Abstract: With the deepening of economic globalization, China has witnessed its international trade developing by leaps and bounds. Currently, business negotiation has already become one the indispensable means of global trade. This paper introduces the related aspects of business negotiation from the macro perspective beginning with the introduction and brief analysis of principals of negotiation. Then negotiation styles are described on the different cultural background of various regions and areas in the world. Contrasted analyses are adopted to introduce the different negotiation styles of Western and Asian countries. Communication plays its indispensable part in the whole process of business negotiation. Among which described skills, asking skills and answering skills as well as persuasion skills are extremely essential. Therefore, a familiar and flexible application of these skills is rather important to the successful conclusion of business negotiation.
Key words: business negotiation; style; language skills
摘要: 随着经济全球化的进一步深化,中国的国际贸易日益发展。眼下，商务谈判已然成为全球贸易的必要手段之一。本文从宏观方面介绍了商务谈判的相关内容，从谈判的原则入手，简要介绍了谈判的基本原则。随之，针对不同地域的不同文化背景，本文对谈判风格加以阐述，介绍了欧美国家以及亚洲国家商人的谈判风格，并加以对比。整个商务谈判过程都离不开语言沟通，其中，阐述技巧、提问与回答技巧、说服技巧显得尤为重要。因此，熟练并灵活运用上述技巧对商务谈判的成功至关重要。
关键词：商务谈判 风格 语言技巧
In the business negotiations of many economic activities, the negotiating parties would close the deal through consultation and exchange a variety of conditions related to essential activities, which can promote agreement between the parties. Business negotiation is a mutual adjustment of interests of the people, and eventually establishes the common interests. Inappropriate negotiations skills will lead to trade conflicts. In business negotiations, rational use of language skills will not only express one's position accurately, but also relieve the psychological pressure to each other, particularly in the adverse circumstances, the use of reasonable language skills may possibly win out the negotiation. Language serves as the bridge in business negotiations, it often determines the success or failure of the negotiations, and the negotiating parties in the business negotiations should be proficient in language skills.
