商务谈判技巧英文篇一:论商务英语谈判技巧成都大学毕业设计(论文)题目:作者姓名:指导教师:所在学院:外国语学院答辩日期:On the Skills of Commercial English 邹长勤学号:王慧职称:讲师专业:英语2007 年 6 月 6 日论商务英语谈判技巧摘要:商务英语谈判中有许许多多谈判技巧,此论文主要目的在于突出商务谈判技巧中的语言技巧。
在正文中,首先分析了谈判的必要程序,然后进行谈判语言技巧的研究。
在谈判的语言技巧中有很多重要的技巧。
为了在谈判中获胜,有四个技巧不容忽视——交流的技巧,恭维的技巧,间接表达的技巧和说服的技巧。
通过很好的掌握并有效地运用这些技巧,可以达到令人满意的结果并和对手建立起和谐的友谊,得到长远合作的机会。
商务谈判是一个充满冲突和竞争的过程,如果双方都想个别利益最大化,那么冲突就会随时由此发生,如果他们坚持己见,将导致谈判没有结果且有害无益。
此时,谈判者就会想办法借助很多谈判技巧,所以目的性的语言技巧得以运用,作为一位语言运用者兼谈判者必须有意识无意识地使自己的语言随时适应不断变化的形势。
在成功谈判者的谈判过程中,你可以了解到他们不只把语言当作畅谈的工具,而是把语言当作一种非常有效的技巧。
他们那恰如其分的表达以及熟练的语言技巧能有效地增强谈判者间的相互信任和相互理解,这样就增加谈判成功的机会,以便最终能达成一个令人欣喜,双赢的结果。
关键词:商务谈判;语言;沟通;语言技巧On the Skills of Commercial English NegotiationAbstract :There are hundreds of negotiation skills in the commercial English negotiation; this paper mainly attempts to highlight the language skills. In the context, I firstly analyze the necessary processes about commercial English negotiation, and then come into the study of the language skills; there are many important aspects of language skills in commercial English negotiation. To make commercial English negotiation successful, these four aspects —skills of communication, skills of compliments, skills of applying indirectness and skills of persuasive can never be ignored. Good commanding and effect using of the language skills can help you to achieve a satisfactory result, establish harmonious relationships and gain further cooperationwith the counterpart.Commercial English negotiation is a process full of conflicts and arguments. Conflicts would appear consequently when two parties try to maximize their individual interests. If they persist in their own opinions, the negotiation will become unproductive, detrimental to the arrival of agreements. Understandably, negotiators would employ various techniques at this time. Then the purposeful use of language comes in. As a language user as well as a negotiator, you must consciously or unconsciously adapt your language to meet the need of perpetual changing situation. In negotiating, you can see a successful negotiator not only takes language as a communicative tool, but also as a very useful skill. Their proper and skillful use of language skills can effectively enhance the mutual trust and understanding among negotiators, so as to increase the odds fornegotiation success, and reach a happy result which will benefit and satisfy both sides.Key words: Commercial Negotiation; Language; Communication; Language SkillsContents摘要.................................................................................. ....................... ............I 关键字.................................................................................. ....................... . (I)Abstract ............................................................................................ ................II Key words................................................................................................. . (II)Introduction……………………………….............................................. ....... ...............1 1. Negotiation.......................................................................................... (1)Stages of negotiation (2)Pre-negotia tion (2)Face-to-face negotiation (3)Post-negotiation (4)Seven steps of negotiation (4)Types of Negotiation……………………………… (5)2. Language in negotiation (6)power of language (6)The Power of body language (7)Language‘s role in creating meaning (9)Communication ........................................................................................ . (10)The importance of communication (11)3. Language approach in negotiation ……………………………… (12)Listening and Questioning skill (12)Listening (12)Questioning (13)skills of compliments (14)Choices of commendatory words.............................................. . (15)of Compliments between Chinese and English (15)skills of applying indirec tness (16)Reasons to apply (16)Choices of proper words (16)Ways of expressing (17)persuasive skill in negotiation ................................................ (17)4. How to reach agreement ............................................................... . (20)Conclusion ........................................................................................... (21)Acknowledgement................................................................................. (23).............................................. ....... .. (24)On the Skills of Commercial English Negotiation IntroductionCommercial English negotiations in China have been carried out far more frequently with the development of economy. In an increasingly competitive and dynamic business environment, negotiation is critically important to the success and, ultimately to the survival of companies. So nowadays the ability to negotiate is one of the most valuable skills you can bring to any job. Negotiation is about both sides reaching a good outcome, or at least one they feel they can live with and have contributed to and it will almost certainly involve compromise on both sides. Under such circumstances, the business traders need to master and constantly improve theirnegotiating capabilities and skills to achieve a better result through negotiation.To some extent, commercial negotiation can be considered as a battle fought against negotiators. In commercial English negotiations, negotiators must obey the trade rules, negotiate process and meanwhile maintain their own benefits. However in negotiating, both parties involved will endeavor to win the most benefits while maintaining cooperation with each other. Therefore it is necessary to adopt the appropriate language skills .Among them,compliments and persuasion are the most commonly used skills that contribute to a successful commercial negotiation.Negotiation is basically the verbal communication, and sometimes it is a play of language. Negotiators need to know better about the language skills, such as compliments, persuasive skills, and how toexpress indirectly to avoid conflicts, so as to make the negotiation succeed.Ideally, commercial negotiations should be founded on mutual trust and respect. They should be conducted within a problem-solving atmosphere, with sufficient time to tackle all issues.1. NegotiationNegotiation is a basic human activity. It is a basic means of getting what you want from others, it is a process we undertake in everyday activities to manage our relationship, and a process through which parties move from their initially divergent篇二:商务谈判与推销技巧英文重庆工商大学重点课程《商务谈判与推销技巧教案》教案(适应:高职专科)重庆工商大学应用技术学院二〇〇六年八月目录绪论???????????????????????????3 第一章商务谈判概论??? ?????????????? 4 第二章商务谈判模式与风格............................... ..9 第三章商务谈判准备...................................... 13 第四章第五章第六章第七章第八章第九章第十章第十一章第十二章商务谈判各阶段策略............................... 20 商务谈判技巧.................................... 27 推销概论....................................... 29 推销理论与模式.................................... 40 如何寻找客户.................................... 51 接近客户和洽谈技巧. (65)如何处理客户异议.................................69 成交和讨债实务...................................... 77 推销管理.. (86)《商务谈判与推销技巧》教案一、课程概述1、课程代码2、课程名称(1)中文名:商务谈判与推销技巧(2)英文名:negotiation &selling skills3、课程管理院(系)及教研室:应用技术学院市场营销应用技术教研室4、课程的性质及适用专业、层次:营销与策划高职专科、会展策划与管理高职专科专业必修课程5、课程学时和学分数(1)学时:共48学时。