摘  要

随着经济全球化，中国已成为世界贸易大国之一。在这样的大背景下，国际间的商务谈判的规模不断在扩大，数量都在不断的增长。而谈判的难度来自于谈判过程中，双方都想获得最大的利益。所以在此过程中，商务谈判技巧就扮演着不可小觑的角色，它直接关系到一笔业务能否达成。在商务谈判技巧中，涵盖多方面的技巧。而本文着重讨论商务谈判中的语言技巧，因为谈判是双方语言的交流过程，语言就是谈判的媒介传递着各自的思想，因此在谈判过程中，如何正确地运用谈判的语言技巧对谈判的胜败有着关键性作用。首先，笔者先介绍商务谈判的背景知识，然后给出了商务谈判的定义与商务谈判各阶段的介绍，又从肢体语言、语言技巧（倾听、询问、赞同）、内涵语言策略、模糊语言、幽默语言等方面分析探讨商务谈判语言技巧，并结合其在国际贸易中的应用，从而帮助读者更好地理解本文及日后的实际运用，最终达到提高业务水平和业务达成率的目的。

关键词：商务谈判；语言技巧；国际贸易
 
Abstract

With the economic globalization, China has become one of the world's trading powers. Under that background, international business negotiation is developing with the expanding scale and increasing number. However, the most difficult part in the process of international business negotiation is that both sides want to maximize interests. Therefore, business negotiation skills play a key role during this process and it is directly related whether it can conclude the transaction or not. In terms of business negotiation skills, it covers various skills. This paper focuses on the language skills. Negotiation is a process of communication; language is the bridge to exchange ideas between two sides. So how to use the language skills correctly in the negotiation has the direct bearing on the success rate of making a deal. First, the author introduces background information of business negotiation. Second, she explain the definition and stages of business negotiation. Then this paper will continue with the discussion about their applications to international business from the perspectives of nonverbal communication, the skills of listening, questioning, compliments and language styles. In the meanwhile, combined with their applications, suggestions are proposed to achieve a better understanding of these skills and raise the possibility of a deal eventually.

Key words: business negotiation; language skills; international business