湖南农大课程论文格式.doc

湖南农业大学课程论文学 院：教育学院 班 级：11级英语教育班姓 名：张涵 学 号：201140927130课程论文题目：Pragmatic Strategies on the Business Negotiation课程名称：商务英语谈判评阅成绩：评阅意见：成绩评定教师签名：日期： 年 月 日ContentsIntroduction11 Applications of pragmatic strategies in business English negotiation.11.1 Polite21.2 Implicit and euphemism.31.3 Pragmatic strategies fuzzy .31.4 Pragmatic strategies humor52 Cultural differences6Conclusion.7Bibliography.7Pragmatic Strategies on the Business Negotiation 学 生：张涵 (教育学院11级英语教育班，学号201140927130) IntroductionNegotiations are process about concerned with each other to discuss issues of common concern, exchange of views and agreement on some ways to reach an argument. Negotiations can help enterprises to increase revenue, reduce costs and increase profits. A good foreign business negotiator not only firmly in the hands knowledge of business English and legal knowledge, but also know negotiation skills, proficient in the use of pragmatic strategies to achieve their own desired goals.From a practical point of view, negotiation is not a general conversation between people, but there are well prepared to, principles that set a clear goal and determined to win, which with strong and strategic skill. Although the emphasis is on rational negotiations, interests, skills and strategies, but that does not mean that it is absolutely excluded peoples thoughts, feelings from the role. In any negotiations, etiquette has always been highly regarded in fact. The fundamental reason is that, in the negotiations courteous, not only with their own education and quality, but also on the negotiating partners thoughts, feelings, a certain extent.1 Applications of Pragmatic Strategies in Business English NegotiationNegotiation strategy reflected in the words to express the relevance and flexibility. Similarly, pragmatic strategy used in business negotiations should be controlled others, time and vary due to different places. Be adaptable, make the best use, regulating expression in a timely manner, methods and techniques, pragmatic strategy for the negotiations to practical service.1.1 PoliteIn the negotiations, one of the most important pragmatic strategies is politeness. In order to smoothly negotiate, and create a harmonious and pleasant atmosphere relaxed, allowing the other to retreat a step and agreed to our request, as to our discount prices, using upheld against acceptance of our terms of payment, In part in accordance with claim negotiation proposal to us to be our compensation, pay attention to Politeness is necessary.Politeness is like a mirror, in the communicative activities, people want to maintain the image and personality, and would like your comments; ideas or actions are acknowledged and appreciated. Politeness in the maintenance of harmonious interpersonal relationships plays a positive role. In the opinion of He Zhaoxiong, Strategy (also called tact maxim) is a kind of simply basic politeness, courteous use of language is appropriate to use language as a factor. Appropriate language is restricted by social factors; the language politeness is also affected by social factors. Politeness depends on the object emphasized words, pay attention to words and deeds of the time and place, pay attention to words and actions should also pay attention to verbal expression and effect, to be just right. Too casually offensive words will be, too polite and the people feel hypocritical. In business negotiations, polite good grasp of the pragmatic strategy, negotiations can get a multiplier effect. For example, we use “How about our plan for today?” to remind others, and we use “Do you think its a good idea to.” to advise somebody, and what more we also use “Do you really think this is the case?” to euphemistically say that we dont really agree with someone. Of course, we can also use appropriate language upon different negotiating environment and issues. We can use “May I introduce Mr. Li, Sales Manager of China National Machinery Equipment import & Export Corporation.” to introduce somebody. Person who has been involved in the negotiations both can express himself but also can reflect the manners and demeanor negotiators if he has Right to the use of standardized idiom. Here we have an example. “We have had talks and both have fully expressed our opinions.” From the sentence we know the two sides have some reservations and unfortunately failed to reach certain issues dear results. Negotiation activities involving the use of courtesy words between the candidates, acknowledgements, apology language, invitations language, gift language, but also how to negotiate terms for negotiation, bargaining terms of language, compromise and so on.1.2 Implicit and EuphemismAlthough some business negotiations words correctly, but so difficult to accept each other, words cannot obtain good results. For example, “I agree with most of what you said” what it wants to catch is “There are something in what you said that I cannot agree with.”And another example “You should have put forward this move much earlier” says that “You should not change the program so late.” Many in the business environment of the negotiations may use this strategy. In case there should not be confidential or hidden due respect, the case of certain people with ulterior motives such unfriendly words and actions or activities not directly that occasion, we can indirectly imply the expression of tactful strategies. So this can keep the two sides face, avoid confrontation, create a friendly atmosphere.1.3 Pragmatic Strategies fuzzyVague Language in Business Negotiations with the strategy to make use of the language has great flexibility; the output fuzzy information, to avoid over-determined, so that negotiators control them, to avoid deadlock fall into the negotiations, leaving the necessary room for maneuver. Pragmatic ambiguity strategy with less cost can pass enough information, and make things complicated to judge and deal with high efficiency. For example, “Our business policy is very clear, and our enterprise credit is also known to all.” Negotiators in the circumstances do not give a direct answer to the question, to avoid the adverse situation, get rid of this issue and other entangled. Moreover, fuzzy rendering pragmatic strategies can also play a role, from the psychological victory over the others. For example:“Im sure youll find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices havent changed much.”