【正文】 中國某某某某學校題 目?? 商務談判的語言藝術(shù)姓 名 ?? 0000000班級、學號 ?? 0000、0000 號系 (部) ?? 經(jīng)濟管理系專 業(yè) ?? 商務英語指導教師 ?? 00000開題時間?? 20090410完成時間?? 200911042009 年 11 月 04 日目 錄畢業(yè)設(shè)計任務書………………………………………………… 1畢業(yè)設(shè)計成績評定表…………………………………………… 2答辯申請書…………………………………………………… 35正文…………………………………………………………… 622答辯委員會表決意見…………………………………………… 23答辯過程記錄表………………………………………………… 241課 題 商務談判的語言藝術(shù)一、 課題(論文)提綱引言 商務談判語言的客觀性 商務談判語言的針對性 商務談判語言的邏輯性 商務談判語言的規(guī)范性 商務談判的陳述技巧 入題技巧 闡述技巧 商務談判的提問技巧 使用間接的提問方式 使用選擇性的提問方式 設(shè)身處地 把握好提問的難易度 使用恭維的表達方式 把握好提問的時機 商務談判的答復技巧 使用模糊和委婉的語言 使用幽默含蓄的語言 商務談判的說服技巧結(jié)論二、內(nèi)容摘要2商務談判是經(jīng)濟貿(mào)易合作的雙方為達成某種交易或解決某種爭端而進行的協(xié)商洽談活動。在商務談判中語言運用的成功與否??對談判的過程與結(jié)果起著舉足輕重的作用。雙方的接觸??溝通與合作都是通過反復的陳述觀點??提問??回答和說服等語言技巧來實現(xiàn)的??巧妙應用語言藝術(shù)提出創(chuàng)造性的解決方案??不僅滿足雙方利益的需要??也能緩解沉悶的談判氣氛??使雙方都有輕松感??有利于談判的順利進行。因此巧妙的語言藝術(shù)為談判增添了成功的砝碼??起到事半功倍的效果。關(guān)鍵字??商務談判 語言 特征 技巧Business negotiation is an activity which is carried out by the twotrade sides to conclude the business or settle certain disputes. Thelanguage used is a success or failure plays an important role in theprocess of negotiations. The skillful language is realized between twoparties by contacting, municating and cooperating through restateopinions, asking question, responses and persuades etc. Putting forwarda creating solving scheme is not only applying with the art of languageskillful, but also meets the demands on mutual benefit and relieves thedull atmosphere on negotiation. It will create a fortable atmospherefor the two parties and is good for the success of negotiation. So usinglanguage skillfully can enhance a great success on negotiation and getdouble effects.Keywords: Business negotiation language features skills三、參考文獻3[1]姜望琦:當代語用學[M].北京大學出版社,2006[2]劉園:國際商務談判[M].對外經(jīng)濟與貿(mào)易大學出版社,2005[3]章瑞華徐志華黃華新等:現(xiàn)代談判學———成功談判的技巧與奧秘[??].浙江大學[4] 楊劫??李芳??國際商務談判中的委婉表達[J]??湖南科技學院學報??20o6(2)??260—262??[5]劉文廣:商務談判[M]. 北京高等教育出版社??The Art of language in Business Negotiation00000中文摘要:商務談判是經(jīng)濟貿(mào)易合作的雙方為達成某種交易或解決某種爭端而進行的協(xié)商洽談活動。在商務談判中語言運用的成功與否??對談判的過程與結(jié)果起著舉足輕重的作用。雙方的接觸??溝通與合作都是通過反復的陳述觀點??提問??回答和說服等語言技巧來實現(xiàn)的??巧妙應用語言藝術(shù)提出創(chuàng)造性的解決方案??不僅滿足雙方利益的需要??也能緩解沉悶的談判氣氛??使雙方都有輕松感??有利于談判的順利進行。因此巧妙的語言藝術(shù)為談判增添了成功的砝碼??起到事半功倍的效果。關(guān)鍵字??商務談判 語言 特征 技巧AbstractBusiness negotiation is an activity which is carried outby the two trade sides to conclude the business or settlecertain disputes. The language used is a success or failure4plays an important role in the process of negotiations. Theskillful language is realized between two parties by contacting,municating and cooperating through restate opinions, askingquestion, responses and persuades etc. Putting forward acreating solving scheme is not only applying with the art oflanguage skillful, but also meets the demands on mutual benefitand relieves the dull atmosphere on negotiation. It will createa fortable atmosphere for the two parties and is good forthe success of negotiation. So using language skillfully canenhance a great success on negotiation and get double effects.Keywords: Business negotiation, language, features, skillsIntroductionBusiness negotiation’s process is that the negotiatorsusing language to coordinate and consult the problems andachieves agreement. How to use correct language to show youropinions reflects the ability of the negotiators. If the skillsare not suitable, it will cause misunderstanding or disputesbetween the two parties and even lead to the failure of thenegotiation, and it’s more likely to cause the economy loss.Whether the language is used properly or not often determinesthe success or failure of the negotiation. Therefore, knowing5about this skill is the key to conclude a successful business.This thesis mainly states that the negotiators should know howto use statement and ask questions, response and persuasion toachieve the multiplier effect in the process of businessnegotiations.1. The features of language in business negotiationBusiness negotiation language is a special way, which isused in the business negotiations. It is different from theliterature, art, opera, film languages, but also different fromthe daily life languages. Generally speaking, the language ofbusiness negotiation should have the following basic features:objectivity, directivity, logical and normative of thebusiness negotiations. ObjectivityThe ob