商务谈判(Application of language skills in business negotiation)

Application of language skills in international businessnegotiationAbstractInternational business negotiation refers to the negotiations that aim to achieve a successful trade of some certain goods or service. As the economic exchange becomes more and more frequent, international business negotiation is playing a more and more outstanding role in international business field. International business negotiation is an activity which is carried out by the two trade sides with the aim to trade or settle certain disputes. The language used in business negotiation is successful or failed plays an important role in the process of negotiations. The communication and cooperation between two parties are realized by contacting, communicating and cooperating through restate opinions, asking question, responses and persuades etc. Putting forward a creative scheme with a successful usage of the art of languages, not only meets the demands on mutual benefit but also relieves the dull atmosphere on negotiation. It will create a comfortable atmosphere for the two parties and is good for the success of negotiation. So using language skillfully can enhance a great success on negotiation and get double effects.In the thesis, the author firstly gives an introduction of business negotiation and the language used in business negotiation. Then theauthor discusses the features and principles of language used in the business negotiation. On this basis, the author offers expression skill of languages in business negotiation, for example, listening skill, question and answer skill, description skill, argument skill, persuasion skill and so on. A systematic and comprehensive study on the language used in the business negotiation will provide a theoretical reference for those engaged in business activities and provide a guideline for a smooth business negotiation.Keywords: Business negotiation; language; features; skills摘要商务谈判是经济贸易合作的双方为达成某种交易或解决某种争端而进行的协商洽谈活动。

随着经济交流活动变得越来越频繁，商务谈判在国际贸易领域的作用日渐凸显。

在商务谈判中语言运用的成功与否,对谈判的过程与结果起着举足轻重的作用。

双方的接触、沟通与合作都是通过反复的陈述观点、提问、回答和说服等语言技巧来实现的。

巧妙应用语言艺术提出创造性的解决方案，不仅满足双方利益的需要，也能缓解沉闷的谈判气氛，使双方都有轻松感，有利于谈判的顺利进行。

因此巧妙的语言艺术为谈判增添了成功的砝码，起到事半功倍的效果。

在论文中，作者首先介绍了商务谈判和商务谈判中的语言，其次，作者论述了商务谈判语言的原则和特点。

在此基础上，提出了在商务谈判中的语言表达技巧，例如，听力技能，问题和答案的技巧，叙述技巧，辩论技巧，说服技巧等。

在商务谈判中语言的系统和全面的研究将为那些从事商业活动的人提供指导并且使商务谈判顺利进行关键字：商务谈判语言特征技巧ContentsIntroduction (5)A Several main forms of language in international business negotiation (5)1. Foreign language (6)2. Commercial legal language (7)3. Military language (7)4. Literary language (7)B Principles of international business negotiation ............................... 错误！未定义书签。

