商务英语谈判论文
商务谈判论文英语
The influence of Chinese-western Cultural Differences in Business NegotiationABSTRACTIt has been more than 30 years since the policy of reforming and opening was carried out. The international business activities got more and more showing. The results of whether the negotiation achieved or not impacted the foreign trade directly, but the results always depended upon many factors: economic basis, political background, enterprise capacity, providing and competing of the markets. But there was a very important factor behind those factors. It was culture factors. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding, even affect the result of the businessnegotiations. If you want to succeed in negotiation, you must dig the culture differences.The purpose of writing was to stress the splendid culture factors which are neglected in the past. By excavating the unity and diversity of culture factors, we advanced step by step to evident the great impact of culture factors for international business negotiation. The point innovation was to give specific impact from the specific difference, other paper was not. The ultimate goal of this thesis was to provide the theoretical evidences for those negotiations who pay more attention to the culture factors when they began to negotiate.Key Words:business negotiation, cultural difference, the influence The influence of Chinese-western Cultural Differencesin Business NegotiationCulture is an abstract concept, it refer to all aspects of human life,including belief, art, knowledge, morals, convention, etc. Culture consist of two factors-material culture and mental culture. Science culture and humanism culture form themental culture. And the humanism culture always refer to ethnic culture. The living environment effect human’s behavior unconsc iously from one’s birth even not yet born. The first function of culture is to make man a human being, It is culture that regulates his conduct and prepares him for group life. It teaches him the art of living as per the cultural traits of the group. He takes the food, wears the clothes, goes to school, speaks the language and does so many other little things of day-to-day life which are a part of the conventional norms, mores, laws, customs and morals of the group. The culture of a group plays a major part in the heightening human qualities of its individuals and save them from avoiding participation in the cultural stream.The second important role of culture is to keep social relationship intact so that the group as a whole can maintain and develop the values and ideals of the group through the regulation of behaviors of its members and by satisfying their primary needs and objectives in respect of the necessities and luxuries of life . People learn to behave socially in a group because their behavior is subject to approval or disapproval.Here are some specific effects below, including the political system, thinking mode, different values and belief,language styles, the translation and interpretation.The effect of political environmentThe relationship between the two parties’ counties is the determined factor that whether the negotiating environment is loosed. If the relationship is friendly, the probability of successful negotiation will be bigger, otherwise it’ll be small. The effects of political environment mainly reflect in the ideology and political system. China is a socialist country. Western countries are capitalist states mostly. For the reason of incompatibility of Chinese-western political system, adversarial and discriminatory terms may be written in the contract, which cause a bad cooperation or even a failure in cooperation.The effect of thinking modePeople’s thinking play an important role throughout the business negotiations. The features of Chinese-western thinking differences are obvious: Chinese culture prefer Comprehensive thinking, and emphasize unified and deductive inference; Western culture prefer analytical thinking, emphasize opposite and inductive inference. To a question, Chinese and westerners put forward to different solution.Chinese negotiators focus on working out rules, and then talk about the details. Once the principles have been confirmed, they will keep it and never compromise. However, they are flexible when handling some details. Chinese usually may compromise or promise, finally sign a contract. Western negotiators, especially the Americans, won’t be limited by the frame of rules. They emphasize the whole, not the individuals. They like to start