试析礼貌理论在国际商务谈判中的应用 [2]
论文作者:佚名论文属性:短文 essay登出时间:2009-04-08编辑:gcZhong点击率:4933
论文字数:6239论文编号:org200905261156096770语种:中文 Chinese地区:中国价格:免费论文
关键词:国际商务谈判礼貌礼貌策略
compare with ours either for flavor or color.
在商务谈判的过程中,强迫对方来达成某项协议是行不通的。因此,在措辞上,双方都应尽量留有余地,这样不仅能让双方都感觉受到了尊重,同时照顾到了双方的心理,若双方在谈判过程中要改变态度,也不会觉得没有面子。就如例(1),A在用词上用“difficult”取代了“impossible”,这样他在试图说服对方降价的过程中,给自己留下了一定的回旋空间。即使对方拒绝他的还盘,使得他不得不按原价交易,他也仍能保存自己的面子。同样在之后几个例句中的“hard time”,“of high quality”,“few”这些模糊用语都起到了大同小异的效果。
(二)委婉表达
商务谈判中,由于时间、场合、气氛的不同,有些话需要采取委婉、含蓄的表达方式,这样不仅能体现说话人的文化修养,而且可以缓和气氛,避免矛盾,从而更好地达到交际的目的。主要方法包括:
(1)用温和、隐晦的言辞
为避免与对方发生正面冲突,通常用比较温和,委婉的言语来表达自己的意见。在英语中,诸如:“Ym afraid”,“we would say”,“it seems to me”,“we would suggest”等委婉表达语都在一定程度上弱化了说话者的语气,听话者感到自己是被尊重的,也就更容易接受对方提出的意见。比如:
(1) a.W e can not agree to your request.
b.I am afraid we can not agree to your request.
(2) a.It was unwise of you to have done that.
b.I would say that it was unwise of you to have done that.
(3) a.Our products are the best on the market.
b.We might say that our products are the best on the market.[7]
每组句子中的a句都是直接表达自己的态度和观点,而b句则运用了礼貌委婉的语句。a句会让听话人感觉,说话人是以自己的利益为中心,站在自己的角度去思考问题,而b句中的表达留给了对方更多的空间,在一定程度上也保全了对方的面子。
(2)转折技巧
适当运用转折技巧可以尽量减少对方的损失,维护对方的面子。在谈判中,如果想对一个问题做否定回答,但又不想冒犯对方,可采取这类表达方式,诸如“but",“however”等。从语言角度出发,直接批评就是威胁对方的面子,而转折技巧先予以肯定、宽慰,再转折,委婉地否定并阐明自己的难处,可表示出对对方的同情和理解,更易于被对方接受。比如:
(1) Generally,this proposal is workable,but there are still some details need tO be discussed.
(2) I have fully understood your idea,and I also completely agree with it.However,it is difficult for US to work it out at present.[7]
(三)低调陈述
低调陈述是一种表达自己优势的有效方法,避免给人一种自吹自擂,口气傲慢而夸张的印象.我们主要探讨两种常见的方法。
(1) 尽量减少感叹、夸张的表达。如:
(1) a.What an excellent performance of our eqmpment!
b.According tO the end users,the performance of this equipment is excellent.
(2) a. It is beyond our honorably awarded a silver metal.And it is really unbelievable even to US.
b.This research was awarded a silver metal by the M inistry of Public Health.the People’s Republic of China in March 1987.[4]
比较可知,每组中的a句都让人感觉是在炫耀自己的成就。实际上,在大数情况下,自我赞扬或多或少会给人不礼貌的感觉。所以a句中的表达,不但达不到宣扬自己优势,说服他人的效果,还可能适得其反。但若采用每组中b句的表达方式,会让人感觉更加的客观、实在,从而也就有利于树立他方对己方产品的信心。
(2)尽量避免使用华而不实的语言如:
(1) a.This kind of lighter has good performance and can be used for long time.
b.This kind of lighter can operate eontinually more than 40,000 times apiece.
(2) a.If we finalize this deal,you can make big profits with a small capital.
b.You may know,Mr.Zhang,chief angineer of a company from your country,He signed a contract with US last time,and made a profit of over U.S. $300,000.[4]
中国有句老话:“事实胜于雄辩。”与其用些华而不实的言语来称赞自己的优势,不如用一些实实在在的数据来证明自己的实力。所以说,在上述例子中,a组中的“good”,“big”都没有b组中的数据那么具有说服力。
(四)恭维言辞
人人都有渴望别人认同的心理,因此,恰当的赞誉之辞可满足对方的心理需求,增加成功的机率。相对以上几项礼貌策略来说,这项是最为人们所熟悉的,因此,本文只是简要地说明其常见的几种表达方式。
(1)征求他人的意见
这是一种间接的恭维方式,在征求他人意见的过程中,表达了对对方的尊重。如:
a.What do you think of this?
b.1 wonder if you would be kind enough to enlighten US on this matter.[8]
(2)表示共同兴趣或爱好
这种表达方式,益于建立并维系双方的关系纽带。如:
a.I am very glad that you are interested inmy experimental data.
b.All of us are very much interested in the progressive advances in laser development.Dr.Nelson, could you introduce your new findings?We’re very glad to hear your lecture.[6]
(五)表示感谢
通过感谢,能让对方感觉到你的诚意,从而能与对方保持一个互相信任,长期友好的关系。这在拒绝对方要求的情况下,尤为重要。如:
We appreciate your products very much,and we really need them ,too.But it is too bad that we now have some difficulties to afford such a big sum.W e were wondering whether you could take a more flexible policy towards that.[8]
事实上,上文所述的四种礼貌语用策略,在很多时候,都会重叠,也是相辅相成的。我们需要在实践中不断的探索,并根据具体的时间、场合、对象等因素灵活地
本论文由英语论文网提供整理,提供论文代写,英语论文代写,代写论文,代写英语论文,代写留学生论文,代写英文论文,留学生论文代写相关核心关键词搜索。