恭维语在中美商务谈判中的应用_英语论文

The Application of Compliments in Sino-US Business Negotiations

摘要

中国是世界上最大的发展中国家,而美国是世界上最发达的国家。随着两国关系的发展,两国贸易增长量也令人叹为观止。在商务谈判中，谈判双方为了经济利益必须相互竞争，同时要相互合作。如果双方都走到了极端，谈判注定会破裂。幸运的是，谈判者可以使用恭维语缩短双方的距离，创造和谐的氛围。本文旨在探讨恭维语在中美商务谈判中的应用， 涉及了恭维语与商务谈判的定义。作者主要阐述了中美使用恭维的不同特征及从隐私、行为和信念及价值观和思维模式这几个方面分析了中美恭维语表达不同的原因，最后提出一些使用策略以使恭维语在中美商务谈判中发挥积极的效应，获得理想的谈判效果。

关键词：恭维语的应用；中美商务谈判；使用策略

Abstract

China is the largest developing country in the world and the US is the most developed country in the word. With the development of the Sino-US relationship, trade between the two countries has grown impressively. In business negotiations, for the economic interest, both negotiating parties have to mutually compete against each other, but simultaneously have to cooperate with each other. If both parties go to the extremes, the negotiation is doomed to break down. Fortunately, negotiators can use compliments to shorten distance between counter parties and create harmonious atmosphere. This thesis attempts to explore the application of compliments in Sino-US business negotiation. It involves the definition of compliments and business negotiations. The author set forth different characteristic of compliments in Sino-US business negotiations and analyzes the reasons why negotiators need to use compliments from these aspects, such as view of privacy, behavior, faith, value, thought patterns. At last, the author puts forward some strategies in order to make the negotiation process smooth and effective.

Keywords: compliments; Sino-US business negotiations; strategies  

Contents

1. Introduction 1

2. Literature Review 1

2.1 The definition of compliment 2

2.2 The definition of business negotiation 2

3. Different Characteristics of Compliments in Sino-US Business Negotiations 3

3.1 Different compliments in different phases of negotiations 4

3.2 Different choices of complimentary words 4

3.3 Different use of explicit and implicit compliments 5

4. Root-causes for the Different Expressions of Sino-US Compliments 5

4.1 View of privacy 5

4.2 Behaviors and faith 6

4.3 Values 6

4.4 Thought patterns 7

5. Strategies of Using Compliments in Sino-US Business Negotiation 7

5.1 Being sincere 8

5.2 Showing concerns 8

5.3 Understanding other’s culture 8

5.4 Respecting the other’s complimenting habit 9

5.5 Meeting the psychological needs of negotiators 9

6. Conclusion 10

Works Cited 12