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1、商务谈判的语言艺术-商务英语-毕业论文-论文中国某某某某学校题目口商务谈判的语言艺术姓名口 0000000班级、学号口 0000、0000号系（部）口经济管理系专业口商务英语指导教师口 00000开题时间口 2009-04-10完成时间口 2009-11-042009年11月04日目录毕业设计任务书1毕业设计成绩评定表2答辩申请书3-5正文6-22答辩委员会表决意见23答辩过程记录表24课题商务谈判的语言艺术一、课题（论文）提纲弓I言1 .需务谈判的语言特征1.1 商务谈判语言的客观性1.2 商务谈判语言的针对性1.3 商务谈判语言的逻辑性1.4 商务谈判语言的规范性2 .商务谈判的语言艺术2
2、.1 商务谈判的陈述技巧 入题技巧阐述技巧2.2 商务谈判的提问技巧 使用间接的提问方式 使用选择性的提问方式设身处地把握好提问的难易度 使用恭维的表达方式把握好提问的时机2.3 商务谈判的答复技巧 使用模糊和委婉的语言 使用幽默含蓄的语言2.4 商务谈判的说服技巧 结论二、内容摘要商务谈判是经济贸易合作的双方为达成某种交易或解决某种争端而进行的 协商洽谈活动在商务谈判中语言运用的成功与否口对谈判的过程与结果起着 举足轻重的作用O双方的接触口沟通与合作都是通过反复的陈述观点口提问口回 答和说服等语言技巧来实现的口巧妙应用语言艺术提出创造性的解决方案口不仅 满足双方利益的需要口也能缓解沉闷的谈判
3、气氛使双方都有轻松感口有利于谈 判的顺利进行。因此巧妙的语言艺术为谈判增添了成功的破码起到事半功倍的 效果。关:字商务谈判语言特征技巧Business negotiation is an activity which is carried out by the two trade sides to conclude the business or sett Ie certain disputes. The Ianguage used is a success or failure plays an important role in the process of negotiations. T
4、he skillful Ianguage is realized between two parties by contacting, communicating and cooperating through restate opinions, asking question, responses and persuades etc. Putting forward a creating solving scheme is not only applying with the art of Ianguage ski 11 ful, but also meets the demands on
5、mutua I benef i t and re I ieves the du I I atmosphere on negot i at i on. It wi I I create a comfortable atmosphere for the two parties and is good for the success of negotiation. So using Ianguage skillfully can enhance a great success on negotiation and get double effects.Keywords: Business negot
6、iation language features skills三、参考文献31姜望琦:当代语用学M.北京大学出版社,20062刘园:国际商务谈判M.对外经济与贸易大学出版社,20053童瑞华徐志华黄华新等:现代谈判学成功谈判的技巧与奥秘 .浙江大学4杨劫口李芳国际商务谈判中的委婉表达J 湖南科技学院学报 20o6(2)Q26026205刘文广:商务谈判M.北京高等教育出版社口ZOCM. 8The Art of Ianguage in Business Negotiation00000中文摘要:商务谈判是经济贸易合作的双方为达成某种交易或解决某 种争端而进行的协商洽谈活动。在商务谈判中语言运用的
7、成功与否 对谈判的过程与结果起着举足轻重的作用。双方的接触口沟通与合作都是通过反复的陈述观点口提问口回答和说服等语言技巧来实现的 巧妙应用语言艺术提出创造性的解决方案口不仅满足双方利益的需 要口也能缓解沉闷的谈判气氛口使双方都有轻松感口有利于谈判的 顺 利进行。因此巧妙的语言艺术为谈判增添了成功的硅码口起到事半功 倍的效果。关键字口商务谈判语言特征技巧AbstractBusiness negotiation is an activity which is carried out by the two trade sides to cone Iude the business or sett I
8、e certain disputes. The Ianguage used is a success or failure 4plays an important role in the process of negotiations. The skillful Ianguage is realized between two parties by contactingtcommunicating and cooperating through restate opinions, askingquestion, responses and persuades etc. Putting forw
9、ard a creating solving scheme is not only applying with the art of I anguage skillful, but a I so meets the demands on mutua I benef i t and re I i eves the du 11 atmosphere on negot i at i on. It wi 11 create a comfortable atmosphere for the two parties and is good for the success of negotiation. S
10、o using Ianguage skillfully can enhance a great success on negot i at i on and get doub I e effects. Keywords: Business negotiation, Ianguage, features, ski I Is IntroductionBusiness negotiation s process is that the negotiators using Ianguage to coordinate and consult the problems and ach i eves ag
11、reement. How to use correct Ianguage to show your op ini ons ref I ects the ab i I i ty of the negot i ators. I f the skills are not suitable, it wi11 cause misunderstanding or disputes between the two parties and even lead to the failure of the negotiation, and it s more I ike I y to cause the econ
12、omy loss. Whether the Ianguage is used properly or not often determines the success or fai lure of the negotiation. Therefore, knowing 5about this ski 11 is the key to cone I ude a successful business. This thesis mainly states that the negotiators shouId know how to use statement and ask questions,
13、 response and persuasion toachieve the multiplier effect in the process of business negotiations.1. The features of Ianguage in business negotiation Business negot i at i on Ianguage is a spec i a I way, which is used in the business negotiations. It is different from the Iiterature, art, opera, fiI
14、m languages, but also different fromthe daily I ife languages. General ly speaking, the Ianguage of bus i ness negot i at i on shou I d have the following bas i c features: objectivity, directivity, logical and normative of the business negotiations.1.1 ObjectivityThe objectivity of Ianguage mainly
15、shows that: describing the present situation of the enterprise must conform to the reality; describing the qua Iity of the goods and funct i on should according to the basis of real ity; if you have a best cond it ion you d better show the samp I es or demonstrate it on the spot. Your quotation shou
16、ld be reasonable and you not only try your best to meet your own needs, but also you can1 t ignore the other party1 s benefits. And you shouId considering the 6other party s requi rements that make sure the terms of payment and adopt the terms of payment that both parties can accept. If the Ianguage has object