1. Don’t Believe Everything You See and Hear.............................. 错误！未定义书签。

2. Don’t offer your bottom line early in the negotiation ................. 错误！未定义书签。

3. Do a thorough search and research for information .................... 错误！未定义书签。

4. Be patient .................................................................................... 错误！未定义书签。

5. Don’t let emotions carry you away ............................................. 错误！未定义书签。

ⅡThe features of language in international business negotiation (8)A Objectivity (8)B Directivity (9)C Logic (9)D Normative (10)Ⅲ. Language skills in international business negotiation (10)A The skill of statement (10)1. The skill of entering into question (10)2. The skill of describing (11)B The skill of asking question in international business negotiation (12)1. Using indirect skill to ask question (12)2. Using selective skill to ask question (13)3. Standing on your partner’s position to consider (13)4. Grasp the difficulty of asking question (13)5. Using compliment (14)6. Grasping the opportunity to ask question (14)C Reply skills in international business negotiation (14)1. Using the vague and euphemism (15)2. Using the humorous (16)D Persuade skills in international business negotiation (16)IV The principles of the international business negotiation language skills (16)A Accuracy (17)B Targeted (17)C Flexibility (18)D Adapt (18)Conclusion (18)Reference (19)IntroductionIn the business world, international business negotiation plays an essential part in business affairs, which deals with business relationship between two sides of trading. In order to reach agreements and obtain economic benefits, international business negotiation should be understood by both sides.An international business negotiation may be a formal affair that takes place across the proverbial bargaining table, in which you haggle over price and performance or the complex terms of a partnership venture. Alternatively, it may be much less formal, such as a meeting between you and several peer managers whose collaboration you need to initiate a new policy. If you are an executive, manager, or staff member, you probably spend a good part of your day negotiating with people inside and outside your organization---often without even rea lizing it. Whether you’re putting the final touches on a contract with a vendor or getting a team leader or departmental manager to agree to a new performance-evaluation methodology, you are negotiating.Negotiation cannot get away from talking word, that is to say cannot get away from the words people used for communicating. Words are the foundation which negotiating-businessmen used for communicating, linking and consulting. The using of the words in international business negotiation is the main tool to solve the negotiating problem, and it relates to whether the negotiation will be successful. A good negotiating-businessman is also a superior who can use the words properly. The negotiating-businessman must understand and use the words properly so that the words can be served for the negotiating.Business negotiation is a process that the negotiation personnel use the language to transfer ideas, exchange views, and ultimately persuade the rival. The Language in business negotiations functions as a bridge, which occupies an important position, it often determines the success or failure of the talk. Therefore, in business negotiations,the use of language skillfully is indispensable, and the research of this aspect is of great significance.ⅠIntroduction of language in business negotiationA Significance of language usage in business negotiation1. A bridge to successful negotiationAmerican enterprise management scientist Harry Simon said: "a successful person is also a person who has an excellent language expression." And also, the success of business negotiations is the result of the excellent use of language arts of the two sides.In business negotiations, a proper expression can make the same question or statement becomes willing to listen to, otherwise, others will feel your words are hackneyed and stereotyped expressions. In the heated debate, under the tense atmosphere circumstances, the tactful, friendly language can ease the atmosphere, which lays a basis for the success of the negotiations2、A n effective tool of expressing one’s ideaThe first thing tor the two sides in negotiations to do is to use language accurately to state his intention and purpose, only appropriately and concise words can make their attitude clear and powerfulIn the negotiations, both sides often fight for their own interests. Those Who can persuade opposite person to accept their views are winners. Conversely, those who can not use the language to persuade others can not overcome the obstacles in negotiation, also cannot negotiate with victory.3. A main way of realizing negotiation strategyThe implementation of the negotiation strategy often needs the help of language. For example, sometimes in order to make a successful negotiation, we may be able to use the some certain strategy with the opponent to negotiate. Your attitude should be tough but reasonable, you need to be aggressive but you should be in good manner. At this time, the language art is particularly important. a tough Attitude is not equal to be truculent and unreasonable; flat tone and t decent language often has a more powerful strength than truculent and unreasonable behavior. Therefore, the negotiation strategy should also pay attention to the language art.B Several main forms of language in international business negotiation1. Foreign languageHuman language is very rich. Every country has it own language and every nation has its own language. The main forms of international business negotiation areforeign language，commercial legal language，military language and literary language. Any international business negotiations can’t live without these several languages. If you’re proficient in negotiating terms, you must examine their significance in the negotiations.2. Commercial