult with other relevant factories. Maybe the limit of authority is just an excuse that the speaker takes advantage of to make the opponent concede, that is, adding another 5% of the total products to be sold in the opponents country. From the example (3), we can see that the two sides have reached an initial agreement, but not a final agreement. We dont know whether B will discuss with the manager, but by using vague expression in this case, B not only shows his/her agreeing attitude but also reserves his/her rights to modify the previous agreement.2. 2 Avoidance of direct utteranceIn our daily life, using blunt and direct language is likely to put us in the trouble of communicating with other people because it is more likely to cause conflicts. In the same way, in the international business negotiations the occurrence of deadlocks is also very easily caused by the use of blunt and direct language7. To avoid the occurrence of conflicts and to create a harmonious atmosphere, the negotiator should avoid using direct language but try to use vague language appropriately instead, which will seem to be more workable. For example:(4) I dont think the end-user would accept your price. We are not playing in the same ball park at this price. (5) If you insist on your payment terms, Im afraid I cant give you the thumbs up right now. (6) We appreciate your good intention and your efforts in pushing the sale of our down coats. But I must say your proposal has come as a surprise to us.In the above sentences, “not play in the same ball park”, “cant give you the thumbs up” and “come as a surprise to us” are all vague expressions. Compared with direct language, in these examples the use of vague expressions can help us avoid offending the counterparts and achieve the effect of keeping friendship even if the deals fail through.2. 3 The requirement of persuasionAmong the communicative effects of vague language summed up by Joanna Channell, one is using language persuasively8. In the process of international business negotiations, we are not always in the position of finding the accurate information or not willing to give mouth to the details to persuade the counterparts and thus vague language will play the main role in persuading the counterparts. For example:(7) I think the 10% commission we ask for is reasonable. You know there is keen competition in this line and some of your competitors have already established their market there. So at the beginning we have to do a lot of work to overcome sales resistance. (8) The world market for this item shows an upward trend. There is every indication of a further rise in price in the near future. The phrases in the above sentences such as “keen competition”, “some of your competitors”, “a lot of work”, “an upward trend”, “every indication of a further rise” and “in the near future” are all vague expressions. Although these vague expressions only give us some general information, they also have the power of persuasion. In example (7) The vague expressions are used to persuade the counterpart to agree “10% commission we ask for is reasonable” while the vague expressions in the example (8) are serving for persuading the counterpart to accept the present price. 2. 4 The requirement of self-productionAccording to the conclusion made by Joanna Channell, the self-production is one of the communicative effects of vague language. International business negotiations involve a complicated process. Sometimes we are unable to answer the questions posed by the counterpart not for the sake of limit of authority but by reason of inadequate capacity or inconveniently giving answers. In this case, the failure of answering the question is likely to put us in an embarrassing situation. By using vague expression, we can deal with such situation easily with the effect of saving face and protecting ourselves. For example:(9) A: How long does it usually take to send us your return sample?B: About two weeks. Well pass your sample on to the manufacturer as soon as we receive it. The manufacturer may usually need a week or so to complete the return sample. Then well send it to you for confirmation. Once weve got your confirmation, well inform the manufacturer and theyll start the production.From the answer of B, we can see that the expressions concerned with time such as “about two weeks”, “a week or so”, “once weve got your confirmation” are all general information. Although it is difficult for B to give some accurate time, he/she must give a satisfactory answer to A. Otherwise, if B had just tried to avoid answering the question at the very beginning the question had been put forward, his/her sincerity of cooperation would have been questioned by A and it is possible that B would have put himself/herself in a passive and embarrassing position. To avoid the occurrence of such situation, we can turn to vague language for help. By using vague language, B has not only answered As question, but also made a flexible promise by giving A some unfixed time.3 Correct usage of polite language The correct use of polite and considerate language will greatly promote the effect of negotiations and accelerate the realization of negotiating goals. A refined and courteous speech can make yourself set up an honest and enthusiastic image with good artistic appreciation and professional ethics in the eyes of your counterpart who will be glad to cooperate with you and serve you wholeheartedly9. So it is very important to use polite language appropriately in international business negotiations. How can we use polite language appropriately and skillfully? To this question, we will give answers with special reference to the languages expressive function.People are always showing up their positions, views, feelings, etc. unconsciously when they use language, which is what we have called “the languages expressive function”. The information expressed by us can, according to different attributes, be divided into three types: favorable news, unfavorable news and neutral news. So the question “how to use polite language appropriately and skillfully” will be changed into “how to use polite language appropriately to express favorable news, unfavorable news and neutral news” in detail. To answer this question, analyses will be given in the following paragraphs.3. 1 Polite expression of favorable newsThe favorable news is the information that makes other people delighted or benefits them indirectly and it includes the news of pleasure, gratitude, promise, etc. For example:(10)Were only too pleased to help you in any way we can. (11)Thank you for your cooperation. Im glad our talk has finally come to a successful conclusion. (12)Congratulations! I hope this will be the prelude to better cooperation. (13)We do appreciate your efficiency and foresight. (14)We certainly know that youre well-experienced in the business of household electric appliance and you indeed have made great effort to push the