商务谈判中英语的重要性--2014
试议英语在国际商务谈判中的重要意义.doc
试议英语在国际商务谈判中的重要意义试议英语在国际商务谈判中的重要意义导读：摘要：国际商务谈判口语是一门新兴的、融多学科、务实性强的边缘学科，如何才能最终达到提高学生运用英语进行商务谈判的能力是本文集中探讨的一个理由。
本文对国际商务谈判口语课程的课堂教学进行了一系列的设计。
Abstract: International business negotiating is an emerging interdisciplinary subject aticality, and it integrates into multi disciplinary. This paper focuses on hoprove students' ability to use English to conduct business negotiations, and makes a series of design for classroomteaching of international business negotiating.关键词：国际商务谈判口语；双语教学；案例分析；情景模拟Key ercial negotiation；bilingual teaching；case analysis；scenarios simulation1006-4311（2012）11-0272-020 引言《国际商务谈判口语》（International Business Negotiating）是商务英语专业的必修课程，采用双语教学，使用英语原版教材。
国际商务谈判口语的教学目的是在学生完成基础英语学习的基础上，通过学习谈判口语，进一步深化英语口语技能的训练，使学生初步了解商务谈判口语的特征和相关商务谈判的流程，掌握一定的专业词汇和基本表达策略，提高用英语进行商务谈判的基本技巧。
课程使用英语、汉语双语授课，要求学生尽量用英语参与课堂讨论，完成作业。
The importance of English in business negotiation商务谈判的重要性
The importance of English in business negotiation AbstractWith increasing economic development and international trade activities, international business negotiation is gradually increasing importance of business English has become increasingly evident in the context of the development of globalization. The increasing cross-border business activities Business English is also increasingly by people wide attention. As we all know, the international trade exchanges become more frequent, the breadth and depth of the exchange also continues to expand. Business negotiation is the most important commerce center link. However, due to players subject to negotiation values, ways of thinking, cultural differences and other restrictions resulting in their demeanor and negotiation methods vary. So negotiators should pay full attention to the impact of different national and cultural environment for negotiations. Things’ influence is often caused by both internal and external results, and in this paper the factors of both internal and external trade by analyzing the impact. Under the present situation after China's accession to the WTO, China made a number of foreign workers specific requirements.KeywordsBusiness negotiations; Cross-cultural Strategy; economic development; the importance of English;0.IntroductionIn cross-cultural negotiations, the different geographical, ethnic, cultural differences will affect the thinking of those negotiations, the negotiation style and behavior, thus affecting the entire negotiation process. Therefore, to engage in business activities, especially for the cross-border business activities must understand and master the links between different cultures and differences. How to make and receive each other's condition is required for each business activity by a master of the art techniques.Business negotiations, a special mode of interpersonal communication, necessarily means associated with different regions, different nationalities, different social culture. Cross-cultural negotiation appears. Before negotiations, we must know the impact of cultural differences. Only to face the goal to make a positive impact come true.ContentsThe importance of English in business negotiation (1)Abstract (1)Keywords (1)0.Introduction (2)1. Concept of business negotiation (4)1.1 The definition of Business Negotiation (4)1.2 Principles of Business Negotiation. (4)1.3 Functions of Business Negotiation (4)2. The role of English in different business negotiation stages (6)2.1 In opening stage (6)2.2 In quotation stage (6)2.3 In negotiation stage (7)2.4 In closing stage (7)3. Qualities business negotiations personnel should possess (8)3.1 oral English (8)3.2 written English (8)3.3 communicative strategies (9)4. Guides for college English teaching and studying (10)4.1 Cultivating practical English skills (10)4.2 Creating opportunities of practice (10)5. Conclusion (11)References (12)Acknowledgements (13)1. Concept of business negotiation1.1 The definition of Business NegotiationNegotiations are important in business, personal relationships and conflict resolution. Some negotiations bring an end to conflicts, while other negotiations help parties strike deals in which both parties are satisfied. However, the art of negotiation often has to be learned. It refers to business negotiation that takes place between the interest groups from different countries or regions. It is an important activity frequently involved in foreign and other economic exchange, serving as a critical approach and method for these interest groups or individuals to confer together to reach an agreement or settle the issues of their interest conflicts.1.2 Principles of Business Negotiation.Business negotiation is the solution to reach an agreement or to solve the disagreement. It is also a process of exchanging，discussing and even arguing about the issue. Any party in the negotiation wants to cooperate with the other party to reach his purpose and try to win the most benefits as well. Therefore，it is necessary to adopt the appropriate language strategies. Among them，politeness strategies are most commonly used to contribute to a successful business negotiation. Politeness strategies can enhance the mutual trust and understanding among negotiators so as to increase the opportunities. This article attempts to highlight the politeness principles and analyze their application in business negotiation. The appropriate treatment to the threat of face in communication can retain both positive and negative aspects of the face，thus making the negotiation go on smoothly.1.3 Functions of Business Negotiation.Business negotiators interact not to have fun but to attain goals. As a matter of fact，not only in the business negotiation，but on every occasion when Business Englishappears，there is a distinct feature distinguishing it from English the communication is for the business. Whether the language used is good or bad is determined by the final deal. Since the vagueness in English for business negotiation is not always bringing positive effects，a polished businessman should be capable of applying such strategies of being vague in his utterances appropriately according to different situations to achieve his negotiation goals.2. The role of English in different business negotiation stages.2.1 In opening stageBusiness negotiation is a complex human activity, it plays an important role in economic interactions. This is also the exchange of information between the two parties. The important role of the English language in the beginning of the negotiations is very important. This is indeed worth learning how to get along with each other negotiating skills. To avoid deadlock or failure of the negotiations, interpersonal meditation is the most important factor, which should not escape from our eyes one.Each negotiator's interests, the interests are different, we should seriously study analysis negotiators to grasp its purpose and practical interests lie mainly involved in the negotiations. This requires us to be fully prepared before the negotiations, clear each other's cultural background, interests, habits and work performance and the like. In addition, we should also be aware of competitors. In order to develop a reasonable plan, the use of correct English language skills.2.2 In quotation stageProduct Name translation has important practical significance identity. That is the name translated exactly appropriate. Yet the source language name of artistic and commercial. Achieve widespread publicity and promotional purpose goods; and also has a wealth of theoretical significance, namely to broaden linguistic research space. Enrich the connotation of