摘　要

随着经济全球化的发展，商务谈判成为了贸易中最普遍的交流方式。随着中国经济的迅速发展，国内外的贸易业务来往日趋频繁，随之形成了各种形式的商务谈判。商务谈判是谈判者双方为调节彼此利益，减少冲突来达到共赢的过程。要想取得谈判的成功, 谈判者不仅要掌握与谈判相关的专业知识, 而且还必须具备扎实的语言功底和良好的语言表达能力。国际商务谈判不仅是国际经贸的交流,也是文化的交流与沟通。所以,在商务英语谈判中,不仅要运用 一些语言技巧,使语言得体,更要充分发挥语言所承载的文化信息,以使商务谈判取得成功。本文阐述了商务谈判中所运用的一些语言技巧和原则，并解释了不同文化背景下的语言对商务谈判的影响。

关键词：商务谈判；谈判者；语言技巧

Abstract

With the development of economic globalization, the business negotiation has been an essential way in business trade. With the rapid economical development in China, the business affairs between enterprises in home or abroad become more and more increasing, so it comes into a variety of business negotiations. The business negotiation is the process for negotiators to adjust mutual interests and reduce the differences, then finally establish the common interests. For winning the negotiation, the negotiator not only needs to master the professional knowledge, but also should know how to express smoothly and effectively. Business negotiation is not only the trade communication, but also the culture communication. So during the business negotiation, not only using proper language, but also understanding the culture information covered in expression does the business negotiation go on successfully. The paper mainly expounds some language skills and principles in business negotiation, and it also explains the influence of language under different cultural background.

Key words: business negotiation; negotiator; language skills

1 Introduction

Today’s globalization has had great impact on the world economy and has increased the importance of business negotiation. It not only requires in-depth technical competence, but also requires to interact with people from all over the world. Every day, there are a large number of business negotiations taken place in the world, but unfortunately, many of these negotiations suffer from drawbacks or end up in failure. The problem is that why some people are good negotiators but some are not, and how to be a good and succeed negotiator. This paper states out the importance of language in business negotiation from its functions, characters and art. And it also analyses some inevitable factors which will occur during the business negotiations.