TheArtofLanguageinBusinessNegotiation商务谈判中的语言艺术

商务谈The Art of Language in Business Negotiation判中的语言艺术INTRODUCTIONNegotiation cannot get away from talking word, that is to say cannot get away from the words people used for communicating. Words are the foundation which negotiating businessmen used for communicating, linking and consulting. The using of the words in business negotiation is the main tool to solve the negotiating problem, and it relating to whether the negotiation will be successful. A good negotiating businessman is also a superior who can use the words properly. The negotiating businessman must understand and used the words properly so that the words can be served for the negotiating. This article emphasizes to relate the skill of using words in international business negotiation.In the wake of China joins WTO, the foreign business activity of China has become more and more frequently, the chance of the foreign business negotiation also increased. More and more foreign businessman swarm into our country to deal with their business activity; more and more Chinese enterpriser go out our country to touch the international market.Just we all know, the business activity couldnt stray from the business negotiation. And the business negotiation is the important content of the business activity, also is the necessary means of thebusiness activity. The business negotiation is make an important role in the business activity and a corporation. The successful business1negotiation can make a big economic returns and social benefits. So, if we want develop the business activity favorably, we must make the business negotiation successfully.In order to make the business activity favorably, we must demanded the business negotiation more easily、cleanly 、concretely and perfectly.These are so many issues that Chinese corporation and business negotiators need to address in order to be successful in todaysinternational business environment.2CHAPTER ONEThe Implication and Importance of the Words Art1.1 The Implication of the Words ArtNegotiation is the behavior and process which people in order to moderating relation of each other through a confabulation to carry out the opinion consistent. And the words is the basic tool which people communicate with each other and also is the tool which human depend on with carrying on thinking, so the process of negotiation cannot get away from expressing and communicating. In spite of words, people also can apply other tools in the process of carrying on a consultation, like the war signal, light signal, various secret password and the facial expression, signal, body language, etc. The word in negotiation is a match oral language and body language to call which people used for negotiating. The implication of negotiation words: first, it is the word s concr ete usagein the international business negotiation, directly serviced for carrying on the end purpose of the negotiation, the each kind of information which express the will, emotion and inform the reasonableness, emotion and reality. Secondly, the words in business negotiation is also the particular performance of the thinking and the intelligence ability in the negotiating, appreciate the negotiation language of opponent then do a reaction, with a certain performance way to carry on advising to guide, threaten, probe into, allusion and cross31.2 The Importance of the Words ArtBusiness negotiation behavior concentrates the behavior of language communicating, as the result; the level of the words art decides the relationship between the both parties even whether the negotiation will be successful. It s very important to stress the words art in business negotiation.1.3 Assist to Express the Point and Enforce the StrategyIn the international business negotiation, if both parties want to express they own thinking result of judgment, reason logically and argument, they have to use the words art properly. Also if they want to make the own negotiation strategy effectively carries out to achieve success they must understand how to use the words art. Such as while make use of the “red and white face ” strategy, the person who arts as the“white face ” not only perform the attitude strong and tough, also let anything reasonable, all the points have its basis, to keep the good image. The strategy doesn t mean that the “white face ” should speak loudly orimpoliteness. An idiom, a literary reference, a parable or a joking smile can defend self-interest.1.4Assist to Deal with the Relationship with Each OthersIn international business negotiation, the relationship between the both parties are performed by the words communication, the words express their own wishes and request. The level of the words art may let the4relationship between the both parties adjust, improve, strengthen and develop; also it may cause disintegration, break so that the negotiation fail. In the beginning, businessman should make use of the language art to create a kind of easy, nature, harmonious and pleased atmosphere; successfully create a good premise for the negotiation. After greeting with each other, begin your negotiation use the humor words” whether wecan open the purdah or not ” or “ how about preannounce our program first ” etc. it will be good for your beginning of the negotiation. If you just harping, far away from the point, or cold eyes horizontal eyebrow, keeping silent or the not smooth word would possible break the beginning. Higher level of the word art can express the purpose exactly and can keep the good relationship between both parties, even reaction or deny the oth ers request, can also say tactfully, and let the other party satisfy yoursuggestion. Otherwise the word what praise, approve, or support the other s point may also make the opponent impression.5CHAPTER TWOThe Point of the Negotiation Words2.1 Serve for the Negotiation purposeThe negotiation, which has bright sense of purpose, is one kind of coordination, the negotiators language expression in businessnegotiationmust consistent with the negotiation goal, the characteristic of the opponent and the language environment, also must obey the negotiation purpose basically. Organize the language expression pointed according to the concrete situation, this can achieve the effect of the negotiation language expression, can realize the negotiations goal.Each negotiator has the individuality language characteristic, their individuality language characteristic is a series of factors like own status, the experience, the occupation, the cultural accomplishment, the