商務(wù)英語(yǔ)談判論文
商務(wù)英語(yǔ)談判論文(一)
Cultural differences on International Business negotiations
The business negotiations under different cultural conditions come to cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important. In the process of our negotiations it is very important to know the different Culture in different countries and the ways to avoid the culture conflicts in the international business negotiations.
The reasons for the differences in culture are various, the main source of cultural differences is the following aspects.
First is the regional differences. Regional differences between different geographical areas due to the geographical environment, the level of economic development and traditional customs differences, people often have different language, life style and interests. And these will affect their behavior. Second is the ethnic differences, it is refers to the different ethnic groups in the development of long time, which formed their language, customs and habit. Third is Political difference, difference in Political is due to the different political system and policy on every country, it’s uniform standard the behavior of people, so people in different countries have differences in the political idea .And the economic difference must not be ignored ,it is due to the economic factors of cultural differences a reflection. For example, the life of people in western developed countries is rich, the education level is high, but in the third world, people are far more concerned with food and clothing problems. In addition, religious differences is also very important on International Business negotiations.
Culture difference have broad and deep influence on International Business negotiations, different culture naturally will be divided into different groups of people, the region belong to the difference groups have different cultural groups that tendency to alienate each other. So ask negotiator to accept one another's culture, and through the cultural difference, know each other's purpose and behavior, and let the other party to accept themselves, finally agreement on the agreement.
How to deal with the international business negotiations of the cultural differences, the most important is we should admit and inclusive cultural differences.
First we should understand all possible cultural differences before negotiations. The work include understand negotiation background and generate strategy of concede. All of these preparations must be considered possible cultural differences. For example, the layout aspects of the cultural difference to cooperation may have a little influence. In the hierarchy is heavy culture, if the room arrangement is not appropriate, more informal, may cause each other's upset or even angry.