with specific things.Chinese mind the responsibility of the group, authority of individual, that is to say “centralization”; Western mind the power of the group, the responsibility of individuals, that is to say “separat ion of powers”. The number of Chinese members is a lot, but the decision maker is only one. While western negotiators enforce codetermination.In the view of Chinese point, self-respect is more important than negotiation result. Western negotiators notice result which is more relevant to individuals’ profit. Thus, they will try their best to pursue, if they can obtain benefit. Achievement is the way to judge one’s status.The effect of language styleLanguage style:Chinese style seems to be formal that they always usebusiness expressions in the negotiation and be fixed within the framework of preparation beforehand; Western style is humorous that they use daily expressions and are flexible according to the changing situations. On the part of intonation, westerners use passive voice frequently, but they are logical inside; Chinese are habituated to use terms and long sentences.Language strategies:Business negotiation is just like playing chess, you will frequently change your psychology, standpoints and negotiation strategies including language strategies according to the changed and changing situations. The following will be useful when you enter the negotiating room:1. Aggressing as well as defending, try to find your counterpart’s weakness (in expressions, in inside logics) and use your own strength to get the upper hand;2. Change your standpoints and language strategies according to the changing situations;3. be sensitive to the taboos in your counterpart’s culture;4. Your language must serve your purpose, serve to realize your interests; to aggress as well as defend, to arrive atwin-win end.5. Your language must be professional and logical (to resolve the problems) and sometimes humorous (to relax the tense atmosphere or break the stalemate).The effect of Translation and InterpretationThe ability to make oneself understood is essential if any agreement is to be reached. International negotiations often require the use of translators or interpreters to attain this goal. The optimal translator or interpreters will understand both the linguistic and cultural nuances so necessary to communication. Translators or interpreters must also be adept at comprehending the intricacies of everything from body language to seating arrangements. Rarely will a solo negotiator or team have sufficient language skills to operate anywhere in the world. The quality of the translators or interpreters involved will greatly influence the negotiation's outcome. And generally speaking, the translators or interpreters in international business negotiations should:1. Have a large vocabulary of English,2. Be familiar with the business terms in source and target language,3. Understand the lexical, syntactic characteristics ofbusiness English, especially oral English in international business,4. Know about relevant business knowledge,5. Be sensitive to cross-cultural communication,6. Have good interpersonal skills,7. Specialize in using dictionaries, encyclopedia and relevant reference books.The Effect of Different BeliefAs different ideologies developed and combated each other, the basic framework of Chinese civilization was established. And then Confucianism became the foundation stone of Chinese philosophy system. Confucianism's central doctrine is that of the virtue of Ren. What is Ren? Ren is translated variously as goodness, benevolence, humanity and human-heartedness. In short, Ren means affection and love. For more than 2 thousand years it has molded and shaped the civilization of China and exerted a profound influence upon almost one fourth of human race. Just as DR. Sun-Yat-Sen said:” Therefore the old morals of loyalty and piety, affection, and love, faithfulness and righteousness, are superior to those of the foreign countries Let alone that peace and harmony. These high standards of morals are ournational spirit. "Different from China, Christianity plays an important role in western. The English speaking countries are generally considered as Christian countries where many people believe in Christianity. Christianity is the region based on the life and teaching of Jesus Christ. He is the founder of Christianity. According to the doctrine of Christianity, the Trinity is the union of the three forms of God, the Son and the Holy Spirit. Jesus Christ the son of the God, and the holy book