摘要

当今社会，经济互通发展迅速，商务谈判司空见惯。商务谈判是一种至关重要的商业活动，其要求参与人员具有一定的商务知识和夯实的英语语言基础。它是集沟通、协商、妥协、合作、策略等目标于一体的商务活动，但其最终目的是促进双方互惠互利、实现合作双赢。有时，经过谈判双方的不懈努力，能实现共赢的协议会达成。然而，谈判失败也是常事，很多时候还会出现谈判僵局。商务谈判离不开语言技巧，谈判僵局的化解亦如此。本文主要探讨了避免、缓和、甚至化解商务谈判中出现的僵局的语言处理技巧。鉴于商务谈判在现代经济社会中一直起着举足轻重的作用，所以了解商务谈判中的语言技巧，并且正确使用语言技巧，对于僵局能否顺利化解、谈判成功与否起着决定性的作用。

关键词：商务谈判；僵局处理；语言技巧

Contents

Abstract I

摘要 II

Introduction 1

1. An Overview of Business Negotiation 1

1.1 Definition of Business Negotiation 2 

1.2 Linguistic Features of Business Negotiation 2

2. Stalemates in Business Negotiation 3

2.1 Definition of Stalemate in Business Negotiation 5

2.2 Causes and Types of Stalemates in Business Negotiation 6

2.3 Importance of coping with stalemates 8

3. Linguistic Techniques for Coping with Stalemates in Business Negotiation 8

3.1 Tips for making statements 9

3.2 Skills for argumentation 10

3.2.1 Basic guidelines for argumentation. 11

3.2.2 Techniques for argumentation 11

3.3 Techniques for being persuasive 12

3.4 Tactics for coping with silence 13

3.4.1 Implications and characteristics of silence 13

3.4.2 Skills of dealing with silence 14

3.4.3 Creating proper silence 14

4. Significance of project research 15

4.1 Purpose of project research 15

4.2 Values of project research 16

Conclusion 16

References 17