【正文】 party’s basic position. You can review the previous achievementof two parties’ cooperation to show your reputation enjoyedby the other side。 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 thishotel told him the fees must be increased. So, he talks withthe manager, and says, when I heard this news, I was littlesurprised。 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 treathim and will easy lead to the other party offensive.After you ask questions, you must give the other party havea sufficient time to reply. The purpose of asking question isthat you let the other party have enough time to answer thequestion and hope can receive a satisfaction result at the lasttime. Reply skills in business negotiationIn the negotiation process, answering the other party’squestion is very stressful. Because in the negotiations, nomatter what the negotiators said, it also has a very important16meaning。 if you don’t know the question, you can’t to givean answer to them at once。the other is to the speaker ’ s words that according hissubjective 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 thenegotiation, some information can’t be convenient to give theother party or unwilling to answer the question, but you haveto answer it, so at this time, using the vague language is veryimportant.About some of issues put forward by the other party inbusiness negotiations, we should use this words seldom:inevitable, no doubt, certainly and such absolute words。 you should not be too hasty andimpatient to achieve success。 please tell me which question you want to talkabout. So, using humorous expression that not only transmit thefeelings to each other and you can avoid conflicting with theother party, but also can relaxing the tense situation. And itcan help negotiators set a good imagination, and also createsa good atmosphere for the negotiations. Persuade skills in business negotiationThe persuade skill is a very important skill in thenegotiation activity that help you try to change their originalminds and let them willing to accept your advice. This is adifficult skill to master and have a highly flexible, so itplays 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 alwaystalk about your own reasons, and you should leave enough timeto let the other party express their own opinions。 Fifthly, you must be politely refuse toanswer the unvalued question。 Secondly,when you answer the questions you should grasping the purpose,motivation and the asker ’ s real psychological response。 if the otherparty seemed very indifferent or impatient, we should stop andchange to another topic. Grasping the opportunity to ask questionIn the negotiations, we should pay more attention to theopponent39。 finally, you must know thepurpose of describing in order to make the other party to10understand your intentions and create an good atmosphere in thenegotiation. So, describing should be expressed in a sincereand easy way.If the other party starting describe, you must listen totheir opinions very carefully, then sum up the opinions and tryto understand the contents of describing. In order to avoidmisunderstanding that you must think and understand the keyissues of the opening of describing. If the contents of theopening describing have a big conflict with you, and you can’t interrupt and can’t make a dispute with the other partyimmediately, while you indicate your opinions after the otherparty’s talk have finished and plaint their opinions fromthe other side.In the process of the statement, you should pay attentionto use the language correctly and easy to understand, and thelanguage should brief and grasp the key point, and have aspecific structure. Your speaking should be close to the themeand should pay attention to the tone, pace, voice。 Thirdly, you can talk about general principleproblem and then talk about some details。關(guān)鍵字??商務(wù)談判 語(yǔ)言 特征 技巧AbstractBusiness negotiation is an activity which is carried outby the two trade sides to conclude the