of Christianity is the Bible, which consists of the Old Testament and the New Testament. However, the power of the church cannot compare with the past time, it still influence many aspects of people 's daily life. For example, there are a few important festivals in the western is concern with Jesus Christ. Christmas day is a festival in celebration of the birth of the Jesus Christ on Dec.25.Virgin Birth refers to the birth of Christ, which Christians believe to have been caused by God rather than by ordinary sexual union.The effect of different valuesThe concept of Chinese values is often consciously or unconsciously placed in opposition with Western values. Therefore, it is necessary to determine how people defineWestern values. Some have stated that the modern Western value system originated in Victorian England, and describe it as social norms and behaviors common in European people during that time. The core of Western values is individualism. The core of the Chinese value has some relationship with the Confucianism. The ethnic principle of Confucianism is its discovery of the ultimate in the moral character of human relationships in which Confucius offered the solution for the ills and evils of his days.That is the well-known Five Relationships: ruler-minister, father-son, husband-wife, elder-younger brother andfriend-friend. This was explained as “There should be affection between father and son , righteous sense of duty between ruler and minister, division of function between man and wife, stratification between old and young, and good faith between friends.” During the more than two thousand years of the feudal period, the ruling class arrange every thing by this relationships, and then formed a class society. In this kind of society, a minister owes loyalty to his ruler, and a child filial respect to his parent. The result is the humanity is neglected and people have no equality. Different from China, in the Renaissance period of England, people beganto emphasize the dignity of human beings and the importance of the present life, they voiced their beliefs that man did not only have the right to enjoy the beauty of their life, but also have the ability to perfect themselves and perform wonders. This is the rudiment of Humanism. People became to respect the humanity from then on. And then develop into the ideas of what we always said freedom, democracy. Today, take Americans for instance; the top personal values were self-reliance, hard work, and a tie between achieving success in life, personal achievement, and helping others. Hard work, respect for learning, honesty, and self-reliance were most valued among Chinese people. In terms of social values, the top six for Americans were freedom of expression, personal freedom, rights of the individual, open debate; thinking for oneself, and official accountability. The top six social values for Asian people were maintenance of an orderly society, harmony, accountability of public officials, openness to new ideas, freedom of expression, and respect for authority. This study finds that unlike Americans, East Asians are generally more respectful of authority and prize an orderly society, however in concurrence with the West, Asians honor new ideas, officialaccountability, and free expression.Subject to the different values, Chinese negotiators think that the process of negotiation is the process of establishing interpersonal relation. The purpose of negotiating is to build a long-term business cooperative relation. Entering into a contract is the start of mutual beneficial cooperation. But western negotiators advocate independent thinking and judgment. They emphasize the redistribution of profit. It’s persuasive to show one’ view directly while Chinese present their ideas more implicit in case of hurting other s’self-respect. The westerners maintain egalitarian value. They stand fair competition, reasonable and open principles, and strive to distribute interest equally. Westerners usually adopt quotation database in introducing specific terms. In the relationship between the buyers and sellers, they usually regard parties as equal, and be fair in the division of profit.Different culture has different timing. American seek interest an speed, which form American’s modern commercial style in a sweeping manner. But Chinese timing is circuitous, they take a long view of the feasibility of issues, they may be thoughtful to the integrity of issues in a long run. So different negotiating styles cause different result, onlyknow yourself