外文翻译国际商务谈判（适用于毕业论文外文翻译+中英文对照）

西 京 学 院

本科毕业设计（论文）外文资料翻译

教学单位： 经济系 专 业： 国际经济与贸易（本） 学 号： 0700090641 姓 名： 王 欢 外文出处： 《国际商务谈判》 附 件：1.译文；2.原文；3.评分表

2010年11月

1.译文 译文（一）

国际商务谈判是国际商务活动中，处于不同国家或不同地区的商务活动当事人为了达成某笔交易，彼此通过信息交流，就交易的各项要件进行协商的行为过程。可以说国际商务谈判是一种在对外经贸活动中普遍存在的﹑解决不同国家的商业机构之间不可避免的利害冲突﹑实现共同利益的一种必不可少的手段。国际商务谈判与一般贸易谈判具有共性，即以经济利益为目的，以价格为谈判核心。因为价格的高低最直接﹑最集中的表明了谈判双方的利益切割,而且还由于谈判双方在其他条件,诸如质量﹑数量﹑付款形式﹑付款时间等利益要素上的得与失,在很多情况下都可以折算为一定的价格,并通过价格的升降而得到体现或予以补偿。在国际买卖合同中价格术语包括单价和总价。单价则是由计量单位，单价，计价货币以及贸易术语构成。例如，一个价格术语可以这样来说：“每吨ＣＩＦ伦敦１５００美元包含３％佣金”。总价格是合同中交易的总额。在谈判过程中，应该由谁先出价，如何回应对方的报价，做出多少让步才适当，到最后双方达成都能接受的协议，整个这一过程被称之为谈判之舞。通常情况下，谈判者的目标价位不会有重叠：卖方想为自己的产品或服务争取的价格,会高出买方愿意付出的价格。然而，有时候谈判者的保留点却会相互重叠，也就是说大多数买方愿意付出的价格都会高于卖方可以接受的最低价格，在这种议价区间的前提下，谈判的最终结果会落在高于卖方的保留点而低于买方的保留点之间的某个点上。议价区间可以为正数，也可以为负数。在正议价区间，谈判者的保留点会互相重叠的，即买方愿意出的最高价格高于卖方可以接受的最低价格。这意味着谈判者能达成协议的话，那么结果肯定在这个区间之内。负议价区间可能根本不存在或是负数，这可能会造成花费巨大的时间来做一件毫无结果的协议，谈判者将会浪费时间成本。

译文（二）

随着全球经济一体化的发展，世界各国之间的经济合作日趋紧密。国际商务谈判在当今的全球商务活动中充当越来越重要的角色，而谈判中的双赢原则也越来越受到国际上各利益团体的重视。本文以合作原则、礼貌原则、面子理论、间接一言语行为等语用原则为基础，基于对中国和西方国家商人的面对面国际商务谈判成功或失败案例的分析，探讨国际商务谈判中言语交际策略的运用并对其进行。

跨文化对比。

研究表明在国际商务谈判中，合作、礼貌、间接言语行为、幽默、转移对象等言语交际策略的运用与谈判人员的文化背景有着紧密的联系。来自不同文化背景的谈判人员运用的言语交际策略往往不同，如果谈判双方不能理解这是彼此的文化差异造成的，文化冲突就会产生，谈判可能失败。

研究表明言语交际策略在国际商务谈判中的有效应用对谈判的成败起着决定性的作用。文化差异是谈判人员选择不同言语交际策略的根本原因。了解对方的文化可以使跨文化商务谈判达到事半功倍的效果。

译文（三）

商务谈判是谈判双方通过讨论方式解决争议达到共识的过程。它是一门精细的艺术，过程中也充满对峙和妥协。研究表明谈判是否成功主要取决于谈判过程中使用的语言。

合作原则被公认为是增强 互信任和理解从而提高交流成功率的对话原则。文本着重强调合作原则并分析它在商务谈判中的违背现象。两个研究的问题分别是：

1）合作原则是否适用于商务谈判过程？如果不适用，会话含义理论能否对其进行解释？

2）通过研究分析可以得出什么结论从而提高商务谈判的效果？

分析表明，在谈判过程中，冲突和对峙经常出现。为了避免这些冲突和对峙，谈判者经常通过各种方法挽回对方的面子：运用“缓冲剂”和委婉语，旁敲侧击；谈判人员让事实说话，是自己的论据更具说服力；虚张声势使得谈判更加有效。显然在表明上这些方法都违背合作原则的四大准则，但这些准则都在对话含义的层次上被遵守。所以对谈判者而言，更重要的是抓住对方的言语含义。

