08英语论文定稿英语在国际商务谈判中的重要性

Content

Abstract ............................................................................................................................................. 2 摘要： .............................................................................................................................................. 3 1.Meaning of international business negotiations ............................................................................. 4 2. Features of international business negotiation .............................................................................. 4

2.1 For the purpose of economic benefits ................................................................................. 4

2.2 For the maintenance of equality and mutual benefit ................................................... 5

2.3 The complexity of International business negotiations ....................................... 6

2.4 The standard of international commercial law ............................................ 6

3.The relations between English and international business negotiation .......................................... 7 4.The importance of a good command of English in international business negotiations ................ 8

4.1The importance of oral English in international business negotiations ................................ 8

4.2The importance of English listening and understanding in international business negotiations ....................................................................................................................... 8

5. The use and importance of language strategies in international business negotiations ................. 9

5.1 The use of passive in international business negotiations ................................................. 10

5.2 The use of vagueness in international business negotiations .................................... 10

5.3 Language strategy of politeness ........................................................................ 11

5.3.1 Avoiding tone of blame .......................................................................... 12

5.3.2 Avoiding Arrogance ........................................................................ 12

5.3.3 Avoiding subjective attitude ................................................... 13

6.The use of modal verbs ................................................................................................................ 13 7.The use of conditional sentences .................................................................................................. 15

7.1 The use of unreal conditional sentences ............................................................................ 16

7.2 The use of real conditional sentences ........................................................................ 16

7.2.1 Real conditional sentences for bargaining. ..................................................... 17

7.2.2 Using real conditional sentences to persuade ......................................... 18

8.Commonly used English structures in international business negotiation ................................... 18

8.1 The use of interrogative sentence in business negotiations ............................................... 18

8.2 Avoiding imperative sentences in international business negotiations ...................... 18

8.3 Avoiding exclamatory sentences in international business negotiations ........... 19

9. Selecting right vocabularies in international business negotiations ............................................ 19

9.1 Choosing simple words ..................................................................................................... 19

9.2 Using exact vocabularies ........................................................................................... 19

10.Conclusion ................................................................................................................................. 20

10.1 On improving English listening ...................................................................................... 20

10.2 On improving oral English ...................................................................................... 20

Abstract:

English is the most common language in business 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 listening. 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 negotiations

The international business negotiation is a main beneficial subject in international business activity. It is also a kind of process that people negotiate for 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 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 can 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 negotiation

The international business negotiation shares 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 benefits

Different negotiators take part in negotiations for different purposes. The diplomatic negotiation involves 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 benefits. 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. However, 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 economic benefits they get. A business negotiation which doesn’t require economic benefits may lose its meanings and values. 2.2 For the maintenance of equality and mutual benefit

We ought to insist on the principle of equality and mutual benefit. It is not necessary imposing on others. Our nation is a developing 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 mutual 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 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 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 changing 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, negotiators need to acquire a great deal of knowledge and excellent negotiating skills. 2.4 The standard of international commercial law

As 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 trade, 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 of that country which the other party lives in. Negotiators should also be familiar with various rules and international laws. These problems can not be reflected in domestic negotiations. We should lay more emphasis on them.

3.The relations between English and international business negotiation “With the development of economic globalization in our modern world, multinational corporations start to boom in big cities. With the development of international investment and international business, fierce competitions among corporations have occurred. Nowadays, lots of countries are struggling to push the economic development of their nations and devote themselves to international economy no matter whether they are developing countries or developed countries. However, an international business negotiation is an indispensable way of interchange in business activities. It is also an important part. English is an official language of many countries, and many business negotiations are proceeded with the help of English. In the process of international business negotiations, negotiators should use different language strategies according to certain situations. In international business negotiations, English plays an very important role.”

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4.The importance of a good command of English in international business negotiations

As English is one of the most widely used language in the world, it is necessary to for negotiators to master English in order to achieve success in international business negotiations. In Britain, Ireland, America, Canada, Australia and New Zealand, people speak English as their official language. In the world, about 80% of documents and contracts are written in English.

4.1The importance of oral English in international business negotiations Good oral English is a key point in international business negotiation. Most people from non-English speaking countries, especially people from China, usually neglect the importance of oral English. That may make it difficult for them to make themselves understood. Consequently, they fail in negotiations or trades. For instance, in an international business negotiation, A wants to express that the price is too high for him to accept the quotation. However, A is poor in oral English, he says to B: “I appreciate your products, but I do not accept (except) your quotation. B may fail to grasp its meaning and misunderstand A.

