商务英语谈判中的间接拒绝语用策略研究

第34卷第4期2017年4月

吉林化工学院学报

JOURNAL OF INSTIT1UTE OF CHEMICAL TECHNOLOGY

V〇1.34N〇.4

Apr.2017

文章编号：1007-2853 (2017) 04-0007-03

商务英语谈判中的间接拒绝语用策略研究

杨小敏

(滁州学院外国语学院，安徽滁州29000)

摘要：商务英语谈判中，谈判员在拒绝对方时经常使用间接拒绝语用策略,对威胁对方面子的拒绝言语 行为都会加以补救，尽量使自己的拒绝行为显得间接、含蓄，以维护谈判双方的面子，进而达到维护双方 友好协商氛围的目的。

关键词：商务英语谈判;间接拒绝;语用策略

中图分类号：H314 文献标志码：A DOI：10.16039/https://www.wendangku.net/doc/f516933265.html,22-1249.2017.04.003

拒绝是指说话人对对方的请求、邀请、建议或 提议等行为做出“不合作”的反应[1]，拒绝一般分 成直接拒绝与间接拒绝[2]。因拒绝所传递的信 息通常与对方的期待相反，说话者为考虑对方的 心理承受和面子，通常会采用某些策略来维持人 际关系的和谐[]。谈判过程是一个相互妥协、退 让的过程，拒绝行为不可避免。商务谈判中，谈判 员为了达成商务目的一般很少会不留情面地直接 拒绝对方，相反会采用各种间接拒绝策略。鉴于 此，笔者以Beebe等学者对间接拒绝语用策略的 分类为基础，尝试对商务英语谈判中的间接拒绝 语用策略进行探讨，以期丰富对拒绝言语行为的 应用研究，同时旨在更好地为国内从事商务英语 谈判人员提供语用策略指导。

一、间接拒绝语用策略

间接拒绝策略是说话人通过间接、委婉的方 式来表达拒绝的言外之意[4]。Beebe等学者以拒 绝言语行为语义成分分类为基础，将间接拒绝语 用策略分成12个子类[5]，具体分类如下：

1道歉（regret):表达歉意或遗憾。如“对不 起! ”;2.理由（reason):解释拒绝对方的原因。如 “我很想陪你一起去，但现在比较忙。”3.愿望 (wish):希望对方能按照自己的要求去做。如 “要是你能便宜一点就好了。”；4.替代(alternative):避免直接对抗，换一种方法代替。如“今天不行就明天吧。”；5.原则（principle):事 情按照一般惯例或通常情况进展。如“我们周末 一般都加班的。”；6.劝阻（dissuasion):通过批评、抱怨、指责、威胁产生不良后果等方式劝对方放 弃。如“这东西也不怎么样啊!”；7.设置条件

(condition):有条件的答应对方请求。如“陪你可 以，但是你得请客。”；8.承诺（prm ie):向对方许 下诺言。如“下次一定来。”；9?回避（avoidance):对对方所求之事不做正面回应。如“我们明天再 谈吧! ”；10.表面接受，实则拒绝（acceptance as a refusal):话语的字面意思是接受，言外之力却是 拒绝。如“方便的话一定去。”；11.部分接受(partial acceptance):部分接受对方的请求;如“酒 量有限，这杯酒只能喝一半了。”12.哲理（folk wis-dom): 运用民间智慧来说理。如“天机不可泄露!”。

二、商务英语谈判中的间接拒绝语用

策略

拒绝行为本质上是一种有伤面子的行为，因此，在商务英语谈判中，谈判员在拒绝对方时通常 会比较谨慎，尽量修饰（with redressive action)自己的拒绝行为，使自己的拒绝言语行为显得间接，因为言语行为越间接，礼貌值就越高，对双方的面 子损害就越低，越有利于谈判目标的达成[6]。请 看例（1):