linguistics. But also to promote linguistic theory and practical application of organic combination . Only trying to figure out consumer psychology . Respect for national cultural habits, the right to use a variety of methods and techniques trademark translation. It will make the translation translated dominate in commercial war, promote consumption.In short, in the face of price sensitive issue, it is important to communicate the English language in the negotiations.2.3 In negotiation stageIn international business negotiations, the most difficult thing is the negotiators of different cultures, ways of thinking, customs, behavior, work understanding and recognition. So, for the negotiation of international business negotiations, we should pay attention to detail. Because the negotiation stage of the application in English, not only related to the negotiations, but to each other's customs, cultural differences and so careful and thorough study. Therefore, in order to negotiate famous Westerners, but also stressed the preparatory work of the negotiation stage to account for about a third of the time throughout the business negotiations, negotiations are particularly important as English.We must not only understand each other's culture and customs background, more important is to find out about each other's innermost thoughts. . To do "to find out about each other," at this point, we turn to see what westerners in Chinese eyes. We take a look at the West is how to evaluate the characteristics of the Chinese people to negotiate, in order to ponder how to deal with these characteristics Westerners, precise use of language.2.4 In closing stagePeople on the traditional concept of the idea of negotiating party talks must have made an absolute victory, the other absolute failure. In the negotiations, the negotiations are habitually in an effort to protect their own interests, while maintaining a firm stand, and therefore a compromise to get the weight becomes greater benefits. The number of such opportunities will not appear fewer parties. Applied English language role in the negotiations is even more important. Negotiations should strive to tap part of the same interests, and through the "cake" bigger interests to work together. Blindly concerned about their own interests. Asks fully accept their point of view is not correct, it is unrealistic withered strong mutual cooperation, the possibility of huge profits and mutual assistance, to stimulate them to accept your comments and suggestions, based on their own interests agree on.Cultural differences make English more important in business negotiations.3. Qualities business negotiations personnel should possess3.1 oral EnglishNegotiations are essentially ideas, wishes emotional communication process between people, it is an important social event. Negotiators should be good at dealing with different people, but also good at dealing with various social occasions. This requires that the negotiators should have strong writing skills and oral communication skills. Concise and accurate skills are basic skills negotiators.Listen greatest weakness less inexperienced negotiators cannot patiently listen to each other speaking, they think that their task is to talk about their situation, he said he wanted to say and refute each other's objections. Thus, in the negotiations, they always thought the following words to say, do not pay attention to listen to the other side to speak, a lot of valuable information is lost this way. They mistakenly believe that good negotiators say much more because only grasp the initiative for negotiations. In fact, a successful negotiator has the more than 50 percent of the time to listen. They listen, while thinking, edge analysis, and continue to ask questions to each other, to ensure that