On the Skills of Commercial English Negotiation

賴嬌琨

【摘 要】世界范圍內的大市場的形成和不斷地發展帶動了商務英語的出現。在 90 年代之前商務英語發展程度還比較低，而且其內涵也比較單一。伴隨著經濟全球化和一體化的不斷深入發展，中國已經進入到了國際經濟社會中，此時商務英語的內容也不斷更新，其內涵也有了一定的擴大，商務英語中融入了很多新的內容，比如說貿易、金融和運輸、投資等多個方面。在開展國際貿易的時候，各個國際企業進行商務合作和交往總是離不開相關的商務談判。本文圍繞著商務英語談判這一主題，歸納出一些重要的談判技巧， 總結關于商務英語談判的不同的技巧。

【關鍵詞】Commercial English Negotiation；skills

1.Functions of Commercial English Negotiation

Commercial negotiation is the means to achieve economic goals. Commercial negotiation is an important way for enterprises to obtain market information. Commercial negotiation is an important force in developing market.

2.Commercial negotiation preparations

Prior to negotiation， it is necessary to gather the information of the opponents extensively and understand the intentions and plans of the opponents in detail， so as to formulate the countermeasures.

（1） The basic situation of the negotiator.

（2） The business situation and historical evolution of the opponents.

（3） The situation of main opponent negotiators in the negotiations.

（4） The intention and intention of the opponent negotiators.

3.Good at listening

In the negotiation， the negotiators sometimes keeps talking， but pay little attention to show a good listening to others. The negotiators may want to talk about and instill some of their ideas in advance， instead of carefully and patiently listen to the other side. They think that through this way， they can occupy the negotiations in the initiative. Actually， that is not the case. In this competitive environment， the more one party say， the other side will be more exclusive and can rarely listen carefully.

4.Questions skills

A famed scholar once proposed： "the shortest way to get to the goal is the most tortuous path，" and it can see that if one party wants to achieve your goal， one party will have to weave your way forward. Otherwise， one party will be able to move towards the goal， which will only cause the other side to be alert and confrontational. By guiding the other side's thoughts， one party should guide the other people's thinking into their own circle. Negotiators can ask the other side to give the answer that they want to hear. The question skill involves the rational level of thinking and the art of language expression.

5.Skills for resolving conflicts

Although commercial English negotiations are different from political and military negotiations， which is full of gunpowder. At this time， the two sides are very sensitive. If the language is too blunt or strong， it is easy to cause the other side's instinct against a consciousness. Therefore， a negotiator should smile and make use of the language of euphemism when the two sides have differences， so that the other party will not start the instinctive hostility in his or her minds， which will not easily make the negotiations get trapped into an impasse. If one wants to become a master of commercial English negotiations， please try to become a soft nail.