商务谈判中英语口语的语言技巧
论文作者:佚名论文属性:短文 essay登出时间:2009-04-10编辑:gcZhong点击率:6976
论文字数:9299论文编号:org200905261154488867语种:中文 Chinese地区:中国价格:免费论文
关键词:商务谈判英语口语语言技巧
摘 要:国际商务活动的主要内容之一是商务谈判。商务谈判中英语口语的适当运用往往是谈判成功与否的重要因素。本文探讨了商务谈判中英语口语的一些语言技巧,指出了英语口语的语言技巧在商务英语谈判中的重要作用。
一、引言
随着改革开放的进一步深入,我国经济迅速发展,进出口贸易空前活跃,国际商务活动频繁。国际商务活动的主要内容之一是商务谈判。商务谈判是谈判双方为做成一笔生意,提出交易的内容和条件,通过洽谈协商达成一致的行为和过程,主要有两种形式,即口头谈判和书面谈判。书面谈判具有一般书面语言的特点,清晰、准确、简明、易懂。而口头谈判则要复杂得多。谈判是集政治、经济、技术、法律、语言、心理、社交等诸多学科在一起的工作。整个谈判过程是人类的一些基本需要得到充分体现,如情感的需要,获得尊重的需要,实现自我的需要,求知和理解的需要和美感的需要。这些基本需要渗透谈判的每一个环节。而英语口头谈判则直接地反映这些基本需要所引起的作用。本文主要从七个方面探讨商务谈判英语口语的语言技巧。
二、语言技巧
1.亲切、热情的语言
口语谈判开始于买卖双方的直接会面。商务谈判双方可能首次相识,也可能是多年的贸易伙伴。由于开始阶段气氛的好坏影响整个谈判过程,这就需要谈判人员互相问候时注意使用亲切热情的语言。如果是首次相识,互相问候时要附带简明的自我介绍。谈判前的自我介绍一般采用正式介绍的形式,只要客气地向对方问好, 自道姓名并简单地介绍一下个人情况就行了,对方听到你的自我介绍,自然会客气地做出相应的反应,如:
How do you do? I don’t think we’ve met before。my name is Steven W hite and from America.
(你好!我想我们以前还没见过面,我是史蒂芬·怀特,美国人。)
How do you do,Mr.Hope. I’m Li Hualing— I’m with the Motorola Company. W elcome to China.
你好,霍普先生。我叫李华灵,在摩托罗拉公司供职。欢迎到中国来。)
互相介绍后,新结识的人一般应就共同感兴趣的话题交谈一番。交谈的时间长短是双方的兴趣和需要而定。如:
I’m glad tO have the opportunity to meet you here.(很高兴有机会在此地同您见面。)
I know you very well by reputation.(久闻大名。)
Mr.Henry has often talked about you.(亨利先生经常谈到你。)
如果是熟人见面,打个招呼即可,也可以顺便问候一下生活、生意、身体等情况。如:
How nice to see you again.(真高兴又见到你。)
I’m so glad you could come.(你能来我很高兴。)
How is everything? (一切都好吗?)
Fine,thanks.(很好,谢谢你。)
2.礼貌、谦恭的语言
有时谈判双方阵容较大,谈判也比较正式。 谈判双方可能都比较陌生,这就需要谈判双方逐一介绍谈判人员,介绍时要客观礼貌、谦恭,一方面显示自己的强大谈判阵容,一方面表现礼貌、谦恭的态度。
May I present Mr.Stanley Young,Assistan t Manager of General Electric?
(请允许我介绍一下通用电器公司副经理斯坦利·杨先生。)
Allow me to introduce Mr.Brown,our director general.
(允许我介绍我们的总经理布朗先生。)
I’d like to introduce our Counselor for Economic Affairs.Mr.John Grant.
(我想向诸位介绍我们的经济事务顾问,约翰·格兰特先生。)
It is with great pleasure that I introduce to you Mr.Zhang。trade representative of China National and Equipment Import& Export Corporation.
(我很高兴向诸位介绍中国设备进出口有限公司商务代表,张先生。)
I’m very glad to have the opportunity to meet you.
(我很高兴有机会同您见面。)
It’s a privilege to know you,M r.Smith.
(认识您很荣幸,史密斯先生。)
3.自然的语言
开始正式谈判时,说话者应保持语言的自然,避免使用深奥的语言。转入正式谈判的方式多种多样,可由题外话,如有关天气、新闻、爱好、旅游、健康、衣食住行的话题,或对双方有利的话题, 自然转入。请看下面的例子:
W :Good morning,Mr.Brown.Glad to meet you.
B: Good morning。Ms.Wang.Glad to meet you.
W : First 1 would like to extend a warm welcome to you。our friends from afar to visit our country an d hold business talks with US.I hope you’II have a pleasant stay here.
B:Thank you.It’ s very kind of you to give US such a warm reception and all the hositable arrangements.
W : This is what we should do aS you are our old clients. you see.W e’ve been cooperating very well.
B:That’s true.Since the establishment of diplomatic relations betwen our two countries.the trade be twen US haS been developing steadily.
W : Yes.But I be lieve there is room for more development.
B: I think so,too.We can still cooperate in Some other aSpects.The purlmse of my visit here is to see if there is any possibility to increase our mutual business and,of course,discuss with you some questions that turned up in the past years.
W :We are thinking of that,too.As you know, in our country , we are now quickening our steps in reform and opening up to the outside world.W e need to expand our import and export business So aS to met the requirements of the construction of our four modem izations.
B:This also accords wi th our demands.To tell you the truth。the commod ities you have been supplying US with are always of great significance to our economic construction.In order to speed up our economic development,we wish you could enla
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