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间接表达策略在国际商务谈判中的运用


全文字数:6000字左右  原创时间:<=2022年

【内容摘要】

间接表达策略在国际商务谈判中的运用
Abstract
As the proportion of international trade and cooperation increases, so does the frequency of business negotiations among people from different countries and cultures. International business negotiation is fast becoming a fact of life for most globalizing firms. Failure to negotiate effectively will affect the development of a firm in the world market. In business relationship, parties negotiate because they think they can influence the process in such a way that they can get a better deal than simply accepting or rejecting what the other party is offering. Sometimes negotiators mean something quite different from what they have actually said or even just the opposite.
As a kind of linguistic strategy, indirectness is applied through the whole process of negotiation, from the very start to the final agreement. The reasons for negotiators to apply indirectness can be concluded into three aspects: basic need of human interaction, cultural factors and atmosphere. The application of indirectness is a process with complexity. Specific ways and techniques should be investigated and analyzed, including choices of words and sentence patterns and ways of expressing. The application of indirectness can make negotiation progress in a more smooth and delightful atmosphere, which is the guarantee for a satisfactory agreement for both parties and also enables them to cooperate in the long run.
My thesis consists of three chapters. The first chapter is an introduction to international business negotiation; the second one is about application of indirectness in international business negotiation, and the third one is a conclusion of the whole thesis.
Keywords:  international business negotiation  indirectness  choices of words 
           choices of sentence patterns  way of expressing
摘要
随着国际贸易以及国际合作的日益频繁,不同国家及地区之间的国际商务谈判也越来越多。对于大多数跨国企业而言,国际商务谈判已成为不可或缺的一部分。在国际贸易进行过程中,双方通过谈判为己方争取最大的利益。有些时候,谈判员们想要表达的真实意思并非话语表面的含义,甚至恰好相反。
作为一种语言技巧,间接表达策略在国际商务谈判中得到了广泛运用。需要运用间接表达策略的原因可以归结为以下三点:人类进行交流的基本需要,文化因素以及谈判氛围。具体运用间接表达策略的方法十分多样化,可以包括:对于用词的选择和句式以及表达方式的选择。运用间接表达策略可以让国际商务谈判在平和、愉快的气氛中进行,保证双方都能得到令自己满意的谈判结果。
本篇论文分为三章。第一章介绍国际商务谈判,第二章探讨国际商务谈判中间接表达策略的应用,第三章是全文的总结。
关键词: 国际商务谈判;间接表达策略;选择用词;选择句式;选择表达方式

 

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