On the Skills of Commercial English Negotiation

赖娇琨

【摘 要】世界范圍内的大市场的形成和不断地发展带动了商务英语的出现。在 90 年代之前商务英语发展程度还比较低，而且其内涵也比较单一。伴随着经济全球化和一体化的不断深入发展，中国已经进入到了国际经济社会中，此时商务英语的内容也不断更新，其内涵也有了一定的扩大，商务英语中融入了很多新的内容，比如说贸易、金融和运输、投资等多个方面。在开展国际贸易的时候，各个国际企业进行商务合作和交往总是离不开相关的商务谈判。本文围绕着商务英语谈判这一主题，归纳出一些重要的谈判技巧， 总结关于商务英语谈判的不同的技巧。

【关键词】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.