商务谈判论文英文

商务谈判论文英文（精选8篇）

商务谈判论文英文篇1

It seems that your company is not sincere to make the business with us, considering your good production equipment and technical levels, we can accept 15 Yuan each one.This is much higher than the international level.我方15元/只的价格已不算低，贵方也已了解，有几家其他公司也正在和我公司进行洽谈，如果贵公司的诚意不够，恐怕我们之间的合作将难以继续。（黑脸）贵公司也了解我公司的国际知名度，如果贵公司有诚意，我公司也愿意和贵公司建立长期合作的关系，在订单数量上贵公司完全不用担心。（白脸）

The price, 15 Yuan each one can not be considered low.As you know, other firms are also interested in this order.If you are not sincere to make the business with us, I’m afraid that the cooperation between us can hardly continue.Our company enjoys a good international reputation.If you are sincere, we are willing to establish a long-term cooperative relationship with you.This is nothing to be worried about the quantity of order.在样品方面，贵公司肯定要符合我方的要求，我公司才予接受，但是，在价格方面，贵方还须做出让步才行。

The sample must in accordance with our requirements, but the price, I think you need to make a concession.我方有点怀疑贵方的诚意，贵方的要求完全不考虑我方的资金压力问题。

商务谈判论文英文篇2

With the rapid development of our national economy and deepening of the reform and opening up policy to the outside, communication with foreign countries and multinational companies becomes frequent, which makes cross-cultural business negotiation more and more popular.“Win-win”is the ideal aim of everyone.The language arts play the most important role in the life.In order to reach an agreement which will benefit two parties or even more sides, the negotiator should be good at language skills.Language is a great source of power, whether every negotiation is large or small, important or trivial;it is your spoken words-language arts that will ultimately be the factor that determines whether or not you accomplish your negotiation with success.There are some skills in language arts that should be paid attention.People would like to discuss some important aspects of using language in business negotiation.The arguments are as follows:using language arts on business negotiation makes the negotiation successful.This article will mainly focus on three parts regarding language arts on business negotiation, that is, the use of humor words, euphemism and proverbs.Humor words will help the negotiator create a peaceful climate and break“dead lock”;Euphemism is the key point to establish good relationship with the business partner.And Proverb, which not only shows the generosity of negotiator, but also attracts others’attention.Proverb works in every business negotiation, and negotiation always benefits those who is accomplished in using language arts.

2 Role of Language in Negotiations

The role of language is very important in business negotia tions.Clear-organized narrative, clear-cut proposition, sufficien argument language expression can help to gain the convince so a to reach the consensus of both parties.

2.1 Completion and accuracy

The first thing of both sides of negotiation is to speak clearly accurately and objectively.Negotiators must be accord with the truth when talking about the enterprise’s products, financial statu and so on.Negotiators do not exaggerate so that the other party may feel the sincerity.Negotiators have to present the intention and pur pose briefly and to the point, and have a definite object at the same time.Generally, business negotiations always last for a long time Negotiators just discuss about three to five projects and issues a the meeting because the human brain memory is limited.They need a few meetings to discuss about all the issues and projects People can only remember some key discussion content in a limit ed period of negotiation time.Negotiator is required to have excel lent logical expressive ability and careful thinking.In the proces of communication with the other party, negotiators have to be objec tive.If the negotiators do not speak around the main issue, and use a windbag, vague language to express his attention and purpose in the process of business negotiation, the other side would feel lost and confused.And the negotiator will leave an impression of speaking big words to them.The insincerity performance will cause an obstacle to the negotiation.

2.2 Persuasions to the other party

People often say that business negotiation is actually hardship war.But even the most powerful opponent will have his own weakness.In fact business negotiation is a process of persuading each other to reach an agreement.It is a kind of very effective means to get a favorable result in the process of negotiation.The opponent persuades and convinces the other party through art language expression.To get a satisfied result is the wish of both sides and wants to achieve in the process of negotiations, and it is also very hard to reach such kind of results in the negotiation at the same time.If the negotiators want to persuade the rivals in business negotiations have to listen to the other parties’requirements and ideas in the first place.It is necessary to find the point which both sides can accept.The negotiator has to describe the opinion and put forward questions and explain each other’s doubts.The negotiators have to find the reasonable arguments to communicate with the other party when the two sides have different points of view.Only through these various kinds of use of language that could change the other party’s original opinion and the other party could accept views and opinions whole-heartedly.In the process of negotiations, both sides always conflict with each other for their own respective interests and sakes.But it is an ever-changing situation in the process of negotiations.So it requires people to analyze the function of using the art of language according to different kind of particular case.Only by using different kind of language skills correctly, can the two parties reach agreement in the process of negotiations.Sometimes one also has to consider other party’s interest so as to get a win-win situation in the end.

2.3 Great atmospheres under control

Almost all business negotiations are carried out in a certain kind of atmosphere so the negotiation atmosphere will affect the negotiator's emotions and behavior.A good negotiator should be able to control the atmosphere of negotiations.Reasonable and proper use of language skills could help to ease the atmosphere of negotiations.It is a very important means to ease the tension between the two sides.It is a very important means to use language skills reasonable and proper to adjust and ease the atmosphere of negotiations.At the beginning of commercial negotiations, negotiators should use language skills actively to create harmonious and heated atmosphere in the process of negotiations.A good negotiator will find some interesting things to talk about to eliminate the other party’s tension, and also win each other's favor at the beginning of the negotiation at the same time.It is helpful for the negotiator to relieve the atmosphere of negotiations timely in the process of negotiation.The negotiator could tell some jokes to eliminate the tension so as to get closer to the other party.The negotiator needs to use some appropriate language to dissolve the problem when negotiations cross into a crisis.The negotiator has to ease the tension in negotiations for both sides to go back to the negotiations.

3 The Principles of Applying the Language Skills in Negotiations

Any kind of successful negotiations are the result of using splendid language in the process of negotiations.The art of using language could help both sides to reach an agreement which benefit them all.The negotiator can take advantage of language to win the initiative in the process of negotiation if grasps the principle of using language skills in negotiations.

3.1 Targeted languages in negotiations

The negotiators need to express their wishes and requirements accurately.The language of negotiations should be targeted.When faced with different kind of negotiation content, occasion and negotiation opponent, and negotiator has to use the specific language to improve the chance of success in negotiations.Negotiator should fully consider his opponents’character, emotion, habits, culture and their special interests in negotiate process.Negotiator is required to make use of the targeted language properly and have a definite object.Negotiator has to avoid using ambiguity, blurring and repeating language in their expressions, which may probably cause offence and misunderstanding.And even worse, it will degrade the speaker’s status and lose dignity at the same time.

3.2 Mild and indirect expression in negotiations

Euphemism is defined as:"Euphemism is a good or favorable interpretation of a bad word".Stokes and Hartman compiled the"Language and Linguistics Dictionary"to the Euphemism is defined as:"Euphemism:with a not-ming, and be able to make people happy, or ambiguous statement, instead of with the unpleasant meaning or lack of respect for the way of expression."Euphemism literally means"use of pleasant, mild or indirect words or phrases in place of more accurate or direct ones.The Random House College Dictionary (1979) the euphemism is defined as:the substitution of a mild, indirect, or vague expression for one thought to be offensive, harsh or blunt, American scholar Hugh Rawson said:Euphemism so deeply infiltrated our language, as well as no one among us—even those self-proclaimed straight people—can not use euphemisms the case had finished a day.It is hard for a person to accept the stiff way of expression of their opinions and feeling.So negotiators should try to use tactful language with the acceptable manner to put forward their views so as to be accepted easily by the other party in negotiations.In addition, negotiators have to try to put their own opinions with tactful way to transfer into the other side’s opinions in the process of negotiation.This can increase the persuasive power of party by oneself.At the same time, the other party will feel the sense of being respected;hence it is more likely to reach an agreement.British writer George Blunt was during the century from sixteenth to eighteenth.

3.3 Flexible expression in negotiations

Sometimes negotiations are always changeable and unpredictable.Negotiators have to make calmly and scientific decision to handle some unexpected circumstances in the process of negotiations by using flexible expressions.It is very important to grasp the flexibility of language and improve the negotiation strain capacity in negotiations.This kind of flexible language strains capacity general associated with the emergency means of dealing with the situation.It can help negotiators out of the difficult situation and turn the crisis into opportunities in the process of negotiations cleverly.For instance, when the opponent forces to make a choice right away, if responses:"let us think again"or“it is difficult to settle down temporary“such kind of sentence and so on.Then the one side will give the other side an image of lacking own dependent ideas to our performance.And people also could choose another way to deal with this situation.At this time, the other party negotiators can look at the clock and then politely tell the other side of party:"I'm terribly sorry, it is ten o'clock right now, but I agreed with a friend on the phone, please give me five minutes to talk with him."We have won five minutes of thinking through this method.So it is very important to grasp the flexibility of language in the negotiations.

4 The Using of Language Skills in Negotiations

4.1 Ask and answer skills in negotiation

First of all, the questions which required paying attention to the following points:first, the questioner has to be prepared for the problems beforehand.The questioner has to summarize and put forward for the problems with the most refined language.The questioner should take account of the other party’s reaction.Second, the negotiator has to select the appropriate way to ask questions.The negotiator has to choose the suitable manners according to the atmosphere of negotiations.People who are good at negotiation can lead the other side to change their ideas so as to control the direction of negotiations.Third, master the appropriate time to ask question could help negotiations to go on smoothly.Fourth, grasp of the attitude of putting forward the questions.Negotiator has to ask questions with a gentle and polite attitude, and that will make the other side, feel the sincerity of the speaker.Negotiator has to wait for the other side to answer.Always avoid arguments with the other party.Sometimes answering questions is more important than asking question.Therefore, the"answer"should be particular with the skills in the process of negotiations.It mainly has the following points:first, master the speed of answering questions.Negotiators have to leave some time for the other party.Negotiators determine their own mode and range to answer questions only after understanding the real intention of each other.To answer the other side’s doubts after careful consider and forecast the other party's attitude and reaction after knowing our own answers.Second, to answer the question to be reserved and do not answer it completely.Third, if you did not have a very clear map in your mind not to answer the question right away.Negotiators can not answer the other side’s problems in a rush without understand the other side’s problem completely.It is very easy to fall into the trap of other party if the answer the other side’s problems in a rush.The party answer the other side’s problems with rush may say things that should not speak about to cause needless loss.The fourth, don’t give the exact answer to other side’s problem.People often encounter with some problems which are not convenient to give a definite reply at once.At last, be careful not to answer the question if no one mentions it.It is unwise to leave the opportunity for the other side to go on asking for the answers.Don't abuse the words of"no comment"and so on.

