on-language-communication-skills-in-business-negotiation-学位论文.doc

湖南商学院
高等教育自学考试学生毕业论文

题 目
On Language Communication Skills In Business Negotiation
学生姓名
程艳
考 号
911710101759
专 业
商务英语
助 学 点
此项全日制学生必须填写
通讯地址
湖南民族职业学院
联系电话
15273012594

2012
年
3
月

目 录

一、Understanding negotiations…………………………………………………………………1
（一）Negotiation………………………………………………………………1
（二) Characteristics of the negotiation ………………………………1
1、Negotiation is a special communication activities…………………1
2、Negotiation is a special way ……………………………………………1
3、Negotiation is a process of information exchange …………………2
4、Negotiation is a combination of behavior ……………………………2
5、Effect of negotiation………………………………………………………2
6、Negotiation is the embodiment of art and science……………………2
二、Business negotiation …………………………………………………….2
（一）Basic principles ………………………………………………………2
1、The voluntary principles …………………………………………………2
2、Principle of equality………………………………………………………3
3、Principle of mutual benefit………………………………………………3
4、 Seeking the same principles ……………………………………………3
5、Legal principles ……………………………………………………………3
（二）Business negotiation Essentials……………………………………3
1、Understand negotiating team………………………………………………3
2、 Find common ground…………………………………………………………3
3、Establish a good atmosphere………………………………………………3
4、Persuade ………………………………………………………………………4
5、 The attention of development trend of negotiations………………4
6、Ready for the second goal…………………………………………………4
7、 Avoid specious protocol …………………………………………………4
三、The whole process of business negotiation …………………………………….4
（一）Getting ready for a negotiation……………………………………4
1、Collection of news and information ahead of talk …………………4
2、Determine of the negotiating objectives………………………………4
3、plan of negotiation…………………………………………………………4
4、 Simulating negotiation ……………………………………………………5
5、 Negotiation mode selection ………………………………………………5
（二）Contains …………………………………………………………………5
（三）Negotiations to conclude………………………………………………5
四、Business negotiation language skills ………………………………………………5
（一）Expression of language…………………………………………………5
1、classification by language classification ……………………………5
2、By negotiating the basic situation of classification………………6
3、according to language classification……………………………………6
（二）Characteristics of business language………………………………6
1、 utilitarianism ………………………………………………………………6
2、novelty …………………………………………………………………………6
3、 affective………………………………………………………………………6
4、normative.………………………………………………………………………7
（三）negotiation of language arts…………………………………………7
1、 negotiation of language features ………………………………………7
2、business negotiation listening skills …………………………………7
3、Hon business negotiation skills …………………………………………8
4、answered in the negotiation skills………………………………………9
5、negotiation, persuasion skills……………………………………………9
6, silent language ………………………………………………………………10
五、concluding…………………………………………………………………………………………………11
参考文献……………………………………………………………………………11

ABSTRACT

We face a world of growing economic globalization, business negotiations as the focus of economic exchanges, to penetrate every aspect of economic life. Negotiation is both a science and an art. In business activities, in particular, hold business negotiation technology is critical to the success of a business negotiation. Many negotiation skills in business negotiation in English, this paper are primarily intended to highlight language skills in business negotiation skills. In the body, first writing principles and essentials of business negotiation, and then summarizes the necessary process of negotiations, the last on the negotiated language skills. Business negotiations were challenging special communication activities, it asked the negotiators in the negotiation of complex and ever-changing environment, to ascertain the facts, identify goals, good at negotiating language maintenance and fight for their interests; it requires negotiators in is when in a mixture of truth and falsehood, calm, steady, psychologically overwhelmed opponent. In short, business negotiation requires character, psychologically, are extraordinary talents.

