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1、Anhui Vocational & Technical College of Industry & Trade毕 业 论 文涉外商务的沟通技巧The Communication skills of foreign business所在系院： 外 国 语 系 专业班级： 2010级商务英语四班 学生学号： 学生姓名： 指导教师： 2012年5月28 日摘 要全球经济一体化进程的加快使各国之间的商务活动日益频繁,因此涉外商务沟通越来越发挥着举足轻重的作用。因为这是维持商务往来的必要条件，是商务谈判得以成功的前提基础，是经济贸易发展的必经之路，为了更好的在商务谈判中取得优胜的地位，我们必须了解和抓
2、住商务贸易沟通在商务谈判中的运用，因为一笔生意的达成，并不仅仅因为一方独天得厚的优势，沟通也占了很重要的一部分，很多的商务贸易失败的原因，都是因为没有很好的沟通造成的。为了使沟通顺利进行，避免沟通障碍，掌握正确的沟通技巧尤为重要。本文首先强调了涉外商务中沟通的重要性，其次分析了沟通中的障碍，最后总给出一些商务沟通技巧。关键词：涉外商务沟通；沟通障碍；沟通技巧AbstractWith the rapid development of global economic，business activities become more and more frequently in every count
3、ry. Foreign business communications play an important role in order to make the communication smooth and avoid the communication barriers. It is very significant for us to improve the communications skills. Because it is necessary, condition to maintain business contacts, the reasons for the failure
4、 of trade and commerce, because there is no cause of good communication.The success of business negotiation based on the preemies, is the only way of economic and trade development, in order that the better obtain a winning position in business negotiation, we must understanding and seizes the busin
5、ess and trade communication in business negotiations, because a reached the pen business, not just because of one single-day thick advantage, communication also accounted for a very important part of many portion. a lot of the reasons for the failure of trade and commerce, because there is no cause
6、of good communication This paper stress the importance of business communication and then discuss the barriers of communication. At least give some communication skills.Keywords: foreign business communication; communication barrier; communication skill Contents1 Introduction12 The importance of bus
7、iness communication22. 1 Question22.2 The use of selective questioning approached32.3 Used of the compliment of expression32.4 The answer32.5 The language use of euphemistic43 Communication barriers64 Foreign business communication skills74.1 Understand the communication object74.1.1 Understand thei
8、r concept of time74.1.2 The attitude of some local people74.1.3 Religious beliefs and taboos have to consider the matter74.2 Etiquette74.3 Manner of speaking84.4 The appropriate use of non-verbal94.5 Caused by the other party interested in104.6 Effective listening114.7 The problem of communication s
9、kills125 Conclusions136 References147 Thanks15 1 IntroductionAs China enters the WTO and economic globalization is accelerating, Chinas position in the international economy is increasing, and increasingly frequent economic and trade activities between the countries in the world. Foreign business sh
10、ows more and more important in the social, political, and economic life. Recent years, China has enormous progress in science and technology, economic interested, these are close lying related to the foreign business. It has brought to Chinas rapid develop Chinas growing, to continue moving forward.
11、 Foreign business at all times affected us, it is important to us. However, foreign business not able to separated from communication, effective communication will enable the smooth conduct of foreign business. Therefore, in the increasingly competitive in todays society, foreign business communicat
12、ion is particularly important communication skills is a top priority.2 The importance of business communicationUbiquitous coordination, couples need to communicate to coordinate business and happy families, parent-child relationship requires communication to discuss m It comes to interpersonal and c
13、ommunication skills, ubiquitous communication, maintains intimate relationships, parental relationship requires communication and understanding to make filial piety, the Executive needs through been consulted interaction consensus, subordinate relationship requires communication skills play a sustai
14、nable management of performance, colleagues, organizations, teams, industrial and commercial enterprises, ubiquitous communication, ubiquitous sales; to communicate effectively sell their ideas, ideas, values, etc. . This shows that interpersonal communication skills both and in individuals, familie
15、s, careers are closely related with the importance. Commercial activities is in international affairs is more and more frequent and increasingly prominent role in the interaction with the work, business negotiations. Business negotiation consultation to discuss activates that to the economic and tra
16、de cooperation by sides to reach, some kind of transaction or some kind of dispute. In such consultations, the two sides exchange conditions, including product quality, business reputation, and technological advantages, and other substantive factors played a leading role, but its external processes
17、and morphology, business negotiations, the negotiators of both sides use the language convey the point of view, the process of exchange of views. Therefore, the success of language use in business negotiations or not, the process and results of the negotiations play a decisive role. The following qu
18、estions and answers from the two terms 2. 1 QuestionThe question plays an important role in business negotiations. Questions which would help the collection of information, and guide negotiations trend, induced the other party to think about each others answers can also be relative to the formation
19、of an effective stimulus. Use of indirect question approaching. Indirect question makes the expression more polite, more courteous. In business negotiations, the question almost throughout the whole process of negotiations, most of the questions is to speak to people strive to obtain information ben
20、eficial to the speaker. In this way, Level of courtesy, ask questions more and more indirect expression of the more polite. 2.2 The use of selective questioning approachedBusiness in a shopping mall lounge coffee and tea, and the beginning of the waiter always asking a customer: Sir, a cup of coffee
21、? or Sir, you drink tea? Its sales were flat. Later, the boss asked the waiter to a different question is asking, Sir, a cup of coffee or tea? The results greatly increased its sales. The first asked the reason is that easy to get negative answers, and then choose, in most cases, the customer would
22、choose a. right way? Irrelevant questions, the relaxation of the nervous and cautious mood of the other. If you If you grasped the difficulty of the good questions. Just started to ask questions, it is best to choice other side easy question to answer, such as The holidays are a good time you? Such
23、as straight to the point raised the dilemma, is likely to scenes of rigid dispute heating up more losses than gains, so the easier issues first question. 2.3 Used of the compliment of expressionDifficult to grasp each others true intentions in the early stages of business negotiations, it is difficu
