Abstract

Business negotiation is an activity which is carried out by the two trade sides to conclude the business or settle certain disputes. Whether the language used is a success or failure plays an important role in the process of negotiations. The skillful language is realized between two parties by contacting, communicating and cooperating through restating opinions, asking question, responses and persuasions etc. Putting forward a creative solving scheme not only reflects the art of skillful language, but also meets the demands for mutual benefit and relieves the dull atmosphere in negotiation. It will create a comfortable atmosphere for the two parties and is good for the success of negotiation. So using language skillfully can greatly enhance the success in negotiation and get double effect.

Key words: business negotiation; language; features; skills

Theory

Contents

Abstract

摘要

1 Introduction-1

2 Linguistic Features of Business Negotiation-1

2.1 Objectivity of Business Language Negotiation-1

2.2 Pertinence of Business Language Negotiation-2

2.3 Logicality of Business Negotiation Language-2

2.4 Normativeness of Business Negotiation Language-2

3 Language Skills of Business Negotiation-3

3.1 Statement Skills of Business Negotiation-3

3.1.1 Skills of Leading to the Topic-3

3.1.2 The Skills of Illustrations-4

3.2 Questioning Skills of Business Negotiation-5

3.2.1 Using Indirect Ways of Questioning-5

3.2.2 Using Selective Ways of Questioning-5

3.2.3 Being Considerate-5

3.2.4 Beginning with Relaxing Questions-6

3.2.5 Complimentary Expressions-6

3.2.6 Time for Questioning-7

3.3 Answering Skills in Business Negotiation-8

3.3.1 Using Vague and Euphemistic Language-8

3.3.2 Using Humorous and Implicit Language-9

3.4 Persuasiveness of Business Negotiation-9

4 Conclusion-10