legal languageForeign languages are endowed with flexibility like any things under certain conditions are variable. Just as we said “Anything is possible”,any hopes and demands are possible. There’s no “dead end” issue. Under general circumstance, we should not reject one proposal categorically. For the differences, the negotiators always use smooth and evasive way to express their dissent, but not use the simple language. It is generally left to renegotiate. Therefore，the foreign language should be calm, serious with the possibility and the quality of smooth and buffer.3. Military languageCommercial legal language is used with the transactions industry, terminology and formulation of rules and regulations. In the business and legal language, so the stereotyped nature of language is formed: simple, clear, and no doubt. But for the specific areas, there will be particular definitions and terms for the common content, and even the expressing way will be symbolic and normalized, so that the language is universal. However，the economic stakes are very important, if we want to draw the relationship between rights and obligations and reduce risks, we must use rigorous language and clear structure. This shows the commercial legal language should be rigid, general and rigor.4. Literary languageAs the saying goes “Business is war”. In international business negotiation, we must face the hot confrontation situation, and some opponents do not eat both hard and soft food, so we should use military language. The military language is by means of the strategic and the tactical language used in situation can indicate attacks，defends,enters, draws back. Military language creates an atmosphere of decisive battle and it will speed up the negotiation process, rouse the spirit and enhance the confidence. Prompt, concise, strong, self-confidence are the characteristics of military language.Literature language, which negotiators use affection color and idioms, proverbs etc in international business negotiation, it is also the language that carries on parable exaggeration to reflect social life and form the art of imaging. Literature reflects the elegant witty vivid language. If you are able to use the literature, it will obtain a relaxed and not difficult effect. The typical languages of the negotiations are “evenly divided”, “win–win”, and “the seed of friendship” and so on. If we use the literary language appropriately, it will be a highly persuasive negotiation.ⅡThe features of language in international business negotiationA The features of language in international business negotiationTo ensure the success of the international business negotiations, the company decision-makers should master relevant professional knowledge about negotiations, as well as a solid language foundation and good language expression ability. The successful use of international business negotiation strategies is of vital importance to the negotiation process and the negotiation results.International 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 international business negotiation should have the following basic features: objectivity, directivity, logical and normative of the international business negotiations.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 to the basis of reality; if you have a best condition you’dbetter show the samples or demonstrate it on the spot. Your quotation should be reasonable and you not only try your best to meet your own needs, but also you can’t ignore the other party’s benefits. And you should considering the other party’s 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 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 you need to use the different negotiation language. Even if they have same contents of negotiation, you must use the different language because the negotiators have different education, the level of knowledge, the ability of acceptance and personal habit. You must know that the different requirements of same negotiation opponents and you need to use the correct language or highlight to describe the quality of goods and functions, or describing your enterprise’s 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 you want to make sure the terms of the negotiations that you must be careful to prepare the relevant information and you should take this into considerations at the same time: when you start to the negotiations you must know what kind of languages you should be used, and you should know how to select and target the negotiation language to make the negotiations smoothly.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 befully reflected the objectivity, specificity and historical. If you want your opinions to be persuasive, you must have an ability of the logical thinking. In the negotiations, no matter you state the problem, or write memoranda, or give any suggestions, imagination or requirements that you should pay attention to the logical of language. This is the basis of grasping their opinions and further persuading the other party.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 the business and the requirements 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 haven’t 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, you should pay more attention to your words and behaviors.