24、lt to come up with effective negotiation is difficult to have substantive progress in the priority is to understand each others true intentions. Speaking, from the Pragmatic Strategies through praise possible to detect each other negotiations intention to obtain the relevant information; from the ps
25、ychological strategy, praise can shorten the psychological distance of the negotiating parties, harmonious atmosphere of the talks is conducive to reach an agreement. However, the use of praise compliment the negotiations strategy, you need to note the following points: First, from the attitude shou
26、ld be sincere, to achieve appropriate scale, if too much touted, it will become a mockery. The way to respect the personality of negotiations on the other side, taking into account each others personal self-awareness. Third, the effect should pay attention to the response of the compliment. If the p
27、erson has a good response, again praise, gilding the lily; if the person seems indifferent or impatient, we should be in moderation.2.4 The answerFor the other party in the negotiation process, we sometimes inconvenient to the other transmission own information, unwilling to answer a number of issui
28、ng cannot be avoided. So clever response skills, not only conducive to negotiations proceed smoothly, but also active in the atmosphere of the talks！A futz languages. Vague language is generally divided into two forms of expression: one is used to reduce the extent of the true value or change relate
29、d to the scope, such as: point, almost, basically, and so on; another subjective judgment is used for speaker said words or indirectly, the words of some objective fact, such as: I am afraid, may be, for me, we guess, as far as I know. In business negotiations, some inconvenience to the other side o
30、f information transmitted or unwilling to answer the question, you can use these vague terms evasive, evasive, and solve the fuzzy response.2.5 The language use of euphemisticBusiness negotiations, although some words correctly, but the other party find it difficult to accept. If you rub off the edg
31、es of the speech, perhaps the other will be able to happy accepted from the emotional. For example, less no doubt, certainly, the inevitable the absolute nature of words in favor of In my opinion, perhaps, I estimate, and rejected the arguments of others, less No, no direct negation, you can find th
32、is matter, I do not have opinions, but I have to ask for instructions about leadership. Such as an excused, you can achieve special pragmatic effect.Use the subtle language of humor. Business negotiation process is also a quiz, language skills competition process, humor and subtle expression can not
33、 only pass the feelings, can also avoid the other side edge a tense situation in the buffer, you can set a good negotiator image. For example, in the negotiations each other or talk too frivolous, then, to be sure the other party is engaged in delaying tactics. If the answer frivolous questions or d
34、iscussion 11 on the other side of the trap, without reply, they will make themselves into the unjust, resulting in strained relations between the two sides. We can use humor subtle and the literary language so to respond to each other: thank you for this product so there is interested, I absolutely
35、want to immediate answer all your questions. According to my own arrangement, your mention of these details of the problem in my introduction of the process of commodity can be answer. I know you are busy, as long as you wait a few minutes after the introduction of your proposed then I did the issue
36、s involved, I can certainly save you a lot of time. Or You speak too fast please tell me, which in so many problems, you would first like to discuss which one? to create a favorable atmosphere for negotiations.What kind of means of negotiation, negotiation methods and negotiation principles to achie
37、ve win-win situation, which is the substance of pursuit of business negotiations. However in business negotiation the sides of the contact that communication and cooperation are the expression of language through repeated questions, the answer to achieve the ingenious application of language arts cr
38、eative solutions not only meet the needs of the interests of both sides, can also ease the dull atmosphere of the talks, the negotiating parties have a sense of relief, and conducive to negotiations carried out smoothly. Clever language arts for the negotiations to add weight play a multiplier effec
39、t. Effective communication can make all employees feel real happiness and performance of the communication.To strengthen internal communication, management and more light understanding of pine. Effective business communication allows employees to significantly improve performance, but also can enhan
40、ce the cohesion and competitiveness. To enhance the communication between enterprises can enhance each other and grasp each others needs, to find the interests of both sides to prepare for the signing. Effective business communication can also establish a good corporate image and establish reputatio
41、n.3 Communication barriersForeign business activities, business communication plays an important role, but due to lack of communication or miscommunications resulting in strained relations between employees, mistrust, mutual unity and organizational cohesion decreased operating efficiency to conside
42、r receiving reduce the phenomenon often. This phenomenon is to bring a crisis. In todays media coverage in every corner of the world, the era of 24-hour news coverage, once a company problem, outside media will exaggerate its severity, so that investors have lost confidence, the company into disrepu
43、te, suppliers and business partners to retreat, consumer persons and the public fear, enterprises will face subversion or even bankruptcy. Business activities, effective business communication, it is necessary to recognize the existence of communication barriers. Using incomprehensible jargon or tec
44、hnical terms and difficult to understand a foreign language or dialect, there are some ambiguous word or image to lose its own significance. Second, the use of fuzzy words. For example, the rapid and as soon as possible possible . Different people have different understandings of these words will br
45、ing misunderstanding. Third, the external environment will become an obstacle to communication, noisy environment, communicate with each other cannot concentrate, resulting in less listen or leakage listen. Fourth, during the communication, speed too fast, too much content, the recipient cannot timely understanding of the receiver. To communicate with the two sides by the restrictions on the level of cultural knowledge, language, the two sides t
