1、AbstractWith economic development, business negotiations are carried out frequently. Language is the key element throughout the whole process of business negotiations. It is not only an important tool to persuade the other party, but also an art. Therefore, it is necessary to study the language arts
2、 in business negotiation. In this paper, the author makes an overview of the language in business negotiation at first, expounding the importance of language in the business negotiation and listing its features. Then, the second chapter makes a classification of the language arts in business negotia
3、tion, including the verbal and non-verbal language arts. Finally, the author gives some practical suggestions for improving language arts in business negotiation, such as mastering terms professionally, using fuzzy words flexibly, noticing eye-contact and so on.Key words: Business negotiation; Langu
4、age arts; Feature; Classification; SuggestionI摘 要随着经济的发展，商务谈判变得更加频繁，而语言是贯穿整个谈判过程的关键元素，它不仅是说服对方的重要工具，同时还是一门艺术。因此，研究商务谈判中的语言艺术非常必要。本文首先对商务谈判中的语言艺术进行概述，介绍了它的特点及其重要性，然后对商务谈判中的语言艺术进行分类，包括有声语言艺术和无声语言艺术，最后提出了一些实用的建议来提升商务谈判中的语言艺术，例如掌握专业术语、灵活使用模糊语以及注意眼神交流等。关键词：商务谈判 语言艺术 特征 分类 建议IIContentsAbstract I摘 要 .IICon
5、tents .IIIIntroduction .1Chapter One Overview of Language Arts in Business Negotiation 21. 1 Features of Language in Business Negotiation .21.1.1 Objectivity 21.1.2 Pertinence .21.1.3 Logicality31.1.4 Normality31. 2 Significance of Language Arts in Business Negotiation .31.2.1 Bridge to Agreement in
6、 Negotiation 31.2.2 Efficient Tool for Expressing and Persuading41.2.3 Main Way to Implement Negotiation Strategies 41.2.4 Key to Promote Relationship between the Two Parties .4Chapter Two Categories of Language Arts in Business Negotiation62.1 Verbal Language Arts.62.1.1 Courteous Language .62.1.2
7、Professional Language62.1.3 Flexible Language 72.1.4 Induced Language.82.1.5 Humorous Language.92.2 Nonverbal Language Arts.92.2.1 Posture Language .102.2.2 Face Language102.2.3 Gesture Language .11Chapter three Suggestions for Improving Language Arts in Business Negotiation133.1 Suggestions for Imp
8、roving Verbal Language Arts in Business Negotiation133.1.1 Making Small Talks Courteously .13III3.1.2 Mastering Terms Professionally.143.1.3 Using Fuzzy Words Flexibly143.1.4 Seizing Others Mind to Induce Them .153.1.5 Cultivating Good Sense of Humor .163.2 Suggestions for Improving Nonverbal Langua
9、ge Arts in Business Negotiation163.2.1 Leaving Good Impression by Normalizing Body Postures 163.2.2 Noticing Eye-contact 173.3.3 Realizing Gestures Distinct Meaning in Different Countries .17Conclusion .19Bibliography 20On Language Arts in Business Negotiation0IntroductionNegotiation needs language
10、as a tool to complete and language serves as a bridge in the business negotiation, because business negotiation is substantially a process that both sides of negotiators express their views, exchange opinions in order to persuade their opponents with persuasive words. Language is not only an importa
11、nt tool to persuade the other party, but also an art. The language of business negotiation appears to be skillful with certain laws. It will be more effective in guiding business negotiation activities smoothly if people can perceive its essence and study the language in business negotiations system
12、atically. Therefore, the significance of this research is to improve language arts in business negotiation as well as to promote the success of the negotiations. In the early 1960s, the Western countries have already begun to study the language arts in business negotiation. Harry Simon, an American
13、managerialist, once said: “All the successes of business negotiations are result from the negotiators using language skills excellently” (Harry Simon, 1962). It was the earliest view on the language arts in business negotiation. However, the research in this aspect in China started relatively later
14、due to the historical reasons. The earliest academic monograph in this field was Language describing the quality and function of the goods according to the reality; if you have a chance, youd better show the samples or demonstrate it on the spot. Your quotation should be reasonable and you cant only
15、 try your best to meet your own needs. You also need to take care of your counterparts benefits. Moreover, you should consider your counterparts requirements to make sure that both parties can accept. If the negotiation language is objective, the two sides will treat each other honestly and reach an
16、 agreement more easily. It will first have a successful foundation for the next phase of negotiation. 1.1.2 PertinenceThe pertinence of the language indicates that the language should focus on the specific theme and have an exact target. Negotiation language should directly correspond to one specifi
17、c counterpart. In different situations, negotiators need to use different negotiation language. Even if they have same content of negotiation, you must use different language because the negotiators have distinct educational background, level of knowledge, ability of acceptance and personal habit. I