Ⅲ. Language skills in international business negotiationA The skill of statementStatement is that introducing one’s own situation and stating your views of one question, and make the other party to understand your opinions, planning and positions. In the international business negotiation, the statement included two parts that are “enter into question” and “statement”.1. The skill of entering into questionIn the international business negotiations, the negotiators must have skills of entering into question and adopting the exact way: Firstly, the method of circuitous enter into question, for example, you can talk about your company’s situations;Secondly, you can talk about some details first, and then you can talk about principle of the matter, For example, when we talk about the important principle matters that have a nervous feeling, at this time, you can talk about the specific details to make the negotiation peaceful and create a good atmosphere for the next negotiation; Thirdly, you can talk about general principle problem and then talk about some details; Fourthly, you can start from the specific topics.2. The skill of describingAt the opening process of describing, firstly, you should definite this topic to be settled in this conversation to con centrate our attentions and make the two party’s opinions agreeable; secondly, you must show that you should get the important benefits through this conversation and indicate our party’s basic position. You can review the previous achievement of two partie s’ cooperation to show your reputation enjoyed by the other side; thirdly, at the opening of describing the language should be possibly brief and grasp the key point, correct and easy to understand; finally, you must know the purpose of describing in order to make the other party to understand your intentions and create an good atmosphere in the negotiation. So, describing should be expressed in a sincere and easy way. If the other party starting describe, you must listen to their opinions very carefully, then sum up the opinions and try to understand the contents of describing. In order to avoid misunderstanding that you must think and understand the key issues of the opening of describing. If the contents of the opening describing have a big conflict with you, and you can’t interrupt and can’t make a dispute with the other party immediately, while you indicate your opinions after the other party’s talk have finished and complaint their opinions from the other side. In the process of the statement, you should pay attention to use the language correctly and easy to understand, and the language should brief and grasp the key point, and have a specific structure. Your speaking should be close to the theme and should pay attention to the tone, pace, voice; pause and repeat the language should be proper. Statement should comply with the reality. In order to have a sincere cooperation you must be honest to the other party. And you must learn to observe theother party response, and then adjust to your contents of the conversation and the voice tone timely that adapt to the other party’s changes. For example, when the negotiations have reached an impasse, we should learn how to use the siege language, such as: if you do this, it must be not good for us.” “In that case, let us make a favor again to reach an agreement.” “I believe that we don’t hope it fails.” In the general occasion, we can’t use the negative language to end the conversation. If you don’t use the negative language to end the conversation you can promote the positive emotion of the two parties and make the negotiation smoothly.B The skill of asking question in international business negotiationIn the international 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 party’s attention and provide a define direction to the two parties, and help you collect the information and transmit your feelings. This skill can help you causing the other party thinking and guide the trends. Meanwhile, the other side responds can form an effective stimulus. Therefore, the attitude of asking question must be sincere, reasonable and pay attention to the other party’s mind. In particular, you should not accuse the other party’s personality. Meanwhile, asking question you should not always to ask. You should grasp the language’s pace and tone and give some enough time aside to let the other party thinking and expressing their opinions. And you must avoid misunderstanding and make the other party feel boring and unwilling to answer the questions. So, you should pay attention to the manner of asking question in the negotiations.1. Using indirect skill to ask questionUsing this skill to express the opinions is more polite. In the international business negotiation, most of negotiators are collecting the information by asking question. The way of asking question is more indirect and the expression is more polite. For example: the two parties are not going to be able to get together on price.They want you to reduce the price, but you can’t accept it. You said that, everything else is negotiable, but the problem of price we can’t accept. If you received this price, we promise the terms of payment and install are smoothly. Then, they have accepted this price. So, using this kill is very useful and has a different effect.2. Using selective skill to ask questionWe often can see that some shopping center’s lounge is opera ting coffee and tea. At the beginning, the waiter asks the customer, “Sir would you like to drink some coffee?” Or “Sir would you like to have some tea?” The turnover is general. But later, the waiter changes the way, “Sir, would you like some coffee or tea?” As a result, the turnover has a great increasing. So, if you use selective skill of asking question that will give you a different result. In the international business negotiations, if you use the selective skill that you can start the next conversation better.3. Standing on your partner’s position to considerIt is a skillful way that improving the atmosphere of the negotiation. It’s easy to get acceptance from their mind, and also can prevent the negotiations from breaking down; thereby, it will make an easy way to reach an agreement. For example: Mr. Wang has booked a hotel for his lecture. But one day, he received this information: the manager of this hotel told him the fees must be increased. So, he talks with the manager, and says, when I heard this news, I was little surprised; but I can understand you. As a manager you should considered the profits of your hotel. But, you should think that, if you increase the price I can’t afford it and you will miss a chance that I introduce your hotel to these people. The chance is weight with the money. Finally, the manager is accepting his views. So, if