08英语 谢杰 论文定稿英语在国际商务谈判中的重要性.doc
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1、 ContentAbstract2摘要:31.Meaning of international business negotiations42. Features of international business negotiation42.1 For the purpose of economic benefits42.2 For the maintenance of equality and mutual benefit52.3 The complexity of International business negotiations62.4 The standard of intern
2、ational commercial law63.The relations between English and international business negotiation74.The importance of a good command of English in international business negotiations84.1The importance of oral English in international business negotiations84.2The importance of English listening and under
3、standing in international business negotiations85. The use and importance of language strategies in international business negotiations95.1 The use of passive in international business negotiations105.2 The use of vagueness in international business negotiations105.3 Language strategy of politeness1
4、15.3.1 Avoiding tone of blame125.3.2 Avoiding Arrogance125.3.3 Avoiding subjective attitude136.The use of modal verbs137.The use of conditional sentences157.1 The use of unreal conditional sentences167.2 The use of real conditional sentences167.2.1 Real conditional sentences for bargaining.177.2.2 U
5、sing real conditional sentences to persuade188.Commonly used English structures in international business negotiation188.1 The use of interrogative sentence in business negotiations188.2 Avoiding imperative sentences in international business negotiations188.3 Avoiding exclamatory sentences in inter
6、national business negotiations199. Selecting right vocabularies in international business negotiations199.1 Choosing simple words199.2 Using exact vocabularies1910.Conclusion2010.1 On improving English listening2010.2 On improving oral English20 Abstract:English is the most common language in busine
7、ss negotiations for negotiators. A good knowledge of English plays a very important role in business negotiation. This essay introduces the meanings and features of business negotiations. Then it expounds the relationship between English and business negotiations, especially oral English and listeni
8、ng. The essay analyses the illustrations in business negotiations in details. finally, it concludes some useful methods and suggestions which are helpful to improve our English.Key words: English, business negotiation, function摘要:英语是商务谈判中最通用的语言,对于谈判者而言,熟练掌握英语在谈判中有着举足轻重的意义。本文首先介绍国际商务谈判的意义与特点,然后阐述英语与商
9、务谈判两者之间的关系,详细描述英语在商务谈判中的作用与地位,尤其是口语与听力在谈判中的意义。此外,本文详细地分析了一些案例,总结了一些有助于提高英语的方法与建议。关键字:英语,商务谈判,作用1.Meaning of international business negotiationsThe international business negotiation is a main beneficial subject in international business activity. It is also a kind of process that people negotiate fo
10、r a series of conditions in order to make a deal. The party which is concerned with main subject is foreign enterprises or citizens (including citizens and enterprises and merchants in Hongkong and Taiwan areas), and the other party from Chinese enterprises and citizens. International business is an
11、 indispensible part in business economic trade. Nowadays, many deals need to be made after a series of complicated negotiations. Some people think a successful deal depends on the quality or technology or price, but in fact, successful deal to some extent depends on negotiations. In conclusion, we c
12、an say that international business negotiation is a very important economic activity in foreign economic trade. It is also a way to resolve economic conflicts between local governments and commercial institutes.2. Features of international business negotiationThe international business negotiation s
13、hares the same features with normal business negotiations but there are some particularities like international economic activities. It shows in some aspects:2.1 For the purpose of economic benefitsDifferent negotiators take part in negotiations for different purposes. The diplomatic negotiation inv
14、olves national benefits, the political negotiation is concerned with basic benefits of political parties and groups, and the military negotiation is mainly about safety benefits of both parties. These negotiations inevitably involve economic benefits, but they may not lay emphasis on economic benefi
15、ts. While in business negotiations, negotiators aim to acquire economic benefits. When it is fulfilled, non-economic benefits will be involved. In business negotiations,negotiators can be in charge of various criteria and non-economic elements can affect the consequence of negotiations as well. Howe
16、ver, they set economic benefits as their final goals. Compared with other negotiations, business negotiations place more emphasis on economic benefits. In business negotiations, negotiators focus more on cost, benefit and efficiency. So people usually evaluate a successful negotiation on how much ec
17、onomic benefits they get. A business negotiation which doesnt require economic benefits may lose its meanings and values.2.2 For the maintenance of equality and mutual benefitWe ought to insist on the principle of equality and mutual benefit. It is not necessary imposing on others. Our nation is a d
18、eveloping country. Equality and mutual benefit is an important principle in our opening policy. What is equality and mutual benefit? It is a principle which defines that nations whether strong or weak, rich or poor, should be equal in business economic trade. In business trade, nations should make m
19、utual benefit in reasonable price as mutual requirements and needs. In that way nations can promote economic development. In international business negotiations, we should treat equally no matter customers are big or not as long as he is sincere, we should not impose on others and we can also refuse
20、 unreasonable requests. When negotiating with people from some less developed country, we should treat them equally and insist the principle of equality and mutual benefit.2.3 The complexity of International business negotiations As negotiators stand for the benefit of different nations and areas in
21、 international business negotiations, they share different social and political backgrounds. Their values, ways of thinking and languages and customs are different somehow. These factors make negotiations more complicated and difficult. In the actual business negotiations opponents are weird and cha
22、nging from time to time. Some are warm-hearted, some are silent, some are decisive, some are doubtful, some are easy to cooperate with, some are bad-tempered, some are gentle, and some are arrogant and ambitious. These are in some extent due to social, cultural and political differences. So, negotia
23、tors need to acquire a great deal of knowledge and excellent negotiating skills.2.4 The standard of international commercial lawAs the international business negotiation will lead assets to be transferred multi-nationally, it has to involve a series of problems which are related to international tra
24、de, international settlement, international insurance and international shipment. So negotiators need to negotiate in the standard international commercial law as well as on the basis of international conventions. So negotiators need to have a good knowledge of international conventions, law items o
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