18、n a negotiation, if you want to ensure that the negotiation goes smoothly, you must be patient to prepare for the relevant information. Furthermore, you also need to take the following aspects into consideration: when you start to the negotiation, you must know what kind of languages you are going t
19、o use, and you should know how to select and target the negotiation On Language Arts in Business Negotiation2language to make the negotiations smoothly.1.1.3 LogicalityThe logicality of language means that the negotiators language should comply with the rule of logic. Furthermore, the expression of
20、opinion must be clear, judgment must be correct and reasoning must be reasonable. The language should fully reflect the objectivity, specificity and historicality. If you want your opinions to be persuasive, you must master the ability of logical thinking. In negotiations, no matter you state the pr
21、oblem, write memoranda, give suggestions, or raise requirements, should you pay attention to the logic of language. This is the basis of understanding opinions of the other party and further persuading them. 1.1.4 NormalityThe normality of language indicates that the language should be expressed pol
22、itely, clearly, strictly and exactly.Firstly, the negotiation language must be polite and formal, and should comply with the requirements of professional ethics. Secondly, the language must be clear and easy to be understood in the negotiations. Thirdly, when using the negotiation language, one must
23、 speak loudly enough to make his words heard and make appropriate pause. Fourthly, the negotiation language should be correct and exact. Especially at the crucial moment of bargaining, you should pay more attention to your words and behaviors.1. 2 Significance of Language Arts in Business Negotiatio
24、nBusiness negotiation is fulfilled by means of language communication between both sides. All the steps in business negotiation, including narrating, questioning, replying and persuading, are related to language directly. Therefore, the negotiators must pay attention to these language arts in busine
25、ss negotiation in order to complete the negotiation smoothly and successfully.1.2.1 Bridge to Agreement in NegotiationHarry Simon, an American managerialist, once said: “All the successes of business negotiations are result from the negotiators using language skills excellently” (1962).In business n
26、egotiations, when talking about problems or expressing opinions, using language arts properly can make others feel very interested and willing to listen; otherwise, they will think that it is trite and boring and then have a negative feeling. In the case of an intense 3debate, tactful and friendly l
27、anguage can also lighten the atmosphere and lay the ground for the success of negotiations.1.2.2 Efficient Tool for Expressing and PersuadingWhen the negotiators of the two parties get together to negotiate a deal, the first thing they need to do is to use the language accurately so as to present th
28、eir negotiating intentions and express their own purposes and requirements. Only with a proper, concise and reasonable wording, can the negotiators express their opinions and attitudes clearly and powerfully.In the negotiations, both sides usually stick to their own interests, so the point is whethe
29、r one can convince the other with language arts. That is to say, whoever is able to persuade the other to accept his point of view, and to make concession is the winner. On the contrary, if one cannot persuade the other party, he will not be able to overcome the obstacles, and to achieve the victory
30、 of negotiations.1.2.3 Main Way to Implement Negotiation StrategiesThe negotiation strategies are often implemented by language arts. For example, in order to achieve a successful negotiation, sometimes “good cop bad cop” strategy may be used to negotiate with rivals. The one who plays the role of “
31、bad cop” should not only take a tough stance and dig in his heels, but also convince people by reasoning; he should not only be overwhelming but be polite to maintain a good image. In this situation, language arts are extremely important. Being tough is not equal to being rude and unreasonable. Gent
32、le tone, steady intonation and appropriate silent language are often more powerful than being rude and unreasonable. So, language arts should be properly used during the realization of the negotiation strategies.1.2.4 Key to Promote Relationship between the Two PartiesIn business negotiations, the c
33、hanges of interpersonal relationship between two parties are mainly shown through language communication. Languages express peoples wishes and requirements. Using a language to express wishes and requirements that are consistent with the actual benefits of both parties can maintain and develop a goo