Second, in the process of negotiations we should handle the cultural differences correctly .For example the selection of language use on the negotiations is based on the different culture, in the western countries, we must take export-oriented communication, as far as possible with simple, clear and frank expression of their thoughts. Secondly, the way in the negotiations also should be pay more attention. For example, in the negotiations between the United States and China, As the Chinese people's mode of thinking is the overall orientation, and the American people affected by analysis the influence of the thinking mode, they pay more attention to the logical relationship between the things. Therefore, we often solve the problems step by step, and the final agreement is a series of small agreement combined.
The last we should do is do subsequent communication about cultural differences well afternegotiations. In some eastern culture countries, such as Japan, they think it is very important to keep in touch with customers after negotiations.
The above analysis the cultural differences and the influence of international business negotiation, any negotiator international business negotiations should pay much attention for it. Cultural differences is objective existence, the attitude of the individual or group to decide sorting by the pillow to provide.
商務(wù)英語(yǔ)談判論文(二)
有關(guān)商務(wù)英語(yǔ)談判中存在問(wèn)題的幾點(diǎn)探討
摘 要: 隨著我國(guó)經(jīng)濟(jì)的飛速發(fā)展,外貿(mào)成為我國(guó)國(guó)民經(jīng)濟(jì)的重要支柱之一。我國(guó)的經(jīng)濟(jì)實(shí)力不斷增強(qiáng),很多實(shí)力較強(qiáng)且富有競(jìng)爭(zhēng)力的企業(yè)將自己的未來(lái)計(jì)劃訂到了國(guó)外,非?粗貒(guó)外市場(chǎng),使得我國(guó)外貿(mào)出口總額逐年累加,外貿(mào)活動(dòng)日益頻繁。英語(yǔ)是世界上使用最廣泛的語(yǔ)言,在對(duì)外貿(mào)易中占據(jù)重要地位,在國(guó)際貿(mào)易談判中發(fā)揮關(guān)鍵作用。在當(dāng)今的大環(huán)境下,商務(wù)英語(yǔ)談判還需要進(jìn)一步發(fā)展,創(chuàng)新在校教學(xué)課程,解決中西方文化差異給商務(wù)英語(yǔ)談判帶來(lái)的困難,掌握商務(wù)英語(yǔ)談判中所需要的技巧等。
當(dāng)今經(jīng)濟(jì)全球化,每一個(gè)國(guó)家都是世界經(jīng)濟(jì)鏈條中不可缺少的部分,即使如此我們還是會(huì)面臨各式各樣的挑戰(zhàn),社會(huì)對(duì)商務(wù)英語(yǔ)談判者的要求越來(lái)越高,不同的國(guó)家有不同的風(fēng)俗,中西方的文化差異是其中一個(gè)很難解決的問(wèn)題,在校的商務(wù)英語(yǔ)談判教育需要?jiǎng)?chuàng)新,以提高商務(wù)英語(yǔ)談判者的素質(zhì),多多運(yùn)用正確的談判技巧,因?yàn)檎勁羞^(guò)程中需要注意的問(wèn)題還有很多。
一、在校教育課程的創(chuàng)新
商務(wù)英語(yǔ)談判是現(xiàn)今實(shí)用性較高的一門學(xué)科,越來(lái)越受學(xué)生的追捧。但由于課程教授的難度較高,學(xué)生的學(xué)習(xí)與實(shí)際應(yīng)用無(wú)法對(duì)應(yīng),導(dǎo)致這門學(xué)科的在校教育存在局限性。
1.口語(yǔ)的情境化練習(xí)。
英語(yǔ)口語(yǔ)是商務(wù)英語(yǔ)談判學(xué)習(xí)的最基礎(chǔ)的內(nèi)容,學(xué)生的基礎(chǔ)參差不齊,這就給教學(xué)帶來(lái)困難。為了照顧到每一個(gè)學(xué)生,教師可以采取情景化的方法訓(xùn)練學(xué)生的口語(yǔ)。根據(jù)不同學(xué)生的情況設(shè)置不同談判情景進(jìn)行練習(xí),由簡(jiǎn)單到困難,難度系數(shù)逐步加大,對(duì)學(xué)生不僅僅是一種練習(xí),更是使其在實(shí)踐中學(xué)會(huì)靈活運(yùn)用書本上的談判技巧。對(duì)學(xué)生多多鼓勵(lì),適時(shí)鼓勵(lì),對(duì)學(xué)生進(jìn)行全面綜合化的商務(wù)英語(yǔ)談判訓(xùn)練。
2.應(yīng)用與知識(shí)的相互結(jié)合檢測(cè)。
學(xué)校的考試方法往往都是千篇一律的,教師劃出重點(diǎn),學(xué)生進(jìn)行機(jī)械記憶,為了考試過(guò)關(guān),學(xué)生往往會(huì)臨時(shí)抱佛腳。為了增強(qiáng)商務(wù)英語(yǔ)談判學(xué)習(xí)的考試靈活性,可以采取應(yīng)用與知識(shí)過(guò)關(guān)相互結(jié)合的檢測(cè),注重培養(yǎng)學(xué)生的商務(wù)英語(yǔ)實(shí)際談判能力,提高學(xué)生的實(shí)際運(yùn)用能力。在考試中應(yīng)用案例,讓學(xué)生進(jìn)行案例分析,這樣可以考查學(xué)生的實(shí)際運(yùn)用能力和解決問(wèn)題的能力,不僅增強(qiáng)學(xué)生的口語(yǔ)實(shí)際運(yùn)用能力,還進(jìn)一步培養(yǎng)了學(xué)生的現(xiàn)實(shí)運(yùn)用能力。
二、文化的差異
世界上有多個(gè)國(guó)家和地區(qū),不同的國(guó)家有著不同的風(fēng)俗文化,每個(gè)國(guó)家都擁有獨(dú)特的文化,這些文化的差異使得雙方在談判中存在一些問(wèn)題,不同國(guó)家的人,說(shuō)話方式不同,對(duì)于交往禮儀的要求不同,談判中的語(yǔ)言側(cè)重點(diǎn)也不一樣,且不同的人對(duì)于一句話的理解也是不一樣的,怎樣才能在不同中找到共同呢?
