1、ContentsIntroduction .21. The importance of language in the business negotiation .21.1 The Summarization of the Business Negotiation .21.2 Language is an Important Method to Exchange the Information.31.3 Good Language Art Helps to Promote the Success of Negotiation .32. The features of language in b
2、usiness negotiation .32.1 Objectivity .42.2 Directivity.42.3 Logic.52.4 Normative .53. The skills of listening in business negotiation .53.1 The effect of listening.53.2 Barriers to listening .63.3 Listening skills.104. The skills of asking question in business negotiation .104.1 Inquiry-based quest
3、ion style.104.2 Euphemistic-based question style.114.3 Clarified-based question style .114.4 Open-ended question style.114.5 Forced-choice question style .115. Reply skills in business negotiation.126. Using fuzzy language in business negotiation .12Conclusion .13Reference .132The Art of Language in
4、 Business NegotiationIntroductionAs a very important process in commercial activity, business negotiation has caught many peoples attention. Business negotiation process is a focus on the economic interests of both sides. Also, it communicates and consults by language. In fact, during the business n
5、egotiation, the negotiators use the masterly language to consult with their business partners in order to achieve their business goals. Language is a bridge in the business negotiation and it plays a very important role in the business activities.1. The importance of language in the business negotia
6、tion1.1 The Summarization of the Business Negotiation Business negotiation means that for the sake of achieving the economic interest, all the economic communication parties participate in the consultation which involved in the various propose and promised topics. In order to comprehend the connotat
7、ion of business negotiation, we should learn about it by the follow aspects.First of all, business negotiation is aimed to economic interests. In different kinds of negotiation, negotiators have plenty of goals. But the radical things they want to achieve is the economic interests. We should keep it
8、 in mind. But the goals of business negotiations can be divided into three types: theory perspective, economic benefit and behavioral pattern. It is purpose is not only the economic interest.Second, business negotiation is a reciprocal process. The reason why we need to negotiate is because we want
9、to reach a consensus which can satisfy each part of the negotiator. So we should compromise sometimes so that we can attain the reciprocal target.Last but not least, business negotiation also needs to certain conditions. Only when the negotiations involve in the economic interests of the mutual rela
10、tionship and there have some differences of conditions yet have business negotiation conditions we need to enter into negotiation.3Business negotiation is a persuasive art with strong practice and application. Some studied conclusions can help us to improve our ability to negotiate in business. But
11、we should practice the skills more often in order to know well about the discipline of communication.1.2 Language is an Important Method to Exchange the InformationWhen mankind created the language, their initial purpose is to communicate. Language is a sign system for human to exchange information.
12、 The generalized meaning of language includes all information carriers, such as gesture, expression, body movement and so on.If we want to express our emotion or feeling, we need to use language. Or we will confuse the others. Also, if we want to understand other peoples information, we need to lear
13、n about the language.In conclusion, language is very important when we exchange information.1.3 Good Language Art Helps to Promote the Success of NegotiationLanguage arts which cover almost all the fields of human beings activities are the most popular skills. Negotiation cannot get away from talkin
14、g word, that is to say cannot get away from the words people used for communicating. If we can use the art of language efficiently, we can get twice the result with half the effort. For example, when we Chinese talking with the western companies negotiators the first time, we should not ask the priv
15、acy information because foreigners often consider this action as offensive behavior and makes them feel unhappy about the negotiators. Of course it will slow down the negotiation process.So it is very important for us to gain the skill of good language art.2. The features of language in business neg
16、otiation Business negotiation language is a special way, which is used in the business negotiations. 4It is different from the literature, art, opera, film languages, but also different from the daily life languages. Generally speaking, the language of business negotiation should have the following
17、basic features: objectivity, directivity, logical and normative of the business negotiations.2.1 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
18、 t o the basi s of reality; if we have a best condition wed better show the samples or demonstrate it on the spot. Our quotation should be reasonable and we not only try our best to meet our own needs, but also we cant ignore the other partys benefits. And we should considering the other partys requ
19、irements 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.2.2 DirectivityTh
20、e 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 we need to use the diffe
21、rent negotiation language. Even if they have same contents of negotiation, we must use the different language because the negotiators have different education, the level of knowledge, the ability of acceptance and personal habit.We must know that the different requirements of same negotiation oppone
22、nts and we need to use the correct language or highlight to describe the quality of goods and functions, or describing our enterprises 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 b