4.2 The using of other language skills

In the process of different negotiations, it needs great attention to the using of other skills of language to take the advantage and function of language in the process of negotiations better.

4.2.1 Feasibility and accelerating

Our side could put forward to our claim or offer in the formal negotiations if we are well-prepared for talks.Smart use of proposal can play a valuable role in the process.Generally speaking, proposals and suggestions should use the declarative and interrogative sentences to express.They do not allow using self-centered sentence and have to notice that the tone of sentence should take other party’s interest into consideration.There are two ways to make a suggestion.They are exploratory proposal and conditional offer.Exploratory proposal can induce the other party's reaction.It can determine the purpose of the other’s attitude through further expressions.But conditional offer is easy to win the initiative in negotiations.It should keep in mind that the first proposal not has the using of conditional offer better.The wise way is to use exploratory proposal at first to understand the other party’s real attention.Then put forward to the conditions or proposal which is benefit to the side to accelerate the essence of negotiations.A feasibility study is an evaluation and analysis of the potential of the proposed project which is based on extensive investigation and research to give full comfort to the decisions makers.Feasibility studies aim to objectively and rationally uncover the strengths and weaknesses of an existing business or proposed venture, opportunities and threats as presented by the environment, the resources required to carry through, and ultimately the prospects for success.In its simplest terms, the two criteria to judge feasibility are cost required and value to be attained.As such, a well-designed feasibility study should provide a historical background of the business or project, description of the product or service, accounting statements, details of the operations and management, marketing research and policies, financial data, legal requirements and tax obligations.Generally, feasibility studies precede technical development and project implementation.

4.2.2 The Fuzziness of language

Fuzziness as well as accuracy is the objective attributes of human natural language and natural phenomena.The British philosopher Russell said that every word more or less had a vague semantics.And American philosopher Black has a similar assertion:"fuzziness clearly refers to the fuzzy symbol represented by this series of objective nature.”And vagueness of the language is borrowed from mathematics, which refers to language unit does not have a well defined border.For example, it is difficult to define boundary between"stone"and"rock"in English.The situation of gradual change from A to B has been referred to as"gradient slope"or"grandniece”.The so-called fuzzy language does not mean the language is vague and ambiguous, which causes misleading language.On the contrary, it takes advantage of the vagueness of semantics to accurately reflect the vague concept of life. (丁建忠, 2003)

There is no absolute invariable thing in the world.So it is very important to learn to use fuzzy language.Negotiators proceed or step back freely and handle a butcher's cleaver skill fully by using the fuzzy language in the process of negotiations.The use of fuzzy language can also avoid premature exposure our side’s will and strength.Sometimes the negotiators could not make an accurate judgment immediately for some complicated or unexpected situation.The negotiators can also use fuzzy language to give more elastic answer at this time so as to win more time to make the counter measures for the next step.Using fuzzy language is considerable flexibility.The style of fuzzy language will not make the other side unhappy;instead, it can occupy the initiative in some sudden cases.

4.2.3 Humorous language

Humor, as a part of our life, is a complex dynamic system.In a boarder sense, humor is reflected in all aspects of our social life.In a narrower sense, humor often reveals the general weaknesses of the ordinary person but, with humor, what would offend or cause pity in real life can be ridiculous without harm, since the audience laugh not at a real person but a character who typifies ugliness or baseness.Moreover, humor has its soothing power.It instantly takes us away even if for moments from our troubles and makes them easier to bear and it gives us power and a new perspective.This way we gain a chance to relax our nerves, to readjust our attitudes towards our life and even to ourselves.The close relation between language and logic forms the root of the interaction between humor and logic.The question of the relationship between language and thought has haunted the philosophers ever since the time of ancient Greece and has been a challenge to linguists, psychologists and anthropologists alike.The view that language is the material appearance of thought and thoughts are expressed in a mental language dates back to the time of Plato.It is commonly acknowledged that a speaker's real intention can be known through his own language.There must be some logical principles to guide the expression in each discourse.Logical inconsistency is a key element of humor leading to a laugh. (张国良, 2009)

In the process of negotiations, it is hard to avoid the controversy and deadlock situation.In the heated time, humorous language can often make the strange atmosphere relief down in a moment.Therefore, humorous language could make people relaxed, trailing in low pressure in tension full of fatigue working environment.In the negotiation, if negotiators can use humorous language to break the deadlock or suggestions, then both sides of negotiations can think about each other's advice in a cheerful state of mind.It is good for the both side to reach an agreement. (Stephen Ashcroft, 2004:229-233.)