you standing on your partner’s position to consider problems it can help you received a different result.4. Grasp the difficulty of asking questionBeginnin g to ask question, you’d better to choose the easy questions to answer. For example: "Do you have a good time on your holidays?" This kind of questionshas nothing with the subject theme, but it can make you feel relax. If you start to ask a difficult question in a straight way will make the negotiation into impasse. So, you can use the way to ask that easy question first and then ask the difficult question.5. Using complimentIn the early stage of international business negotiations, the negotiators are difficult to grasp the true intention of the other party and difficult to put forward an effective question. The most important is that you must understand the true intentions and other relevant intentions to the opposite. However, applying the negotiating strategy with praise and compliment, we should pay attention to the following items: Firstly, the attitude should be honest and the measure should be appropriate. Secondly, you should respect personality and consider the individual’s self-consciousness of the other party. Thirdly, you should be paying attention to the people reaction that has been praised. If the person has a good response, may be you can give him a praise again; if the other party seemed very indifferent or impatient, we should stop and change to another topic.6. Grasping the opportunity to ask questionIn the negotiations, we should pay more attention to the opponent's mind, and propose a corresponding question at a right time. And asking question should contact with the issues.Noting the speed of asking question; When you speak too fast, it will easy to make the other party feel you are impatient, and even sometimes they feel you are in an asking tone to treat him and will easy lead to the other party offensive. After you ask questions, you must give the other party have a sufficient time to reply. The purpose of asking question is that you let the other party have enough time to answer the question and hope can receive a satisfaction result at the last time.C Reply skills in international business negotiationIn the negotiation process, answering the other party’s question is very stressful. Because in the negotiations, no matter what the negotiators said, it also has a veryimportant meaning; and it is considered as a commitment to the others and plays an important role in the negotiations. A negotiator’s level of negotiation will depends on the skills of reply. In the normal situations, when you answer the question, 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 the purpose, motivation and the asker ’ s real psychological response; Thirdly, you can’t complete to answer the other party’s questions; if you don’t know the question, you can’t t o 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.1. Using the vague and euphemismVague language is generally divided into two kinds of expression: one is to reduce the extent of the true value or change related areas, such as: a little, almost, basically etc.; the other is to the speaker’s words that according his subjective to judge or some indirect facts, such as: I’m afraid, may be, for me, we guess that, as far as I know etc. In the negotiation, some information can’t be convenient to give the other party or unwilling to answer the question, but you have to answer it, so at this time, using the vague language is very important. About some of issues put forward by the other party in international business negotiations, we should use this words seldom: inevitable, no doubt, certainly and such absolute words; if you want to refuse the other party that you must be in a polite way, you can say like that: In this case, I can not give you an answer as soon as possible that I should check with my boss and then I will let you know as soon as I get an answer. By ding so, we can avoid the problem of negotiation into reaching an impasse.2. Using the humorousIn the process of international business negotiations, both parties would probably make disputes about their profits on one term of contract during business negotiation. At this time, you can say like that: I will appreciate that you are interested in our products and I want to answer your question at once. But you speak too fast; please tell me which question you want to talk about. So, using humorous expression that not only transmit the feelings to each other and you can avoid conflicting with the other party, but also can relaxing the tense situation. And it can help negotiators set a good imagination, and also creates a good atmosphere for the negotiations.D Persuade skills in international business negotiationThe persuade skill is a very important skill in the negotiation activity that help you try to change their original minds and let them willing to accept your advice. This is a difficult skill to master and have a highly flexible, so it plays an important role in the negotiations.When you try to persuade the opponents in the negotiations, the negotiators should pay more attention to you cannot always talk about your own reasons, and you should leave enough time to let the other party express their own opinions; Your attitudes should be sincere and equal to each other, and then you should find a way to eliminate th e other party’s fears and prejudices; you should not be too hasty and impatient to achieve success; at first, you should talk about the good news and the favorable situations, and then you can talk about the bad news and the negative situations. You can repeat the good information that can promote the other party to understand and accept these information and opinions.IV The principles of the international business negotiation languageskillsNegotiating language and the general language has obvious differences The negotiation is the communication of both sides’ opinions and views．The negotiators should not only express their views clearly, but also listen to each other’s point。