商务英语谈判中运用词汇的技巧（英语论文）

1 Introduction
    In the global context of the rapid development of economic integration, the increasing number of cross-border business activities, business English is increasingly widespread attention. Currently English is the international language, the use of English has become an international convention negotiations, business English in the negotiation process, especially in foreign business negotiations, can communicate well, we are able to communicate with each other read each other's meaning is the sharpest, most basic, like weapons, if there is no such weapons have not lost the first battle you down, have a good business English is your ticket into the foreign business negotiations. Thus, a foreign business negotiators must not only be familiar with the principles of the negotiations, the relevant legal and business services, but also to master some negotiation skills and accurate use of some language policy, namely flexibility in the use of means of expression, such as language and skills to realize their full expected negotiating objectives.
Business negotiations, by definition, refers to all kinds of economic business transaction negotiation having morphological properties of merchandise for their own economic interests or the interests of others in order to meet the needs of economic entities conducted. Generally, there are five ways business negotiations, mainly: technical cooperation, the introduction of goods transfer, negotiation, investment, negotiate, trade negotiations. The main content of business negotiations include: product technology, business services, information consulting, technical support and so on. Business negotiations mainly through negotiations communication, communication, negotiation to achieve mutual recognition or each other's views and understanding of the purpose, through commercial negotiation, negotiation to achieve the cooperation agreement, in order to achieve maximum economic benefit business between each other oriented and achieve win-win cooperation. Therefore, the process of business negotiation is like a war, sometimes because the negotiating parties to maximize the benefits for their own wits to start, fierce fighting game, sometimes because of common interests and strive to lay down their differences, join hands in cooperation, visible, Business like the two sides of conflict negotiation, both sides have an interest but there is a unified identity struggles of conflicts of interest, how can we in business negotiations themselves, and remain invincible, is always the subject of commercial negotiations. The rapid development of information technology, global economic integration today, the vast majority of business negotiation is a difficult and complicated process of wits, visible, business negotiation in business meetings, trade importance.
2 Business English vocabulary using negotiations
Currently, there are more than 70 countries around the world in English, more than 20 countries use English as the official language, English is the universal language, consistent use of English in business negotiations, most countries have become a recognized international practice. Typically, business negotiations negotiations will brains, leave no stone unturned to promote the overall pattern of business negotiations toward the party in favor of their own development. In fact, a real sense of the success of commercial negotiations not only refers to a specific commodity trading success, but also to promote the success of the negotiating parties can form a long-term friendship, mutual assistance and cooperation relations through negotiations, to lay a solid foundation for future business cooperation. Visible, truly successful business negotiations sense not to use negotiation to deceive, to suppress opponents, not to negotiate as a commercial bullying tactics to beat his opponent, won the interests of the moment, and the loss of credibility lost a long-term partner. Business negotiations in the true sense, in fact, the process of the negotiations is to adjust the interest between them an entry point to the ultimate long-term cooperation and achieve win-win process of communication and negotiation. Any business, business English society organizations to participate in the negotiations, and hope that through negotiations to achieve their own interests and needs, achieve win-win situation, in the negotiation process, the integrity of the negotiations is the most important. In the specific negotiation process, if the request made by one party to negotiate beyond the tolerance range of the other, the other party will be given a direct negation appears the breakdown of negotiations, the transaction fails, irreparable situation. Therefore, in business negotiations, negotiations were very attention to their staff demeanor, their exchange of content is not always strictly in accordance with the principle of cooperation to carry out, and deliberately increased the expression of a general nature information, subtle and ambiguity the negotiations personnel strive to behave to each other on a good impression, in order to create a harmonious, pleasant atmosphere for negotiations to lose the smooth conduct of the negotiations, and ultimately achieve their own interests and needs.
