摘要

跨国商务谈判是一种特殊的跨文化交际，它既遵循普通跨文化交际的规则，又有着自身的特色。中国经济快速发展，经济全球化日益加深，中国进出口多边贸易不断增加，跨国商务谈判发挥着越来越重要的作用。在国际经济贸易中，英语作为通用语言发挥着不可忽视的重要作用。因此，跨文化商务谈判的英语措辞显得尤为重要，不仅关系到双方的贸易交易，更是文化的深层次交流，在贸易合作中发挥着至关重要的作用。

本文从跨文化角度探讨合理运用言语对成功的跨文化商务谈判的重要性,揭示如何在跨文化谈判中使用恰当的语言提高谈判成功率,并提出相应的技巧和原则,为商务人士顺利开展跨文化商务谈判及取得双赢的商务合作提供参考和帮助。

关键词:跨文化商务谈判;英语措辞;技巧和原则

Contents

Abstract I

摘要 II

Introduction 1

1.Introduction to cross-cultural business negotiations 1

1.1 Definition 2

1.2 Classification 2

2.A comparison between the diction of a win-win and a win-lose cross-cultural business negotiation 3

2.1 English diction of a win-win cross-cultural business negotiation 3

2.2 English diction of a win-lose cross-cultural business negotiation 5

2.3 Significance of proper English diction in cross-cultural business negotiations 6

3.Factors affecting cross-cultural business negotiations 7

3.1 Cultural differences 7

3.2 Contextual factors 8

3.3 Pragmatic strategies 9

4.Principles and techniques of English diction in cross-cultural business negotiations10

4.1 Principles 10

4.1.1 Following pragmatic principles 10

4.1.2 Ensuring effective exchange of cultural information 11

4.1.3 Focusing on the overall interests of both parties 12

4.2 Techniques 13

4.2.1 Trying to use positive words 13

4.2.2 Staying within a reasonable negotiation range 13

4.2.3 Choosing accurate and polite words 14

Conclusion 14

References 16