as well as the enemy, you can use the differences of values to occupy initiative position in negotiation.SummaryIt’s direct and wide that culture effect on negotiation. With people knowing the culture factors deeply, they found the impact of culture factors for business negotiation beyond the impact of other factors. If you wanted to succeed in negotiation, you must dig the culture differences, cross it, admire it, bridge it. In the field of culture, Marxism in China was a right choice by Chinese under the circumstance of collision of Chinese-western culture for hundreds years. When we confronted the combination of world civilization and many cultures, we should step to know Marxism in China. In this way, we can merge the Chinese-western culture differences, so the culture can serve the economy, serve the trade an serve the international business negotiation. The international business negotiation was a kind of cultural collision and accommodation. In the trend of globalization, all the foreign enterprises should combine the cultural sensitive with the negotiation skill then they can achieve their objectives of negotiation victory.This article introduce the effect of culture difference on business negotiation from two points: the specific culture difference impacting the specific negotiation steps and international business negotiation making a conversion from the redistribution of economic benefit to the joint enjoyment of spirit culture. The topic of this article is not the survey of negotiating skills or negotiating strategies, but the exploration of cultural differences which effect on negotiation.With international trade activities increasing, only if you are able to be familiar with the culture differences deeply, admire others’ culture and put yourself on others’ shoes can you facilitate a successful negotiation.Reference:[1] 王滕宁.Impact of the culture difference between China and the West on business negotiation. 山东机械，2004年[2]曹菱.《商务英语谈判》，外语教学与研究出版社，2004[3] 赵伟君.中西文化冲突与我国跨文化商务谈判对策.商业研究，2002[4]尹小莹. 外贸英语函电。
【论文】商务英语谈判中的语言策略
AbstractAs globalization of world economy gains momentum, business negotiations have become more and more important nowadays. And in business negotiation process, language strategies play very important role in determining the outcome of the negotiation.Language users use different linguistic forms strategically to achieve different communicative intentions. Negotiators use pragmatic strategies to achieve their communicative intentions. While many scholars abroad have made a study of the strategies in business negotiation from a managerial view, which seems to be lacking in language data as evidence, most of the Chinese scholars have paid more attention to the pragmatic strategies such as strategies of politeness, humor, and euphemism applied in international business negotiations from different perspectives. Therefore, application of the pragmatic strategies can only be described as means of getting as much profit as possible under a competitive win-win negotiation situation.This paper is composed of four chapters. In the first chapter, I make a brief introduction to the negotiation and the business negotiation tactics. The second chapter is the most important chapter in the whole paper which is called verbal strategies. It explains language tactics from three periods, the beginning period, the negotiation period and the ending period. To aim at different period’s functions in negotiation, I will introduce different language tactics. Besides verbal strategies, non-verbal strategies also play a crucial role in negotiation. The third chapter, I will introduce the non-verbal strategies from body language, paralanguage, silence and etc. The last chapter is the conclusion part. I made an analysis in selecting a language during the negotiation.Not all the verbal pragmatic strategies can be applied in a business negotiation under a win-win situation. Some verbal pragmatic strategies such as politeness, humorand euphemism can be applied successfully and effectively under win-win negotiation situations。
商务英语谈判技巧论文
