condition is true or it is possible for the speaker to realize. In international business national negotiations, we usually use real conditional. It is one of the key factors to use conditional sentences properly. 7.1 The use of unreal conditional sentences
Unreal conditional sentences can express mildness. Unreal conditional sentences are used to show request, inquiry, objection, negative or approval. It can avoid something unpleasant from happening. For instance, as time is important for both parties in making an appointment. When both parties make the appointment for the first time, we need to take advice of the other party. It is a respect for the other when we inquire. If we want to meet the other party in limited time, we can explain to him by using conditional sentences which contain modal verbs and request the other about the time and the place that we can meet. For example. A: I shall be in Beijing for a week and I should be grateful if you could let me know the day and the time which would suit you best, as I can then go ahead and fit in my other appointments.
B: I shall be pleased to see you at 11:30 on June and would be grateful if you would confirm the appointment on your arrival in Beijing. 7.2 The use of real conditional sentences
Real conditional sentences are used to deliver exact and correct information. Conflicts may exist between negotiators, and negotiators may also share the same benefits. A lot of beneficial criteria may exist
behind a contract. Negotiators have to analyse the benefits of both parties and figure out what kind of benefit is very important to us. We can never give in. Negotiators will use some unimportant conditions to exchange these conditions that make no sense to the other party. But as important to them, they can get a win-win situation in international business negotiations. Real conditional sentences can help especially in formal signed documents. For example, transportation has no advantage to buyers, thus the seller can sign the contract in the way of CIF. However, if buyers think insurance is important, the seller can sign the contract in the way of CRF. Here is an item about insurance in the contract: In case the contracts concluded on CIF basis, the insurance shall be affected by the seller for 110% of invoice value covering all risks like war, strike, civil commotions. As it involves the benefits of both parties, when we are writing these business contracts, documents or conventions we need to be more careful and use more conditional sentences to limit the contents of documents and business contracts.
7.2.1 Real conditional sentences for bargaining.
In business negotiations, when the other party puts forward some feasible advice, and we are not sure about the real purpose of the other party, we can use the conditional sentences like this : “Let’s assume that we agree on that….. unless….. in this way, we not only show our agreement but also lay the foundation for the future remedies. For example, if your
proposal appears to be acceptable: “Let us assume that we agree on that point unless I find any objection in them”. The other party usually tries to bargain before they totally accept our conditions. For example, “we will accept…..if you accept…..”
7.2.2 Using real conditional sentences to persuade
There are two cases in international business negotiations. One is good expectation and the other is the deadlock of business negotiation. Therefore, we need to show that the other party must give way before we compromise.
8.Commonly used English structures in international business negotiation The use of conditional sentences is important, but English structures are important as well. Some structures can be avoided and some are helpful in international business negotiations.
8.1 The use of interrogative sentence in business negotiations
Compared with declarative sentence, interrogative sentences are more frequently used. It can not only show respect for others but also make other more comfortable. In particular, rhetorical questions are most commonly used in international business negotiations. For example, “What shall we discuss next?” suggests we have a word about insurance. 8.2 Avoiding imperative sentences in international business negotiations Imperative sentences are used to show command, request, prohibition and dissuasion, in which usually the subject is omitted. This kind of structure
is used to command somebody, exhort somebody or advice somebody to do or not to do something. Therefore, imperative sentences make people sound impolite. However, if imperative sentences must be used in formal situations you should begin this sentence with “please”, so that it can show your sincerity. But do remember not to end the sentence with “please” as it will show your unwillingness.
8.3 Avoiding exclamatory sentences in international business negotiations Exclamatory sentences are formed in many ways. Sometimes it is in the form of a word or even an expression. Exclamatory sentences are used to express our own opinions. It has the function of emphasis. As it expresses more about personal emotions, it is not widely and frequently used in international business negotiations.
9. Selecting right vocabularies in international business negotiations In international business negotiations, it is very important to select vocabularies. The following principles can be followed: 9.1 Choosing simple words
When we negotiate, we need to choose simple words. Vocabularies used in international business negotiations are totally different from ones used in English literatures which don’t require exaggeration. When we are in international business negotiations, we should use words as simple as we can and avoid using ambiguous and complex words. 9.2 Using exact vocabularies
In international business negotiations, we should use exact vocabularies, trying to avoid ambiguous meanings because it may make others unsatisfied. Do remember not to use English slangs to show your English proficiency. The other party, especially those who come from non-English speaking countries will not understand you. 10.Conclusion
As English becomes an important tool in our daily life, especially in international business negotiations, it is essential for business negotiators to master English. It will provide more chances for negotiators to win in international business negotiations if they use English properly. Here are some suggestions for us to learn English well. 10.1 On improving English listening
English used in international business negotiations is a little different from general English. It is usually professional, therefore, we need to watch or listen to recordings of real international business negotiations. In international business negotiations, we need to take note of something important, we need to practice note-taking and dictations often so that important information will not be ignored in real business negotiations. 10.2 On improving oral English
English used in international business negotiations is formal and standard. General English material is not suitable. The best material for practicing oral English is some books which are related to business and negotiations.
As English is just a tool, we need to combine it with actual cases. Only in this way can we be confident in real international business negotiations. Actually listening and oral practicing can not be separated. We can practice oral English while we are listening.
As long as we practice every day, we can use English fluently and freely in international business negotiations. Bibliography
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