4.2.4 Silent in the language

The reasonably and properly using of the silent language can often produce a very good effect during the negotiations.The negotiator could use silent language such as posture, gestures, body language, eye-contact, the expression, pronunciation organs and so on to express their opinions and ideas.Sometimes silence and body language is one of the most powerful means of communication, and even more powerful than verbal language.Non-verbal language is quite common is people’s daily communications, as well as in business communications.With cultural differences being considered, it is great to have some similarities in the silence and body language.People can often be wrong about each other, so it is an amazing thing that we should understand each other as well as we do.Not all cultures greet with each other in the same way, nor are they comfortable in the same way with touching or distance between others.Using silence and body language can always get unexpected good results during the negotiations.Noticing the signals that people send out with their language of silence is a very useful social skill.Some people can read it naturally and some of us are notoriously oblivious.Fortunately, you can learn to read body language with a little extra attentiveness, , and with enough practice it'll become second nature.And it is very helpful to know other party’s attention so as to reach an agreement in the negotiation.

5 Conclusion

As it is previously illustrated, apart from professional knowledge demanded by negotiations, the art and principles of language strategy determine the success of a negotiation.In different stages of negotiating, negotiator has to use different kind of language to grasp the rhythm of negotiations and the effect of progress.Business negotiations are fierce competition which both sides fully display their wisdom and skills to gain more interest and benefits.The result of negotiation directly affects the mutual development and economic benefits of enterprises.Therefore, the result of negotiation is particularly important for both parties.For each negotiator, the basic win-win principle is the ultimate goal.

摘要：As the global economy communication become more and more frequent, business negotiation also become more fre quent than before and the role of business negotiation is becoming more and more prominent.The global business communica tion becomes more and more frequent which attaches great importance to business negotiation. (People who engaged in business trade or business cooperation are familiar with the business negotiation.) That requires interpreters in the business world to be re ally skillful in their business communications.The commercial trade and the commercial cooperation are mostly reached through different kinds of negotiations.In the process of negotiations, the participants communicate with language to clarify their own in terests, thus come to an agreement at last.Language is the link of several parties in negotiations, which may play an important role in the success of negotiations.It will make us get twice the result with half the effort if we are able to size up the situation and to use it reasonable.The language directly affects the success of business negotiations.So it is necessary for business people to study and master the language skills.The decision-making of enterprise is not only have to master the professional knowledge which re lated with negotiation, but also have to possess a solid language foundation and good basic language skills if want to obtain the success in the business negotiations.Interpreters’successful commercial negotiations are the art result of both sides splendid utili zation language in the process of business negotiations.Enterprise executives should not only have a good command of profession al knowledge, but also need to be equipped with good communicative ability, because no successful negotiations can be done without positive attitudes and favorable intercommunications.

参考文献

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商务谈判论文英文篇3

具体来说，英文商务电子邮件的主体段应具备两大特征：统一性和连贯性。统一性包括如下三点：①主体段中的每一段应围绕一个要点展开叙述；②每一段的内容必须完整，独立成体；③主体段的不同要点之间应存在内在的统一性，围绕同一个大主题展开叙述。连贯性是指主体段中的段与段之间以及句与句之间应该连贯、顺畅。下面我们通过相应的案例来阐述和分析这两大特征。

统一性

我们通过下面的案例来分析如何实现英文商务电子邮件主体段的统一性。

案例1

The main line of our business is air-conditioners export. Would you please give me the name of your bank? Illustrated catalogues and pricelists will be airmailed at your request.

分析

上述这段话为一封商务电子邮件的主体段。邮件撰写人为某外贸公司的业务员，写这封邮件的主要目的是想和对方公司建立业务联系。

这一主体段存在一个很突出的问题：将三个不同的要点堆在了一个段落中，而且这三个要点之间没有统一的主题，导致收件人读起来很费解。如上文所述，邮件主体段的正确写法是每一段只包含一个要点，且不同的要点之间应存在内在的联系，以实现内容上的统一。就上述这一主体段而言，虽然三个句子在阐述不同的要点，但实际上三者之间存在一个内在的联系，即与对方公司建立业务联系。因此，我们可以将上述的内容略作扩展，通过添加适当的语句来实现不同要点之间的统一性。我们来看修改后的邮件主体段。

修改后的主体段

Our bank has informed us that you need an air-conditioner supplier. As our main line is exporting air-conditioners, we cordially propose that we become partners.

If you agree, please send us your bank’s name so we can better know your company.

We will send you our illustrated catalogue and pricelist as soon as we receive your enquiry.

