中文摘要：经济在持续的发展，谈判在不断的频繁，并且谈判需要借助语言才得以完成。语言在商务英语谈判中就相当于一个桥梁，具有重要的地位，因为双方要借助语言表达观点、交换想法、才能最终的说服对方。

语言贯穿于商务谈判的整个过程，语言既是一种工具又是一门艺术，商务谈判的语言是系统的也是有规律的有技巧的，掌握商务磋商技能在商务谈判中的应用在很大程度上影响谈判的成败，通过对商务谈判语言进行系统的研究，可以为从事商务英语谈判活动的人员提供理论基础，从而希望有效地指导商务谈判的进程。

本论文分为三章内容。第一章介绍了商务谈判中语言交际技能应用的意义；第二章介绍了商务谈判的语言技能；第三章介绍了语言交际技能在商务谈判中的应用。

关键词：商务谈判；语言技巧；应用

Contents

Abstract

中文摘要

I Introduction- 1 

II The Meaning of Language Communicative Skills in Business Negotiation- 2 

III The Language Skills in Business Negotiation- 3 

3.1 Effectively Dealing with Interpersonal Relationships in the Negotiation Process- 3 

3.2 A Complete and Accurate Statement of the Negotiator’s Intentions- 3 

3.3 Techniques of Language Expressions- 4 

3.4 Creating a Good Negotiation Environment- 5 

IV The Application of Language Communication Skills in Business Negotiation 7 

4.1 Principles for the Use of Language in Business Negotiation- 7 

4.1.1 The Principle of Equal Consultation- 7

4.1.2 Principle of Doing Things according to Law- 8 

4.1.3 Principle of Knowing Yourself as well as the Enemy- 8 

4.1.4 Principle of Mutually Beneficial- 9 

4.2 Mastering the Art of Asking and Answering Questions-10 

4.2.1 Paying Attention to the Time and Speed of Questions.- 10 

4.2.2 Considering the Problem- 11 

4.3 Handling the Deadlock in Negotiation- 11 

4.3.1 Listening to What Others Have to Say.- 12 

4.3.2 Dealing with the Deadlock- 13 

4.3.3 Striving for Maximum Results- 14 

Conclusion- 15 

References- 16 

Acknowledgements- 17