商务英语谈判技巧论文篇一：商务英语谈判论文Discuss the Applications of the PIOC Principles inCollaborativeNegotiation BrieflyThere are many negotiations in the world, but the business negotiations take the mostly dominant role. In this situation, the final purpose of each side of the negotiating parties is attempted to meet the other’s interest as well as their own. There are many kinds of negotiations such as competitive style, accommodative style, collaborative style, vengeful style, compromising style, etc. and most commercial negotiations tend to collaborative style, because it is a win-win negotiation. There are four principles which are People, Interest, Options, andCriteria. It is indispensable when we are going to talk about the collaborative negotiation owing to the applications they exert.People PrinciplePeople Principle requires separating the people from the problem. Business is business, taking too many people emotions into negotiation is harmful. Especially in collaborative negotiations, good master of People Principle need follow the three techniques.Establish an accurate perception. Cultivate appropriate emotion. Strive for better communication.Interest PrincipleInterest principle requires focusing on interests, not positions . A position is what you say you want or must have. An interest is why you want what you want. Taking much attention to position will greatly reduce the interest, negotiators need to distinguish between interests and positionsand focus on interests not positions. There are two methods negotiators should obey. Identify the self-interests. Discuss interests with the other party.There is an example. Jim takes a fancy to a second-hand car which has good quality in all aspects except the high price. When he comes to the host’s officer to negotiate aiming to cut down the price, he finds the host is the boss of the company and the office is luxurious. He becomes inexplicable nervous. Having a seat for a while, the host is busy with telephone talking about a cooperative projects amount of up to millions of money. The tension and fear in the hearts of Jim are further broadened. He sits on pins and needles for a long time but the host seems not to hang up the phone and seems to ignore the existence of Jim. A strong anger begin to spread in Jim’s mind, so he deliberately makes some sound and thehost finally hang up the phone and apologize to , what the host said next shames Jim. The host say “my time is tight, aren’t you tell me you come here to cut down the price”Jim had hoped to get the car at the half price, but now he is completely suppressed by the momentum of the host. Anger becomes fear which affects Jim’s negotiating ability. He affirms the host who has the ability to do big business won’t waste time to negotiate. In order to make him leave the uneasy place and finish the embarrassing negotiation as soon as possible, Jim accepts original price. Although Jim repents himself but it’s late.In this case, Jim disobeys the People Principle. He takes emotions to the negotiation, nervous, fear and inferiority. In his mind,he and the host are not in the same level which makes him unable to negotiate with the host. Jim should calmdown and get the host to participate in the mutual activities, and Jim’s emotions make the host stick to his price. Jim even not speaks out his purpose which is silly. Jim disobeysInterest Principle. He completely not focuses on his own interests but the host’s should explore and recognize the interests of the host and stand in his way. This should be a good collaborative negotiation. But owing to the deficiency of negotiation Jim lacks, the host takes advantages from Jim.Options PrincipleOptions Principle requires inventing options for mutual gains. There are often obstacles during the negotiations which needs people develop multiple solution options to reach an agreement. The ability to invent options is one of the most useful assets a negotiator can have and negotiator should avoiding the followed thinking, premature judgement, searching for thesingle answer, the assumption of a fixed pie a nd thinking that “solving their problem is their problem”.Hereare methods negotiators should obey. Separate the act of inventing options from the act of judging them. Develop as many options as possible before choosing one. Search for mutual gains.Criteria PrincipleCriteria Principle requires insisting on using objective options become available, negotiating parties need to decide which one suits both sides best. The guidelines for objective criteria are Independence of wills of all parties. Legitimate and practical. Acceptance to all parties. In a word, focus on objective criteria firmly and flexibly.There is an example. A Chinese negotiating group goes to a Middle East country to negotiate a project contract. During gossip, a Chinese memberdiscusses the Islam without intention which arise the unhappy of the other side. When come to the substantive issues, the opposite side shows no sign of conceding, and