“Our prices compare most favorably with quotations you can get from other manufacturers. Youll see that from our price sheet. The prices are subject to our confirmation, naturally.”“We offer you our best prices, at which we have done a lot business with other customers.”“This is the pricelist, but it serves as a guide line only. Is there anything you are particularly interested in?”In business negotiations, we can choose a lot of fuzzy words like if ,perhaps, probably, maybe, seem, as if, as far as I can tell, Im afraid, It is said that, sort of, to some extent, as far as I can tell and so on. These hedges in the context of the negotiations can help negotiators deal with the predicament, the negotiations proceed smoothly. If the speaker to comply with the principles of courtesy, the use of hedges pragmatic functions, both clearly expressed conversational implicature but also to avoid arbitrary; sometimes able to express rejection of conversational implicature, and does not cause excessive harm to the other party refuses Feelings, and ultimately achieving an indirect expression of their intentions, the words seem more appropriate expression and much more appropriate.We have the following ambiguous examples used in business negotiations:Cases 1:As a rule, we dont allow any commission. In this case, the buyers request to a commission but the sellers said there is no commission In general. And whats more, there will be commission if the order situation is in large amounts. The seller says something like that is very flexible.Cases 2:I dont think itll be long before you have our reply. In this case, it doesnt give a clear response time but using “it wont be long”. Perhaps the speaker cannot determine when can give the answer.What does “it wont be long” mean? Maybe it is several hours. It can be several days! Of course the speaker can also say “Ill let you have our reply as soon as possible.” How fast “as soon as possible” will be? It is fuzzy.1.4 Pragmatic Strategies HumorDuring the business negotiation in fact, the humor can become a serious tension easily acceptable, so that atmosphere of the talks suddenly active again. Even in the cut and thrust of debate and fierce competition bargaining, humorous language can also be extremely beneficial to refute error, between right and wrong, to persuade each other. Humor is to create a good climate for negotiations to pass the feelings of the negotiators have been enjoying the psychological, to improve the efficiency of negotiations, the activities of complex negotiations in a pleasant atmosphere smoothly. Actually, humor reflects the elegance of the negotiators, has a high cultural accomplishments and strong ability to master the language.In the negotiations, in some awkward or unpleasant situation when, for example accidentally knocked over the cup, or the atmosphere will be at daggers drawn negotiations cannot continue to watch when you can use humor strategies to harmonious atmosphere. Here is an example:THE BUYER: The price of your ink is top!THE SELLER: Yes, our ink is top!Humorously, we respond to the customers that complaining about the ink is too expensive.Here is another example:The customers give a request like “Would you sell at a discount of 25%” to ask for a cut. We can also violate the principle of the amount and agree to the request, but with the words: “Yes, but you can get only 75% amount of your former order.”Another example during the claim negotiation, buyer claims the question of soybean deterioration. The buyer can use humor strategy exaggeration to say: “You know we were to buy beans not stones.” 2 Cultural DifferencesIn international business negotiations, culture is a noteworthy factor. Different national cultures, different customs, there are many differences in values. Chinese people are as a virtue of humility, but the western people think that sometimes this MODEST is a sham or a lie. Chinese people like to use in the negotiations in a rather indirect way, but British and American people to show straightforward style. Chinese people are often out of courtesy rather than say NO to reject, and whats more their is is very likely that they just listen to it, but the British and American people would think yes to that acceptance and approval.Chinese negotiators in the talks with the American people should learn the culture and values to understand their style of doing things before the negotiation. Further during the negotiations, we should be like the British and American people, straight to the point and straightforward to say “NO” when we mean no. Of course, when we have praise we do smile and pleased to accept a compliment and say “Thank you very much!”Harmonious atmosphere for negotiations, the negotiations are likely to be presented to the other party before the negotiating small gift. When Chinese people receive a gift, to be polite with not opening the gift in front of others but the British and American people do not like this. They will open the surprise directly and show “Wow, thanks! I like it so much!” So, wed better do what the others with the politeness norms of British and American people.Chinese negotiators also should notice that other British and Ameri