商务英语谈判中的冲突解决与交流技巧_英语论文

On Conflict Resolutions and Communication Skills in Business English Negotiations

摘要

在商务英语谈判中，冲突的产生不可避免，主要原因是谈判双方存在背景，文化价值观等因素的差异。冲突的产生不利于谈判。众多国内外相关著作和研究指出商务英语谈判中的冲突最主要问题是谈判双方的文化差异。结合相关成功经验，分析得出最实用和常见的沟通技巧和冲突解决方法。有效的解决冲突的方法要求谈判人员在了解冲突产生的原因前提下，根据具体情况选择合适的处理解决方法然后正确处理冲突。冲突不利于谈判的进行，尽力避免冲突需要谈判人员还掌握大量的交流技巧，有效的交流技巧可以让冲突产生的可能性被降低的。从分析商务谈判中冲突的产生原因到提出合适的冲突解决方法，再辅以正确的交流沟通技巧，一步步让谈判者能轻松对待谈判中的问题。目的是让双方谈判人员通过学习和掌握这些冲突解决方法和交流技巧，以此来避免不愉快的合作，最终实现双赢。

关键词：商务英语谈判；冲突；冲突解决方法；交流技巧

Abstract

Conflicts are really common in business English negotiation because of the differences in backgrounds, cultures and values. Conflicts go against negotiations. Masses of works and studies show that the main reason of conflict is cultural difference. Practical and useful Conflict resolutions and communication skills are concluded from successful negotiation experience. Effective conflict resolutions require the negotiators to deal with conflicts with correct resolutions. To avoid unnecessary conflicts, negotiators are supposed to master many communication skills. Communication skills are necessary for negotiators to get an ideal negotiation result. After analyzing the causes of conflicts, the negotiators can use suitable resolutions and appropriate communication skills to settle problems easily. Both conflict resolutions and communication skills should be learned and mastered by negotiators of both sides to get a win-win result instead of unpleasant cooperation.

Key words: business English negotiation; conflicts; resolutions; communication skills

Contents

Acknowledgements    ..         .    . i

Abstract & Key words in English.. . ....ii

Abstract & Key words in Chinese              .     iii

Introduction    1

1.Conflicts in Business English Negotiation..2

    1.1 Verbal and nonverbal behaviors...................2

1.2 Negotiation organizations....................3

1.3 Negotiation styles and methods....................4

2. Conflict Resolutions in Business English Negotiation...5

2.1 Making effective concession....................6

2.2 Adjourning the negotiation...................7

2.3 Replacing the negotiator...................8

3.Communication skills in Business English negotiation..9

3.1To be polite...............10

3.2 To be humorous..............11

3.3 To be vague.............12

Conclusion14

References....16