Business English in negotiations, the famous British linguist Leech proposed "politeness principle" is mainly a combination of the actual characteristics of the British proposed, Leech believes that human language communication process between the two sides should focus reflects polite one side, the other side can really feel their goodwill and do the maximum to avoid verbal behavior impolite expression. Facts have proved that the "politeness principle" full use of Business English negotiations, so that negotiations can always be in friendship, harmony and optimism among atmosphere. It prompted the negotiations in the actual negotiations can seek common ground, activate bilateral cooperation is conducive to the information in varying degrees. So, in business English negotiation process, if the negotiations are stuck to the "politeness principle", can effectively guarantee the initial stages of the negotiations can successfully enter specific cooperation processes and achieve successful business transactions. If the other party does not negotiate in the first place on the feelings, can not be fully "politeness principle" prominent role, did not show their enthusiasm, will most likely let the other misunderstanding, loss of cooperation could successfully deal opportunity; if negotiations on the one hand to respect each other's interests and needs, to listen to the views and opinions expressed by the other party, the rational use of "politeness principle", it will make the other feel good, on some of the details of the negotiations will be achieved, and ultimately successful transaction situation . Seen in business English negotiations, "politeness principle" which to communicate, lubrication.
3 Business English vocabulary common use patterns
    English vocabulary skills development has been the formation of a more mature model, in business English negotiations, negotiators not only master the "politeness principle" as the guiding principle of the negotiations, the relevant legal and business services, more importantly, should have some vocabulary related skills. In business negotiations before the start, to make full preparations, "Do not fight a battle unprepared," is an important part of a business negotiation skills before the start of negotiations, the other party to do the investigation work on the negotiations, in light of its own on the basis of the actual work out in favor of its own plan. In addition, in the initial stages of negotiations to grasp the extent of the problem of difficulty to the other questions, do not start on the "punitive expedition", appeared to make the negotiations are in a dilemma, it is difficult to end the embarrassing situation. Vocabulary thinking activities are divided into: perception, analytical thinking, memory and translated four links, business English in multinational negotiations, business English vocabulary in use, there are three main modes:
3.1 Da Nika mode
    It is by the famous French vocabulary expert, speaking educator, Dr. Dani Ka vocabulary proposed model is divided into three.
    The first: simultaneous interpretation and analysis consists of listening, short four-part memory, language, and coordination;
    Second: In the first phase, four-part hearing consecutive interpretation and analysis, notes, short-term memory, and coordination of the combination; in the second stage, consecutive interpretation from memory, reading notes in three parts, communicate, etc. combinations.
    From two consecutive terms of patterns can be seen, no matter what kind of combinations are emphasizing the role of understanding, so Dr. Dani Ka also proposed mode of understanding. That understanding is composed of three parts of language knowledge, knowledge of foreign languages, personal analysis and other components.
3.2 Schema Theory Model
    It mainly refers to the theory of human cognitive process. Specifically refers to the knowledge of where the expression of how they show up and show the theoretical knowledge of the unique form of expression and practices. Schema theory is generally accepted that the structure of the new knowledge generated only with the existing theoretical knowledge of organic combination, in order to be fully recognized by the readers, to accept. Therefore, the schema theory to the English vocabulary in the process, is the correct handling of the source language vocabulary members of the various drawings and successfully decode, translation in the target language.
3.3 Cultural interaction mode
    From the surface meaning of words, the words are translated into the target language to the source language in the process, but the process is seen in practice, vocabulary naturally attribute determines the translation process, it is mainly through language to comprehend the other side would like to express ideas, and statement itself is not the meaning, which explains, but a language vocabulary interpersonal relationships between the expression of behavior, not simply the language of behavior. So, in terms of the process, determine the level of quality is the level of vocabulary and cultural development is not the language itself. Visible, cultural interaction model advocated cultural development, cultural interaction point of view to study vocabulary approach. In the specific practice, is well known for vocabulary member, the hardest part is not the language itself, but because of differences in cultural background to understand the difficulties caused by difficult to express, increasing the difficulty of words. Therefore, cultural interaction mode solves the cultural differences between the speaker and listen to the difficulties caused by the vocabulary, vocabulary member can make any form of culture expressed through words accurately in another cultural form.
In short, from Dani Ka model, schema theory model, interaction model, three cultural vocabulary model, we can psychology, behavioral and cognitive aspects to analyze, study English vocabulary comprehension, expression species process.