34、d interpersonal relationship. On the contrary, using inappropriate language to express wishes and requirements may lead to an inharmonious relationship, and even conflict. At this time, a good interpersonal relationship established between two parties is likely to collapse, and more seriously, it ma
35、y cause a On Language Arts in Business Negotiation4breakdown in the relationship between the two parties, and thus the failure of the negotiation.5Chapter Two Categories of Language Arts in Business NegotiationGenerally speaking, language arts in business negotiation could be divided into two types,
36、 namely verbal language arts and nonverbal language arts.2.1 Verbal Language ArtsVerbal language arts in business negotiation are varied; they can be divided into different types from different angles. Here, in this paper, verbal language arts are divided into five categories according to the speake
37、rs attitude and purpose as well as the functions and characteristics of the language itself: courteous language, professional language, flexible language, induced language and humorous language.2.1.1 Courteous LanguageLanguages used in negotiation being aimed at enhancing mutual understanding, promo
38、ting friendly relations and harmonizing negotiation atmosphere so as to form a cooperative mutual trust are all courteous language.Courteous language features being ornamental without involving specific substantive issues; it is often polite, gentle and appropriate. The purpose of using this kind of
39、 language in the negotiation is not to show ones power and status or to defraud, but to show his respect and courtesy to the others. There are some common courteous languages in negotiation, such as “We sincerely welcome friends from afar”, “It is a great pleasure to work with you”, “May our work ma
40、ke contribution to expand and strengthen the cooperation between both sides”, “We appreciate your generosity” and so on.Using courteous language in negotiation could not only alleviate and eliminate strangeness and defense of both sides by creating a comfortable and harmonious atmosphere, but also s
41、how good manners of the speaker and impress others, which makes for the smooth-going of the negotiation.2.1.2 Professional LanguageProfessional language is the principal language in business negotiation; it is professional, normative and precise.Business negotiation is often carried out between diff
42、erent countries and ethnics, so in order On Language Arts in Business Negotiation6to avoid misunderstanding, it is necessary to unify the trade terms, including unifying the words and their definitions and even standardizing the expressions to make it in common use. For example, The “INCOTERMS 1990”
43、 of the International Chamber of Commerce has stipulated the expressions and definitions of many trade terms like FOB, CIF, CFR, etc.Moreover, negotiations deal with the division of the risks, including the rights, responsibilities and obligations of both parties, but the two parties are from differ
44、ent social environment and under different institutional and legal systems. Therefore, in order to implement their rights, responsibilities and obligations and reduce the risks, a language with cautious wording and strong logic is needed to describe the stipulations. This makes the professional lang
45、uage have the characteristics of being precise.In some regions, some trading language has been interpreted as some widely agreed meaning; therefore some customary languages are created. But in different countries, there are still some differences in understanding. So, the crucial professional langua
46、ge concerning responsibility, right and obligation should be explained clearly, reaching the corresponding agreement on meaning and avoiding conflicts.2.1.3 Flexible LanguageLanguage which is equivocal and expressed inexplicitly in negotiations all belongs to flexible language. It has a relatively s
47、trong flexibility, strategy and adaptability. So, by applying flexible language that leaves adequate leeway will allow the negotiators to have more maneuverability and to avoid exposing his personal intention and capability too early. For instance, “at about 10 oclock”, “we will reply as soon as pos
48、sible”, “the deadline for us depends on the details of the negotiations”, “it may be possible”, “we will try our best” and so on. When confronting complex problems and feeling difficult to make accurate judgment, people can utilize those flexible sentences. The expressions listed above make a neithe
49、r positive nor entirely negative answer, thus people win the time to do necessary researches and to develop countermeasures, which avoids a blind respond that causes a passive situation.In flexible language, fuzzy language is frequently used to leave adequate leeway in negotiations. Fuzzy language has strong flexibility and adaptability. When some complicated or unexpected things happen in negotiations, it is impossible for negotiators to make an accurate judgment immediately and give a clear reply. At this time, fuzzy language can be used to gain 7more time.In conclusion, the tw