收稿日期：2016-12-10

基金项目：外研社“大学外语教学科研项目”：商务话语的语用认知研究（2016112803);滁州学院教研项目：《大学英 语》微课的多模态认知构建与教学实践研究。

作者简介:杨小敏（1981-),男，安徽巢湖人，滁州学院讲师，硕士，主要从事语用学及认知语言学方面的研究。

商务英语谈判案例分析[1]1

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商务英语口语情景对话 大全 集团标准化办公室：[VV986T-J682P28-JP266L8-68PNN]

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英语谈判对话900句，商务洽谈英语对话，签订外贸合同英语对话 --- Such data is confidential. 这样的资料为机密资料。 --- I am not sure such data does exist. 我不确定是否有这样的资料存在。 --- It would depend on what is on the list. 这要看列表内容。 --- We need them urgently. 我们急需这些资料。 --- All right. I will send the information on a piecemeal basis as we acquire it. 好。我们收齐之后会立即寄给你。 --- I'd like to introduce you to our company. Is there anything in particular you'd lik e to know? 我将向你介绍我们的公司，你有什么特别想知道的吗？ --- I'd like to know some information about the current investment environment in y our country? 我想了解一下贵国的投资环境。 --- I'd like to know something about your foreign trade policy. 我非常想了解有关贵国对外贸易的政策。 --- It is said that a new policy is being put into practice in your foreign trade. 据说你们正在实施一种新的对外贸易政策。 --- Our foreign trade policy has always been based on equality and mutual benefit and exchange of needed goods. 我们的对外贸易政策一向是以平等互利、互通有无为基础的。 --- We have adopted much more flexible methods in our dealings.

最新商务英语谈判对话模拟(自编)汇编

Dialogue 2：Negotiation on Commission and Agency Situation: Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the commission of agency. Huang: 怀特先生，很高兴见到你。最近怎么样？ White: Glad to meet you too. What can I do for you?（我也很高兴见到你。能为你做些什么吗？） Huang: 根据我们的协议，这个月就是试销期的最后一个月了。我想是时候讨论中国北方独家代理权的问题了。 White: Yes. Your sales performance in the trial period is good and the plan of advertising and promotion have been well practiced. Your company is qualified for the sole agency in north of China.（是的。在试销期内，你们的销售业绩很好，广告和宣传计划也有效地落实了。你们公司可以做我们公司在北方的独家代理了。）Huang: 太好了。能得到你的认可我们很高兴。我们谈谈代理合同的细节吧？White: Yes, of course. As we have talked befote, the territory to be covered is the north of China. How about the commission fee?（好的，当然。就像我们先前谈过的，代理区域是中国北方。你收取多少佣金？） Huang: 在试销期内，佣金是4%。我认为可以提高到7%。 White: The rate of commission is too high. The commission fee we provide to other agencies is 5%. If they know we give you a 7% commission, it will be embrassing.（佣金太高了，我们给其他代理商的佣金是5%。如果他们知道了，就很尴尬了。）Hunag: 我认为我们公司的销售策略和宣传策略都是很好的，这一点可以从我们的销售业绩中看出来。而且，和其他代理商相比，我们的木雕销量是最多的。White：There is some truth in what you said, but we can only give you 6% commission. (你说的有些道理，但是我们只能给你6%的佣金。) Huang：超过定额每多销5000件，多给我们0.5%的佣金，这样可以吗？White: Ok. For every 5000 pieces sold in excess of the quote, you will get 0.5% commission . (好吧，每超过定额5000件，我们就多给0.5%的佣金。) Huang：Good. Thank you for your consideration.(太好了，谢谢你的关照。) White: 我们会起草合同，如果没有问题，下午签字吧？ Huang：Fine. We look forward to happy and successful cooperation between us.(好的。希望我们今后合作愉快。)