4 General Tips
    In Business English negotiations, members shall follow the words "Politeness Principle", try to use polite language. Such as: polite greetings, thanks, etc. of course, expressed regret, in the process of negotiating development, also relates to negotiation with another party negotiation language, discuss the price terms. Such as, the negotiations have just started, to negotiate another party may so express: "How do you do, Mr. Jack. I 'm Li Xiao I' m with the Chang Hong Company. Welcome to China. (Mr. Jack, how are you! My name is Li Xiao, I'm with the Changhong company A. Welcome to Chinese."
4.1 Use of euphemisms
    In our daily Chinese, often appear deliberately emphasized a words way to tactfully, criticism or evaluation of a thing. For example: he seems not very strong, but very handsome. Here, by "very strong" instead of "thin", so as to avoid because of the strong tone, let the listener to produce psychological gap ideas. In business negotiations, the use frequency of the euphemism is very high, both for the negotiation of the other party views and opinions whether holding recognition, appreciation, criticism, rarely from the subjective arbitrarily given evaluation, thus the conversation has a further space, range.
    Such as: I agree with most of what you said (most of the points I agree with what you say), another layer of meaning is that I don't agree with some of what you say in which viewpoint. But for the negotiation of the other party to respect, here we use the more euphemistic language, that is, to express their subjective idea, and between the two sides in the talks emotional distance in the objective, the establishment of a harmonious, harmonious relationship between the negotiation is in negotiations, promote positive, pleasant atmosphere, finally achieve successful transactions, achieve win-win effect of. In business negotiations, the persuasive language more suitable for many embarrassing situation, such as, the other does not meet the proposed field ideas, but really can not say without mincing words refused, can reply: Sir! I reply to you again later, OK? (later sir, I reply to you, please?)
4.2 Use humor language
    In Business English negotiation process, characteristics of the implicit interest, humor, wisdom, to bring the beat all negotiations atmosphere. In the negotiations, it is not only a kind of means for a supply of sth., can let the negotiations both sides out of the awkward atmosphere, make the tension immediately become easy, make the other side of the talks to accept their views and ideas, in the premise of face saving under the effect of humor, can not only expand the good atmosphere of negotiations, emotional communication, but also can improve the negotiation efficiency, make business negotiations difficult and complex to cheerful, positive atmosphere smoothly.
Such as, steve: We have the contract of a special terms, and I think you talk about the details (I want to and you talk specifically about, a special clause in our contract).
It says: The Arbitration clause is? (arbitration clauses?) .
Steve: Yes, in fact I can back now. (yes, now I have to back down)
It says: "In case of any dispute, should first settled through friendly negotiation, if the negotiation fails, it shall be submitted to arbitration." (if there is a dispute, should want to solve through friendly coordination, if the negotiation fails, you need to submit to arbitration)
    Steve:Now, I am pleased to tell you we have never had the opportunity to use this Clause (now, I am very glad to tell you that we never had the opportunity to use this clause)
    Wang: I hope you will always have no chance (They laugh) (I hope you never could have such a chance (each other laugh)).
In the above example, the last sentence "I hope you will always have no chance" let everyone knowing smile, dilute the arbitration topic tension
4.3 Fuzzy language
    In the International Business Negotiation English, for the negotiations both sides are more sensitive topic, usually using vague language. So, that can keep the two sides face, also can lose the smooth progress of the negotiations. As the following two expression effect.
    1) There are two types of products have been exported to France and Singapore.
    2) There are two types of products have been exported to international market.
The first sentence in the "France, Singapore" are very clear words, and "in the second line of certain international market" persuasive, crudely expressed as fuzzy terms, however, the two statements expressing the marketing effect, obviously the latter is better than the former. In the negotiation process, if encounter of opinion, usually the other party will expression by using fuzzy language, space for negotiations.
5 English sentence condition effect in business negotiations
5.1 virtual conditional role
5.1.1 representation of euphemism.
