中美外贸谈判中议价的语言艺术研究

随着全球化速度的加快，国际间的交流越来越频繁。中国和美国，作为世界上最大的发展中国家和最强大的发达国家，都占据着举足轻重的位置。近年来，随着两国关系的逐步密切，学习两国的文化显得尤为重要。谈判中的议价活动是一种复杂多变的活动，也是一个艰难曲折的过程，任何成功的谈判都需要理论指导，也都要掌握一些语言艺术。谈判是参与人员智慧和言语上的较量，也体现为策略和技巧的运用。中国加入WTO以后，国际间经济活动更加活跃，作为一种沟通协商方式，各种类型的跨文化谈判普遍存在，正确看待中西方文化差异是我们解决谈判中出现的问题的先决条件。美国在国际舞台的霸主地位和美国近些年的衰退使我们在外贸谈判中的角度有了细微变化。希望读者能够得到一些启发，在跨文化谈判中以一定的语言艺术展现我国悠久的历史文化精华。
本文立足语言艺术这个切口，在中美外贸谈判的大背景下，通过对两国各自鲜明的语言风格的探究来学习不同民族的文化，从而在一定程度上促进两国的文化交流。谈判是通过语言沟通的经济活动，谈判的成败很大一个决定性因素是语言运用的是否得当，精妙的语言是谈判成功必不可少的条件。通过对谈判语言特点的分析、对比，来研究语言艺术的特性。通过文化因素对谈判双方语言艺术的影响，来总结谈判要注意的关节点。

关键字：商务谈判； 议价； 语言艺术； 文化差异；中美； 跨文化
A Study on the Language Arts of Bargaining in Sino-US Trade Negotiation
Abstract: With the development of globalization, the international exchange is more and more frequent. China and America, as the biggest developing country and the strongest country in the world, both of them are very important to the world. In recent years, the relationship of the two countries is gradually close, hence, learning their culture is particular important. The bargaining activity of negotiations is a kind of complicated and changeable activity. It is also a hard and tortuous process. Any successful negotiations are need theoretical guides and some language arts. The negotiation is the participants’ contest between the wisdom and the speech. With the development of the world’s diplomacy and economy, communication, transportation, broadcasting and mass media have a great advancement. Broadly speaking the communication between domestic and overseas becomes deeper and closer. Long-term high-speed and steady growths of Chinese economy have attracted worldwide attention. Since China implemented reform and open policy, Chinese enterprises have made a big progress in import and export. But international trade is more complex than domestic trade. Canton Fair attracts overseas investment more and stronger. There are a lot of significant differences in etiquette and culture for the negotiating parties. Not only inland negotiations but also cross-cultural negotiations deemed language arts to be an essential tool.
This paper is based on the language arts, from the angle of the negotiation culture, aiming to study on the culture of the language arts of negotiation between China and America. In writing this thesis, the author hopes that through the study of the culture between China and America, it can promote the communication and development between China and America. The thesis is divided into five parts: The first part introduces the background and the significance of the research of this paper. The second part explains the theoretical background of the paper. The third part introduces the culture difference between China and America. The forth part discusses the value of bargaining language arts transmission. The last part is the conclusion of this paper. 

Keywords: business negotiations; bargaining; language arts; culture difference; Sino-US; cross-culture

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