KEY WORDS

Business negotiations; Language, communication skills

On Language Communication Skills
In Business Negotiation
Where the persons engaged in commercial trade or business cooperation on commercial negotiations is not unfamiliar. Because we are most of the commercial trade and commercial cooperation is implemented through various forms of negotiation. Successful business negotiations are the result of the negotiating party’s excellent use of language arts. Specifically, in business negotiations, in addition to pay attention to words, be articulate with the language, statement, decently and smooth generous general requirements, should have a certain level of language skills.
一、Understanding negotiations
Negotiation is a very common social phenomenon of mankind, is a type of human activity, which is a tool to solve the problem. Negotiations reached the key are how to balance of the negotiating parties reached an agreement when the two sides have reached equilibrium.
（一）Negotiation
Chinese scholars Chen Honshu, has argued that "negotiation is one of the means to meet their needs and activities. 　"In short, the talks with related interests of the parties, in order to achieve their targets of interest, are using interactive methods of voluntary and equal consultation process. At the beginning of negotiations, the negotiating parties first impressions are very important to contact the, behave good negotiations as possible to create a friendly, relaxed atmosphere. When you introduce yourself for someone ，with natural and generous. Being introduced to the people should stand up to smile so indicate and polite: "Xingu", "more attention" and so on. Ask to be kind, such as "ask your name" and so on. Introduction is complete; you can choose topics of mutual interest to talk. A short greeting, to communicate feelings creates a gentle atmosphere.
（二) Characteristics of the negotiation
Grasp the characteristics of the negotiation, holding talks are of great significance. We can be seen from different angles, negotiating with different characteristics.
1、Negotiation is a special communication activities
From the participants in the negotiations, negotiations were carried out by interested party’s special communication activities. From person to person, collectives and collectives, State and country, possibly because the public kitchen, merchandise trade, territorial resources, become stakeholders, they have the potential to become participants in the negotiations. Negotiation is a planned form of communication, group-specific communication activities.
2、Negotiation is a special way
The purpose of negotiation, fundamental purpose is to convince them of the negotiations put forward by the understanding, allow, accept its views, the fighting for the interests of, the taking of the behavior. Negotiators in the process of negotiations, everything they do is to convince them, whether they are visiting, play, is still under discussion, the ultimatum, may be in the form of difference is large, but were meant to convince them to accept your side's position. Deviations from this point, it will not be negotiations. Often in the negotiating process may encounter some unexpected embarrassing things, requires that the negotiators have flexible language adaptability, neatly out of trouble.
3、Negotiation is a process of information exchange
Throughout the process of negotiation, negotiation is a process of voluntary exchange of information for the resource. In the negotiations, now calm, while spells, in essence, in sending negotiators to master, as well as attitudes, emotions, psychology of negotiating parties, negotiating parties negotiating tactic, and other messages. This information exchange is built on the voluntary publication, based on voluntary information.
4、Negotiation is a combination of behavior
From the conduct of the negotiations, negotiations are a "conflict" and "cooperation" combination of behavior. The purpose of negotiation is to cooperate. But if the talks failure by parties to conflict, hit it off, there would be no real negotiating process. Conflict, not for conflict, it is to cooperation. Conflicts in the negotiations, requires parties to cooperate to resolve.
5、 Effect of negotiation
From the role of negotiation, behavior and results of the negotiations will have a lasting and profound impact on the negotiating parties. Regardless of success or failure of the negotiations will affect the relationship between the parties, interests affect the current implementations and future cooperation? For example, a Chinese company and a foreign joint-venture negotiations succeed, will affect the relations between the two businesses in a certain period, economic benefits, employee work environment and benefits, and so on.
6、Negotiation is the embodiment of art and science
From negotiating ways of seeing, is the embodiment of art and science. Negotiators can use creative ideas and effective strategies, problem-solving. Their awareness on the negotiating environment, understanding of the negotiating partners, on the judgment of the situation, on the method of choice, and so on, all this all on the basis of seeking truth from facts, adopt modern scientific methods, cannot be based on the subjective will to any speculation that jump to assert that the random selection. Understanding these features, helps us in all its aspects, in-depth understanding of the negotiation, resolve practical problems relating to the negotiations.
