摘　 要

商务谈判是指买卖双方为了促进交易进行的活动，是双方为了解决争端并获得各自的经济利益的方法。随着我国经济的不断发展，越来越多的人开始接触、了解到谈判。谈判不仅在商务往来时很重要，同时也是日常生活中不可或缺的一部分。事实上当中国加入世贸组织后，我国对于商务谈判的研究也越来越多了。本文通过参考国内外有关文献主要介绍商务谈判中的语言特征和运用技巧。其中运用技巧主要是从提问技巧和回答技巧两方面来详细介绍的。本文的主要目的是让读者对商务谈判有一个较详细的了解，并且能理论结合一些具体的例子可以更好的实际地运用。在文中首先介绍了商务谈判的语言特征，然后读者能结合这些语言特征和后面的运用技巧对商务谈判的方法有一个更好的掌握。众所周知掌握了良好的谈判技巧能让你在逆境中掌握有利情形，增加谈判的胜率。谈判技巧犹如一门艺术，包括理论与实际，在文中分别指谈判的概念和现实生活中的例子。

关键词：商务谈判；语言特征；运用技巧；提问；回答

Abstract

Business negotiation refers to an activity that the seller and the buyer want to promote the business. In the process, both parts can get more interests and reduce the disputes. With the rapid development of our economy, more and more people know some information about negotiation. Negotiation is a very important part not only in business but also in our daily life. We could say if there were no negotiations, activities could not proceed. Actually there are more and more researches about business negotiation in our country after China has become a formal member of WTO. This paper is interested in the language features and application skills of business negotiation which analyze skills in two aspects—Questioning technique and Answering technique. The main purpose is that negotiators can have a comprehensive understanding in business negotiation language and combine theory with practice to use these skills. With the business transactions increase, a lot of people realize the importance of business negotiation skills. If you want to master and use negotiation languages better than others, it is necessary to grasp the principle of negotiations language. In this paper, it will first introduce the business negotiation language features. After readers know the basic features, they can try to learn some skills in these features. First who should know how to ask in a negotiation so that they can have the initiative? According to this paper, we can easily come out a result that successful business negotiations are the result of the excellent use of language arts by the negotiating parties. This language art includes theory and practice which indicate concepts and examples in the thesis.

Key words: Business negotiation; Language features; application skills; questioning; answering

1 Introduction
Nowadays, business communication negotiation plays an increasingly important role. Practical communication skills and effective practices will help you stand in an invincible position in a competitive market. This paper indicates the knowledge of language in business negotiation and some skills for business negotiation. In recent years, as the rapid development of economy in China, the external trade for domestic companies extends more frequently than ever before. International business negotiation plays a more and more important role in modern global business.