thought disposition and so on manifest in the language utilization synthesis, so- called “ones words echo what is in ones heart“style shows the man ”. But the negotiators language expression inbusiness negotiationmust consistent with the negotiation goal, the characteristic of the opponent and the language environment. Therefore, negotiation requests the negotiator conceals own language style temporarily in front of the specific condition and the character, to deal with the opponent by new pointed language. So-called sees different person to speak different speech, only like this, can consistent with the opponent in the language6and in psychology, with the environment and the condition, can more advantageous to the bilateral communication when needs to communicate, can carry on the successful negotiations effectively.The negotiations language expression is a quite complex process. When the expression side defers to the anticipated goal to send out the language information, because sometimes expresses improper, or lacks the science unde rstanding of the opponent, possibly causes another party smisunderstanding or the repugnance. At this time must perform to control and adjust, that is to say replace one kind of expression form, let the opposite party easy to understand and to accept. Sometimes in the negotiations initial stage the negotiation is carries on according to the original goal, but in the process of the negotiation might off the subject, deviated the original goal, this needs to adjust the negotiations language similarly, so that can return to come up with the negotiations goal.Moreover, the uniformity between the language expression and the negotiations goal also restrict by the negotiation itself. Although negotiation has filled with many skills and art, negotiation itself needs to solve the bilateral solid divergence point, achieves the assignment and the coordination of some benefit. Therefore, the negotiations language generally in language essential factors and the expression form like the words expressions, sentence type, rhetoric and so on request tactful, accurate, avoids using the words too magnificent and the ambiguous7literary elegance, thus we can transmit explicitly our own standpoint, the viewpoint, the request to the opposite party.2.2 The Pointed and Flexibility of the Negotiation WordsaimBecause there are many varies types of negotiation, the participated negotiation person frequently because aspects of nationality, state, region, age, sex, occupation, duty, status and so on are different cause the manners and customs, the cultural accomplishment, the disposition, the psychology and so on many aspect difference. The negotiations is tolet the both parties to reach a kind of coordination on the basic of understand mutually, if the negotiation language expression enables opposite party to understand accurately, then negotiation activity also not to be able to achieve the anticipated goal. The pointed of the negotiation words is refers to the language to have to revolve the negotiations throughout the benefit, with a clear goal, enhances the efficiency of the language .To be specific, the pointed of negotiation words includes: in view of one kind of negotiations, in view of one subject of negotiations, in view of one concrete match, in view of identical match different request and so on. The business negotiations have many kinds , including the different negotiations type, the different negotiations subject, the different negotiations environment and so on, this request negotiations language must have very strongly pointed.The negotiations advancement is frequently changes constantly,8complex and free, the negotiation opponents mental and emotionalso arein the changing. Although the businessmen all completely have made the full preparation before the negotiations and have formulated the one whole set countermeasure and the plan, nobody can know beforehand the negotiation opponents speech and their performance. Therefore the specific language expression also needs the negotiator to be on site the organization, according to the circumstance, let the negotiations language expression pointed and the flexibility unifies closely, thus gain language exchange desired effect.2.3 Strong Logical of the Negotiation WordsThe logical of the negotiation words is refers to negotiatorslanguagehave to conform to the thought rule, the expression concept must be explicit, the judgment must be accurate, the inference must be strict, the proof must have the persuasive power. Massive materials, which are collected by negotiator before the negotiations, after the process of analysis and reorganization, only then conform through the logical language to express, can make the negotiation match understanding. In negotiations process, regardless of narrates the question, composes the memorandum, proposed each opinion, the tentative plan or the request, all need to pay attention to the logical of the negotiation words, this is the basic premise of closely holds opposite party, then convinces opposite party. At the same time, when you are asking the question, answering the9question, or attempting to convince the opposite party, also must pay attention to the logical of the language. The inquiry must watch a persons every mood, grasps the opportunity, unifies the negotiations advancement closely, and must pay attention to the connection of the question; replied the question must be relevant to the subject, accurately, do not irrelevantly reply generally; attempt to convince the opposite party, must make the language filled with formidable logic strength, make the opposite party hard brush-off.2.4 Objective of the Negotiation WordsAlthough the business negotiation field is vain and unfathomable, to use your language to persuade opponent, make the other party feel aheartfelt admiration, as a whole must conform to the objectivity principle must respect the fact, reflects the truth, practical andrealistic. As for the seller, the objectivity of the negotiations language mainly displays in: the introduction of the enterprise situation must be real; the introduction of the commodity performance, the quality need to appropriately; can demonstrate the real object and the operation demonstration, but also can introduce the users appraisal objectively; thequoted price should suitably feasible, gives dual attention to the bilateral benefit; the determination of payment way needs to consider the bilateral condition fully and so on. For the buyer, the objective principle mainly manifests in: the