4.2The importance of English listening and understanding in international business negotiations

English listening and understanding are even more significant in the international business negotiation. It is hard to imagine that if negotiation

can go well if a person who can not understand English will negotiate well with people from English speaking countries. English listening is an indispensible part in international business negotiations. Once negotiators get the wrong meaning, the result will be inconceivable. Some negotiators from non-English speaking countries, especially people from China may think the other party speaks too fast. As business negotiators need to negotiate with people from all over the world, this means they have to adapt themselves to different accents. This indicates that they have to practice English listening everyday and listening materials should not only be limited in standard English. Negotiators can practice their listening by listening authentic recordings of international business negotiations. Only in this way can they be adapted to different accents and this can as well make them less nervous when they negotiate with people from non-English speaking countries.

5. The use and importance of language strategies in international business negotiations

“With the development of this era, euphemism is more and more frequently and widely used. Euphemism reflects the feature of vague expressions. In the specific context of English business negotiations, the use of vagueness will not cause ambiguity or social hardship. However, it enlarges the range of taboos. Using euphemism can achieve the purpose of relieving emotional problems”.

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5.1 The use of passive in international business negotiations

“As listeners may not care who is responsible for the affairs, negotiators can avoid mentioning action carriers by using passive voice. It might be the listener himself, or the boss of the speaker or the other people. Therefore, passive voice is commonly used in business negotiations, especially when the speaker thinks the opposing side has a lack of something. Although the speaker is aimed at the opposing side, from the point of mentality, passive voice will make people more polite and comfortable.”

5.2 The use of vagueness in international business negotiations

In international business negotiations, people are not willing to convey meanings for some reasons. In some situations people do not want to answer the questions but can not avoid them. At that time they will use vagueness to express themselves in euphemistic way, which makes allowance for the other party in business negotiations. Vagueness is divided into two parts. One is for changing the degrees or levels of truth such as: sort of, kind of, somewhat, really, almost, quite a little etc. The other one is used for estimates such as: “I’m afraid” , “we would say”, “it seems to me”, “we would suggest”, “according to one’s estimate” etc. Let’s compare following three examples: 1) a. We can not accept that. b. I’m afraid we can not accept that

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2) a. It was unwise of you to have done that.

b. I would say it was unwise of you to have done that. 3) a. Our products are the best on the market

b. According to the opinion poll, our products are the best on the market. The first sentence of each group is so direct that it may make people uncomfortable while (1b) and (2b) make the opponent more comfortable and make allowance for them. The sentence (3a) fails to convince people, but when “ according to the opinion poll” is added(3b), it makes tone more euphemistic and also gains euphemism for the whole business negotiation. In addition, when we encounter some questions that are hard to answer we should answer them with vagueness. 5.3 Language strategy of politeness

Politeness can help to build a good interpersonal relation and it also helps to cooperate with other better. The international business negotiation relies on good interpersonal relations and co-operations. It is hard to negotiate with someone if there is no stable and harmonious interpersonal and cooperating relationship. Obviously, carrying out the principle of politeness is a wise choice for international business negotiators. It is also a guarantee for international business negotiations to be proceeded. If people cooperate with each other in communicating, then they will cooperate with each other in negotiating. The most efficient way for them to cooperate with each other is to use polite language strategy in

international business negotiations. International business negotiators need to pay attentions to the following issues 5.3.1 Avoiding tone of blame Let’s look at the following sentences.

a. You obviously ignored the fact that the sales of my company are improving.

b. You may be pleased to know that the sales of my company are improving.

These two sentences convey the same fact that the profits of our company are improving. The aim is to make the opponent know the condition of our company. But the first sentence may sound a little aggressive, so the second one is better. Another example: a. Why did you delay the shipment?

b. As you know, your delay in shipment has caused as much, as the users were in the urgent need of goods.

Sentence a makes the opponents think that we blame on him for the delay. Sentence b is much more acceptable and it makes the other party feel sorry for his delay. 5.3.2 Avoiding Arrogance

Let’s look at the following sentences.

a. You would of course rather continue to do business with my company. b. All wise managers would like to cooperate with us.

From the above two sentences, we can see that sentence a makes people feel we are self-righteous and sentence b sounds disparaging. If we speak in that tone, the negotiation can be hard to go on. 5.3.3 Avoiding subjective attitude

When we are negotiating, we should express less of our own viewpoints and reduce the benefits for ourselves. Strictly speaking, we should adopt more of others’ attitude and adopt less self-attitude. We need to respect others when we are negotiating. For example: a. We allow 1.5 percent discount. b. You can obtain 1.5 percent.

