商务英语谈判语用策略研究

IChapterOneIntroductionLanguageisthetoolforhumancommunication.Differenttypesoflanguageexpressionsareneededindifferentsituations.Therefore,incommunication,weshouldmakefulluseoflanguagetoolstocommunicateinsteadofignoringit,otherwiseitwillcausepoorcommunication.Negotiationisaface-to-facecommunication,whichdeterminesthatbothsidesshouldnotonlylearnhowtosaywhattheywanttosay,howandwhy,butalsohowtouselanguagetoolstoexpressthemselves.Successfulbusinessnegotiationsareconducivetocooperationbetweenthetwosidestopromotethedevelopment,buttherearestillmanybusinessnegotiationsthathavefailed.Therearetworeasonsforthis:first,itisduetothelackofculturalunderstandingofthenegotiatingparties,whichiseasytocausemisunderstanding,causeconflictandlosetheopportunitytocooperate;second,thenegotiationbreaksdownduetothenegotiators’neglectofthecorrectuseofpragmaticstrategiesandprinciplesinthecommunicationprocess.Businessnegotiationisanactivityinwhichbothpartiesparticipateandbothbenefit;pragmaticstrategyisamethodthatcanfullysatisfypeople’spsychologicalneedsandcommunicationrequirementsandenablebothpartiestoachievewin-winresultsincooperation;pragmaticstrategyisanindispensableandimportantlinkinbusinessnegotiation;businessnegotiationshouldfullyconsidertheinterconnectionbetweenthestrategiesusedandthelanguageandmeansofcommunication;appropriatelanguagetoolsshouldbeselectedaccordingtothecharacteristicsofbusinessactivities;pragmaticstrategiesshouldbeflexiblyusedindifferentsituationstoachievethebestresults.Inbusinessnegotiations,negotiatorswillgraduallyfindoutthemostsuitablepragmaticstrategiesforbothsides.Inordertoimprovetheprobabilityofnegotiationsuccess,theywillstrengthenthelearningofpragmaticstrategiesandincreasetheprobabilityofnegotiationsuccess.Thelanguageinbusinessnegotiationsisthemediumforinformationexchangebetweenthetwosidesintherealworld.Itisanimportanttoolforthetwosidestoreachaconsensusandanimportantprerequisiteforbusinessnegotiationsbetweenthetwosides.Withtherapiddevelopmentoftheeconomy,theimportantformofbusinessnegotiationhasgraduallyattractedwidespreadattention.Combinedwiththecasesofbusinessnegotiation,thispaperappliesthepragmaticstrategytoit,enhancesthepracticalityofthetheoryinthebusinessfield,andmakestheresearchonthepragmaticstrategyofbusinessnegotiationmoreprofessionalandcomprehensive.Businessnegotiationisanactivitycarriedoutbythebuyerandthesellertofacilitatethetransaction,oramethodandmeanstoresolvedisputesbetweenthebuyerandthesellerandobtaintheirrespectiveeconomicinterests.Businessnegotiationsariseanddevelopundertheconditionsofcommodityeconomy,andithasbecomeanindispensablepartofmodernsocialandeconomiclife.Itcanbesaidthateconomicactivitiescannotbecarriedoutwithoutbusinessnegotiations,frombargaininginlifetocooperationbetweenenterprisesandlegalpersons,andeconomicandtechnologicalexchangesbetweencountries,whichareinseparablefrombusinessnegotiations.Pragmaticstrategies,whichbelongtothecategoryofpragmaticcompetenceresearch,arethewaysinwhichlanguageusersusespecificverbalmeaninggeneratedbythechoiceoflanguagestructureinacertaincontexttoachievecommunicativegoals.Inthefieldofpragmatics,theresearchobjectofpragmaticstrategiesishowlanguageusersachievecommunicativegoalsbyswitchingbetweenimpliedmeaningorindirectlanguage,impliedmeaningandexplicitreference,ordirectlanguageandindirectlanguage.Onthepremiseofadheringtothecooperativeprinciple,adherencetocomplianceisthecoreguidingideologyofpragmaticstrategiesimplementedbylanguageusers.ChapterTwoTheFunctionsofPragmaticStrategiesinBusinessEnglishNegotiationAsanindispensablepartofinternationalbusinessactivities,businessnegotiationisrelatedtothesmoothprogressofbusinesscooperation.Itsessenceistoexchangetheconditionsandrequirementsofbothsidesandultimatelyachievecommongoalsandmaximuminterests.Whenbusinesspersonnelconductinternationalbusinessexchanges,asolidEnglishlanguagefoundationandcomprehensivebusinessknowledgearenecessaryconditionsforpromotingbusinesscooperation.Theproblemsdealtwithinbusinessnegotiationsarerelativelycomplexandwide-ranging.Inaddition,businessnegotiatorshavedifferentculturalbackgroundsandeducationalbackgrounds,soitisinevitablethattherewillbesomeresistanceanddifficultiesinthecommunicationprocess.Therefore,theverbalexpressionsofnegotiatorsshouldbeanalyzedonacase-by-casebasis,andshouldbeadaptedtodifferentcircumstancesandappropriatepragmaticstrategiesshouldbeselectedwithcharacteristicsandpertinent.Inthenegotiationprocess,thecoordinationoftheinterpersonalrelationsbetweenthetwosidesofthenegotiationneedstobecleverlyexpressedinwordstomakelubricants.Appropriatepragmaticstrategiescanmaintainthenegotiationstatusbetter,sothatthetwosidescanaccuratelyexpresstheirrespectiveviewsandpositions,whichisconducivetothefinalconsensusbetweenthetwosides.Masteringthecross-culturalapplicationinbusinessnegotiationscanhelpbothpartiesinthedialoguemasterthetrueintentionofthenegotiationdiscourse,whichiscrucialtoeverynegotiatorandeventhebasisforsuccess.BusinessEnglishitselfhasthecharacteristicsofobjectivity,pertinence,logicanddebate.Inviewofsuchlanguagecharacteristics,thespeechexpressionoftheirpersonnelshouldbeflexibleaccordingtothespecificsituation,adapttothelocalconditions,andadoptdifferentpragmaticstrategiesfordifferentsituationsandobjects.Therefore,theeffectiveuseofstrategiesinthenegotiationprocessofbusinessEnglishplaysanimportantroleintheultimatesuccessofinternationalnegotiations.2.1DealingwithInterpersonalRelationshipBetweenNegotiatorsTherelationshipbetweenthetwopartiesinthenegotiationisafactorthatcannotbeignoredinthenegotiation.Agoodnegotiationrelationshiphelpsthetwopartiestoreachanagreement,andagoodinterpersonalrelationshiphelpsthenegotiationtoproceedsmoothly.InbusinessEnglishnegotiations,communicationbetweenpeopleisoftendonethroughlanguage,solanguageskillsarealsoveryimportantinnegotiations.Theuseoflanguageskillswillaffecttheeffectofcommunicationbetweenpeople,andpragmaticstrategyisalsooneofthewaystosolvethisproblem.Thepragmaticstrategycanenablethenegotiatingpartiestocommunicateeffectively,andalsopromotebettercooperationbetweenthenegotiatingparties.InbusinessEnglishnegotiations,pragmaticstrategywillnotonlyaffecttheinterpersonalrelationshipbetweenthetwoparties,butalsohaveacertainimpactontherelationshipbetweenthetwoparties.Therefore,itisveryimportantandmeaningfultousepragmaticstrategyinbusinessEnglishnegotiations.2.2CreatingaFavorableNegotiationAtmosphereGoodnegotiationatmospherecanmakebothsidesinapositivestateofcommunication,thusimprovingtheefficiencyofnegotiations.Pragmaticstrategieshelptocreateafriendly,relaxedandhumorousatmospherethroughverbalandnonverbalstrategies,enablingbothsidestospeakfreelyandrealizemutualunderstandingandtrust.2.3ResolvingContradictionsandEasingtheAtmosphereIntheprocessofcommunicationbetweenthenegotiatingparties,duetodifferentculturalbackgroundsandcommunicationmethods,theviewsandopinionsofthetwosideswillbedifferent,especiallywhensomeviewsandpositionsaredifferentorevenantagonistic,itiseasytocausedifferences.Therefore,intheprocessofnegotiation,itisnecessarytoeasecontradictionsandconflictsandeasethenegotiationatmospherethroughtheappropriateuseoflanguage,soastopromotecommunicationbetweenthetwosides.Intheprocessofbusinessnegotiations,inadditiontousingeuphemismstoavoidmisunderstandingswhendirectlyexpressingopinions,humor,rhetoricalquestionsandotherstrategiescanalsobeusedtoeasetheatmosphere.Thiswillhelpeliminatetheantagonismbetweenthetwosidesandlaythefoundationforfuturecooperation.ChapterThreeDifferentPragmaticStrategiesUsedinBusinessNegotiationsBusinessnegotiationisanimportantpartofeconomiclife,anditsdevelopmentandevolutionhavegonethroughalongandtortuousprocess.Thebasicfunctionsofbusinessnegotiationincludenegotiation,persuasion,mediationandmediation,inwhichnegotiationisthecorelink,thatis,inbusinessnegotiation,thetwosidesshouldcarryoutmutualconsultationandcommunicationtoachieveagreementandeliminatedifferences.Inmodernbusinessactivities,peoplepaymoreandmoreattentiontotheroleofnegotiation.Ininternationalexchanges,itisdifficulttogetalongwith“nothingwillcome”and“justtalkanddon’tpractice”.Therefore,businessnegotiationsmustwinthetrustandrespectoftheotherpartywithagoodstyleandimage,soastocreateafavorablepositionandconditionsforthemselves;onlycommunicationonthebasisofequalitycanweenhancemutualunderstandingandachievemutualtrustandunderstanding;onlywhenthetwosideshavethecommonwillcantheyachieveconsensus.IntheprocessofbusinessEnglishnegotiation,theuseofcertainpragmaticstrategiescannotonlyenhancethelanguageexpressionabilityofnegotiators,butmoreimportantly,itcaneffectivelyconveynegotiationinformationandenhancetheinteractionandtrustbetweenthetwoparties,soastoeffectivelypromotenegotiations.Ofcourse,pragmaticstrategiesarenotonlylimitedtobusinessEnglishnegotiations,butalsohavesomeapplicationsinotherfields.Today,withtherapiddevelopmentofChina’seconomy,internationaltradecooperationisgettingcloserandcloser.Howtoeffectivelyusepragmaticstrategiestoprovideagoodlanguageenvironmentandcommunicationchannelsforbusinessnegotiationsbetweenenterprisesandinternationaltraderivalsisalsoworthourresearchanddiscussion.3.1PolitenessStrategiesIntheprocessofbusinessnegotiation,negotiatorsshouldpayattentiontotheuseoftheprincipleofpolitenessintheprocessofexpression,andexpresspolitelyandfriendlytotheotherpartyinadecent,effective,non-offendingandnon-maliciousmanner.InbusinessEnglishnegotiations,theprincipleofpolitenesscanbedividedintotwolevels:languageandnon-verballevels.Atthelanguagelevel,itisshownthatnegotiatorsuseappropriatewordsandsentencestocommunicate;atthenon-verballevel,itmainlyreferstotheuseoftheprincipleofcourtesy.Theprincipleofpolitenessisacomplextheoreticalsystem.ThereasonableuseoftheprincipleofpolitenessinbusinessEnglishnegotiationscanmakethenegotiationmoreharmonious.Theprincipleofpolitenessshouldpayattentiontotheexpressionandeffectofwords.Whenspeaking,weshouldpayattentiontothefeelingsoftheotherpartyandthetimeandtheoccasion.Negotiatorsshouldnotonlydressformallyandgracefullyfit,beenthusiastic,treatotherssincerely,bepleasant,payattentiontobodylanguage,butalsopayattentiontoverbalpoliteness.Thecleveruseoftheprincipleofpolitenessoftenmakesbusinessnegotiationsgettwicetheresultwithhalftheeffort.InthebusinessEnglishnegotiation,underthepremiseofmutualrespect,understandingandcooperation,thetwosidesmakefulluseoftheprincipleofcourtesytoreachaconsensustoachievetheexpectedgoal.3.1.1AvoidingaBlamingToneForexample:Allwisemanagerswouldliketocooperatewithus.Ifthegoodscan’tbedeliveredbeforeMay.14,wewillchooseanothersupplier.Pleasekindlynotethattherearemanyothercompetitors,andwesincerelyhopeourcooperationcanbecontinuous.DoyouhaveanyconcernsifwemakethedeliverydatetheJan.14?Thesetwosentenceshavethemeaningofbelittlingtheothersideandforcingtheothersidetodelivergoods,whichwillcausetheotherside’saversionandisnotconducivetothefollowingnegotiation.Iftheexpressionofthesecondsentenceisreplaced,itiseasierfortheothersidetoacceptandunderstand.3.1.2AvoidingaSelf-righteousToneForexample:Youwouldofcourserathercontinuetodobusinesswithmycompany.Thesentencemakespeoplefeelself-righteousandaloof,whichmakespeoplefeeluncomfortable.Suchatoneisdifficulttomakeournegotiationworkgosmoothly.Generallyspeaking,peoplehaveself-respectanditisdifficulttoacceptothers’disrespectforthemselves.Therefore,whennegotiating,wemustavoidusingsuchtone.Evenifwehavetouseit,weshouldalsousemoretoneofsuggestionandnegotiation.3.1.3DilutingSubjectiveAttitudeandAdoptingthePositionoftheOtherPartyAsmartnegotiatorwillnotsay“I”and“we”inthenegotiationevenifthepurposeistopromotehisownproducts.Instead,weshouldtaketheotherparty’spositionandchangetheotherparty’sattitudeto“I(we)”for“you(you)”tomaketheotherpartyfeeltheimportanceandrespect.Inthisway,itiseasytogetthefavoroftheotherpartyandpromotethesuccessofthetransaction.Let’scomparethefollowingsentences:WecansupplyyouwithaverygoodselectionofChinesecarpets.YoucanchoosefromaverygoodselectionofChinesecarpets.Theabovetwosetsofexamplesshowthatthetwosentenceshavethesamemeaning.However,thesecondsentence,fromtheperspectiveandpositionoftheotherparty,politelyandtactfullypointsoutandemphasizesthebenefitsthattheotherpartymayobtainwhiledownplayingthe“benefits”thattheotherpartymayobtain,whichreflectsthestrategicprincipleinthepolitenessprinciple.Thiskindoflanguagestrategyforthesakeofothersiseasytogainthefavoroftheothersideandreachanagreement.3.2EuphemismStrategyEuphemismsarevaguerhetoricalexpressionsthatareunpleasantordisrespectfulfacts,concepts,etc.,soastomakepeoplefeelhappy.Itisaconversationalstrategyadoptedtoachievetheidealcommunicationeffectandpersonalpurposeinverbalcommunication.Thisstrategycanbeusedinmanyenvironmentsinbusinessnegotiations.Forexample,whenitisnotappropriatetomakedirectstatements,suchasconfidential,unfriendlywordsanddeeds,orevents,itcanbeexpressedindirectlywithimpliciteuphemisms.Thiscanretaintwosides,avoidfrontalconflicts,andcreateafriendlyatmosphere.Aeuphemisticstrategyistomakepeopleunderstandandunderstandtheimplicationofthewordstheyhear,andensurethatthewordstobeexpressedarewithinthescopeoftheotherparty.Itisinevitabletoencounterunfriendly,inappropriateorcontroversialstatementsininternationalbusinessnegotiations.Euphemismscanstrengthenmutualunderstandingandconsolidatethetrustbetweenthenegotiatingparties.Therefore,itisanindispensablestrategyinnegotiationactivities.Euphemismsavoidfrontalconflicts,andtheemotionalandpsychologicaldistancebetweenthetwosidescanbenarrowedthroughappropriateverbalexpression,thuseffectivelypromotingcommunicationandcooperation.3.2.1AmbiguousExpressionandRoundaboutTacticsAsmentionedabove,thecourtesyismainlyreflectedintheattentiontobothaspectsofcommunication.Thestrategiesusedtomaintainfaceincludepositiveandnegativefacestrategies.Theformerismanifestedinpickingupthepositivefaceoftheotherparty,suchaspraisingtheotherparty,indicatingthattheyhavesomethingincommonwiththeotherparty,andcallingeachotherinanintimateway.Thelatterisreflectedineasingthethreatoftheotherparty’snegativeface,expressingunwillingnesstoimpose;apology;duetotheconstraintsofforeign-relatedsituations,itisnotappropriatetoanswerdirectly;inordertoavoidtheemergenceofunfavorablesituations,communicativepersonneloftenneedtoavoidsayingbluntly,suchas:“DodroproundandvisitussoMetime?Thankyou,Iwouldloveto.”The“invitation”expressedbythehostisvague.Itdoesnothaveacleardateandtime.Thisexpressiontakescareofthedifficultiesthatthelistenermayhavewhenmakingachoice;italsomakesthelistenernotinadilemmawhenmakingarefusalchoice.Thespeakeradoptsamagnanimousruletoinvitethelistenertovisit,andtheuseofthevagueword“sometime”maintainsthelistener’snegativeface.Anotherexample:“That’stoohigh!Itwillbedifficultforustomakeanysales.ButIbelievewewillhaveahardtimeconvincingourclientsatyourprice.”Accordingtothemeaningofthesentence,itshowsthatthepriceoftheotherpartyistoohightoaccept.Butthespeakerdidnotuseit.Absolutewordssuchas“impossible”arereplacedbyvaguewordssuchas“difficult”and“hardtime”.Thespeakeremphasizesthatitisdifficulttoshowhispositionatapricethatistoohigh.Atthesametime,heleavesroomforsubsequentnegotiationsanddoesnotuse“impossible”whichwillpushthenegotiationsintoadeadend.3.2.2LimitedExpressionofAuthorityandAmbiguousAttitudeGenerallyspeaking,thetwopartiestothebusinessnegotiationsareantagonisticintermsofinterests,butbothsidesareveryfriendlyintermsoflanguageexpression.Therefore,itisnecessaryforthepartiestohavereservationsandusevaguelanguage,especiallywhenthepartiesencountersomesensitiveproblemsandcannotmakeaclearstatementduetotheiridentityorsituation,theycanoftenuseaDealwithsomevagueexpressions.Forexample:asfarasIamconcerned,wedo.ButIhavetocheckwithmybossfirst.Generallyspeaking,wedon’tknowwhetherthespeakerhasreallydiscusseditwiththeboss.Butthisisindeedamanifestationofauthorityrestrictions.Throughthisstrategy,thespeakergiveshimselfmoretimetothinkaboutthedeal.Finally,hecanusethisasanexcusetorefuseeachother’srequestwithoutdamagingeachother’sface.Anotherexample:tobehonest,theproblemyouputforwardmaybesolvedifIhavethefinal.ButIamsorryIcan’tdecide.Thespeakerdirectlytransfersthedecisionpowertothesuperior,expressingthatthepowerwaslimitedandcouldnotsolvetheproblemsraisedbytheotherparty.Maketheassumptionthatyoucanhelptheotherpersonsolvetheproblemifyouhaveenoughpower.3.3FuzzyStrategyAccuracyisoneofthecharacteristicsoflanguage,butabsolutelyaccuratespeechdoesnotexist,becausethebasiccharacteristicsoflanguagealsoincludeambiguity.RussellofEnglandoncesaidthatthewholelanguageismoreorlessvague.Theuseoffuzzypragmaticstrategiesmainlyreferstotheuseoffuzzylanguage.Theformoffuzzylanguageismainlyfuzzywordsandfuzzysentences.Suchas“assoonas,kindof,doone’sbest,approximately,moreorless”arethemostcommonandtypicalfuzzylanguages.Lakoffonceinterpretsthefuzzyrestrictionword,whichisanimportantpartoffuzzylanguage,as“wordsthatmakethingsvague”.Whenanalyzingthediscoursestructureandfuzzyrestrictions,Henaturallypointsoutthatvaguerestrictionscanenablethespeakertoabidebytheprincipleofpoliteness.Trytoavoidimposingopinionsonothersandavoidbeingtooarbitrarywhenclearlyexpressingthemeaningoftheconversation.Theextensionofthemeaningofthesewordsisnotclearlydefined.Itexpressesthevagueconcept,butifyouignoretheuseofthesevaguewords,youblindlyusequantitativesentences.Thelanguagewillseemboringanddry.Itisimpossibletovividlyexpressthecomplicatedconceptsandcomplexhumanideas,anditisimpossibletoachieveacertainpragmaticeffect.InthediscourseofbusinessEnglishnegotiations,“fuzzy”isnot“muddle-headed”,norisitbynomeansambiguous.Theambiguityoflanguage,inotherwords,istheuncertaintyofthescopeofspeech,butthecentralmeaningofspeechisclearandaccurate.Frommanycasesofbusinessnegotiations,itisnotdifficulttoseethatthevaguestrategyisnotcontrarytothecharacteristicsofaccurateandconcisebusinessEnglishnegotiationlanguage.Theuseoffuzzystrategiesinnegotiationscanimprovetheefficiencyofjudgingandsolvingcomplexthings,makemoreflexibleinlanguageexpression,makethediscussionofthefocusofthewholenegotiationprocessmoreeuphemistic,implicitandpolite,andleaveenoughbufferspaceforbothpartiestothenegotiation,thuspromotingthenegotiationprocess.3.3.1UseofAmbiguityThevaguerestrictioncanbeusedtochangethemeaning.Whenthepartiesencountersomeuncertainoccasions,themarketcannotjudgesubjectively.Thefuzzyrestrictioncancorrecttheauthenticityofthediscourseorthecontentofthescopeofthedialogue.Thisincludesdegreechangeandrangechange,directpalliativeandindirectpalliative.Ifitisawordthatcorrectsthemeaningoftheoriginaldiscoursetoacertainextent,itisa“degreechange”,suchas“alittle”,“almost”and“equivalent”;awordwitharangeofchangefortheoriginaldiscourse,thatis,theso-called“rangechangelanguage”,suchas“about”,“leftandright”.Directpalliativeisthespeaker’sdirectguessofthetopic,orexpressesthespeaker’sownhesitation,suchas“Ithink...”,andtheindirectpalliativeisthroughsomegrounded,suchas“accordingto...”.Forexample：Anyhow,Iamafraidtheonesofthesetwoitemsaresomewhatdifferent.AndIthinkwecanprobablyjustmakeshipmentbeforeJune.AsfarasIcantellyourightnow,westartimmediately.Icaughtthetwelvesomethingplane.Intheabovethreesentences,thespeakercanhelpthemcopewiththepastwithdignitybyusing“Anyhow”,“somewhat”,“Ithink”,“something”,“AsfarasIcan”.3.3.2AvoidingUsingDirectandSpecificReferentsInbusinessnegotiations,vaguelanguageissometimesusedtorefertobothpartiestothenegotiationtoavoidthenegativeimpactofdirectlyreferringtosomeone.Forexample,whenthenegotiatingpartyasksaboutthebusinesspoliciesofsomeenterprisesoftheotherpartyandthecredibilityofsomeenterprises,itisinconvenientfortheotherpartytoanswerdirectlyoutofconfidentiality,butoutofrespectfortheotherparty.Theyoftenusevagueindexestoavoidthisproblem.Forexample:“OK,infactourmanagementpolicyisprettyobvious,andforourenterprisecredit,itisalsofamiliartoall.”Inthissentence,theword“all”isusedverywell.Asweallknow,“all”canrefertoanyone,sointheaboveexample,ontheonehand,thespeakerdidnotunderstandanyspecificinformation,andontheotherhand,hesavedthefaceoftheotherparty.3.4HumorStrategyInthepragmaticbehaviorofbusinessnegotiations,humorouslanguagecanmaketheseriousandtenseatmosphereeasytoaccept,andmakethenegotiationatmosphereimmediatelyactive.Evenintherhetoricaldebateandfiercecompetitionbargaining,humorouslanguagecancriticallyrefutefallacies,distinguishrightfromwrong,andconvincetheotherparty.Itcanbesaidthatthepragmaticfunctionofhumoristocreateagoodnegotiationatmosphere,conveyfeelings,sothatnegotiatorscanenjoypsychologically,improvenegotiationefficiency,andmakecomplexnegotiationactivitiesbecarriedoutinapleasantatmosphere.Infact,inbusinessnegotiations,thehumorouspragmaticstrategyreflectstheeleganceofthenegotiator,withhighculturalcultivationandstronglanguagecontrolability.Forexample,“I’moftheopinionthatourmeetingisfruitful.ButthereisonlyonepointthatIfeeldisappointed(pause).WhatIfeeldisappointedaboutisthatthereisnosingleissueatallthatneedsdebatingbetweenus.”Thissentencereflectsthenegotiator’shighlanguageliteracywithoutlosinghumor.3.4.1CircuitousTechniqueIntheprocessofbusinessnegotiations,theuseoflanguageiscrucial,anditisatooltopersuadetheotherpartytoachievetheirbusinessgoals.Butitisnoteasytoconvincetheotherparty,andoftenthemoreimportantthenegotiation,themoredifficultitistopersuade.Thisrequiresustousethecommunicationtacticsofmovingbackandeuphemisticallyexpressingourideastoeachother.Detourcommunicationisaeuphemisticwayofspeakingandawaytoexpresstheoriginalmeaningbyusingtheimplicitlanguageoftwistsandturns.Inbusinessnegotiations,forsomespecificreasons,itisinconvenienttosaysomethingdirectly,buttheeuphemisticexpressionhasacertainflexibilityandcanplayacertainbufferrole.Intoday’sbusinesswar,detouringisacommonlyusednegotiationtechnique.Movingbacktotacticsseemstobeoffthetopic,andthesecretisclosetothetopic.Asthesayinggoes,allchangeswillnotleaveitssect.Theresultofitsturningandturningcornersisstilltopopuptheextra-stringsoundthatclarifiesthemainidea,whichisnoteasytodirectlyexpress.Inthedetourprocess,therearerichsubtexts,whichcontainthefundamentalpositionandattitudeoftheparties.Lookingattheopportunitytousedetourtacticsandexpressingfeelingsinthemostappropriateway,thisisthekeytowhethertheuseoftacticscanbeeffective.Properuseofdetourtacticscanreceivetheeffectoffreeadvanceandretreat,bothattackanddefense.Generallyspeaking,whenthepartyisinapassivesituation,weshouldpayattentiontoavoidtheactualattackanddisturbtheotherparty’svisionintheprocessofmovingback.Ifthepartiescantaketheinitiative,thenthedetouringprocessisamoreeuphemistic,clearerandmoreacceptableprocesstoshowtheirtrueintentionsortoughpositions.Skillfullyusingrelocationtacticscanoftenwinsurprisinglyinbusinesscontacts.3.4.2IronyPeople’slanguageexpressionhasconventionalrules.Incertaincases,peoplealsobreaktheconstraintsofhabitsoutoftheneedforexpression,andviceversa,forminganant.Anti-languageisanextremeroundaboutexpressionandacompletemove-backexpression.Whencommunicatingwithpeople,theappropriateuseofsomeanti-languagecanmakethelanguagemorevividandinfectious,relievethetensionorawkwardatmosphere,createahumorousandrelaxedatmosphere,soas