The Application of Psychological Skills to Linguistic Tactics in Business Negotiation_英语论文

摘要

在全球经济一体化、生产国际化、贸易全球化的今天,商务沟通更加频繁。与此同时,商务谈判已成为经济活动不可或缺的一部分。因此,心理技巧在商务谈判语言策略上的应用显得尤为重要。虽然在大多数情况下,商务谈判在表现形式上是语言策略的应用,但它其实是一场不折不扣的心理战。谈判赢在沟通，而沟通就是一种交谈的心理策略。一个卓越的谈判家必须具备锐利的双眼，锋利的语言，在谈判过程中掌握关键点，一举击中对方心理，主导谈话内容，从而促成谈判，实现双赢。在前人研究的基础上，这篇论文结合了理论知识和案例分析，是谈判者能够充分理解商务谈判心理学。

关键词：心理技巧；语言策略；商务谈判

Contents

摘  要 I

Abstract II

1 Introduction 1

2 Psychological Skills in Business English 1

2.1 Psychology in Business Negotiation 2

3 Application of Psychological Skills to Business English Negotiation 3

3.1 Psychological Expectations in Negotiation 3

3.1.1 The Application of Psychological Expectations to Negotiation 3

3.1.2 Case Study 4

3.2 Feeling and Perception in Business Negotiation 5

3.2.1 Feeling and Perception 5

3.2.2 Common Habits of Perception 5

3.2.3 Case Study 7

3.3 Emotion Control of Business Negotiation 7

3.3.1 Principles for Emotion Control 8

3.3.2 The Strategies of Emotion Control 8

3.3.3 Case Study 9

4 Psychological Frustration in Business Negotiation 9

4.1 Behavior of Psychological Frustration in Business Negotiation 10

4.2 Cause for Psychological Frustration in Business Negotiation 10

4.3 How to Overcome Psychological Frustration in Business Negotiation 11

5 Conclusion 11

References 13