试论国际商务谈判中的语言交际技巧

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1、学士学位论文ATENTATIVESTUDYONSKILLSOFORALCOMMUNICATIONININTERNATIONALBUSINESSNEGOTIATIONS试论国际商务谈判中的语言交际技巧24ContentsAbstract………………………………………………………………………………..1Keywords………………………………..……………………………………………1Introduction…………………………..…………………………………………..……21Evaluatingstandardsoflanguageininternationalbusinessnegotiations

2、……..…….32Correctusageofvaguelanguage………………………………………………….32.1Authorizationlimited……………………………………………………………....42.2Avoidanceofdirectutterance……………………………………………………52.3Therequirementofpersuasion…………………………….………………………62.4Therequirementofself-production………………...…..…….……………………73Correctusageofpolitelanguage…………

3、…………………………………………………..73.1 Politeexpressionoffavorablenews……………………………………………………….83.2Politeexpressionofunfavorablenews……………………………………………………93.2.1 Adoptionofsoftenedexpression………………..……………………………………….93.2.2Applicationofempathictechnique……………………………………………………..103.2.3Givingpartnersaface…….………………………………………………

4、…..……….….103.2.4 Adoptionofpassivevoice……………………………………………………...………..113.3 Politeexpressionofneutralnews……………………………………………….………..113.3.1 Changingcommandingtoneintorequestingtone……….………………….………..123.3.2 Usingthepastsubjunctiveform………………………………………..…………….…124Correctusageofdecentlanguage…………………………………………………

5、….…….124.1 Adoptionofprofessionalexpressions……………………………………………………134.1.1 Usingexpressionsoflegallanguage…………………………………………………...134.1.2 Thecorrectcomprehensionanduseofcommercialterms………...………………..134.2 Usingaccurateexpressions…………………………………………….………………….144.2.1 Choosingonlyaccuratefacts,wordsandfigures……

6、…….…………………………144.2.2 Avoidanceofoverstatementandunderstatement…………….………………………154.3 Appropriateexpressionofadvantages………………………...…………………………154.3.1 Avoidanceofusingflowery24language………………………………………………….164.3.2 Minimizingexclamation……………………………………………..…………………..164.3.3 Avoidanceofusingdirectcomparison…………

7、………………………………………174.3.4 Weakeningsubjectivecoloring…………………………………….……………………17Conclusion………….………..……………………………………….………………18References……….…………..………………………………………….……………19Acknowledgements…………………...……………………………