商务英语谈判中的礼貌原则 与用语策略

商务英语谈判中的礼貌原则与用语策略英语是国际通用语，运用英语进行谈判是国际惯例，对外贸易离不开商务英语谈判。一 般而言，商务英语谈判中双方谈判者都会使出浑身解数，力促谈判朝着有利于自己的方向发展。然而，高质量的谈判不仅要实现交易，而且还要促成双方缔结长期友好、合作的关系， 为今后在更宽领域的合作做好铺垫。高效的谈判不是以破坏、搞阴谋、战胜对手或从对方那 儿得到更大的利益为目的，更不是以牺牲长远利益来换取短期利益。商务谈判实际上是人们 相互调整利益关系，最终确立共赢的行为过程。 合作是所有成功会话中的必要成分，而合作的前提是保证谈判双方得到充分、真实、关联、清楚的信息，但是言语交际是复杂的社会活动, 在商务英语谈判中,谈判双方都渴望谈判 成功,而且特别重视诚信。当对方所提出的需求无法满足时,依照合作原则就应该直接地否定，然而，“否定”这一言语行为本身具有潜在的面子威胁,会导致谈判的破裂。因此，在谈判现场, 说话人并不总是按照合作原则来进行交谈，而是需要适当降低明确度,提高信息模糊性、含蓄 性和可能性空间。说话人必须使自己的语言礼貌、得体，以获取对方好感，促使交流能够继 续友好进行下去，直至谈判成功。 语言学家Leech（1983）提出礼貌原则，他主张在所有的语言交际中,说话人和听话人之 间应尽量地表示礼貌和尽量减少不礼貌的表达方式。 礼貌原则的实质是为了缔结和维持与对方的友好关系，其运用过程是分歧意见淡出和相 关外部合作信息激活的过程。恰如其分地使用礼貌原则，可以有效地保证谈判顺利进行，促 使谈判进入合作原则阶段，最终实现交易。若在谈判过程中不给对方“面子”,本来完全可以成 交的买卖也会失去;而礼貌的交际用语重视对方的观点,尊重对方的权利、愿望和需要,迎合对 方的心理,能够产生令人愉悦的感觉,从而促成交易的实现，进而扩大对外贸易。因此，我们 看到礼貌原则是外贸业务谈判的推进剂，是开启合作原则的铺垫，在对外贸易谈判中具有特 别重要的意义。 作者通过对两套商务英语教材和其他相关文献的研究，发现若谈判最终达成一致，合作 原则必定是某个议题谈判的终点，而礼貌原则则是谈判过程中的插曲，在对外贸易谈判的不 同情境下，起着“润滑剂”和“催化剂”的作用。 二、礼貌原则的“润滑剂”策略 (一)“退避”策略 “退避”策略是在我方无法立刻作出成熟决定，为了避免冲突，暂时中止某议题讨论而延 缓谈判步伐的一种策略。“退避” 策略采用的是一种委婉的托辞，语言形式上意在回避给出即 时意见，以免意见考虑不周或引起对方不快，但从谈判效果来看，它延长了谈判时间，降低 了谈判效率。这种策略常见的用语如： “I’d rather not talk about it at the moment. (此刻我非常不想谈论此事。)”； “Could we come back to that later on?（我们可以稍后再回到这一点好吗？）”； “I haven’t really got all the i nformation I need to comment on the functions of the product at present.（我现在还没有得到所有信息来评论这个产品的性能。）”。 （二）“搭桥”策略 “搭桥”策略是以扭转谈判紧张气氛为目的，在遇到对方沉默、做出消极行为或提出反对 意见时，能够建设性地询问对方的感受和意见，试图通过表达友好善意，以加强理解，重启 友好沟通交流，从而推动谈判的进程。常见的用语如：

商务英语情景对话100主题-真正完整版

商务英语情景对话100主题-真正完整版

Day today Office日常事务 1 Faxes传真 2 Telephone Calls电话 3 Making Telephone Appointments电话预约 4 Memos备忘录 5 Business Correspondence商业信函 6 Placing an Order下订单 Office Talk办公室谈话 7 Coworkers同事 8 Bosses老板 9 Brainstorming集体讨论 10 Commuting乘公交车上下班 11 The Working Lunch工作午餐 Business Trip商务旅行 12 International Business Travel国际商务旅行 13 Dressing for Business商务着装 14 Hotel Situations旅馆情景 15 Negotiating the Subway乘地铁 Client Reception接待客户 16 Receiving Clients接待客户 17 Entertaining Clients招待客户

