摘要

商务英语谈判就是一个在国际贸易中谋求双方能够取得最大利益的过程。在商务英语谈判中，谈判的双方可以通过谈话，沟通，交流等方式和手段来协调双方的要求。商务英语谈判的语言技巧能够在陈述观点、提出问题、回答问题、说服对方等方面体现出来，整个过程使用的语言一般都具有客观性、针对性、逻辑性及论辩性等特点。研究这些特点的功能和目的是在于使谈判语言变得更具有说服力和感染力。而众所周知，在谈判中，涉及的是双方的利益，所以避免不了会产生各种冲突，而这个时候语言策略的恰当使用，往往会使你们的谈判变得顺畅，打破僵局，达到最好的谈判效果。

关键词  商务谈判，跨文化因素，文化意识

Abstract

Business negotiation is a process through which two sides want to gain the maximum interest. In general, during the negotiation process, negotiating parties can coordinate their requirements through communication. Language strategies can be reflected from many small details, such as your statement, the way you raising questions, the way you giving reply and the style you persuading your counterpart during the negotiation. The whole process is full of characteristics, such as objectivity, pertinence, logicality and eloquence. The aim of studying these characteristics is to make your language more persuasive and infectious. As we all know, during a negotiation, the interest of both sides are involved, negotiators should try their best to avoid conflicts, or resolve conflicts properly, because conflicts are hard to evade. That is to say, when you come to a deadlock in the negotiation, you should use appropriate language strategies to make it smooth, then the negotiation will give both sides a satisfying result.

Keywords  business negotiation, cross-cultural factors, cultural awareness 

1  Introduction 
In a cross-cultural negotiation, appropriate use of language is an important competitive tool. In a traditional trade, business English negotiation is a process through which two sides seek to maximize the benefit. During a business negotiation, two sides can coordinate the requirements by communicating. Human language is a media to communicate with each other and also is a tool to transmit information mutually. Using proper language to discuss and ask questions, so that you can reach a mutually consistent agreement. No matter in the process of narration or asking and answering questions, they all need characteristics of objectivity, pertinence and logicality. And the using of language should be reasonable and effective. During a negotiation, you must have some cultural background and language skills to demonstrate the thinking process and results accurately. In addition, we also need to pay attention to cultural differences, objective principle, logicality and artistry, but meanwhile, never offending others’ etiquette. Not only in business negotiation, but also in communication, language strategies can help us to make friends with strangers as well. Making conflicts become cooperation, you will find that negotiation is a really interesting process to show your social skill.