they fully understand each other correctly. They listen carefully to every word the other said, and not only they think are important, or want to hear, therefore have a lot of valuable information, increasing the bargaining power.3.2 written EnglishFor negotiators have broad thinking and powerful writing is the basis of the judgment. We tend to use a lot of the other minutiae questions to pester you, but the main important issues or cover up, or deliberately confuse the front and rear, a causal relationship between things. As negotiators should have the ability to seize the main contradiction and the main aspects of things. Negotiators have open-minded, but are not limited to a certain thing or a certain aspect can be considered from manyproblems. Analyzing accurate, timely decision-making, these capabilities is particularly important for the negotiators. Improve capacity in this regard must be good to listen to each other's views and take advantage of each other's intentions. Negotiations between the two sides can exchange views with each other. But some people quick-witted, impulsive and strong. Often the other half, then just say, he thought understand the meaning of each other, cannot wait to express their views, it also cannot get, misunderstanding each other, but to each other to provide some opportunity. In the ever-changing field of negotiations, without neglecting the subtle clues, you can master negotiators trends, seize the opportunity fleeting, courageous decision-making, in order to avoid missing an opportunity.In general, the negotiations, drafted out of the agreement, the draft contract for the drafting of the party is always beneficial. Subtleties of the text lies in the effort to make the agreement, the contract shows that appear to be fair and reasonable, but if there are problems, to explain it completely not the case.3.3 communicative strategiesCommunication strategy is the attitude of the main bearings and show activity in the negotiations. Application of the language is even more important, in business negotiations in English also plays a vital role. Communication Strategies in the negotiation process in the behavior of negotiators, behavior and ways and means of controlling the process. Communication Strategies and deep cultural imprint. Culture is not only decided to negotiate a code of ethics, but also affects the behavior and thinking of negotiators character mode, so the negotiations with different cultural backgrounds form a very different style of negotiations.Business negotiation is a science, which involves multiple disciplines. Linguistics is the most important part. Meanwhile, the English also in modern business part is very important. During the negotiations, the negotiators, ability, experience, quality mental state, and has a great influence results on the spot to play in the negotiation process. Business leaders must negotiate multi-angle training andassessment of, you know,in business negotiations, English language skills is good or bad, it is the key to the success of the negotiations.4. Guides for college English teaching and studying4.1 Cultivating practical English skillsTo promote training of students’ practical translation skills, the comprehensive analysis is adopted to focus on the definition, the structural model of the practical translation skills, as well as its application in the English translation teaching Finding application shows that the structural model of translation skills by actual knowledge, behavior of the system application. The priority should be given to the comprehensive and integrated development system for train practical translation skills. The priority should be given to the integrated dev.As the saying goes, Rome was not built in a day. In order to improve students' English language