on communication skills of language in international business negotiation 论国际商贸谈判中的语言交流技巧大学论文.doc

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1、ContentsAbstract1Introduction1Chapter1InternationalBusinessNegotiation21.1DefinitionofInternationalBusinessNegotiation21.2FeaturesofInternationalBusinessNegotiation2Chapter2ProblemsoftheCommunicationinInternationalBusinessNegotiation52.1Pragma-LinguisticFailuresinInternational

2、BusinessNegotiation52.2Socio-PragmaticFailuresinInternationalBusinessNegotiation6Chapter3TheStrategiesoftheLanguageCommunicationinInternationalBusinessNegotiation93.1TheStrategiesofListening93.3.1PassiveListening103.3.2Acknowledgment103.3.3ActiveListening103.2TheStrategiesofAs

3、kingQuestions113.2.1ManageableQuestions123.2.2UnmanageableQuestions143.3TheStrategiesofAnswering163.3.1RefusingtoAnswer163.3.2SlippingOvertheQuestions17Conclusion19Notes20Bibliography21Acknowledgements22OnCommunicationSkillsofLanguageinInternationalBusinessNegotiationAbstract:

4、Withthedevelopmentofeconomicglobalization,internationaltradehasdevelopedgreatly.Internationaltradenegotiationisinevitablecrossborderbusiness.Thecontentofbusinessnegotiationsconcerningtheinterestsofboththeresultsofthenegotiationsorbothpartiesmayhaveagreaterbusinessimpact,theref

5、ore,thenegotiationsshouldtakeagoodbusinessnegotiations,successfullyreachedthepurposeofnegotiation.Thispapergivesadefinitionaboutbusinessnegotiationandfindssomeproblemsinbusinessnegotiation,then,analysesthecommunicationskillsoflanguageinbusinessnegotiationfromthreeaspects,i.e.,

6、listening,askingandanswering.Keywords:businessnegotiation;communicationskills;strategy摘要：随着经济全球化的发展，国际贸易也越来越发达。国际贸易中跨国的商务谈判在所难免。商务谈判的内容涉及到谈判双方的利益。谈判的结果对双方或各方的业务发展产生较大的影响。因此，在谈判中应尽可能的把握商务谈判的交际技巧，顺利达到谈判的目的。本文从商务谈判的定义及意义出发，分析商务谈判中存在的一些问题，并从听、问、答三个方面来陈述商务谈判的语言技巧。关键词：商务谈判；交际技巧；策略II

7、IntroductionWitheconomicdevelopment,businessnegotiationsbecomemoreandmorefrequent.Negotiationneedslanguageasatooltocomplete.Languageservesasabridgeinthebusinessnegotiation,becausebusinessnegotiationissubstantiallyaprocessthatbothsidesofnegotiatorsexpresstheirviews,exchangeopin

8、ionsinordertopersuadetheiropponentswithpersuadingwords.Thisth