Content
Abstract ............................................................................................................................................. 2 摘要： .............................................................................................................................................. 3 1.Meaning of international business negotiations ............................................................................. 4 2. Features of international business negotiation .............................................................................. 4
2.1 For the purpose of economic benefits ................................................................................. 4
2.2 For the maintenance of equality and mutual benefit ................................................... 5
2.3 The complexity of International business negotiations ....................................... 6
2.4 The standard of international commercial law ............................................ 6
3.The relations between English and international business negotiation .......................................... 7 4.The importance of a good command of English in international business negotiations ................ 8
4.1The importance of oral English in international business negotiations ................................ 8
4.2The importance of English listening and understanding in international business negotiations ....................................................................................................................... 8
5. The use and importance of language strategies in international business negotiations ................. 9
5.1 The use of passive in international business negotiations ................................................. 10
5.2 The use of vagueness in international business negotiations .................................... 10
5.3 Language strategy of politeness ........................................................................ 11
5.3.1 Avoiding tone of blame .......................................................................... 12
5.3.2 Avoiding Arrogance ........................................................................ 12
5.3.3 Avoiding subjective attitude ................................................... 13
6.The use of modal verbs ................................................................................................................ 13 7.The use of conditional sentences .................................................................................................. 15
7.1 The use of unreal conditional sentences ............................................................................ 16
7.2 The use of real conditional sentences ........................................................................ 16
7.2.1 Real conditional sentences for bargaining. ..................................................... 17
7.2.2 Using real conditional sentences to persuade ......................................... 18
8.Commonly used English structures in international business negotiation ................................... 18
8.1 The use of interrogative sentence in business negotiations ............................................... 18
8.2 Avoiding imperative sentences in international business negotiations ...................... 18
8.3 Avoiding exclamatory sentences in international business negotiations ........... 19
9. Selecting right vocabularies in international business negotiations ............................................ 19
9.1 Choosing simple words ..................................................................................................... 19
9.2 Using exact vocabularies ........................................................................................... 19
10.Conclusion ................................................................................................................................. 20
10.1 On improving English listening ...................................................................................... 20
10.2 On improving oral English ...................................................................................... 20
Abstract:
English is the most common language in business negotiations for negotiators. A good knowledge of English plays a very important role in business negotiation. This essay introduces the meanings and features of business negotiations. Then it expounds the relationship between English and business negotiations, especially oral English and listening. The essay analyses the illustrations in business negotiations in details. finally, it concludes some useful methods and suggestions which are helpful to improve our English.
Key words: English, business negotiation, function
摘要：
英语是商务谈判中最通用的语言，对于谈判者而言，熟练掌握英语在谈判中有着举足轻重的意义。本文首先介绍国际商务谈判的意义与特点，然后阐述英语与商务谈判两者之间的关系，详细描述英语在商务谈判中的作用与地位，尤其是口语与听力在谈判中的意义。此外，本文详细地分析了一些案例，总结了一些有助于提高英语的方法与建议。
关键字：英语，商务谈判，作用
1.Meaning of international business negotiations
The international business negotiation is a main beneficial subject in international business activity. It is also a kind of process that people negotiate for a series of conditions in order to make a deal. The party which is concerned with main subject is foreign enterprises or citizens (including citizens and enterprises and merchants in Hongkong and Taiwan areas), and the other party from Chinese enterprises and citizens. International business is an indispensible part in business economic trade. Nowadays, many deals need to be made after a series of complicated negotiations. Some people think a successful deal depends on the quality or technology or price, but in fact, successful deal to some extent depends on negotiations. In conclusion, we can say that international business negotiation is a very important economic activity in foreign economic trade. It is also a way to resolve economic conflicts between local governments and commercial institutes. 2. Features of international business negotiation
The international business negotiation shares the same features with normal business negotiations but there are some particularities like international economic activities. It shows in some aspects: 2.1 For the purpose of economic benefits
Different negotiators take part in negotiations for different purposes. The diplomatic negotiation involves national benefits, the political negotiation
is concerned with basic benefits of political parties and groups, and the military negotiation is mainly about safety benefits of both parties. These negotiations inevitably involve economic benefits, but they may not lay emphasis on economic benefits. While in business negotiations, negotiators aim to acquire economic benefits. When it is fulfilled, non-economic benefits will be involved. In business negotiations，negotiators can be in charge of various criteria and non-economic elements can affect the consequence of negotiations as well. However, they set economic benefits as their final goals. Compared with other negotiations, business negotiations place more emphasis on economic benefits. In business negotiations, negotiators focus more on cost, benefit and efficiency. So people usually evaluate a successful negotiation on how much economic benefits they get. A business negotiation which doesn’t require economic benefits may lose its meanings and values. 2.2 For the maintenance of equality and mutual benefit
We ought to insist on the principle of equality and mutual benefit. It is not necessary imposing on others. Our nation is a developing country. Equality and mutual benefit is an important principle in our opening policy. What is equality and mutual benefit? It is a principle which defines that nations whether strong or weak, rich or poor, should be equal in business economic trade. In business trade, nations should make mutual benefit in reasonable price as mutual requirements and needs. In