skills in a very short time .It is impossible to have an immediate magical effect. It requires a process step by step, from easy to difficult. We have to do as much as possible combined practice useful skills. Ability to vocational secretary practice-oriented teaching is an effective teaching model, to train students to meet the market and business needs.4.2 Creating opportunities of practiceWith the development of the times, students’ practical ability is particularly important, practical ability training in higher vocational education plays an important role. To arrange for students to practice activities, the student must reflect the content of the actual capacity of the culture. .In the process of cultivating students' practical ability, teachers' practical teaching ability, the importance of students play an important role. In order to protect students' practical abilities culture, the need to achieve through practice and the training of students' practical ability to display mainly through vocational qualifications.Practicing is the study of comprehensive skills. Ultimate end of college English teaching is the cultivation of students' oral and written communicative abilities. Practicing accounts for the biggest proportion of college English teaching and makes up most of marks in Band B English Examination of Applied Abilities. In this highly informative and economic integration era, heightening students' practicing ability from business negotiation means upgrading their comprehensive quality. The skills mentioned in this paper are helpful to students at preliminary stage.5. ConclusionPeople in the English language used in business activities. Its meaning is very clear, before China has not joined the WTO, business English is known as Business English, content is relatively simple, extension is also smaller, but with the rapid advance of global economic integration, the establishment of China's market economy status, Modern business English has been given a new concept. Business English position in business negotiations is more important. To take full advantage of the locale, language should be targeted. Language environment is an important background factor expression and understanding of language, it restricts the impact of the effect of language and expression. See people that were so, hell that nonsense. Is generally used to describe a person sleek, will speak, what kind of occasion to say what kind of words, which is eight Fengyuan social means. Mother of business negotiations plainly, both sides are able to get the maximum etiquette ran just awakened. The atmosphere is tense and sensitive inevitable. In such a special atmosphere both sides want to negotiate successfully, we need tens, pleasant man negotiating environment.References[1] XuLisheng. Intercultural Communication in English [M] Shanghai Foreign Language Education Press, 2009.[2] Linell Davis. Doing Culture: Cross-cultural Communication in Action, Foreign Language Teaching and Research Press, 2005.[3] Beamer, Linda & Varner, L. Intercultural Communication In the Global Workplace (2nd ed.), New York: McGraw-Hill Company, 2005.[4] Heusinkveld, Paula R. Pathways To Culture (Ed),Yarmouth: Intercultural Press, 1997.[5] Gopaul- M cN ico,l Sharon - Ann Gopaul- M cN ico,lJanet Brice- Baker. C ross- Cultural Practice: A ssessment,treatment, and training. John W iley and Sons. 1998[6 ]William • Hampton with: "Jewish businessmen in business start-up experience and wisdom," translated Zheng Ping, Harbin Publishing House, 2003[7]Cao Ling editor: "Business English negotiations," Foreign Language Teaching and Research Press, 2004[8]ZHANG Jun-jie,XU Chuan-yuan,DING Cun-bao,JIA Chang-hong(Life Science College,Hebei United University,Tangshan Hebei 063009,China);Cultivation of Translation Skills and its Application of Intergration in English Teaching for biology[J];Journal of Hebei United University(Social Science Edition);2013-04[9]WANG Wen-qiu(Sichuan International Studies University,Chongqing 400031,China);An Experimental Research on College English Translation Teaching Mode Based on Data-Driven Learning[J];Journal of Chongqing University of Technology(Social Science);2013-08[10] 骆洪. 