Linguistic Strategies of Concession in Business Negotiations_英语论文

摘要

随着国际商务活动日益频繁，商务谈判得到了充分的重视。而谈判需要借助语言这个工具才能完成。人们使用语言是有策略的。灵活地运用语言策略，对于谈判的成功起着至关重要的作用。本文在前人研究成果的基础上,从谈判的让步阶段着手，予以新的阐述。文章分析了语言在商务谈判中的重要性，商务谈判语言的运用原则，更提出了商务谈判语言的表达技巧，如：问答技巧、叙述技巧、辩论技巧和说服技巧等。与此同时，总结了在不同文化背景的各国让步谈判风格。本中采用归纳总结和案例分析的方法解析了让步阶段的各类语言运用技巧。通过对让步阶段的语言进行针对性的研究，希望可以为从事商务谈判活动的谈判人员提供一定的借鉴和帮助。

关键词：让步；语用策略；语言表达；商务谈判

Contents

摘  要 I

Abstract II

1 Introduction 1

2 The Important Principles of Linguistic Strategies in Business Negotiation 1

2.1 Principles of Objectivity 1

2.2 Principles of Pertinence 2

2.3 Principles of Logicality 2

2.4 Principles of Agility 3

2.5 Principles of Persuasion 3

2.6 Principles of Accuracy 3

3 Linguistic Strategies of Concession in Negotiation Process 3

3.1 Linguistic Strategy of Concession in Questioning 4

3.2 Linguistic Strategy of Concession in Answering 5

3.3 Linguistic Strategy of Concession in Narrative 6

3.4 Linguistic Strategy of Concession in Debating 7

3.5 Linguistic Strategy of Concession in Persuasion 7

3.6 Linguistic Strategy of Concession in Rejection 8

3.7 Case Study 9

4 Cultural Factors of Concession in Negotiation 11

4.1 American 11

4.2 Germany 11

4.3 Japan 12

4.4 Arabia 12

4.5 Russia 13

4.6 Intellectual Case Study 13

5 Conclusion 14

References 16