摘　要

随着经济的迅速发展，经贸谈判也变得越来越重要。语言是消息传送的媒介，是沟通交流的工具。也就是说语言是一种使谈判完整化的工具。经贸谈判的过程就是用语言的精粹去协调磋商，寻找共识形成的过程，同时也是在谈判过程中思考如何精确的将语言表达出来的过程，这就是任意一个成功的经贸谈判的关键。换言之，国际经贸谈判本质上是一种过程，是双方谈判者各自表达观点，交换意见，从而用说服性的话去说服对方的过程。谈判的过程分为三个部分，包括谈判以前，谈判进行时，谈判以后。在谈判前，出口经理要对公司现状做出评估，包括强弱点。本论文主要阐明了经贸谈判过程中的一些语言形式，沟通技巧和原则，这些都为谈判的成功做出了铺垫。

关键词：沟通技巧；经贸谈判；原则

Abstract

With the frequent development of economy, business negotiation is playing a more and more significant role. Language is the medium of transferring information, and it is a tool for communicating with others. It can also be said that language as a tool completes the negotiation. Using the essence of language to coordinate consultations, seek consensus process, and thinking how accurate the result of a replay of the language out, all of these in the negotiations are the business of any successful negotiation with the key. In other words, international business negotiation is substantially a process that both sides of negotiators express their views, exchange their opinions in order to convince their opponents with persuading words. Negotiation processes include before the negotiation, during the negotiation and after the negotiation. Before the negotiation, an export manager should make an assessment of the current status of the company, including its strong and weak points. This paper mainly clarifies several forms of language in business negotiation, the communication skills and principles, which are paving the road for the successful negotiations.

Key words: communication skills; business negotiation; principle

1 Introduction
As the economy develops in the whole global, many countries pay much more attention to negotiations. Business negotiations are used frequently. The details of business negotiations about the benefits of both the consequences of the negotiations or both sides may have a greater business influence; therefore, in order to successfully achieve the goal of negotiation, we have to make an excellent negotiation. Language is used as a vital instrument in negotiation. It seems that language provides bridge for the business negotiation in that both parties of negotiators can express their points and exchange opinions to let the other one be agreed with theirs. This paper gives a definition about business negotiation and puts out several forms of language in business negotiation, and then, lists out the communication skills and the principles of using the business negotiation language arts. The writer of this paper will divide it into the following four parts.