文化差异对跨文化商务活动的影响[J].经济问题探索,2000(5),第5期：44[11] 吴晓. 文化差异对国际商务谈判的影响[J].合作经济与科技，2005(8):11[12] 赵银德. 文化差异对国际商务谈判行为的影响[J].实务探讨,2002(10): 25AcknowledgementsFour years of studying and life is beginning to draw a full stop. And in my life is just a comma, I will face the beginning of a new journey. This research and the thesis is completed under the guidance of the kindness of my tutor XX. A great man, a celebrity is a great man, but I want to give my respect to an ordinary person, my mentor, XX. Maybe I am not your best student, but you are my most respected teacher. You are so rigorous scholarship, knowledgeable, wide field of vision, profound thoughts, your heart for me to create a good academic atmosphere, let me the more rigorous.The same time, I would like to thank the students who completed the graduation thesis group. If you do not have the support and love, I cannot solve these difficulties and doubts, and ultimately will allow the smooth completion of this article. So far the surfaced on the occasion, my mood to keep calm, starting from the selection of subjects to the smooth reply, there are numerous honorable teachers, friends gave me a lot of help. Here, please accept my sincere thanks!Finally, once again to express my heartfelt thanks to those who in the process of the completion of the paper help me.。
浅析对外贸易谈判中商务英语的应用技巧320改
目录：摘要： (1)引言： (2)一、商务英语在对外贸易谈判中的重要性 (2)1、商务英语在对外贸易谈判过程中所发挥的作用 (2)2、商务英语在对外贸易谈判过程中的重要性 (3)二、商务英语在外贸谈判中的应用技巧 (3)1、谈判前的准备工作 (4)2、领会对方意图 (4)3、注意用语策略 (5)4、具体情境，随机应变 (6)三、商务英语谈判中的一些注意事项 (6)1、良好的心理素质 (6)2、健全的思想意识 (7)结语： (8)参考文献： (8)浅析对外贸易谈判中商务英语的应用技巧摘要：随着我国全球化经济和区域性经济集团化的不断发展，我国的越来越多的领域及经济发展都要与多边贸易体系和不同形式的区域经济进行合作。
而商务英语作为对外贸易中的谈判技能，在加强商务外贸交易的合作、订单、谈判的过程中都发挥着越来越重要的作用。
所以，在对外贸易的谈判过程中，商务英语也要在其中被巧妙的应用，从而来实现双方的互惠互利。
在交流的过程中达到双方共赢。
本文就对外贸经济谈判过程中商务英语在谈判中的应用与技巧进行分析，从而来了解和掌握商务英语在对外贸易谈判过程中获取的优势。
关键词:对外贸易谈判商务英语应用技巧引言：随着我国经济发展以及外界经济体系的紧密合作，经济全球化也使得外貌交易不断出现在商业领域。
外资独资企业或是中外合资企业等外向型的企业也在我国境内不断的出现。
并且，在此同时，随着国内经济与国际经济往来的密切，企业的贸易与交易成功的过程中，良好的外貌交易知识和相应的外貌交易技能也是不可缺少的谈判手段。
其中，掌握好良好的商务英语也是对外贸易交易过程中合作共赢的沟通桥梁。
尤其在进行商务贸易谈判的过程中，谈判人员使用灵活的商务英语是沟通与合作的重要途径。
所以，贸易外外的过程中，使用商务英语及相关技巧来进行巧妙的商务谈判也是吸引外资企业进入企业，为企业争取最大利益的重要方式。
一、商务英语在对外贸易谈判中的重要性1、商务英语在对外贸易谈判过程中所发挥的作用商务英语作为我国对外贸易交易谈判过程中的主要语言，商务英语在国际贸易的使用中也在不断的增加。
国际商务谈判中英语的重要性
国际商务谈判中英语的重要性中文摘要中国自加入WTO，我们与外商的直接接触日益增多，国际商务谈判的重要性对中国来说不言而喻，谈判双方在追求利益最大化的过程中，对谈判人员提出了更高的要求。
由于不同文化差异及政治、经济特征的影响，各国的谈判人员的思维方式、群体观念以及谈判态度是不同的，因此，必须正确认识国际商务谈判中存在的文化差异、地域差异以及谈判态度的差异。
英语是商务谈判中最通用的语言。
对商务谈判者来说，熟练运用和掌握英语是必须具有的谈判技巧之一。
本文首先介绍了国际商务谈判的含义及特点，然后详细阐述了国际商务中英语的重要性，最后提出善舞谈判者在商务谈判中，恰如其分地掌握和使用好英语，是使谈判获得成功的重要因素之一。
关键词：英语，商务谈判，运用第 1 章国际商务谈判的含义及特点国际商务谈判，是国际商务活动中不同的利益主体，为了达到某笔交易，而就交易的各项条件进行协商的过程。
谈判中利益主体的一方，通常是外国的政府、企业或公民（在现阶段，还包括香港、澳门和台湾地区的企业和商人），另一方，是中国的政府、企业活公民。
国际商务谈判是对外经济商贸中不可缺少的重要环节。
在现在国际社会中，许多交易往往需要经过艰难繁琐的谈判，尽管不少人认为交易所提供的商品是否优质、技术是否先进或价格是否低廉决定了谈判的成败，但事实上交易的成败往往在一定程度上取决于谈判的成功与否。
在国际商务活动中，不同的利益主体需要就共同关心或感兴趣的问题进行切磋，协商和桥正各自的的经济利益或政治利益，谋求在某一点上取得妥协，从而在使双方都感到有利从而达成协议。
所以，我们可以说，国际商务谈判是一种对外经济贸易活动中普遍存在的一项十分重要的经济活动，是调整和解决不同国家和地区政府及商业机构之间不可避免的经济利益冲突的必不可少的一种手段。
国际商务谈判即具有一般商务谈判的特点，又具有国际经济活动的特殊性，表现在：1）以经济利益为谈判目的。
不同的谈判者参加谈判的目的是不同的，外交谈判涉及的是国家利益；政治谈判关心是政党、团体的根本利益；军事谈判主要是关系敌对双方的安利益，虽然这些谈判都不可避免地涉及经济利益，但是常常是围绕着某一种基本利益进行的，其重点不一定是经济利益。
商务谈判中英语的重要性研究
商务谈判中英语的重要性研究作者：张扬来源：《读与写·上旬刊》2014年第12期摘要：在国际贸易发展日趋繁荣的当今社会，国际商务谈判这种重要的贸易手段已经被越来越多的跨国公司所使用，而在国际商务谈判中必然会运用到商务英语这一实用性英语分支。
本文从商务谈判的国际性发展趋势谈起，深入剖析了在商务谈判中英语的重要作用，并且提出学好商务英语，更好为商务谈判服务的论点，提倡在商务谈判中注意运用英语的准确性和礼貌性，最后做出总结，以供借鉴。