introduction of own purchasing power shouldn t10exaggerate not in accordance with the fact; appraises opposite party sthe performance and the quality of commodity must be critical, cannot disparage willfully; the counter-offer must have the sincerity, if want to propose the reduction, must have the full reason and so on. Following the principle of the objectivity of business negotiation language, is the basic condition to establish the mutual confidence, is a standard to weigh the negotiations match moral character, also is the effective guiding ideology to convince the negotiations match.CHAPTER THEREThe Types of the WordsThe thinking of the negotiator all express by the words and facial expression, through the words can express the self require and on the other hand can research the point and request of the other party by their words and facial expression. The negotiation is the direct war of the kinds of words. The effect and the result of the negotiation depend the level of the words art, so must note the research and application of the negotiation words in the business negotiate. We can divide the international business negotiation words into some kinds through the words usage characteristic. 3.1 Social Communication WordsBusiness negotiation is one of the social communication behavior, and it can not away from the usage of the social communication words. The communication words in the business negotiation dont involve thedelivering of the substantial information, the main function of it is building the relation between the both parties, promoting both parties understanding and mollifying the atmosphere of the negotiation etc. The most important character of the social communication words is to pay attention to etiquette and the certain affection of the proper restraint, expression, such as “we are appreciate to cooperate with you”3.2 Literature LanguageLiterature language, which negotiator uses affection color and idiom,12proverb etc in business negotiation, is the language that carries on parable, exaggeration to reflect the social life and form the art imaging. In business negotiation, literature language points to the words that draw on the essence of literature language and express extremely, fresh and vivid. The feature of it is vivid, alacrity, grace, humor and rich in imagine. If the atmosphere in the negotiation is strain, tediousness, not smooth, use the literature language properly can explain the problems vividly an clearly, also can alleviate, active the negotiation atmosphere.3.3 Professional LanguageProfessional language means some business technical terms relate with the negotiation contents. The different negotiation business contains different professional term. Such as in the purchase-and-sell product negotiation, there are technical terms as supply, market, price, quality, pack, transport, payment and insurance etc. And in the engineering building negotiation, there are terms as built price, work expect time, start construction, finish construction and consign to using etc. The feature of these terms is simple, explicit and with single mind.3.4 Legal LanguageAll the industry customary terms which related with transactions like the business, trade, economy, technology and relevant laws, rules and regulations are professional legal language. Each kind of legallanguage and its terminology has specific connotation, cannot explain the use at13will. Its characteristic is legal compulsory and the versatility .This kind of language is created and supplied by experts, the servicers, as well as international firms and other related agencies, and this language continuous developed, this language is the most foundation language for the negotiator. The usage of legal language can make the both parties respective rights and obligations clearly, provide the basis and the guarantee for the transactions and that to avoid unnecessary disputes3.5 Diplomatic LanguageThe so-called diplomatic language, is not only by no means of the certain specific languages which diplomat used in specially in social communication occasion, but rather refers to the smooth expression way and the terminology of tactful, politeness .It is a flexible language, its characteristic is calm, solemn, with fuzzy, cushion and smooth. The usage of the diplomatic language in the negotiations can meet the needs of the other party self-respect, also may avoid ones own side impolite; not only can illustrate the problem, but also leave room for the advance and retreat .Like I am very sorry that my authority is even slightly limited; I am very regret that I cannot meet your requirement;, please forgive, this condition need to be examined and so on are all the diplomatic language.It should be noted that the excessive use of diplomatic language may let the other side feel cool, dodges and the non-cooperation sincerity.3.6 Military Language14The military language is by means of the strategic and the tactical language used in the situation can indicate attacks, defends, enters, and draws back. This language characteristic is simply, agile, succinct, firm, self-confident and command. In the negotiations, military language removed ambiguous, the indecisive point of view, the indication of it is the manner and the standpoint which succinct, frank and cannot be changed. Use the military language suitably may rouse the spirit, enhances the confidence, and speeds up the negotiations advancement.15CONCLUSIONThe negotiation as the one kind of special type of the human communication, the usage of language in the business negotiation has the very high request. If the business negotiator wants to be able to achieve success one way or another in the international business negotiation, he must be fastidious language utilization skill and the method, that is so-called word art, so that the language expression obtains the desired effect, displays the biggest effect. The language expression power of negotiator is the foundation of international business negotiations ability; it is directly affecting the result of international business negotiations. The word as the most important toolin the international business negotiation we cannot neglect its function.Every negotiator should note his or her language in the negotiation, a good usage of the word can promote the negotiation but the bad usage of the word may let the other party feel the own oneself have no sincerity. All the negotiator should understand how to use the word, should note the word art in international business negotiation.16References: 1 陈双喜 . 国际商务谈判 M . 中国商