摘  要

在世界经济全球化日益增长的趋势下，国际间的贸易与合作，交流与沟通变的日益频繁。因此商务英语谈判在贸易与合作中的作用也变的更加重要。掌握良好的谈判技巧对谈判的结果有着特定的作用。此篇文章首先分析了谈判的基本程序与步骤，然后对语言的重要性进行初步分析，最后进行谈判语言技巧的研究。关于语言技巧的研究主要是从商务英语谈判的语言特征和语言技巧着手。通过对相关文献的整理分析，比较概括,我们可以看出前人的研究重点并在此基础上为自己的探索与研究做铺垫。商务谈判的过程其实就是谈判各方运用各种语言进行交流、沟通和磋商的过程，能否出色地运用语言的艺术是决定谈判成败的关键因素之一。通过很好的掌握并有效地运用这些技巧，可以达到令人满意的结果并和对手建立起和谐的友谊，得到长远合作的机会，促成双赢的结果。

关键词：谈判； 语言； 语言特征；语言技巧

Abstract

In the growing world trend of economic globalization, international trade and cooperation, exchange and communication become increasingly frequent. Therefore, English business negotiation plays an important role in the trade and cooperation. Mastering effective and efficient negotiating skills will make special result. This thesis will analyze the basic negotiating processes and steps firstly, and then make a preliminary analysis about the importance of language, lastly, doing relevant research on the negotiating skills of language. Language negotiating skills will be divided into two parts: the characteristics and skills of language in English business negotiation. Through the collection, analysis, comparison, and generalization of the relevant literatures, we can know the views of previous scholars which can offer the steps for my research. The processes of business negotiation actually are parties of negotiation use various language to exchange/communicate/consult. The key element of deciding the success or failure is depending on whether negotiator can use language arts excellently. Satisfactory result will be reached to, peaceful friendship will be set up, long term cooperation will be got and win-win ending will be brought out through the good grasp and efficient application of these skills.

Key words: negotiation; language; characteristics of language; skills of language

1    Introduction

In the growing world trend of economic globalization, international trade and cooperation, exchange and communication become increasingly frequent. Therefore, English business negotiation plays an important role in the trade and cooperation. Mastering effective and efficient negotiating skills will make special result. This thesis will analyze the basic negotiating processes and steps firstly, and then make a preliminary analysis about the importance of language, lastly, doing relevant research on the negotiating skills of language.