研究得出一些商务谈判的技巧：装傻；思考实际语言幽默；经常祝贺对方；化不确定性为优势。

译文（四）

谈判：“与他人商议，以解决一些争议；以安排或产生此类会议”（韦氏词典）。不管你喜欢与否，你是一个谈判者。无论是家庭中还是商务往来中，人们都通过谈判作出很多决定。你与牛的买方为了获得一个可接受的价格而讨价还价。你与农场帮佣交涉你要付给他的薪水和你希望得到怎样的工作质量作为回

报。你与设备销售员为了一部新的机械讨价还价。还有你与你的老板商讨你最近的经营业绩。谈判是生活中真实存在的。

大部分的人只知道两种风格的谈判，或是蓝色风格或是红色风格。蓝色风格谈判者希望保持和平，并欣然的作出让步，以避免或解决冲突。红色风格谈判者认为冲突就是一场谁能站在最极端立场和谁能更好掌控进展的战役。蓝色风格谈判者会终止情绪的使用和滥用；而红色风格谈判者则会使自己筋疲力尽并且有损甚至是毁坏和对方的个人关系。典型的谈判策略通常给你以不满，疲惫不堪，或充满了敌意，甚至是三者都有。

谈判最常见的形式—立场型谈判—取决于连续的占有或是放弃立场（设想有两个人为了一个项目的价格而争论不休）。尽管立场谈判可以成功，但它也不是一定有效，并且可能不会导致和平的解决案。谈判者会锁定立场，变得更加忠于立场而不是潜在的利害关系或者另一部分的最初利益。任何一方原有的利益。最终他们会觉得妥协会有失面子。

立场型谈判也创造了拖延解决问题的动机：个人会采取极端立场，坚决的坚持自己，拽住他们的脚，威胁要罢工，试图欺骗对方，等等。而不是共同去试图创建一个可接受的解决方案，立场型谈判成为一场战斗。 任何协议的达成都会引起不同的分歧，而不是仔细的创造性的去发展互惠互利的解决方案。

什么是人类处理他们分歧的最好的方式？这事实总结了一个有可能可以用来一步一步达成双方都能接受的协定的策略。

1．人与问题区别对待。 2.注重利益，而不是立场。

3.创建互惠互利的选项，就是一起来创建让双方都满意的选项。 4.坚持用客观标准衡量一个建议性的解决方案。 译文（五）

大家都知道处理一个问题有多难，当在彼此误解，生气或心烦意乱并且把个人问题带入其中时。谈判的解决方案也许会很简单如果你记得“另一边”是一个人，他有着情感，根深蒂固的价值观，不同的背景和观点并且和你一样，有些不可预测。

在谈判中，“人的问题”往往会导致关系纠缠于问题的讨论之中。个性差异可能会导致与业务问题无关的冲突。处理一个问题和保持良好的工作关系，不必成为相互冲突的目标。但是，谈判双方必须保证并且有心理准备把关系和问题分

开对待。你可以通过预先准备潜在的三种“人的问题”:认知，情感和沟通。而且，记得你要处理你自己的以及他们的人的问题。

译文（六）

在当今的全球化背景下，国家和地区间的经贸往来越来越频繁，国际经贸谈 判也逐渐增多。国际经贸谈判既是一种经济活动，也是一种文化活动。随着人们对国际谈判认识的加深，逐渐意识到了文化等因素的重要性，而不仅仅是经济和政治因素。对文化的深层次研究已经引起了理论界和企业的高度重视，成为了他们关注的热点。因此，中国在国际商贸谈判中，也必须考虑对方的文化、价值观、心理等因素，而不仅只是注重谈判的技巧和策略。

中国己成为日本最大的贸易伙伴，而日本则为中国第三大贸易伙伴。保证中 日的经贸往来顺利健康的发展对中日两国都是至关重要的。中日虽然同属于集体主义价值观体系，但是仍存在许多价值观因素的差异，这些差异必然会在国际经贸活动中反映出来，甚至形成贸易冲突。事实上，只有在清晰的认识谈判冲突的原因之后，才能对症下药，进而提出谈判的对策和沟通的技巧。