二、Business negotiation
Many types of business activities, activities that involve exchange of all tangible and intangible assets, are all business activities. In business negotiations, are part of business negotiations. Commercial negotiation is the existence of differences of interest complementary business activities of parties, in order to achieve their objective of economic interests, carried out by voluntary negotiation process.
（一）Basic principles
Principle of business negotiation in business negotiation, refers to the negotiators in business negotiation should follow the guiding ideology and basic principles.
1、The voluntary principles
The voluntary principle in business negotiation refers to as the negotiating parties, out of self-interest pursuit of objectives and complementarily and mutual willingness to participate in the negotiations, rather than other drives or external pressures. The voluntary principles are a prerequisite for business negotiation.
2、Principle of equality
The principle of equality is the economic strength of the wind strength in business negotiation, organizations large and small, which have equal status. The negotiating parties must fully understand this mutual equal rights and status, conscientiously implement the principle of equality. Implementing the principle of equality requires negotiations the two sides respect each other, courteous; either side cannot boss, bullying, to impose its will.
3、Principle of mutual benefit
Negotiators have their own interests or "selfish calculations", who all want to achieve your purpose, you can say is "selfish". However, if an abacus to play each other critical point, the other party is not necessarily a recognized, even out of negotiations. To this end, to make the negotiations succeed, negotiations should pursue their own interests at the same time, consideration and respect each other's interests to pursue, strive for mutual benefit.
4、 Seeking the same principles
Seeking the same principle refers to the differences of interests in the negotiations, from the overall situation, efforts to find a common interest. At the same time, should know how to use flexible negotiation strategies, depending on the different negotiating partners, market competition, various methods of coordination of efforts to find a conflict of interest, build, and promote common interests and, finally, must be good at seeking common ground.
5、Legal principles
Legal principle refers to the process of negotiation and contract signing, compliance with national laws, policies, international business negotiation should also comply with the Nationality Act and other relevant provisions of the State, trade practices. Business legal principles embodied in the three aspects of the negotiations: negotiating the main legitimate second negotiation issues legal; three negotiating means legitimate. The legal principles in business negotiations are Complying, acajou legal negotiations and agreements, the parties of the right to be protected by law. Leave the economic laws; any trade negotiations will be difficult.
（二）Business negotiation Essentials
Successful business negotiations are the negotiating parties are familiar with business negotiation essentials, and flexibility in the use of the results.
1、Understand negotiating team
Should seriously wonder what negotiators meet competitors will soon be a kind of person? Own thinking and focus attention on the other side of the body. Such as: what does he need? and what factors contribute to his success? He companies what? He is one of them? if the talks were to give serious consideration to these issues, will help to face the reality and to respond better to negotiate.
2、 Find common ground
Measure each other's needs and to their own needs and find ways to integrate the two. Although negotiations have collectively worked out before negotiations planned, but the truth, the plan calls for changes to adjust. It is one of the key: know the real need each other the two sides, both sides hold in common.
3、Establish a good atmosphere
Astronomical geography, anecdotes, personal habits, easy jokes, and so on, depending on each other's choice of likes and dislikes to talk about topics, on wine drinking buddy, talk about play as amateurs. At the beginning of the negotiations, it is best to find some like-minded local and express both sides, leave each other more like partners for each other's subconscious. So that, the next talks is easy to progress towards a consensus, rather than spells confrontation. When encounters a stalemate can also took out their common to enhance mutual confidence and resolve differences.
4、Persuade
Negotiations Shi language to do concise, targeted strong, fight for let each other brain in best received information State Shi expressed clearly own of information, if to expression of is content many of information, such as contract, and plans book,, so for in told or reading Shi tone for high, and low, and light, and heavy of changes, such as, important of local improve sound, slowed speed, also can interspersed some questions, caused each other of active thinking, increased attention. Simulation exercises should be conducted before the impor