论低调陈述——商务谈判中的一种礼貌语言策略(英文)

On Understatement-One of the Strategies of Politeness Language in Business Negotiation

商务谈判实质上是通过语言进行的经济活动。其成功与否在很大程度上取决于语言的应用。谈判双方既有合作的一面,又有冲突的一面。谈判的任何一方在与对方合作的同时,都力图赢得最大利益。谈判双方无疑都需要适当的语言来表达,使己方在利益冲突比较厉害的方面占优势。就商务谈判礼貌表达而言,主要有模糊表达,委婉暗示,低调陈述,称赞对方等。低调陈述是一种表达自己的优势的有效方法,避免给人一种自吹自擂,口气傲慢而夸张的影响;但这并不是“自贬”,而是为了降低对方的不信任感,甚至反感。若盲目的自贬,只会给对方留下无能的印象,有损已方的面子,从而可能导致一项协议的失败。

Business negotiation is actually a kind of economic activity through language. Whether it succeeds depends largely on the use of language. Both parties have to cooperate with each other as well as compete against each other. Either party will endeavor to maximize its own benefits while maintaining cooperation with the other. Undoubtedly, this goal has to be achieved through an appropriate language. In terms of the hnguistic expressions of politeness mainly used in business negotiation, there are vagueness, euphemism, understatement and compliments. Understatement is a kind of way of presenting one＇s own merits. It is not to make a self- important, arrogant and exaggerating impression upon others. However, it is not sort of self-depreciation, but a device for lowering others＇distrust, even hostility. The blind self- depreciation only impresses on other the speaker＇s incapability, which impairs his face. Under such circumstance, there is not much possibility of reaching an agreement.