they seem to intend to withdraw negotiation. At the time, the Chinese team hurries to seek options to solute the problems. Frist, they apologize to the Islamic workers sincerely. Then the Chinese makes decisionto offer them 5%account of the total amount. If they don’t accept theChineseproposes introduce another company to negotiate the contract. Finally, the Islam accept apologize and accept the contract, but the Chinese should comply with rules about Islam. Last, the two teams approach consensus.In this case, when problems occur, the Chinese not shrinkback but struggle to find solutions, and they offer two options for the Islam to choose. Last, the two groupsreach agreement and take the Islam as criteria. This is a successful collaborative negotiation which applies the Interest Principle and Criteria Principle correctly. Though the Chinese give a 5% discount, but which accelerates the negotiation reached an agreement quickly.The correct application of PIOC Principles in collaborative negotiations is a powerful tool to crack the tough nuts in negotiations, and reach a consensus promptly. Principled negotiations make the win-win maximum benefit.篇二：商务英语谈判论文答卷封面注意事项（Notes）1.考生需按题签将上述有关项目填写清楚2.字迹要清楚，保持卷面清洁。
商务英语毕业论文范文
商务英语毕业论文范文谈判,已深入到社会生活的各个领域。
如为了成交一笔买卖而进行的业务洽谈;为了达成互利、互助或合作经营的协议而进行的讨论磋商。
下面是店铺为大家整理的商务英语毕业论文范文，供大家参考。
商务英语毕业论文范文篇一[摘要] 文章探讨商务谈判人员的合作与竞争、人格决定作用、中西谈判理论思想的关系等三个理念。
作者认为这些理念是决定谈判成败的关键。
[关键词] 商务谈判科学理念理念是人脑中的高位意识形态，是指导和影响人们行为的基础观念，理念的形成是由人的知识、经验、思维方式等因素的影响决定的，而理念一旦形成，又对人们的行为产生指导和影响。
商务谈判是商业职场人员的一种日常工作，也是他们在职业生涯中的一种创造性劳动，自然也受到理念的影响。
本文探讨的商务谈判的科学理念问题，并不是要描述商务谈判人员的各种谈判理念，强调的是商务谈判人员应树立正确的、科学的理念。
理念一:商务谈判中合作比竞争更重要1.合作是商务谈判中矛盾的主要方面我们处在一个利益纷争的时代。
在每个涉及利益的领域平等谈判、公平博弈，最终达成妥协，其结果便是各方可以接受和获得的最大利益。
在诸多领域，没有博弈，就没有程序正义，就没有效率的均衡，就没有利益的增进。
从这个角度看，商务谈判中似乎竞争更甚于合作。
但竞争只是谈判中矛盾的一个方面，并不是矛盾的主要方面。
谈判中矛盾的主要方面应该是合作。
现代博弈论把博弈分为合作博弈与非合作博弈两大类型。
如果一个博弈中的参与者能够联合，达成一个具有约束力的协议，并且这种协议是可以强制执行的，则为合作博弈;如果不存在这样一个协议，博弈中的每个参与者都是独立地从个人理性出发，选择那些使自己的利益最大化行为或者对策，则为非合作博弈。
因为谈判只有通过合作的博弈才能有双赢的结果。
有谈判学家认为，谈判是否成功，不是取决于所要解决的问题是对抗性的还是非对抗性的，而是取决于：(1)该问题是否可以通过谈判解决;(2)谈判者是否不仅乐于“争”和“取”，而且愿意做出条件的交换和相应的妥协;(3)谈判者是否能在一定程度上相互信任。
有关商务英语方面论文商务英语毕业论文
有关商务英语方面论文商务英语毕业论文商务英语是外贸人员同世界各地开展进出口贸易时用于洽谈交易、联系业务的一种应用语言。
下文是WTT为大家整理的有关商务英语方面论文的范文，欢迎大家阅读参考!有关商务英语方面论文篇1浅论商务英语教学美国的次贷危机演变成金融危机，不仅威胁了美国经济，也殃及世界上其他国家，其负面效应对中国经济形成了较大的冲击，尤其是对外依存度较高的外贸行业受到的影响则更大。
严峻的经济形势很大程度上影响了商务英语专业学生的就业。
商务英语专业的学生在日趋白热化的就业竞争中胜出?这对商务英语教学提出了更高的要求。
一、商务英语课程特点与教学现状Hutchinson和Waters认为商务英语是专门用途英语中的一个分支，是一门以语言学为主导、吸收了一切与商业相关的领域的学科研究方法的综合陛学科，基本上属于应用语言学。
从语言的角度看，商务英语是商务环境中应用的英语，但从内容而言，商务英语叉不能脱离商务。
其特点是：(1)以目的为导向;(2)以自我学习为中心;(3)真实语料2]。
例如，BEC商务英语口试主要考查考生商务交往过程中运用英文的能力。
商务交往主要包括建立和保持商务联络、谈论工作、制定计划与安排工作等，目的性和实用性较强。
20xx年高等教育出版社出版的《体验商务英语》还设置了真实的案例分析。
改革开放后，中国众多高校纷纷开设“经贸英语”、“商贸英语”、“商务英语”以及“外贸英语”等课程，培养既通晓外语又精通国际商务的复合型人才。
有的院校如上海对外贸易大学还开设了相关的研究生课程。
另外，出版了一系列商务英语教材，例如英国剑桥大学出版社出版的级商务英语教材，与其相关的商务英语考试和培训已获得了广泛的关注和肯定。
但是，我国多数讲授商务英语的英语教师由于受专业知识的限制，往往用讲授基础英语的方法进行商务英语教学，以词汇和语法教学为主;而多数讲授商务英语的商务专业课教师由于缺乏语言教学的经验，教学中以翻译为主。
商务谈判成功的要素英语论文 (1)
中州大学外国语学院学生毕业论文Title/论文题目: Successful factors in business negotiationName / 姓名:Number / 学号:Major / 专业: 商务英语Grade/年级班级： 2012级（1）班Tutor/指导教师:Date / 日期: 2014年11月3日中州大学外国语学院毕业论文任务书Title/论文题目: Successful factors in business negotiationName / 姓名Number / 学号: 2Major / 专业: 商务英语Grade/年级班级：2012级（1）班Tutor/指导教师:Date / 日期: 2014年11月3日一、论文主要要求：学生根据自己所学专业，按学院所提供各专业论文参考选题确定题目，也可自选题目，自选题目必须报指导教师，征得同意后方可开题。
学生不得跨专业选题。
1. 用英文写作，3000词以上。
2. 论文为Word形式打印稿，A4纸型，1.5倍行距。
英文用Times New Roman 字体，中文用宋体字。
大标题为3号字加黑，小标题为4号字加黑，正文、注释与参考文献为5号字。
3. 论文格式按学院统一要求，用A4纸打印装订，按规定时间上交。
4. 严禁从网上下载或抄袭，否则以不及格论处。
5. 全套论文装订顺序为：（1）封面（2）任务书（3）指导书（4）评分卡（5）英文摘要（6）中文摘要（7）正文（8）参考文献（9）致谢二、进度安排：1. 确定选题第6 周（2013年10月13日——10月19日）2. 论文提纲第6 周（2013年10月13日——10月19日）3. 完成初稿第7-8周（2013年10月20日——11月 2日）4. 完成定稿第9周（2013年11月 3日——11月9日）5. 上交论文第10周（2013年11月10日——11月16日）三、毕业论文题目：Successful factors in business negotiation四、毕业论文内容（包括：目标、任务、途径、方法、成果形式）：目标任务：With the rapid development of the economy, Business negotiation is playing an increasingly importantly role in our life. Meanwhile, we should pay more attention to the successful factors in business negotiation .