连贯性

我们同样通过一个案例来分析如何实现英文商务电子邮件主体段的连贯性。

案例2

I’m very glad to inform you that the 75 hopper railway cars supplied by your company are estimated to arrive at Destination Puerto Ordaz in December. So may I have the pleasure to invite you to our company located at Puerto Ordaz, Estado Bolivar? We will hold a celebration ritual of 75 hopper railway cars. In the past two years, we had a very satisfying cooperation, and we look forward to developing future business with you. We hope you could come to Puerto Ordaz on December 3rd.

分析

上述这段话为一封电子邮件的主体段，邮件撰写人为某外企的客户经理。他写这封邮件的目的是邀请对方参加庆祝典礼。

这一主体段主要存在两大问题：①将所有的内容用一个段落阐述，增加了收件人阅读和理解的难度。②句与句之间不够连贯、顺畅。该主体段首先说明火车车厢预计于12月到达目的地，接着便向对方提出邀请，然后才说明邀请的理由。这三个要点之间的逻辑关系没有把握好，导致语义不是很连贯。那么，如何在写作主体段时做到行文连贯呢？我们可以从确保语义连贯、使用替代词和连接词以及省略等方面多下工夫。下面我们就针对这几个方面一一分析。

1. 确保语义连贯

语义连贯指的是句与句之间以及段与段之间应该衔接紧密、逻辑清晰。也就是说，后文应该围绕前文展开叙述，后文内容可以在前文内容中找到线索，这样收件人读起来才不会有跳跃感和突兀感。例如上述案例中的第二句话与第一句话之间的语义就不连贯，让人读起来感觉有点莫名其妙：第一句话并不是第二句话的原因，何来的“so”呢？到底为什么要向对方提出邀请呢？读到下文才明白，原来邀请的原因是“We will hold a celebration ritual of 75 hopper railway cars”。大家需要明白的是，一封正式的商务电子邮件不是悬疑小说，不应该让收件人带着疑问去读下文。就案例2而言，如果将案例中的第二句话和第三句话中想表达的内容调换一下顺序，语义就会顺畅很多：“We are planning to hold a celebration ceremony for the arrival of the 75 hopper railway cars in our company in Puerto Ordaz, Estado Bolivar on Dec. 3rd, 2011. Therefore, we would like to invite you to attend this ceremony on that day.”

2. 使用替代词

英文写作切忌重复，英文商务电子邮件也是如此。为了确保文章语意连贯、表达简洁，英文中常用it、one、ones、that、those等替代词来替代上文已经出现过的名词。我们先来看一封邮件中的主体段。

Thank you for the copy of your new book, Guide to Business Writing, which you sent me last week.

The book turns out to be just the book I needed! The book is full of useful information and I’m sure I will be consulting the book a lot in the future when I have to write letters and reports in English.

这一段的内容中重复出现了the book，致使句与句之间的衔接非常别扭，读起来有断断续续的感觉。因为第一段中已经提到book，所以下文中出现的the book完全可以用it来替代，这样行文就会顺畅得多。

但同时要强调的一点是，我们在撰写邮件时，尽量不要在邮件的开头部分出现he、she、it、this等代词。因为收件人的思路可能与你的思路不同，代词太多会让他们感到很迷惑。例如笔者曾见过这样的邮件开头：“I know you want to talk about it, but I am tied up in meetings all day.”这句话中的it出现在开头，指代不明，容易让人困惑，因此作者应将it所指代的具体内容表述出来，例如：“I know you want to talk about the proposal, but I am tied up in meetings all day.”

3. 使用连接词

使用连接词也是增强句与句之间以及段与段之间连贯性的常用方法。这些连接词主要包括副词、连词、介词短语等。以下为一些常用的连接词。

◆ 表递进：in addition、moreover、what’s more、besides、also等；

◆ 表转折：although、nevertheless、however等；

◆ 表对比：in contrast、on the contrary等；

◆ 表强调：above all、especially、most importantly等；

◆ 表举例：for example、for instance等；

◆ 表结果：as a result、because of this、for this reason、hence、therefore等；

◆ 表总结：to sum up、finally、in a word等；

◆ 表时间：at present、in the future、meanwhile、recently、shortly、when等。

4. 省略

上文提到，撰写邮件时应尽量避免重复。除了可以使用代词外，省略也是避免重复的重要方式。例如，如果两个并列的谓语动词拥有相同的宾语，为了避免重复，要省略掉其中一个宾语。我们一起来对比下面两个句子。

1.Please sign one copy of the Sales Confirmation and return this copy for our file.

2.Please sign and return one copy of the Sales Confirmation for our file.

很显然，第二个句子比第一个读起来更为连贯、简练。

通过对上述四种方式的介绍，相信读者已经对如何增强段落连贯性有所了解。下面笔者提供上述案例2的修改版本，以供读者参考。

修改后的主体段

We are very pleased to inform you that the 75 hopper railway cars supplied by your company are estimated to arrive at the destination, Puerto Ordaz, in December. We are planning to hold a celebration ceremony for the arrival of the 75 hopper railway cars in our company in Puerto Ordaz, Estado Bolivar on Dec. 3rd, 2011. Therefore, we would like to invite you to attend this ceremony on that day.