23、e direct in one negotiation, if we want to make sure the terms of the negotiations that we must be careful to prepare the relevant information and we should take this into considerations at the same time: when we start to the negotiations we must know what kind of languages we should be used, and we
24、 should know how to select and target the negotiation 5language to make the negotiations smoothly.2.3 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 abil
25、ity of reasoning must be carefully. The language should be fully reflected the objectivity, specificity and historical. If we want our opinions to be persuasive, we must have an ability of the logical thinking. In the negotiations, no matter we state the problem, or write memoranda, or give any sugg
26、estions, imagination or requirements that we should pay attention to the logical of language. This is the basis of grasping their opinions and further persuading the other party.2.4 NormativeThe normative of language is that the language should be expressed politely and clearly, strictly and exactly
27、.Firstly, the negotiate language must insist on the principles of politeness and should be comply with the characters of business and the requirement of the professional ethics.Secondly, the language must be clear and easy to understand in the negotiations.Thirdly, the negotiation language must be p
28、ay attention to avoid voice weak and havent 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, we should pay more attention to our words and behaviors.3. The skill
29、s of listening in business negotiation3.1 The effect of listening Some people may ignore the effect of listening in business negotiation. Actually, the 6process of negotiation is not just a say, we need to listen carefully. Good at listening is an accomplishment. The most important benefit is that w
30、e can learn about our opponents true notion by listening. We all want to reach a win-win consequence; in this case, listening becomes more and more important.Good at listening can improve the relationship of each other. Good at listening is virtue. Good at listening during the negotiation can impres
31、s our opponents a better impression. Some clever negotiators establish friendship with their opponents by using listening in order to gain the trust.Good at listening can feel the psychological states. Words are the heart. One persons speaking can reflect his inner thought. Whats more, we should use
32、 our mouth, eyes, heart and ears when we are negotiating with our clients. The process of listening demands us to collect all the information the negotiators delivering. So we can know more about their intention.3.2 Barriers to listeningThe obstruction of environment is an element of listening barri
33、ers. When we are talking with our opponents, there might have all kinds of situations that can change our attention. It has bad effect on the talking. The obstruction will eliminate the information we want express or gain. Also, it will affect the mood of the negotiator and then slow down the negoti
34、ating schedule. On the other hand, sometimes the listeners themselves have barriers, too. Listener plays a very important role during listening. Some people express their idea so quickly that interrupt others talk. It may be regard as a rude behavior and we couldnt understand others opinion complete
35、ly. Some people dislike listening to the idea inconformity to their thought. So they make the barriers during the negotiation.Some people are always assertive. This characteristic will build up a block in the way of getting access to the successful negotiation because it will stop the negotiation su
36、ddenly.3.3 Listening skillsFirst, we should choose a right occasion. Whether the situation is suitable can affect the psychological state of the negotiators and outside interference. We should avoid choosing the 7place with a lot of noise, such as construction site, crossroads and so on. We can choo
37、se a peaceful, comfortable and elegance place, such as coffee house and tea house. At the same time, we had better to turn off our mobile phone and turn down the television.Second, we should choose the right time. The public has its own peak period. The choice of the time can make different effects.
38、Third, maintain a certain distance. Everyone has their comfortable distance. In order to make a relaxed atmosphere, we should pay attention to the distance when we are negotiating. 4. The skills of asking question in business negotiationIn the business negotiation, this is an important skill. The ne
39、gotiators 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 partys attention and provide a define direction to the two parties, and help we collect the information and transmit our feelings.4.1 Inq
40、uiry-based question styleInquiry-based question means to find the intention of the negotiators by observing their reply with extended examples.For example, we can ask our opponents by this way, “You said works on schedule, what can prove it? ” this questioning approach can make further discovery of
41、their need intention. Also, we can let him feel the great importance of his reply.4.2 Euphemistic-based question styleIf we cannot know well about our opponents intention, we can use euphemistic style questions in the appropriate situation. For example, “I agree with our words and we rightly said th
42、at. But there are some discrepancies with the fact.” And then we can express our idea by a more euphemistic approach. In fact, if we can use this mean efficiently, we will make plenty of advantages of communication. 8In addition, our opponents will take a feeling that we are polite and respected. In this case, the negotiation can reach an agreement and make it successfully.4.3 Clarified-based question styleThis style pf questioning means that after our opponents an