途径方法：理论研究成果形式：论文附：论文提纲题目：Successful factors in business negotiation AbstractThe prefaceI Overview of business negotiation strategy1.1 The meaning of business negotiation strategy1.2 The type of business negotiation strategyII The preparation for business negotiation2.1 The collection of intelligence2.2 Drawing up detailed plans2.3 Setting the negotiations restrictedIII The skill of commercial negotiations3.1 Listening skills3.2 Questioning Skills3.3 Answering skills3.4 Narrative skill3.5 Pay attention to transposition thinkingIV Business negotiation strategy at each stage4.1 The opening stage strategy4.2 The quotation stage strategy4.3 The consultation stage strategy4.4 The transaction stage strategyV ConclusionBibliographyAcknowledgements五、主要参考文献：1. Li Kun, Wang Jun. Business negotiation skills [M]. Shanghai: Foreign Trade University Press, 2007.2.Li Yuan. International business negotiations [M]. Capital University of Economics and Business press, 20073. Wang lin, Successful business negotiation skills [M]. China Textile Press, 20064. Xu lin lin, Modern business negotiation [M]. Higher education press,.2006.5. Sun li jun, Business negotiation [M]. Tianjin University press,2001.指导教师审批意见：审批人（签名）：日期：中州大学外国语学院毕业论文指导书Title/题目：Successful factors in business negotiationName / 姓名:Number / 学号: 2Major / 专业: 商务英语Grade/年级班级：2012级（1）班Tutor/指导教师:Date / 日期: 2014年11月3日指导过程记录表/ Process Records 日期指导内容2014.10.22 提纲整体可以，细节部分按照要求改动一下，就可以开始准备草稿了，下次记住标上自己的名字。
有关商务英语论文范文
有关商务英语论文范文一：商务英语国际贸易论文一、商务英语在国际贸易谈判中存在的问题不同国家的国家文化和社会发展氛围的不同,对于企业文化的形成也具有十分重要的影响。
中国的国家制度经过了长期的封建统治、短期的半殖民地半封建社会、资本主义、最终到现今的共产主义,因此在意识形态上更加信奉共产主义理论,因此在企业文化中更加讲究团结,而中国的“和”字优良传统源远流长,因此在中国的企业文化之中更加讲究的是一种和睦团结的文化氛围。
但是美国和日本等国家在历史发展中挫折少,国家的政治制度也没有过很大的更替,因此在实际的企业发展中更加信奉资本主义市场的运作模式和“物竞天择、适者生存”的进化论理论,因此在企业文化中更加讲究个人英雄主义和利益至上的原则,这样就使得贸易双方在谈判中很难进行顺畅的沟通,进而加大了国际贸易谈判的难度。
二、国际贸易谈判中商务英语的使用对策1、尊重语言文化差异,贯彻“求同存异”的方针政策“求同存异”是新中国建立初期,周恩来在万隆会议上提出了为了解决各国之间的政治和经济等矛盾而提出的团结性方针,其在国际贸易谈判中也是同样适用的。
因此在与国外企业在进行国际贸易谈判之前需要针对其国家的历史文化和语言使用上进行了解,进而尊重其文化与语言差异,在实际的谈判中通过翻译能力和翻译技巧来实现双方文化与语言差异的兼顾,进而降低交流矛盾。
但是在国际贸易谈判之中难免会出现直译的情况,这就需要翻译人员掌握商务英语翻译技巧,进而通过更加委婉的方式来进行表达,进而缓解谈判气氛,保证国际贸易谈判的成功和顺利。
例如,在英语的商务谈判中,在词汇的选择更加注重简洁性,进而避免繁复模糊性的词汇,保证词汇使用的间接性,同时还要避免使用英语方言等,同时还要避免使用具有一定的情感色彩的词汇,因为这样会让对方感到吹嘘,令人反感。
2、重视谈判语言中句型的选择,进而营造“实事求是”的谈判氛围在国际贸易谈判中,情感性的词汇和句型的使用会使得谈判对方感到其虚假,可能产生不信任的情绪,进而影响总体的谈判效果,因此在谈判中必须贯彻“实事求是”的方针。
商务英语谈判中的语用策略分析论文
商务英语谈判中的语用策略分析论文国际贸易中，商务谈判是企业间商务交往的重要途径，商务谈判能否顺利推进将直接关系到交易的顺利完成。
其实商务谈判并不是人们单纯认为的讲话，懂一些谈判技巧就可以，其实国际贸易商务英语谈判还需要一定的商务英语专业术语、贸易专业知识以及文化差异等，能够按照一定的语用原那么，促使商务英语谈判的顺利、高效实现。
商务英语自身具有的一定的客观性、逻辑性，谈判人员应根据不同的情况，因时制宜，使用不同的语用策略，保证商务谈判的成功。
经济全球化的趋势逐渐加强，世界各国间的交流沟通日渐频繁，商务谈判是国际贸易事务中十分重要的内容，发挥着至关重要的作用，与贸易交往成败有着密切的关系。
商务谈判就是为了满足经济效益，不同利益主体迎合对方的需要，通过合作、协商等对商机活动进展确定。
因此，在商务英语谈判的过程中，需要遵循一定的语用原那么，以将由于语用造成的误会降到最低。
1.合作原那么。
合作原那么是谈判双方为了实现共同的谈话目的，而共同遵守的原那么。
主要有关系、数量、质量以及方式等原那么。
关系原那么就是谈话的内容要与主题相一致，不能偏离。
数量原那么就是说话人提供的信息不能超出需要的范围。
质量原那么就是说话的内容要真实、可靠，并且具有一定的严谨性。
方式原那么就是说话者的语言要简练，防止出现歧义。
科学的运用这些原那么，商务谈判双方的话语就会防止出现逻辑的现象，使谈判能够高效推进，从而实现谈判目的。
商务英语谈判中，双方需要配合，按照一定的合作准那么进展沟通，实现共同目标。
2.礼貌原那么。
在日常生活交往中，礼貌原那么是根本性的原那么，也是商务英语谈判过程中能够重要的语用原那么，主要分为同情、筹划、大方、谦和、表扬、赞同等原那么。
使自身的利益得到适当地降低，让对方获得更多的利益，增加双方的好感，促进合作的顺利推进，为长远利益的实现奠定根底。
在国际贸易谈判中，洽谈双方的文化背景是不同的，因此在谈判过程中需要保持友好的态度，给对方留下良好的印象，营造愉快的气氛，不同文化背景下的商务英语谈判中，礼貌原那么是十分必要和重要的。
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Discuss the Applications of the PIOC (People, Interest, Options, Criteria,)Principles inCollaborativeNegotiation BrieflyThere are many negotiations in the world, but the business negotiations take the mostly dominant role. In this situation, the final purpose of each side of the negotiating parties is attempted to meet the other’s interest as well as their own. There are many kinds of negotiations such as competitive style, accommodative style, collaborative style, vengeful style, compromising style, etc. and most commercial negotiations tend to collaborative style, because it is a win-win negotiation. There are four principles which are People, Interest, Options, and Criteria. It is indispensable when we are going to talk about the collaborative negotiation owing to the applications they exert.People PrinciplePeople Principle requires separating the people from the problem. Business is business, taking too many people emotions into negotiation is harmful. Especially in collaborative negotiations, good master of People Principle need follow the three techniques.