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国际商务谈判中的跨文化沟通策略 |
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时间：2009-10-16 19:30:12 来源：不详
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运用灵活的方法，避免把话说得过死，以避免自己陷于被动。国际商务谈判还经常会陷入双方各持己见、互不相让的僵持局面，此时若能适时地、有意识地引入模糊表达以最大程度地掩饰或弱化，可能会使谈判显露生机，重现希望并最终达成协议。如我们可使用以下表达：
(1) We’ll contact our manufacturers and do what we can to advance the time of delivery.
(2) We have always insisted on the principle of ＂equality and mutual＂，but we have adopted much more flexible approaches in our practicesnowadays.
(3) I don＇t think my clients would accept your price. We are not playing in the same ballpark at this price.
上述三个句子中提到的 “do what we can to advance the time of delivery”，“much more flexible approaches”，“not playing in the same ballpark” 都是常用的模糊词语，向对方传达的是一种不具体的模糊信息。
其实，在商务领域中，不是所有的谈判语言都要具体精确、清楚明白，在某些特定的情况下，笼统一些模糊一些会更好。比如，有时候为了“外交”，为了“策略一些”，可以避免表述太清楚，太具体；有时候是为了有意识地让对方发表或形成他的意见，也可以使用模糊的表达。总之，应视具体的语境而定，该明白精确的就要明白精确，不该太清楚具体的地方就笼统含糊一些。在某些场合适当地用一些模糊表达，将起到积极的效果。具体说来，国际商务谈判中模糊语言的表达一般出现在以下场合：(1)不想说明详情时；(2)缺少具体信息时；(3)自我保护时；4)表达礼貌时；5)劝导对方时。此时采用模糊表述，将达到积极、良好的效果。例如：
(4)We are sorry to learn that the shipment of your order of June 12，when having reached you，did not correspond with your order. We have had our records gone over thoroughly and are not able to find where the mistake crept in. However，the matter must be straightened out to your satisfaction at once. We just ask for a few days to deal with this matter. Return at our expense the goods，which you have received. Just as soon as they reach the house we will have a new and correct shipment made up and sent to you in no time.
例 (4)中，“at once”，“for 上一页 [1] [2] [3] [4] [5] 下一页
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