Sentence a and sentence b share the same meaning. But compared with each other, sentence a stressed the benefit of our party, while sentence b sounds more cordial, which directly concerns the benefits of the other party and broadens the benefits of the other party. In addition, it indicates the principle of politeness. This kind of language strategy which can make other party comfortable is used in negotiations, with which we will cooperate with each more freely and reach an agreement. 6.The use of modal verbs

In international business negotiations, it is important to use modal verbs. The use of modal verbs may leave a good impression on the other party and it sounds less aggressive. “Modal verbs have the function of mild expressions. There are mainly two parts: major modal verbs and minor

modal verbs . Minor modal verbs can make sentences sound more modest and polite than it is when major modal verbs are used. In business negotiations, questions almost occur throughout the whole process of negotiations. Most people who raise questions make every effort to obtain information. It is beneficial to speakers. Thus, according to the degree of politeness, the more indirectly people raise questions the more polite people express themselves”. For example,

1) Could you please tell me how many research projects in your institute are finally supported by Chinese National Natural Science Foundation? 2) You just mentioned the executive licence. Could you please explain more explicitly about the implication that the seller and a third party can not re-use his technique within this area ?

The above sentences indicate that these minor modal verbs make these requests more indirect but more polite, because these modal verbs provide different possibilities of acceptance. In the ways of expressions, they are abided by different degrees of politeness: firstly, if the talks can make the listener comfortable, the speaker will be direct. There will be more chance for the listener to accept the request. Secondly, if talks can only benefit the speaker, the speaker should be more cautious about it. For example,

1) a. We think it is advisable for you to accept this offer at this price. b. We think it is advisable that you should accept this offer at this price.

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2) a. Perhaps you want to have a look at the exact calculation b. Perhaps you might like to have a look at the exact calculation. (1 a) and (2 a) sound like you are commanding the other party, which makes the other party more passive. In (1 b) and (2 b) minor modal verbs are used to replace the declarative sentence, which meets the psychological needs of other party. Therefore, it is more acceptable for listeners.

In international business negotiations we should also pay attention to the use of structures of English.

They may sometimes play an important role and help you to win in international business negotiations 7.The use of conditional sentences

“In business negotiation, one of the most important factors for negotiators to make negotiations successful is to master and use varieties of condition sentences appropriatley according to the differences among objects ,affairs, time, place, oral and written”

As it is just mentioned above, language strategies can make a key decision in international business negotiations. Conditional sentences can help to gain more chances of success in international business negotiations. Conditional sentences can be divided into two categories according to the meanings(real conditional sentence) and (unreal conditional sentences). Real conditional usually expresses that the

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condition is true or it is possible for the speaker to realize. In international business national negotiations, we usually use real conditional. It is one of the key factors to use conditional sentences properly. 7.1 The use of unreal conditional sentences

Unreal conditional sentences can express mildness. Unreal conditional sentences are used to show request, inquiry, objection, negative or approval. It can avoid something unpleasant from happening. For instance, as time is important for both parties in making an appointment. When both parties make the appointment for the first time, we need to take advice of the other party. It is a respect for the other when we inquire. If we want to meet the other party in limited time, we can explain to him by using conditional sentences which contain modal verbs and request the other about the time and the place that we can meet. For example. A: I shall be in Beijing for a week and I should be grateful if you could let me know the day and the time which would suit you best, as I can then go ahead and fit in my other appointments.

B: I shall be pleased to see you at 11:30 on June and would be grateful if you would confirm the appointment on your arrival in Beijing. 7.2 The use of real conditional sentences

Real conditional sentences are used to deliver exact and correct information. Conflicts may exist between negotiators, and negotiators may also share the same benefits. A lot of beneficial criteria may exist

behind a contract. Negotiators have to analyse the benefits of both parties and figure out what kind of benefit is very important to us. We can never give in. Negotiators will use some unimportant conditions to exchange these conditions that make no sense to the other party. But as important to them, they can get a win-win situation in international business negotiations. Real conditional sentences can help especially in formal signed documents. For example, transportation has no advantage to buyers, thus the seller can sign the contract in the way of CIF. However, if buyers think insurance is important, the seller can sign the contract in the way of CRF. Here is an item about insurance in the contract: In case the contracts concluded on CIF basis, the insurance shall be affected by the seller for 110% of invoice value covering all risks like war, strike, civil commotions. As it involves the benefits of both parties, when we are writing these business contracts, documents or conventions we need to be more careful and use more conditional sentences to limit the contents of documents and business contracts.

7.2.1 Real conditional sentences for bargaining.

In business negotiations, when the other party puts forward some feasible advice, and we are not sure about the real purpose of the other party, we can use the conditional sentences like this : “Let’s assume that we agree on that….. unless….. in this way, we not only show our agreement but also lay the foundation for the future remedies. For example, if your

proposal appears to be acceptable: “Let us assume that we agree on that point unless I find any objection in them”. The other party usually tries to bargain before they totally accept our conditions. For example, “we will accept…..if you accept…..”