(1)Establish an accurate perception. (2)Cultivate appropriate emotion. (3)Strive for better communication.Interest PrincipleInterest principle requires focusing on interests, not positions (interests always underlie positions). A position is what you say you want or must have. An interest is why you want what you want. Taking much attention to position will greatly reduce the interest, negotiators need to distinguish between interests and positions and focus on interests not positions. There are two methods negotiators should obey. (1)Identify the self-interests. (2)Discuss interests with the other party.There is an example. Jim takes a fancy to a second-hand car which has good quality in all aspects except the high price. When he comes to the host’s officer to negotiate aiming to cut down the price, he finds the host is the boss of the company and the office is luxurious. He becomes inexplicable nervous. Having a seat for a while, the host is busy with telephone talking about a cooperative projects amount of up to millions of money. The tension and fear in the hearts of Jim are further broadened. He sits on pins and needles for a long time but the host seems not to hang up the phone and seems to ignore the existence of Jim. A strong anger begin to spread in Jim’s mind, so he deliberately makes some sound and the host finally hang up the phone and apologize to him.However, what the host said next shames Jim. The host say “my time is tight, aren’t you tell me you come here to cut down the price”Jim had hoped to get the car at the half price, but now he is completely suppressed by the momentum of the host. Anger becomes fear which affects Jim’s negotiating ability. He affirms the host who has the ability to do big business won’t waste time to negotiate. In order to make him leave the uneasy place and finish the embarrassing negotiation as soon as possible, Jim accepts original price. Although Jim repents himself but it’s late.In this case, Jim disobeys the People Principle. He takes emotions to the negotiation, nervous, fear and inferiority. In his mind,he and the host are not in the same level which makes him unable to negotiate with the host. Jim should calm down and get the host to participate in the mutual activities, and Jim’s emotions make the host stick to his price. Jim even not speaks out his purpose which is silly. Jim disobeysInterest Principle. He completely not focuses on his own interests but the host’s positions.He should explore and recognize the interests of the host and stand in his way. This should be a good collaborative negotiation. But owing to the deficiency of negotiation Jim lacks, the host takes advantages from Jim.Options PrincipleOptions Principle requires inventing options for mutual gains. There are often obstacles during the negotiations which needs people develop multiple solution options to reach an agreement. The ability to invent options is one of the most useful assets a negotiator can have and negotiator should avoiding the followed thinking, premature judgement, searching for the single answer, the assumption of a fixed pie and thinking that “solving their problem is their problem”.Hereare methods negotiators should obey. (1)Separate the act of inventing options from the act of judging them. (2)Develop as many options as possible before choosing one. (3)Search for mutual gains.Criteria PrincipleCriteria Principle requires insisting on using objective criteria.When options become available, negotiating parties need to decide which one suits both sides best. The guidelines for objective criteria are (1) Independence of wills of all parties. (2) Legitimate and practical. (3) Acceptance to all parties. In a word, focus on objective criteria firmly and flexibly.There is an example. A Chinese negotiating group goes to a Middle East country to negotiate a project contract. During gossip, a Chinese member discusses the Islam without intention which arise the unhappy of the other side.When come to the substantive issues, the opposite side shows no sign of conceding, and they seem to intend to withdraw negotiation. At the time, the Chinese team hurries to seek options to solute the problems. Frist, they apologize to the Islamic workers sincerely. Then the Chinese makes decision to offer them 5%account of the total amount. If they don’t accept theChineseproposes introduce another company to negotiate the contract. Finally, the Islam accept apologize and accept the contract, but the Chinese should comply with rules about Islam. Last, the two teams approach consensus.In this case, when problems occur, the Chinese not shrinkback but struggle to find solutions, and they offer two options for the Islam to choose. Last, the two groups reach agreement and take the Islam as criteria. This is a successful collaborative negotiation which applies the Interest Principle and Criteria Principle correctly. Though the Chinese give a 5% discount, but which accelerates the negotiation reached an agreement quickly.The correct application of PIOC Principles in collaborative negotiations is a powerful tool to crack the tough nuts in negotiations, and reach a consensus promptly. Principled negotiations make the win-win maximum benefit.。