    Subjunctive conditionals in business activities, is used to represent the request, consulting, opposition, deny or agree with and so on a euphemism. Avoid rigid requirements and occurrence of unpleasant things. If the time of initial appointments, time is an important factor for both sides, because their own time schedule arrangement is long, agreed and others in the meeting must solicit permission, when asked in the subjunctive mood tone is a respect for each other. If you really want to see each other in the limited time, can bring their own simple a description, and this can be used to contain the past verb condition modal type sentence to the other side of time and cause meet let the other consideration. The other will naturally according to the specific situation will make arrangements as soon as possible. For example:
We ask: I shall be in Beijing for a week and I should be grateful if you could let know the day and time which would suit you best, as I can then go ahead and fit in my other appointments. I will stay in Beijing for a week. I would be very grateful, if you could tell me what time is best for you, because I will arrange my other schedule.
The other answer: I shall be pleased to see you at 11:30 on 9 June and would be grateful if you would confirm the appointment on your arrival in Beijing. I will be glad in the morning of June 9th 11:30 to receive you, and will be very grateful, if you can arrived in Beijing after the confirmation of your.
5.1.2 reject the inferior.
    Virtual conditional is said with the past, present or future instead of the actual situation. Therefore, in business negotiations, clever negotiator is the use of the opposite effect to achieve the agreed or negative opinions. When the other side expressed arrogant demeanor, discrimination of our products, we can use the euphemism, let the other side to transposition thinking. The use of subjunctive conditionals can avoid themselves at a disadvantage, but not against each other. For example:
You might feel the same way if you were sitting in my scat. if you are sitting in my position, you would feel the same way.
5.2 the true conditional role
5.2.1 the expression of true and accurate information.
    Business negotiations both sides there may be conflicting interests, in fact there may be common perhaps each other compatible interests. Behind the negotiation of a contract will be a lot of interest factors. Business negotiators must analyze the transaction where the interests of both parties, a clear understanding of what interests are very important for us, is to never compromise; which can compromise the interests, can exchange conditions? Experienced negotiators will use on their own terms is not important to exchange, the other does not matter, but some conditions very conscious of his. This is a win-win negotiation negotiation. Especially in the formal signing documents should be accurate. For example, for transport to the buyer may not have any advantage, then the seller will sign a contract with CIF. But if the buyer feel that insurance is very important, so, the premise of the seller can also be achieved in the delivery as soon as possible, CFR signed contracts with each other. This is the relevant contents of terms involved in a contract:
You may get a 5% discount if. Your order is on a regular basis. (if your order is on a regular basis, you may get a 5% discount. )
Payment will be made by l00% confirmed, irrevocable Letter of Credit available by sight draft. (payment for the 100% spot, a confirmed, irrevocable letter of credit.)
If a particular cargo is partially damaged, the damage is called particular average. (if a particular cargo is partially damaged, we call it as "a particular average loss".)
Because it involves two or several interests in English writing, drafting, these business contracts, documents or treaty, the definition, terms and content must be accurate, except the right word, also often use clauses, phrases used to modify or limit its content. In this sentence, in is used as adverbial clauses of case guided condition.
5.2.2 used in the negotiations for a supply of sth
    In the negotiation process, when the other party put forward feasible suggestions, I also did not know each other's real intentions, you can use the following such conditions the sentence: "Let us assume that we agree on that... "We agree with unless"... Unless...". This not only agree with each other's opinions, and lay the foundation for their future recovery. For example:
Your proposal appears to be acceptable. Let us assume that we agree on that point, unless I find any objectionable in them. your proposal appears to be acceptable. I agree with that, unless found what unpleasant place.
Before the other has not yet fully accept our conditions, often will do the final effort for a supply of sth.. Sentence patterns: "We 'll accept... If you accept..." "If you agree with... We'll consider the consent..." This pattern clearly told each other we will accept the conditions, in exchange, the other party should accept our conditions.
5.2.3 the use of real conditionals to finally force the other party to agree.
    In the final phase of the negotiations may have two situations: one is a better expected; one is in the breakdown of negotiation deadlock. Therefore in the commercial negotiations, explore each other's real interests lie, we must show that in making final willing to compromise when the conditions that the other party will compromise. For example:
We 'll consider accepting your proposal on items 6 and 8, if, as a package deal, you accept our proposal on items 3 and 9, I'll consider accepting your sixth, 8 terms, as a package deal, you should accept our third, 9 items.