7.2.2 Using real conditional sentences to persuade

There are two cases in international business negotiations. One is good expectation and the other is the deadlock of business negotiation. Therefore, we need to show that the other party must give way before we compromise.

8.Commonly used English structures in international business negotiation The use of conditional sentences is important, but English structures are important as well. Some structures can be avoided and some are helpful in international business negotiations.

8.1 The use of interrogative sentence in business negotiations

Compared with declarative sentence, interrogative sentences are more frequently used. It can not only show respect for others but also make other more comfortable. In particular, rhetorical questions are most commonly used in international business negotiations. For example, “What shall we discuss next?” suggests we have a word about insurance. 8.2 Avoiding imperative sentences in international business negotiations Imperative sentences are used to show command, request, prohibition and dissuasion, in which usually the subject is omitted. This kind of structure

is used to command somebody, exhort somebody or advice somebody to do or not to do something. Therefore, imperative sentences make people sound impolite. However, if imperative sentences must be used in formal situations you should begin this sentence with “please”, so that it can show your sincerity. But do remember not to end the sentence with “please” as it will show your unwillingness.

8.3 Avoiding exclamatory sentences in international business negotiations Exclamatory sentences are formed in many ways. Sometimes it is in the form of a word or even an expression. Exclamatory sentences are used to express our own opinions. It has the function of emphasis. As it expresses more about personal emotions, it is not widely and frequently used in international business negotiations.

9. Selecting right vocabularies in international business negotiations In international business negotiations, it is very important to select vocabularies. The following principles can be followed: 9.1 Choosing simple words

When we negotiate, we need to choose simple words. Vocabularies used in international business negotiations are totally different from ones used in English literatures which don’t require exaggeration. When we are in international business negotiations, we should use words as simple as we can and avoid using ambiguous and complex words. 9.2 Using exact vocabularies

In international business negotiations, we should use exact vocabularies, trying to avoid ambiguous meanings because it may make others unsatisfied. Do remember not to use English slangs to show your English proficiency. The other party, especially those who come from non-English speaking countries will not understand you. 10.Conclusion

As English becomes an important tool in our daily life, especially in international business negotiations, it is essential for business negotiators to master English. It will provide more chances for negotiators to win in international business negotiations if they use English properly. Here are some suggestions for us to learn English well. 10.1 On improving English listening

English used in international business negotiations is a little different from general English. It is usually professional, therefore, we need to watch or listen to recordings of real international business negotiations. In international business negotiations, we need to take note of something important, we need to practice note-taking and dictations often so that important information will not be ignored in real business negotiations. 10.2 On improving oral English

English used in international business negotiations is formal and standard. General English material is not suitable. The best material for practicing oral English is some books which are related to business and negotiations.

As English is just a tool, we need to combine it with actual cases. Only in this way can we be confident in real international business negotiations. Actually listening and oral practicing can not be separated. We can practice oral English while we are listening.

As long as we practice every day, we can use English fluently and freely in international business negotiations. Bibliography

[1]

《《浅谈商务英语在国际商务谈判中的运用》》薛正花 中国商贸 CHINA BUSINESS

TRADE 2010

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《《商务英语谈判中的技巧》》陈宇作者单位：南昌工学院 刊名中国商贸 英文刊名：

CHINA BUSINESS & TRADE年，(期) 2011(16)

[3]

《《国际商务谈判中的委婉表达》》杨劼 李芳 刊名：湖南科技学院学报Journal of Hunan

University of Science and Engineering 第27卷第2期 2006年2月

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《《商务谈判中英语口语的语言技巧》》王徽英 刊名：广东省经济管理干部学院学报 季

刊 2002年3期

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《《英语在国际商务谈判中的重要性》》2011

As English is just a tool, we need to combine it with actual cases. Only in this way can we be confident in real international business negotiations. Actually listening and oral practicing can not be separated. We can practice oral English while we are listening.

As long as we practice every day, we can use English fluently and freely in international business negotiations. Bibliography

[1]

《《浅谈商务英语在国际商务谈判中的运用》》薛正花 中国商贸 CHINA BUSINESS

TRADE 2010

[2]

《《商务英语谈判中的技巧》》陈宇作者单位：南昌工学院 刊名中国商贸 英文刊名：

CHINA BUSINESS & TRADE年，(期) 2011(16)

[3]

《《国际商务谈判中的委婉表达》》杨劼 李芳 刊名：湖南科技学院学报Journal of Hunan

University of Science and Engineering 第27卷第2期 2006年2月

[4]

《《商务谈判中英语口语的语言技巧》》王徽英 刊名：广东省经济管理干部学院学报 季

刊 2002年3期

[5]

《《英语在国际商务谈判中的重要性》》2011

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