Abstract

With the development of society and economy, the twenty-first century has witnessed increasing numbers and importance of Sino-Western Business negotiations. It is a cross-cultural economic activity based on language usage. The success of negotiation, to a great extent, depends on the application of linguistic strategies. Linguistic serves as a bridge in the business negotiation, both sides of negotiators express their views and exchange opinions. Studying on this topic will help some business man get success in western business negotiation.

  This passage aims to study the usage and features of linguistic strategies. This passage will analyze different linguistic habits in different negotiation stages. Besides, some important strategies, such as question strategies will be mentioned too. At last, a conclusion will be made about the strategies in western business negotiation.  

Key words: business negotiation, linguistic strategies, application 

CONTENTS

Abstract

摘要

I. Introduction-1

II. Elaboration of Sino-western Business Negotiation-2

2.1 The definition of Sino-western business negotiation-2

2.2 The features of Sino-western business negotiation-2

2.2.1 Objectivity-2

2.2.2 Pertinence-3

2.2.3 Logicality-3

2.2.4 Deliberativity-3

2.3 The importance of negotiation language-3

III. Linguistic Strategies in Four Stages-4

3.1 Stage1: relationship building-4

3.2 Stage2: information exchanging-4

3.3 Stage3: purpose reaching-5

3.4 Stage4: conclusion-6

IV. Linguistic Strategies on Negotiation-6

4.1 Being courteous-7

4.2 Using vague expression-7

4.3 Using euphemistic expression-8

4.4 Using humorous language-8

4.5 Strategies of asking questions-9

4.6 Strategies of persuading-9

V. Conclusion-10

References-11