We consider your participation in this ceremony to be vital, as you are one of our major suppliers. Over the past two years, we have enjoyed a very satisfactory cooperation, and we sincerely wish to develop further business with you.

We look forward to seeing you in Puerto Ordaz on Dec. 3rd.

Several weeks after a young man had been hired, he was called into the personnel director’s office.

“What is the meaning of this?” the director asked. “When you applied for the job, you told us you had five years’ experience. Now we discover this is the first job you ever held.”

商务谈判论文英文篇4

错误!未知的用户属性名称。 错误!未知的用户属性名称。, 错误!未知的用户属性名称。错误!未知的用户

属性名称。

电话: 错误!未知的用户属性名称。 传真: 错误!未知的用户属性名称。 电子邮件: 错误!未知的用户属性

名称。[李]

目标

此区域可用来提供您希望读者采取之下一步骤的清楚指示。可能是您要他们拨打的电话号码、希望他们造访的网站，或是希望他们填写的资讯。无论如何，这份资讯应该要清楚、简短并能提供读者继续往下阅读的动机。

经验

公司 [插入日期]

教育程度

公司 [插入日期]

技能

英文商务询价邮件篇5

Dear Liu,I have received your letter and I am interested in the project you mentioned.It is my honor to help you and I hope you will satisfied with my service.The quota which you provided has been sent to our factory and we need their reply to decide whether we can provide the product you wanted.Any question please feel free to contact with me.Yours faithfully

Cindy

英文商务问候信函篇6

teacher, hello:

I am your student, DAISY. you have now returned to Spain? This is my mailbox: *hoped that you later will again come China to play. you should see Olympic Games, also hoped that your motherland made the progress. is good, this time speaks of here. Simultaneously anticipates your reply. wishes your good luck.

your student: DAISY

商务谈判论文英文篇7

Scholars from the fields of anthropology,psychology,philosophy,culturology,and communication have done numerous studies on face and facework,such as Goffman,Brown,Levinson and Chinese scholar Lin Yutang and Hu Shi.Their findings provide us a useful tool to better understand the complex cultural phenomenon and help people communicate effectively from different cultural background.But there have been few researches concerning the influence of face perceptions on intercultural business negotiation.

This thesis deals with the issue of face involved in Sino-US business negotiation,reveals the cultural root for differences between Chinese and American perspectives of face and the influence of face on negotiation and provides reference to Chinese and American negotiators to conduct business negotiations between the two countries.

1 Concepts about Face

Goffman is one of the earliest scholars to study face.Goffman defined face as"the positive social value a person effectively claims for himself by the line others assume he has taken during a particular contact.Face is an image of self delineated in terms of approved social attributes."

Brown&Levinson believe that face is the public self-image that every member wants to claim for himself.Face is something that is emotionally invested,and that can be lost,maintained,or enhanced,and must be constantly attended to in interaction.Brown&Levinson also believe that face is mutual.People save face in mutual cooperation.The preservation of face is in the interest of both sides of communication.

1.1 Face Perception in China

The unique characteristics of cultural values,norms and behavioral standards shaped to a large extent through Confucius'influences endow the concept of face with more complexity and multiplicity,which has all along been exerting great influence on Chinese social life.Lin Yutang(1936)then gave a specific and vivid description of face,which perhaps best reveals its significance and mystery for the Chinese.He argued,"Face cannot be translated or defined.It is like honor and is not honor.It cannot be purchased with money,and gives a man or a woman a material pride.It is hollow and is what a man or a woman die for.It is invisible and yet by definition exists by being shown to the public."

1.2 Face Perception in the United States

Chinese culture is a typical Oriental culture while American culture is a typical Western culture.The face in the United States differs from that in China.The three characteristics of face outlined by Lusting and Koester(1999)are very useful for us to understand the face in the United States.

First,face is social.Face therefore refers to the public or social image of an individual that is held by others.Face,then,always occurs in a relational setting.Second,face is an impression,which may or may not be shared by all,that may differ from a person's self-image.To maintain face,people want others to act toward them with respect,regardless of their"real"thoughts and impressions Third,face refers only to the favorable social attributes that people want others to acknowledge.

These findings more or less show the implication and significance of face in the United States.

2 Influence on Negotiation

Chinese and Americans have different perspectives of face.In business negotiations,Chinese and Americans have different understandings of face and degrees of concern with face.Therefore face has different influence on the negotiations among Chinese and Americans.

Chinese care more about face than Americans.In the US,mos people do not worry about face.Only a small number of people are relatively concerned with face.However,the degree to which they are concerned with face is far less than that of Chinese.In negotiations,Americans like publicly stating their opinions and open debate.The purpose of the debate is to promote the frank and sincere exchange of opinions.It does not hurt anyone no matter who is more persuasive or who is in a passive position.Face of the two sides is not considered in this respect.