If the other person still refused to make further concessions, then we say that again even blunt, also have no alternative against one's will:
If you insist on your price and refuse to make any concession, there will be not much point in further discussion. if you insist on your price, and refuse to make any concession, we do not need to talk about it. Or:
If the price is higher than that, we d rather call the 'whole deal off. if the price is higher than that, we are willing to give up the deal."
This is tantamount to an ultimatum, so the tone more blunt. Although the language is more blunt, but did not completely lost hope can make concessions in the last minute of each other. Sometimes things are often be snatched from the jaws of death.
5.3 The role of implied condition words in Business English
Implicit conditional sentences that contain IF guided conditional sentences. The nominalization structure are the most common verbs or other parts of speech and to change the sentences. Nominalization structure of sentences often contain conditions, reasons, the purpose of such semantic. This is a combination of meaning in English sentences. Nominalization in English sentence structure is often used in English letters, documents in formal writing. Business English formal, rigorous, standardized refining, words, often a certain format and patter. This is business English correspondence in foreign trade the inquiry common sentence one: "Your early reply to our specific inquiry will be specific inquiry highly appreciated. as your early reply to our party, will be appreciated." The subject in the sentence reply is a noun from the verb and changes, the whole subject part containing conditional semantics.
5.4 The role of conditions questions in business negotiations
Questions conditions (conditional question) is "a conditional sentence + a question", the questions are special questions or general questions. Typical sentence pattern "What + two... If... And "If"?... + then?".
In international business activities, the conditions of use question has many special advantages:
5.4.1 obtain information
    In negotiating the offer and offer stage, the specific circumstances of each other for further understanding the condition question tentative, so as to modify their offer or counter-offer. For example:
We ask: What would you do if we agree to a two-year contract?
The other answer: What if we modify our specifications, would you consider a large order?
From the other answers, we can judge each other is concerned with the long-term cooperation. So this new information for future negotiations will help.
5.4.2 mutual concessions.
    Questions posed by conditional offer and proposal to the other side to accept our conditions as premise, in other words, only when they accept our offer, our offer was set up. Therefore, we can not unilaterally by the offer of constraints, any party will not make unilateral concessions, only mutual concessions, talent is the success of the transaction.
5.4.3 to seek common ground.
    If the person refuses to our conditions, we can other conditions constitute the conditions of new questions, a new round of the offer, the other party may also questions conditions to our counter-offer. Both sides have mutual concessions in do, until a common important.
5.4.4 instead of negative
    No. In international business negotiations, try to avoid using the "No" this blunt refusal to tone, this is not polite, easy to make the negotiations come to a deadlock, lead to the failure of the negotiations. Such as when the other party we can not agree to the request, can use conditions of the form of questions. For example:
Large quantities of home-made washing machines have been popular on the local market. The quality is good, and the price per set is just 190 yuan.How can the wshing machining be salable if we import yours at 380 yuan per set? Recently, in the local market has a lot of very popular domestic washing machine. The quality is good, price is only 190 yuan each. If we import your 380 yuan to the price of each product, how can sell out?
Ask will not lose each other cooperation because of their rejection of the other side, but is let they refused his request. This preserves the future possible cooperation.
5.4.5 avoid ambiguity due to different exchange foreign culture misunderstanding.
The world culture is each are not identical. Therefore, in international business activities, often cause ambiguity from different countries and cultural exchanges misunderstanding. So, in order to avoid misunderstanding, often using the interpretation of the law. And the conditions of use questions is a very tactful method.
Conclusion
In the rapid development of information technology today, any one of the world's countries, organizations and individuals will want access to new technology, new knowledge, new information, you must know English, because English is the international general, official language. The only known, proficient in English, can only occupy one seat in the International Business Negotiation English vocabulary in use, only grasp of business English negotiations, the mastery of the language features of English, the interpreter can flexibly move in each stage of the negotiations, make efforts to realize the business negotiation activities in the interests of Party B.
Reference
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