Abstract

Along with the rapid development of economy in China, great changes have been witnessed almost in every area. More and more Chinese companies are opening their arms to welcome the global challenges and getting ready to build relationships and make trade with the foreigners. The Beijing Olympic Games in 2008 and the Shanghai EXPO in 2010 which kept up with China's entering WTO in 2001 also showed us a sign of international business opportunity. As a tool of human communication, language plays an important role in international business negotiation.
  Thompson once said "One of the main purposes of communication is to interact with other people: to establish and maintain appropriate social links with them." That is to say the interpersonal function of language tells other people things for a certain purpose indirectly, either to influence their attitude or behavior, or to provide information that we know but they do not have, or to explain our own attitudes or opinions, or get them to provide us with information, and so on so forth. Therefore, the study of characteristics of business negotiation language will contribute to the improvement of better communication in international trade. With the achievements of numerous scholars, like Kitty O. Locker and Bai Yuan, focusing on business negotiation and its language, we come to find the basic principles of business negotiation and its linguistic figures which would help negotiators reach their goals as long as they grasp the fundamental rules and put them into practice flexibly.
The definition of business negotiation will help us understand the characteristics of its language better. After the learning of the basic principles, (1) Equality and Mutual Benefit, (2) Friendship and Cooperation, (3) Sincerity and Credibility, we will get more into the way of its language with the linguistic figures. (1)Idiomatic and Professionalized Terms, (2) Objectivity and Pertinence, (3) Fussy and Vague Wording, (4) Implicative and Suggestive Understatements, (5) Concise and Brief Delivery, (6) Voice Quality, (7) Body Language. At the same time, combined with real life cases, the key points and their usage will be more clear and easier to understand.
It is hoped that this research will provide negotiators with a good command of guidelines about the characteristics of business negotiation language awareness as well as pragmatic competence, and assist them in creating a cooperative relationship with each other through employing proper language strategies and finally improve the efficiency of business negotiation and realize the long-term win-win negotiation.

Key Words: Business Negotiation, Basic Principles, Communication Characteristics

摘要

随着中国经济的飞速发展，在各个领域我们都可以感受到深刻的变化。越来越多的中国公司敞开怀抱，迎接全球化的挑战，以便为与国外公司建立贸易关系做好准备。自2001年中国加入世贸组织以来，紧跟其后的2008年北京奥运会和2010年上海世博会都示予我们众多国际性商机的讯号。语言，作为人类交流、沟通的工具，在国际商务谈判中起着举足轻重的作用。
汤普森曾说过，“交际的主要目的之一是与他人进行互动：与他人建立和保持适当的社会关系”。这就是说，语言的交际功能是为了某一目的而间接的告诉他人某事，其目的或者是为了影响他人的态度或行为，或者是提供自己有而他人没有的信息，或是解释我们自己的态度或看法，或者是使他人为我们提供信息，等等。所以，对商务谈判语言特点的研究将有助于促进更好的国际贸易洽谈。研究商务谈判及其语言的众多学者，例如基蒂•O•洛克和白远，他们的研究成果让我们了解了商务谈判的基本原理和它的语言特点。只要谈判者们掌握了这些基本原则，并且灵活地运用到实践中去，这些理论成果必将能够帮助他们实现目标。
商务谈判的定义将有助于我们更好地理解它的语言特点，了解这些基本原则：（1）平等互利原则，（2）友好合作原则，（3）真诚可信原则。在此之后，我们将深入探讨商务谈判语言的语言学特点：（1）规范性，（2）客观性和针对性，（3）模糊性，（4）暗示性，（5）简洁性，（6）声音质量，（7）肢体语言。同时结合实际案例，使其要点与使用方法更加清晰，便于理解。
  希望该研究能够给商务谈判者提供一些规则和指导，帮助他们建立良好
的商务谈判语言特点意识和语用能力，并帮助他们运用恰当的语言策略去创造一种和谐合作的关系进而推动谈判的顺利进行，最终实现商务谈判的高效和双赢。

关键词：商务谈判，基本准则，语言特点