1、 商务谈判中的语言艺术 摘 要 随着经济的发展，商务谈判变得更加频繁，而语言是贯穿整个谈判过程的关键元素，它不仅是说服对方的重要工具，同时还是一门艺术。因此，研究商务谈判中的语言艺术非常必要。本文首先对商务谈判中的语言艺术进行概述，介绍了它的特点及其重要性，然后对商务谈判中的语言艺术进行分类，包括有声语言艺术和无声语言艺术，最后提出了一些实用的建议来提升商务谈判中的语言艺术，例如掌握专业术语、灵活使用模糊语以及注意眼神交流等。 关键词： 商务谈判 语言艺术 特征 分类 建议 I Abstract With economic development, business negotiations
2、are carried out frequently. Language is the key element throughout the whole process of business negotiations. It is not only an important tool to persuade the other party, but also an art. Therefore, it is necessary to study the language arts in business negotiation. In this paper, the author makes
3、 an overview of the language in business negotiation at first, expounding the importance of language in the business negotiation and listing its features. Then, the second chapter makes a classification of the language arts in business negotiation, including the verbal and non-verbal language arts.
4、Finally, the author gives some practical suggestions for improving language arts in business negotiation, such as mastering terms professionally, using fuzzy words flexibly, noticing eye-contact and so on. Key words: Business negotiation; Language arts; Feature; Classification; Suggestion II Content
5、s Abstract . I 摘 要 . I Contents . II Introduction . 1 Chapter One Overview of Language Arts in Business Negotiation . 2 1. 1 Features of Language in Business Negotiation . 2 1.1.1 Objectivity . 2 1.1.2 Pertinence . 2 1.1.3 Logicality . 3 1.1.4 Normality . 3 1. 2 Significance of Language Arts in Busi
6、ness Negotiation . 3 1.2.1 Bridge to Agreement in Negotiation . 3 1.2.2 Efficient Tool for Expressing and Persuading . 4 1.2.3 Main Way to Implement Negotiation Strategies . 4 1.2.4 Key to Promote Relationship between the Two Parties . 4 Chapter Two Categories of Language Arts in Business Negotiatio
7、n . 6 2.1 Verbal Language Arts . 6 2.1.1 Courteous Language . 6 2.1.2 Professional Language . 6 2.1.3 Flexible Language . 7 2.1.4 Induced Language . 8 2.1.5 Humorous Language . 9 2.2 Nonverbal Language Arts . 9 2.2.1 Posture Language . 10 2.2.2 Face Language . 10 2.2.3 Gesture Language . 11 Chapter
8、three Suggestions for Improving Language Arts in Business Negotiation . 13 3.1 Suggestions for Improving Verbal Language Arts in Business Negotiation . 13 3.1.1 Making Small Talks Courteously . 13 III 3.1.2 Mastering Terms Professionally . 14 3.1.3 Using Fuzzy Words Flexibly . 14 3.1.4 Seizing Other
9、s Mind to Induce Them . 15 3.1.5 Cultivating Good Sense of Humor . 16 3.2 Suggestions for Improving Nonverbal Language Arts in Business Negotiation . 16 3.2.1 Leaving Good Impression by Normalizing Body Postures . 16 3.2.2 Noticing Eye-contact . 17 3.3.3 Realizing Gestures Distinct Meaning in Differ
10、ent Countries . 17 Conclusion . 19 Bibliography . 20 1 Introduction Negotiation needs language as a tool to complete and language serves as a bridge in the business negotiation, because business negotiation is substantially a process that both sides of negotiators express their views, exchange opini
11、ons in order to persuade their opponents with persuasive words. Language is not only an important tool to persuade the other party, but also an art. The language of business negotiation appears to be skillful with certain laws. It will be more effective in guiding business negotiation activities smo
12、othly if people can perceive its essence and study the language in business negotiations systematically. Therefore, the significance of this research is to improve language arts in business negotiation as well as to promote the success of the negotiations. In the early 1960s, the Western countries h
13、ave already begun to study the language arts in business negotiation. Harry Simon, an American managerialist, once said: “All the successes of business negotiations are result from the negotiators using language skills excellently” (Harry Simon, 1962). It was the earliest view on the language arts i
14、n business negotiation. However, the research in this aspect in China started relatively later due to the historical reasons. The earliest academic monograph in this field was Language describing the quality and function of the goods according to the reality; if you have a chance, youd better show t
15、he samples or demonstrate it on the spot. Your quotation should be reasonable and you cant only try your best to meet your own needs. You also need to take care of your counterparts benefits. Moreover, you should consider your counterparts requirements to make sure that both parties can accept. If t
16、he negotiation language is objective, the two sides will treat each other honestly and reach an agreement more easily. It will first have a successful foundation for the next phase of negotiation. 1.1.2 Pertinence The pertinence of the language indicates that the language should focus on the specifi
17、c theme and have an exact target. Negotiation language should directly correspond to one specific counterpart. In different situations, negotiators need to use different negotiation language. Even if they have same content of negotiation, you must use different language because the negotiators have
18、distinct educational background, level of knowledge, ability of acceptance and personal habit. In a negotiation, if you want to ensure that the negotiation goes smoothly, you must be patient to prepare for the relevant information. Furthermore, you also need to take the following aspects into consid
19、eration: when you start to the negotiation, you must know what kind of languages you are going to use, and you should know how to select and target the negotiation 3 language to make the negotiations smoothly. 1.1.3 Logicality The logicality of language means that the negotiators language should com
