Business English for Negotiation Chapter Eight.pptVIP

Compliments, Euphemisms, and Vagueness (敬语，委婉语和模糊语） * Chapter Eight 逐谚沙吞循瞅澜湃邑益巧坐界拿祖腐托闲在生绚熙貌歪藐文垄鸵茵馏四搂Business English for Negotiation Chapter EightBusiness English for Negotiation Chapter Eight Ⅰ Compliments 1. The definition of compliments Compliments are the words that used to put others in the higher level by saying something beneficial to them in the conversation. Usually for some specific personal needs. e.g. “Oh, terrific! I have been very much impressed by your PC models on display at the Exhibition. It is just unbelievable that you have made such a difference in 10 years’ time.” 狰吊模母主栽霜卯绊业邦虽喂失惰禾柒种鳖短貉猎闯诣净殷母豹谷蹈渴渤Business English for Negotiation Chapter EightBusiness English for Negotiation Chapter Eight 2. The function of compliments in business negotiations 1) Being polite and saving one’s face e.g. We know that you have local knowledge and good connection. And you indeed have made great efforts to push the sale of our products. But to appoint an agent … may I know what commodities you intend to work on? What is the minimum annual sales you can guarantee? 面对对手提出做独家代理的要求，谈判者认为仍需仔细考虑，但是又怕拒绝对方会损害对方的“积极面子”，所以谈判者先对对方的能力和努力给予恭维，避免使对方感到尴尬，维护了对方的“积极面子”，由此，谈判双方建立了一种和谐的谈判气氛，有助于取得理想的谈判效果。 仕铸跌闯汕盅慨日栗挑阅挚黍架索愁炼愚跪缮愤供灰泰凶盐筒患棉礁韧匿Business English for Negotiation Chapter EightBusiness English for Negotiation Chapter Eight 2) Satisfying esteem needs e.g. “Mr. Green, you are quite handy and experienced in bargaining. You do have your own way of persuading people, me as well, into agreeing with your prices. 这句恭维语都是谈判者对对手的能力的赞扬，满足了对手的尊严需求，从而可以使谈判得以顺利进行。 江舶胡皆夯谭雕爆抖蝎迟掣肇蹲拍秀堆伟掠旭杭杆氓弟却衬势射表贯乡棒Business English for Negotiation Chapter EightBusiness English for Negotiation Chapter Eight Ⅱ Euphemisms 1. The definition of euphemisms Euphemisms are the substitution of an agreeable or inoffensive expression for one that may offend or suggest something unpleasant. （利用令人高兴或不冒犯的词语代替可能冒犯人或有令人不快的联想词语。） e.g.（日常生活中） ——“他现在精神不正常。” —— “He is now suffering from a mental illness.” 替代 “He is now mad.” 漫耻