摘  要

在经济全球化背景下，各国之间的贸易来往变得更加紧密，这些经济活动一般需通过商务谈判来实现。在我国加入WTO后,商务谈判的影响越发明显。商务谈判是个复杂且多变的过程，受各种因素影响，所以谈判人员能否出色的运用语言来实现成功的商务谈判就变得极为重要。首先，作者介绍了本文的意义和文献综述，然后从商务谈判的语言和非语言技巧出发，结合实际案例分析了商务谈判语言的不同特点和运用原则，在此基础上归纳出一些具体的商务谈判语言运用技巧，如：倾听技巧，问答技巧，说服技巧等。第四部分是商务谈判中的非语言技巧的概念和具体案例，如手势，姿势，面部表情和眼神接触在商务谈判中的作用及意义。以上这些技巧为从事商务谈判人员提供理论参考，使我国的商务谈判活动能更顺利地进行。
 
关键词：商务谈判；语言技巧；非语言技巧

Abstract

Under the background of economic globalization, trade and business exchange between countries have become more and more frequent and the relationship between countries has been more complex. Under the circumstances these economic activities are generally realized through business negotiations. With the further development of China's market economy and opening to the outside world, especially after the accession to the WTO, business negotiation has played a more and more important role among economic activities. It is a complicated and changeable negotiation process, which is influenced by various factors, such as cultural background, religious beliefs, and customs. These factors increase the difficulty for the successful completion of commercial cooperation. So whether the negotiators can make use of language excellently or not is an extremely important factor to achieve a successful business negotiation. Firstly, the author introduces the literature review and significance of this paper. Then in the third part the thesis starts from the verbal and non-verbal skills in business negotiation, combining with some actual cases and analyzing the different features and principles of business negotiation language. And according to these, the thesis will sum up some specific application of verbal skills in business negotiation, such as listening skills, questioning and answering skills, persuasive skills. What is more, in the fourth part it will supplement the concept of non-verbal skills and some specific cases, such as the function and meaning of gestures, postures, facial expressions and eye contact. These concepts and cases will provide a theoretical reference for negotiators who engage in business negotiation, promoting our business negotiation activities to be more smoothly.

Key words: business negotiation; verbal skills; non-verbal skills