20、ply with the rule of logic. Furthermore, the expression of opinion must be clear, judgment must be correct and reasoning must be reasonable. The language should fully reflect the objectivity, specificity and historicality. If you want your opinions to be persuasive, you must master the ability of lo
21、gical thinking. In negotiations, no matter you state the problem, write memoranda, give suggestions, or raise requirements, should you pay attention to the logic of language. This is the basis of understanding opinions of the other party and further persuading them. 1.1.4 Normality The normality of
22、language indicates that the language should be expressed politely, clearly, strictly and exactly. Firstly, the negotiation language must be polite and formal, and should comply with the requirements of professional ethics. Secondly, the language must be clear and easy to be understood in the negotia
23、tions. Thirdly, when using the negotiation language, one must speak loudly enough to make his words heard and make appropriate pause. 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 behavi
24、ors. 1. 2 Significance of Language Arts in Business Negotiation Business negotiation is fulfilled by means of language communication between both sides. All the steps in business negotiation, including narrating, questioning, replying and persuading, are related to language directly. Therefore, the
25、negotiators must pay attention to these language arts in business negotiation in order to complete the negotiation smoothly and successfully. 1.2.1 Bridge to Agreement in Negotiation Harry Simon, an American managerialist, once said: “All the successes of business negotiations are result from the ne
26、gotiators using language skills excellently” (1962). In business negotiations, when talking about problems or expressing opinions, using language arts properly can make others feel very interested and willing to listen; otherwise, they will think that it is trite and boring and then have a negative
27、feeling. In the case of an intense On Language Arts in Business Negotiation 4 debate, tactful and friendly language can also lighten the atmosphere and lay the ground for the success of negotiations. 1.2.2 Efficient Tool for Expressing and Persuading When the negotiators of the two parties get toget
28、her to negotiate a deal, the first thing they need to do is to use the language accurately so as to present their negotiating intentions and express their own purposes and requirements. Only with a proper, concise and reasonable wording, can the negotiators express their opinions and attitudes clear
29、ly and powerfully. In the negotiations, both sides usually stick to their own interests, so the point is whether one can convince the other with language arts. That is to say, whoever is able to persuade the other to accept his point of view, and to make concession is the winner. On the contrary, if
30、 one cannot persuade the other party, he will not be able to overcome the obstacles, and to achieve the victory of negotiations. 1.2.3 Main Way to Implement Negotiation Strategies The negotiation strategies are often implemented by language arts. For example, in order to achieve a successful negotia
31、tion, sometimes “good cop bad cop” strategy may be used to negotiate with rivals. The one who plays the role of “bad cop” should not only take a tough stance and dig in his heels, but also convince people by reasoning; he should not only be overwhelming but be polite to maintain a good image. In thi
32、s situation, language arts are extremely important. Being tough is not equal to being rude and unreasonable. Gentle tone, steady intonation and appropriate silent language are often more powerful than being rude and unreasonable. So, language arts should be properly used during the realization of th
33、e negotiation strategies. 1.2.4 Key to Promote Relationship between the Two Parties In business negotiations, the changes of interpersonal relationship between two parties are mainly shown through language communication. Languages express peoples wishes and requirements. Using a language to express
34、wishes and requirements that are consistent with the actual benefits of both parties can maintain and develop a good interpersonal relationship. On the contrary, using inappropriate language to express wishes and requirements may lead to an inharmonious relationship, and even conflict. At this time,
35、 a good interpersonal relationship established between two parties is likely to collapse, and more seriously, it may cause a 5 breakdown in the relationship between the two parties, and thus the failure of the negotiation. On Language Arts in Business Negotiation 6 Chapter Two Categories of Language
36、 Arts in Business Negotiation Generally speaking, language arts in business negotiation could be divided into two types, namely verbal language arts and nonverbal language arts. 2.1 Verbal Language Arts Verbal language arts in business negotiation are varied; they can be divided into different types
37、 from different angles. Here, in this paper, verbal language arts are divided into five categories according to the speakers attitude and purpose as well as the functions and characteristics of the language itself: courteous language, professional language, flexible language, induced language and hu
38、morous language. 2.1.1 Courteous Language Languages used in negotiation being aimed at enhancing mutual understanding, promoting friendly relations and harmonizing negotiation atmosphere so as to form a cooperative mutual trust are all courteous language. Courteous language features being ornamental
39、 without involving specific substantive issues; it is often polite, gentle and appropriate. The purpose of using this kind of language in the negotiation is not to show ones power and status or to defraud, but to show his respect and courtesy to the others. There are some common courteous languages in negotiat