关键词：商务谈判；英语；重要性；商务英语中图分类号：G648 文献标识码：B 文章编号：1672-1578（2014）23-0023-021.商务谈判的国际性发展趋势纵观国际形式，全球经济一体化的趋势已经成为主流，并且以势不可挡的势头持续发展。
如今的国际市场早已经不是一个国家或者几个国家的市场了，而是一个全球范围内的国际市场。
随着跨国公司的不断发展和壮大，国际贸易成为世界市场的主流交易形式，日益增多，并且呈现规模化、规范化的特点。
当今世界，无论是已经发展国际贸易多年的发达国家，还是在国际贸易领域刚刚起步的发展中国家，都把推动民族经济发展放在了一个相当重要的位置上，并且参与国际分工，积极参与到国际市场的竞争中来，使国际之间的贸易活动日益频繁。
在国际商务往来中，商务谈判作为主要的沟通方式，其重要程度不言而喻。
在国际商务谈判的过程中，商务英语起着至关重要的作用。
自从2003年中国加入了世界贸易组织之后，带来的直接利益便是越来越多的和外商接触和交流的机会，同时更高层次和更高专业水平的商业谈判接踵而来。
在这一趋势中，若想要谈判利益最大化，掌握好谈判的"武器"--商务英语，就显得十分重要，这就对谈判的相关人员的英语水平提出了更高的要求。
由于各个国家之间的文化、背景和政治经济都存在相当大的差距，各国派出的谈判代表，在商务谈判中的思维方式和表达方法都是不同的。
浅谈商务英语在国际商务谈判中的作用
- 220-校园英语 / 语言文化浅谈商务英语在国际商务谈判中的作用咸宁职业技术学院/操良红【摘要】国际经济的发展促使国际间的合作与发展联系日益紧密，对于经济的外向型发展需求也越来越高，这时就需要利用商务英语作为工具，结合商务谈判的技巧，深入、细致，全面而完整的表达各自的诉求，最后实现合作共赢的结果。
【关键词】商务英语 商务谈判 结合 诉求 合作共赢英语作为一种交流的工具，在国际交流活动中发挥了至关重要的作用。
而商务英语，作为一种应用于商务环境下的语言，在国际商务活动中的作用是显而易见的。
特别是在商务环境下，在对外商务谈判过程中，大家都使用同一种语言，沟通就有了桥梁，再加上适当的谈判技巧运用，就能够很好的传递信息，理解对方的意思，从而提高成交的几率。
因此，掌握好商务英语成为在商务谈判是否成功的关键。
一、商务英语发展的背景加入WTO，可以说是中国对外贸易的发展的启程碑。
从此，中国对外贸易总量突飞猛进，不断攀升新的高度，到2005年，就已经进入到一个快速发展的黄金期。
也是从那时起，中国对外贸易人才的供求失衡状况就凸显出来。
仅仅以浙江一个地方为例，根据用人单位需求等各种数据，到2005年底，浙江的各种企业已陆续在世界上104个国家和地区设立有各自的境外分支机构或办事处1081家之多。
同时在国内的外贸企业数量高达14100家之多。
从这些数据来看，人们在国家政策的鼓舞下，对于经济的外向型发展需求越来越高，对涉外商务谈判人员不仅要熟知谈判原则、相关法律和商务业务，还要熟练掌握一些谈判技巧，准确地运用一些语言策略，即灵活运用语言的表达手段和技巧等来完整实现自己预期的谈判目标。
二、商务英语与商务谈判传统的商务英语仅仅是把英语应用到商务环境中，为商务活动的顺利进行提供沟通桥梁的作用。
因此也造成了大量的商务活动仅仅停留在表层的沟通，有时甚至发生沟通不畅的情况，还有更甚者由此闹出了不少的笑话。
随着现代全球经济不断的相互融合，国际贸易的发展更深入、更全面。
浅议商务谈判中英语的重要性
浅议商务谈判中英语的重要性摘要：随着经济全球化的发展，全球经济一体化这一世界历史潮流也迅猛的发展起来，跨国公司、国际投资以及国际贸易借助这一时代环境得到飞速发展，各国企业对国际市场份额争夺的竞争也日益激烈。
当今世界，无论是占主导地位发达国家还是分离渴求改变世界经济格局的发展中国家，都在不遗余力的坚持推进本民族经济增长和发展，并积极投身于国际经济的紧密联系之中，参与国际分工，进行国际贸易活动。
所以国际贸易就成为我国经济发展的重要组成部分，英语在国际商务谈判中起着举足轻重的作用，对国际商务谈判者来说，能在谈判中灵活使用相关谈判技巧及英语尤其重要。
本文就商务谈判中英语的重要性及英语的使用技巧进行简要的分析与例证。
关键词：商务谈判；商务英语；英语重要性；英语使用技巧国际商务谈判其意义就是国际商务活动中，各方为了达成一笔交易，就交易内容进行协商的过程，而在这个过程中。
每个商务谈判者都会提出一些利于己方利益的条件，同时争取获得最大的利益，所以要如何提出己方的要求并且在尽量减少己方利益损失的条件下接受彼此的条件则是每个商务活动者必需掌握的一门基本技术，也是其生存之道。
1 商务谈判的发展趋势全球经济一体化的历史潮流在当今世界已不可抵挡，随之而来的便是跨国公司的兴起，而国际贸易以及国际间投资也以飞快的速度发展起来，从而增强了各国企业对于国际市场的竞争。
在当今世界无论是发达还是发展中国家，都将坚持推进本民族经济的增长和发展放在第一位，并且参与国际分工，积极投身于国际之间紧密的经济联系，进行国际之间的贸易活动。
国际商务往来中不可或缺并且非常重要的环节便是国际商务谈判。
在国际商务贸易谈判的整个过程中，商务英语起着至关重要的作用。
中国加入WTO 带来的直接效益便是与外商日益增多的接触交流。
由于国际商务谈判的重要性不言而喻，若想使利益最大化，则对谈判的有关人员都提出了更好层次的要求。
由于不同国家文化、政治及经济等方面存在着差异，各国的谈判人员在商务谈判中的思维方式态度以及观念等都是不同的，所以在国际商务谈判中，应正确认识文化、地域差异以及采用正确的谈判方式和语言策略。
商务谈判中英语的重要性
职成教中心学校2009级商务英语专业专科毕业论文题目：商务谈判中英语的重要性学号： 27姓名：谢欢欢学校：职成教中心学校指导教师：冉春芬商务谈判中英语的重要性[摘要]英语条件句是商务谈判中的语言特点之一。
对商务谈判者来说, 熟练运用和掌握英语条件句是必需具有的谈判技巧之一。
商务谈判者在商务谈判中，恰如其分地掌握和使用好各种条件句，是使谈判获得成功的重要因素之一。
[关键词] 英语条件句商务谈判运用一、前言国际商务谈判参与的双方为了协调、改善彼此的经济关系，满足贸易的需求，所以在商务谈判活动的每个环节都会提出一些符合己方利益的条件。
如何提出和接受彼此的条件则是每个商务活动者必需掌握的一门艺术技巧。
商务谈判者在商务谈判中，往往根据谈判的对象、所拟业务、时间、地点、口头和书面的不同而恰如其分地掌握和使用好各种条件句，是使谈判获得成功的重要因素之一。
二、英语条件句在商务谈判中的作用（一）虚拟条件句的作用1.表示委婉语气。
虚拟条件句在商务活动中，常用于表示请求、咨询、反对、否定或赞同等等的一种委婉语气。
避免生硬的要求和发生令人不愉快的事。
如初次约定见面的时候，时间对双方来说都是个重要的要素，因为各自的时间日程都是早有安排的，在和别人约定见面必需征求对方的允许，询问时用虚拟语气的口吻就是对对方的一种尊重。
如果己方非常想在有限的时间内见到对方，可以把自己的情况简单做一说明，这时可以用含有过去式的情态动词条件句向对方提出见面的时间与原因让对方考虑。
对方自然也会根据具体情况会做出尽快地安排。
例如：我方问: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.我将在北京逗留一星期时间。
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商务谈判中英语的重要性中国自加入WTO，我们与外商的直接接触日益增多，国际商务谈判的重要性中国来说对不言而喻，谈判双方在追求利益最大化的过程中，对谈判人员提出了更高的要求。
由于不同文化差异及政治、经济特征的影响，各国的谈判人员的思维方式、群体观念以及谈判态度是不同的，因此，必须正确认识国际商务谈判中存在的文化差异、地域差异以及谈判态度的差异。
内容摘要作为专门用途商务谈判中英语的重要分支，商务英语有其显著的语言及谈判特点。
本文从商务英语在谈判中的角度，分析了其商务语言的重要性、语言说服技巧、商务谈判的商务文化意识体现和谈判对手的各种情况。
关键词：商务英语说服技巧谈判文化体现商务谈判中英语的重要性一、前言在全球经济一体化迅猛发展的背景下，跨国商务活动日渐增多，商务英语也日益受到人们的广泛重视。
英语目前是国际通用语，运用英语进行谈判也成了国际惯例，商务英语在谈判过程中特别是在对外的商务谈判过程中，能够很好的交流，大家相互交流中都能够读懂对方的意思，是最锋利、最基本的一样武器，如果没有这样武器，还没有上阵你就先败了下来，掌握好商务英语是你步入涉外商务谈判的门票。
因此，一个涉外商务谈判人员不仅要熟识谈判原则、相关法律和商务业务，还要熟练掌握一些谈判技巧，准确地运用一些语言策略，即灵活运用语言的表达手段和技巧等来完整实现自己预期的谈判目标。
二、商务英语谈判中增强说服效果的技巧（一）做好说服准备每个谈判者的利益、兴趣各有不同，我们应认真研究分析谈判对手，把握其参与谈判的主要目的和实际利益所在。