Chinese pay more attention to collective face while Americans pay more attention to individual face.In China,individuals belong to a certain collective.Chinese have strong collective spirit.They work for collective goals and interests.Collective interests are above individual interests.When decisions are made,often an individual who is responsible,but a group is taking the responsibility So in China,as an individual has face,a collective also has face which is even more important than an individual's face.A negotiator needs not only protect his own face at the negotiation table,bu also the face of the company he represents.If he loses face because of his inappropriate words or acts,then his company's face is also damaged.Americans are different.They have strong individualistic values,stressing individual role and value.Decisions in the US often come from an individual with high speed and efficiency.The responsibility is also shouldered by an individual.

Chinese are concerned more with other face and mutual face while Americans are concerned more with self face.In Chinese people's view,face is mutual.Chinese proverb says,"If a person gives me one chi of respect,I will give him one zhang(equaling 10 chi)o respect."Chinese believe that only when you give proper regard to others'face will there be good relationship between the two sides and harmonious atmosphere and will the other side protect your face.So in negotiation,Chinese pay much attention to keeping their counterparts'face.They do not let their counterparts lose face and consider their counterparts'face to be even more important than the face of themselves.They guarantee that their counterparts will enjoy due face so as to guarantee that their counterparts will also respect them and the negotiation will proceed harmoniously.Because of individualistic culture,Americans think more about themselves and less about others.Their concern with self face is greater than their concern with other face.When they negotiate with Chinese they often lack preservation of their counterparts'face and often offend Chinese without noticing.

In summary,Chinese and Americans understand face in different ways and are concerned with face to different degrees.This often creates misunderstandings and obstacles to Sino-US negotiation

3 Suggestions for Business Negotiation

3.1 Suggestions for Chinese Negotiators

Firstly,treat the other side with sincerity and accept debates and conflicts.Secondly,stress the efficiency of negotiation.Americans have a strong sense of time and have a tight negotiation schedule.Thirdly,show more confidence.Chinese often believe that modesty is a kind of virtue and reflects respect for others.Fourthly make clear your attitudes and state your requests straightforwardly.

3.2 Suggestions for American Negotiators

Firstly,reduce head-on criticisms of Chinese negotiators.Chinese seldom criticize the other side in negotiation.Secondly,pay attention to establishing a good relationship with the negotiating Counterparts.Thirdly,pay attention to giving the other side face while showing off oneself.Fourthly,pay attention to the strategies o refusing the other side.Chinese feel that refusing the other side bluntly can easily embarrass the other side and will adversely affec future negotiations.

4 Conclusion

This thesis is different from the usual practice that only discovering differences between these seemingly quite controversial countries,it attempts to give suggestions to business negotiators in China and the US.The findings,though limited,enhance the mutual understanding between these two nations,thus paving the way towardderstanding between these two nations,thus paving the way towarmore positive,effective,and smooth business negotiations.

参考文献

[1] Goffman E.On Facework: An Analysis of Ritual Elements in Social Interaction. Psychiatry[M].Cambridge,UK:Cambridge University Press,1955.

[2] Brown.Penelope,Stephen C.Levinson.Questions and Politeness: Strategies in Social Interaction Cambridge[M].UK:Cambridge University Press,1987.

[3] Lin Yutang.My Country and My People[M].Singapore:Heinemann Asia,1977.

[4] Lustig M W,Koester J.Intercultural Competence: Interpersonal Communication across Cultures[M].third edition.New York,US: Addison Wesley Longman,Inc.,1999.

英文商务信函中被动语态的翻译篇8

关键词：英文商务信函;被动语态;翻译

一、被动语态的简要介绍

要探讨被动语态的相关知识，首先需要了解什么是主动语态，二者是相互对立但可以互相转化的。主动语态在我们日常生活中比较常见，主语就是动作的实施者，比如说，“某某干了什么”，“某某怎么样”之类的都是主动语态，其主要特征是主语与谓语之间是主动的关系。被动语态则与之相反，被动语态的主语往往是动作的承担着，在汉语中，被动语态常常用“被”、“让、“给”等被动词表示;在英语中，被动语态通常用“助动词be+动词的过去分词”表示，需要注意的是这里的动词指的是及物动词。

被动语态在英文中的使用较为广泛，有时在强调动作的承担者时，可以忽略动作的执行者一方，只翻译出被动的意思即可，有的时候句子虽然是被动语态，但又需要翻译成主动的意思，还有的时候某些特殊英文短语的翻译涉及被动的意思，总之，英文的翻译情况较多，需要进一步研究。