1.中西文化存在的差異。
不同地域有不同的文化。在西方文化世界中,人們受人文主義思想的影響,強(qiáng)調(diào)解放個(gè)性,尊重個(gè)人利益和保護(hù)個(gè)人隱私,他們往往在談判中注重個(gè)人的利益訴求,可以直截了當(dāng)?shù)靥岢鏊麄兊囊蟆H欢,中?guó)人深受儒家思想的熏陶,“齊家、治國(guó)、平天下”,注重集體的利益,以集體利益為上,注重團(tuán)隊(duì)合作。
2.尊重差異,取得談判主動(dòng)。
西方人的談判在世界上之所以著名,和他們強(qiáng)大的經(jīng)濟(jì)實(shí)力是分不開(kāi)的,他們受人文主義的影響,性格比較開(kāi)放,易于接受新鮮事物,在談判過(guò)程中會(huì)直接說(shuō)出自己的利益要求。他們擁有足夠的自信,善于表達(dá),善于思考,勇于提出質(zhì)疑,往往他們的談判是一整個(gè)智囊團(tuán)的意見(jiàn)升華。
三、好的談判策略
1.好的談判技巧。
雖然現(xiàn)在大多數(shù)的談判都是使用英語(yǔ),但不同的文化背景,對(duì)于英語(yǔ)的使用和理解也是完全不一樣的。在談判過(guò)程中,應(yīng)簡(jiǎn)單、明了地表達(dá)自己想要說(shuō)的意思和自己的利益要求,在使用語(yǔ)言時(shí),盡量不要使用帶有歧義、雙關(guān)等模糊不清的詞匯,這樣會(huì)降低自己的可信度,造成雙方在談判中的誤會(huì)。盡量不要有模棱兩可的態(tài)度,很多國(guó)家的談判者認(rèn)為,是是非非就是一個(gè)定論,是非不分會(huì)降低對(duì)方對(duì)自己的好感。不同的文化要求我們?cè)谏虅?wù)英語(yǔ)的談判中盡量了解對(duì)方的文化背景,熟悉對(duì)方的用語(yǔ)習(xí)慣和了解對(duì)方的價(jià)值觀。
2.好的談判禮儀。
有好的開(kāi)始,就會(huì)有好的結(jié)束,中華民族素有禮儀之邦的稱號(hào)。一個(gè)好的禮儀在談判中有利于促進(jìn)雙方的良好溝通,在面對(duì)來(lái)自不同國(guó)家的合作者時(shí),我們要在事前了解對(duì)方的`禮儀習(xí)慣,對(duì)來(lái)自不同國(guó)家的人,要有適合對(duì)方的禮儀舉止。這樣不僅僅尊重了對(duì)方的習(xí)俗,更增加了我方談判的取勝幾率。一個(gè)優(yōu)秀的談判者,會(huì)樹立完美的個(gè)人形象。在談判的過(guò)程中,你不僅僅是個(gè)人的代表,更是公司的代表,代表了一個(gè)公司的信譽(yù)和實(shí)力及對(duì)雙方合作的重視程度。在談判的時(shí)候,要舉止莊重、大方,時(shí)常和在場(chǎng)的所有人進(jìn)行互動(dòng),不能單一地和其中的一個(gè)或者兩個(gè)人進(jìn)行交談。
3.好的語(yǔ)言策略。
在商務(wù)英語(yǔ)的談判中,好的語(yǔ)言策略,是取勝的關(guān)鍵,當(dāng)談判進(jìn)入到白熱化的階段時(shí),適時(shí)運(yùn)用暗含的語(yǔ)言策略,不直接說(shuō)破雙方存在的問(wèn)題,委婉地提出自己的利益要求,雙方要在平和的環(huán)境中進(jìn)行談判。善于使用幽默的語(yǔ)言,緩和談判的氣氛,讓談判在輕松愉快的環(huán)境中進(jìn)行,讓對(duì)方感覺(jué)自己在一個(gè)受尊重的環(huán)境中進(jìn)行合作。
四、結(jié)語(yǔ)
在商務(wù)英語(yǔ)談判中,面對(duì)不同的情景,有不同的解決方案。在實(shí)踐中掌握并恰當(dāng)?shù)貞?yīng)用商務(wù)英語(yǔ),有利于實(shí)現(xiàn)全面雙贏,落實(shí)自己在談判中的主導(dǎo)地位。
參考文獻(xiàn):
[1]桑鵬.商務(wù)英語(yǔ)談判中跨文化交際問(wèn)題及應(yīng)對(duì)策淺析[J].現(xiàn)代商業(yè),2012,11:279-280.
【商務(wù)英語(yǔ)談判論文】相關(guān)文章:
商務(wù)英語(yǔ)談判用語(yǔ)12-09
商務(wù)英語(yǔ)談判術(shù)語(yǔ)12-05
商務(wù)英語(yǔ)談判劇本12-05
商務(wù)英語(yǔ)談判中的語(yǔ)用策略分析論文01-16
商務(wù)英語(yǔ)談判的技巧09-21
商務(wù)英語(yǔ)價(jià)格談判表達(dá)08-18
商務(wù)英語(yǔ)談判的原則12-21