18 Accommodating Foreign Clients接待国外客户 19 Factory Tours参观工厂 Business Communization商务交流 20 Personal Introductions个人介绍 21 Small Talks聊天 22 Delivering Bad News传达坏消息 23 Polite Questions礼貌提问 24 Farewells道别 Negotiation谈判 25 Clarifying the Stakes说明利害关系 26 Making Concessions做出让步 27 Discussing the Bottom Line讨论底线 28 Accepting and Confirming接受和确认 29 Hard Bargainers VS Soft Bargainers强硬的对手和温和的对手 Company Organization公司结构 30 CEO执行总裁 31 Stockholders股东 32 Board of Directors董事会 33 Managerial Staff管理人员 34 Labor Staff普通员工 Meetings and Interviews会议和面谈

最新商务英语谈判对话900句

商务英语谈判对话 900句

英语谈判对话900句，商务洽谈英语对话，签订外贸合同英语对话 --- Such data is confidential. 这样的资料为机密资料。 --- I am not sure such data does exist. 我不确定是否有这样的资料存在。 --- It would depend on what is on the list. 这要看列表内容。 --- We need them urgently. 我们急需这些资料。 --- All right. I will send the information on a piecemeal basis as we acquire it. 好。我们收齐之后会立即寄给你。 --- I'd like to introduce you to our company. Is there anything in particular you' d like to know?

我将向你介绍我们的公司，你有什么特别想知道的吗？ --- I'd like to know some information about the current investment environment in your country? 我想了解一下贵国的投资环境。 --- I'd like to know something about your foreign trade policy. 我非常想了解有关贵国对外贸易的政策。 --- It is said that a new policy is being put into practice in your foreign trade. 据说你们正在实施一种新的对外贸易政策。 --- Our foreign trade policy has always been based on equality and mutual be nefit and exchange of needed goods. 我们的对外贸易政策一向是以平等互利、互通有无为基础的。 --- We have adopted much more flexible methods in our dealings. 我们在具体操作方法上灵活多了。 --- We have mainly adopted some usual international practices. 我们主要采取了一些国际上的惯例做法。

商务英语谈判技巧

Business Negotiation Skills in English （商务英语谈判技巧） Phases of Negotiation According to Robert Maddux, author of Successful Negotiation, negotiation is the process we use to satisfy our needs when someone else controls what we want. In business negotiations, the two parties endeavor to obtain their business goals through bargaining with their counterparts. Business negotiations are conducted in the following four phases: the preparation phase, opening phase, bargaining phase and closing phase. Preparation phase 1.Choosing your team The negotiation team should include members in the following areas: Commercial: responsible for the negotiation on price, delivery terms, and commercial policy of risk taking. Technical: responsible for specifications, programs, and methods of work. Financial: terms of payment, credit insurance and financial guarantees. Legal: contract documents, terms and conditions of contract, insurance and legal interpretation. Interpreter: familiar with the foreign language needed as well as the negotiation-related knowledge, and having certain communication skills. The most important role in the team is the chief negotiator (CN), who is supposed to possess the following qualities: sociability, shrewdness, adaptability, patience, endurance. Other than that, extensive knowledge, clear oral expression as well as strong leadership are also important for a CN. 2. Gathering and analyzing information Valuable information covers the areas in political, legal as well as business system, market research, financial policies, infrastructure and logistics. The knowledge on the counterpart is also necessary. With the information at hand, it is time do a feasibility study to adjust our goals to be achieved. 3. The negotiation plan The plan defines the negotiating objectives, sets the minimum acceptable level for each term, and states the time control, initial strategy, the tactics and others including the location, personnel and facilities needed. A well-designed plan allows more flexibility in different situations and guides the negotiators through the negotiation process without getting off track. The opening phase It is common that the seller submits proposals. Then the buyer confronts with three options: outright acceptance, outright rejection, and qualified rejection,