这就要求我们在谈判之前做好充分的准备，清楚对方的文化背景、兴趣爱好、行为习惯及工作业绩等。
此外．我们还应了解竞争对手的情况．广泛收集第一手资料，制定出合理的谈判目标，做到‚知己知彼．百战不殆‛。
比如：在进行价格谈判时，卖方就要提前掌握买方的资金状况及市场的供需状况，了解买方所能承受的价格，同时还要明确市场，不同类品的价格，做到有的放矢。
如果买方并不在乎价钱的高低，而更注重的是产品的内在含义。
比如：‚BMW‛这三个字母是由Baverishe Motoren Werkr 德国巴伐利亚汽车公司的名称缩略而成，将其泽成‚宝马‛使中国消费者联想到日行千里的宝马，将汽车的性能与宝马的特性联系在一起。
商品名称翻译具有身份重要的现实意义．即是翻译后的名称准确贴切．不失源语名称的艺术性和商业性．达到广泛宣传和促销商品的目的；同时也具有丰富的理论意义，即能够拓宽语言学研究空间．丰富语言学的内涵．而且能够促进语言理论研究与实际应用的有机结合。
只有善于揣摩消费者的消费心理．尊重民族文化习惯，恰到好处地运用商标翻译的各种方法和技巧．才会使翻译后的译名在商业战争中独领风骚，促进消费。
一个好的商品，加上一个好的译名，无异于锦上添花。
质量，那么卖方一直强调自己的产品价格低廉反而会使买方怀疑产品的质量。
甚至放弃购买意向。
（二）建立良好关系当一个人考虑是否接受他人意见和建议时，一般情况下，总是先衡量他与说服者之间的熟悉程度和友好程度。
如果相找一个对他有影响力的人来说服他，谈判巾亦是如此。
如果双方这一点我们都有体会．当我们遇到了比较顽固的人时，通常会相互融洽．相互信任。
对方就比较容易接受你的意见。
这一点我们都有体会．当我们遇到了比较顽固的人时，通常会找一个对他有影响力的人来说服他，谈判巾亦是如此。
如果双方的关系僵化．情绪对立，或曾经有过不愉快的交往，此时想要说服对方无异于徒劳。
因此有许多谈判者在进入正题之前会和对方寒暄几句．或根据对方的喜好提供相应的饮品，如果相互之间熟悉的话，还可聊聊彼此的家人，互赠一些小礼物等。
这些细微之处的作用不容小视，很多成功商人赢就赢在了点滴之巾，它会使对方消除戒备心理，拉近彼此的距离，互相增加好感。
（三）改变谈判观念人们对于谈判的传统观念是在谈判中必然有一方取得了绝对的胜利，另一方绝对失败。
在谈判中，谈判各方都习惯性地为尽力维护自己的利益而保持坚定的立场，因此妥协就成为获取更大利益的砝码。
不到这样的机会出现各方是不会轻易让步的。
即谈判一方在尽可能取得己方利益的前提下，使对方的利益得到一定的满足．在谈判巾应努力挖掘各方利益相同的部分，再通过共同的努力将利益的‚蛋糕‛做大。
一味地关注自己的利益．要求对方完全接受自己的观点是不正确的，也是不现实的，应强凋互相合作、互惠巨利的可能性，从而激发对方在自身利益得到认同的基础上接纳你的意见和建议。
找到共同的利益．也是说服工作的根据所在。
埃及和以色列为解决西奈半岛领土争端的谈判是一个著名的经典案例，起初双方的谈判持续 11年之久毫无进展，后来双方在双赢的理念之下重新审视各自的利益和要求，同时从对方的角度了解了对方的利益和要求．在各自退让一步的基础上说服对方。
取得了谈判的成功。
三、商务英语谈判中商务文化意识的体现（一）商务英语谈判中常见的商务文化冲突商务英语谈判是对外贸易活动的一个重要环节。
谈判各方的不同文化背景，各国不同的经济、政治传统，以及谈判人员不同的谈判方式、性格特点、行为举止等差异因素，都会造成商务文化冲突。
如果做不到事先对对方的文化背景有基本的了解，而与对方谈判接触，那么就很有可能产生细小或者巨大的文化冲突。
比如说，欧美人的思维习惯比较直接，他们持有较强的时间观念，谈话时喜欢与对方保持一定距离，就事论事直入重点，称呼语相对比较简单，谈话内容比较有幽默感，能够营造愉快的气氛。
相对来说，中国人的思维比较间接，喜欢迂回，注重礼节，与人交谈喜欢保持近距离，且称呼语也比较复杂。
这样一比较就可以看出，两种文化背景相差很明显，要是不多加注意，那么很容易造成不愉快。
[2] 再比如，在中国，向客人敬烟是友好客气的表现，但是当中国的商务人员递上一支烟给外商时，敬烟反而是不礼貌的表现。
因为在欧美国家里不少人反对吸烟，他们没有中国人这样的吸烟习惯。
这些事例都很好的说明，在商务英语谈判中多一些商务文化意识的体现，不仅不会给对方带来不愉快，而且会对谈成生意有很好的推进作用。
[3]所以，在商务谈判中，商务人员应熟悉别国的文化背景，以便在谈判中处于主动的地位。
（二）商务英语谈判中商务文化意识体现的必要性分析众所周知，英汉文化都是比较注重礼貌礼仪的，对于英汉两文化中的礼貌用语，表面看常用礼貌用语基本对应，具有相似的社会交际功能，但是细致分析不难发现，这些礼貌用语存在语用上的巨大差异，这些差异往往是导致商务谈判进展不顺利的根源。
就拿汉语中常用的礼貌用语‚谢谢‛一词来说，它所对应的英语表达是‚thanks‛。
第一，英美文化中的‚thanks‛使用频率比汉语中‚谢谢‛有更高的使用频率。
在中国文化中，无论是亲朋好友，还是熟人之间的交流很少说‚谢‛字，特别是在子女与父母之间、夫妇之间，‚谢‛字更少。
相反，英美国家的人一天到晚thanks不离口。
这样相比较来说，在英美人眼里，中国人似乎显得不太礼貌。
第二，英美语言中的‚thanks‛和汉语中的‚谢谢‛，不仅在使用场合上有差别，而且在使用范围上也有差别。
英美国家的人在受到邀请时，他们会表示感谢，而我们往往使用谦逊的方式。
第三，对于‚thanks‛和‚谢谢‛的回答也有差异之处。
当受到感谢时，英美国家的人则会说：‚You are welcome. 或I'm glad tobe of help‛。
但是在汉语中往往会这样回答:‚不用谢‘Never mind’，这是我应该做的‚It's my duty’‛，这样的应答往往给英美文化背景的人带来不快，因为‚It's my duty‛在英美文化中通常含义是：身不由己。
如此回答在商务英语谈判的场合常使人尴尬万分。
由此可见，在商务英语谈判中体现商务文化意识，对提高谈判的成功率是十分必要的。
（三）了解谈判对手的各种情况跨国文化交流的一个严重通病是‚以己度人‛，即主观地认为对方一定会按照我们的意愿。
我们习惯地去理解我们的发言，或从对方的发言中，我们所理解的意思正是对方想表达的意思。
最典型的例子就是‚Yes‛和‚No‛的使用和理解。
曾经有家美国公司和一家日本公司进行商务谈判。
在谈判中，美国人高兴地发现，每当他提出一个意见时，对方就点头说‚Yes‛。
他以为这次谈判特别顺利。
直到他要求签合同时才震惊地发现日本人说的‚Yes‛是表示礼貌的‚I hear you‛，不是‚I agree with you‛的‚Yes‛。
中国是一个有着五千年历史的文明古国，有着许多优良的文化传统，在对外交往中一定要充分了解谈判对方国家的经济、文化、社会和政治的发展情况，要根据对方的特点制定不同的谈判策略，不能只是根据自己的特点来谈判，这样能做到知己知彼，才能百战不殆。
（四）运用商务英语进行商务谈判技巧1、知己知彼谈判一定要有备而战。
商务谈判前的充分准备是商务谈判技巧的一部分，准备充分会事半功倍，如果准备不充分，往小里讲会导致谈判失败，往大里讲很容易导致己方落入对方的商务陷阱，失惨重。
这样的例子在一些国际谈判中有着许多案例让人警醒。
因此，在每次的谈判之前，一定要对对方的情况作充分的调查了解，不仅包括对方的民族特点、国家经济、社会发展情况等等，甚至连谈判人员的特质也要了解清楚。
同时，也要分析我们自己的情况，既不能盲目乐观，也不能妄自菲薄，要实事求是，根据双方的特点和实情制定相应的谈判策略，切实做到知己知彼，一切尽在掌握，否则谈判的效果就会大打折扣。
2、赤诚相待商务活动，尤其是一些国际商务活动中，当事双方最重要的一点就是要讲信誉，要坦诚相待。
当今的国际商务往来越来越多地建立在人际关系的基础上，人们总是愿意和熟识、信任的人做生意，而获得信任的最主要途径就是诚恳待人。
谈判的最终目的就是互利双赢，谁都不会希望谈判失败。
所以，当在谈判过程中出现僵局时，如果谈判者能从对方的角度着眼考虑问题，对谈判对手坦诚相待，看到对方的优势，明白自己的不足，彼此就会有更多的理解，这对于消除误解和分歧，找到更多的共同点，构筑双方都能接受的方案，会有积极的推动作用。
只要双方能设身处地站在对方的立场上去思考问题、分析问题，就一定能得到更多的突破僵局的思路。
3、暗含及委婉在商务谈判中，有些话语虽然正确，却令对方难以接受，话语不能取得较好的效果。
如果转换一种表达方式，虽然还是同样的意思，但是对方却容易接受。
这就是暗含委婉的语言。
暗含委婉的语用策略强调‚言有尽而意无穷，余意尽在不言中‛，也就是我们通常讲的弦外之音。
当然，这种策略的最终目的还是要对方明白，能够真正理解我方的意思。
例如:I agree with most of what you said.言外之意是There are something in what you said that I can not agree with.这是一种委婉否定的策略。