二、英文商务信函中被动语态功能及分类

1.英文商务信函中被动语态的功能。语言的力量相当强大，总体来说语言有三个方面的功能：首先，语言具有概念功能，即人类描述客观世界、人物经历、内心世界、事物情感等方面的功能;其次，语言具有语篇功能，这一功能主要指语言的连续性，是指人在说话时，不同的句子相互串联形成一个完整的语境的功能;最后，语言具有人际功能，是指语言具有人际交流，促进人际情感的功能。商务信函是进行商务交流与合作的重要手段，它贯穿于人际交往、合同建立、商务磋商、开展商务合作的全过程，是针对特定人群进行的有目的的活动。显而易见，商务信函书写的成功与否直接关系着企业之间商务合作的成败，因此，应该重视起来商务信函的写作，尤其注意英文商务信函中被动语态的使用。被动语态的使用在英文商务信函中主要有以下几种好处：其一，被动语态的使用可以使整封信函显得更加简洁明了，缩减了不必要的主语后，使得信函内容和目的一目了然，既节约了阅读的时间又给人一种雷厉风行的感觉;其二，被动语态的使用使语言表达更加委婉含蓄，显得对方更加文明礼貌，能够使阅读人心情愉畅，加大了合作的成功率;其三，被动语态的使用能够使语言更加客观有力，缺少主观色彩后，文章显得更为中立，这正符合商务交往的原则。

2.英文商务信函中被动语态的分类。要掌握英文商务信函中被动语态的翻译，首先需要了解商务信函中被动语态的分类。大部分英文中的被动形式都是由be动词加上动词的ed形式构成，具体到英文商务信函中，我们需要对其进行仔细分类。

第一类，有实施者的被动语态。这种被动语态的形式为：动作承受者+be动词+及物动词的过去分词+by+实施者。这种形式的被动语态拥有完整的主语与状语，动作的双方完整，翻译后的语意完整，逻辑关系明确。

第二类，无实施者的被动。这种被动语态在英文中十分常见，尤其是在商务信函中。在商务英语的写作中经常省略动作的实施方，这样做的原因一是因为不愿意或者没有必要点出施加方;二是因为在上下文语境中可以得出，无需再次点明;三是委婉含蓄的一种表达形式。

第三类，英文中的固定搭配。在商务英语中形式主语it引导的从句使用广泛，这样做的好处是翻译出来更显严肃客观，重点突出。

三、英文商务信函中被动语态的翻译

1.变被动为主动。通过以上的分析可知，被动语态在英文写作中所占比重相当大，达到文章中五成以上的篇幅。如此之多的被动语态相连，显然对句子的翻译提出较高的要求。在翻译句子时，尤其是在翻译英文商务信函中的内容时，需要注意文章上下文的联系，不能将每句话割立开来翻译，而是要结合上下文的语境和内容，适当的转变主被动的翻译形式，即将部分被动语态的句子翻译成主动形式。这样做的原因有二：

其一，中文与英文在语法上有明显差异，中国人在正式场合说话或者演讲往往采用主动形式，强调谁干了什么，谁要怎么做等等，因此，将英文商务信函翻译成中文时，需要结果中国人说话和阅读的习惯，适时的转变翻译形式，变被动为主动。

其二，翻译要讲变通。翻译时需要结合语境进行翻译，例如几个被动语态的句子连在一起时，它们的翻译就不能简单的当成几个被动句的叠加，否则，会给听众一种生硬生涩的感觉，而应该有所省略、有所添加才好。

2.善用谦辞、敬辞。信函写的好与坏、翻译的优与劣直接关系着双方合作的成与败，因此，商务信函不仅要写得适当得体，而且也要翻译得恰如其分，过度张扬与过度平庸都会产生事与愿违的后果。

想要把英文商务信函翻译得好，首先需要了解商务信函的性质。所谓商务信函是指商务来往中的一部分，涉及双方利益且事态较大，因此，无论是求人办事还是平级协商都需要体现出谦逊、礼貌的态度。众所周知，汉语中善用谦辞与敬辞，尤其是在书信来往中，为了表现的更为礼貌、谦逊，常要借助谦辞、敬辞来委婉的表达观点。因此，在英文商务信函的翻译中可以运用这一点将称呼、观点表达的更为含蓄，使对方能够体会到来信方的诚意，进而促成合作，赢得双方的共赢。

3.注意调整语序，保证句子流畅。由于英文与中文的语法上有较大的差异，因此在表达同一意思的时候，两国表达的顺序可能有所不同，这就要求翻译员熟谙两国的用法差异，及时准确的调整句子顺序，做到翻译后的句子流畅、重点突出、层次分明，不能出现前后不搭、逻辑混乱的情况。这对翻译者提出了较大的挑战，要求其在翻译时不仅要看清當前翻译的句子，更要联系前后句，选择更为恰当的表达方式。

四、结语

如今，国家与国家之间的交往日益频繁，国际合作不断加强，商务信函的翻译是达成两国之间合作关系的桥梁和纽带，因此，无论是国家还是企业都应该引起十足的重视，规范好英文商务信函的翻译工作，使之在国际合作、企业发展进程中发挥出应有的价值。

参考文献：

[1] 彭萍.商务文本翻译尺度的探讨[J].上海科技翻译， 2011，（1）：108- 109.

[2] 张景丰.国际商务英语信函的文体特点及翻译[J].河南机电高等专科学校学报，2011，（9）： 106- 108.

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