2.原文 原文（一）

International Business Negotiation is an act that the parties in different countries or different regions exchange their information, and consult various trade elements in order to achieve a particular business activity. International business negotiation is an dispensable means that it is universal in the trade and economic activities, can solve the inevitable interests conflict and achieve common interests among different countries. International Business negotiations and general trade negotiations have some commonality; it seems economic interests as its purpose and seems price as core negotiations. Because the price can directly and concentrate show negotiators’ interest, and both can be converted into a certain price in many cases, such as quality, number, form of payment, payment on time, etc. and be reflected in the price, or be compensated. The price term of a sale contract involves unit price and total price .Unit price includes money account and trade terms. For instance，a price term can be said:\per ton CIF London including 3% commission.\Total price is the total amount of a deal. In the negotiating process, it is called negotiation dance that who offer first, how to respond to each other's offer, how much we give appropriate concessions, the two sides reached an acceptable agreement at last. In general, the negotiators will not overlap target price, the seller want to fight for their own products or services, the price will be higher than the price that the buyer is willing to pay. In this bargaining zone of the premise of the negotiation, the final result would be higher than the seller's reservation point and lower than the buyer to retain a point between points. However, the negotiator's reservation point still overlap each other sometimes, it means that the majority of buyers are willing to pay the price will be higher than the minimum price the seller can accept. Bargaining zone can be a positive number, and be a negative number. In the positive bargaining zone, the negotiator's reservation point will overlap, that is, the highest price is higher that the buyer are willing to pay than the minimum price the seller can accept. This means negotiators could reach an agreement, then the result certainly be within this range. Negative bargaining zone may not exist or negative, it can spend much time to do a great deal of fruitless negotiations, who will cost a waste of time.

原文（二）

With the development of global economic integration，cooperation among countries all over the world becomes closer. International business plays a more and more crucial role in today's business activities，and win一win principle has attracted more and more attention from many interest groups in the world. Based on the theories of Cooperation Principle，Politeness Principle, Face Theory and Indirect Speech Act，and on the case analysis of face-to-face international business negotiations between people from China and other western countries，the research purpose is to study Pragmatic strategies and make an intercultural comparison of them in the situational context- international business negotiation.

The research shows that in international business negotiations，the application of various pragmatics strategies-Cooperation Strategy，Politeness Strategy，Indirect Speech Act Strategy，Humor Strategy and Side一stepping Strategy，has close relation with the cultural backgrounds of international business negotiators. If business negotiators

come from different culture backgrounds，they are liable to adopt different Pragmatic strategies during negotiations. If they don’t understand this is caused by cultural differences，the negotiation may fail due to cultural conflicts.

The research results drawn from the present study are that the application of Pragmatic strategies plays a crucial role in international business negotiations. Moreover，to some extent，cultural causes determine pragmatic strategies. Cultural differences are the fundamental reasons of negotiators’ pragmatic strategies. The knowledge of pragmatic strategies and their related cultures can lead to success.

原文（三）

Business negotiation is a process by which the involved parties or groups resolve matters of disputes through discussion and coming to an agreement, which can be mutually agreed upon. It is a delicate art and can be a very trying process of confrontation and concession. Research suggests that whether negotiation will succeed or not depends largely on the language both parties use.

Cooperative principle is acknowledged as a principle of conversation of enhancing the mutual trust and understanding for the purpose of increasing the odd for communication success.

This thesis attempts to highlight the cooperative principle and analyze its inconsistence in business negotiation scenarios. Two research questions are being addressed here:

1) Is Cooperative Principle applicable in business negotiations? If not, could the theory of Conversational Implicature explain it?

2) What can the author derive form the study to improve the efficiency of business negotiation?

From the analysis it is clear that in the process of business negotiation, conflict and confrontation occur easily. To avoid that, negotiators may try to save the counterpart's face by using buffers and euphemisms and beating about the bush, to become more persuasive by letting the facts speak, to make the negotiation more effective by bluffing, all of which violate the Cooperative Principle. Although apparently, the Cooperative Maxims are violated, they are observed at the level of what is implicated. Thus the ultimate goal of the business negotiation is to grasp the implicature of the counterpart's meaning.

Several tactics for business negotiators are drawn form the research, which are Acting Dumb, Thinking in Real Terms but Talking Funny, Always Congratulating the Other Side and Using Uncertainty to Your Advantage.

原文（四）

Negotiation: “To confer with another person so as to arrive at a settlement of some matter; also to arrange for or bring about such conferences” (Merriam-Webster Dictionary).

Like it or not, you are a negotiator. Whether in family or business dealings, people reach many decisions through negotiation. You haggle with the cattle buyer for an acceptable price for your steers. You discuss with farm help the wages you are willing to pay them and the quality of work you expect in return. You dicker with the equipment salesman for a new piece of machinery. And you negotiate the terms of your latest operating note with your lender. Negotiation is a fact of life.

Most people know of only two ways to negotiate, either soft or hard. The soft negotiator wants to keep peace and readily makes concessions to avoid or resolve conflicts. The hard negotiator sees conflict as a battle in which the person who takes the most extreme position and holds out fares better. The soft negotiator may end up feeling used and abused; the hard negotiator may exhaust himself and damage or destroy the personal relationship with the other party. Typical strategies for negotiation often leave people dissatisfied, worn out, or hostile and perhaps all three.

The most common form of negotiating—positional bargaining—depends on successive taking and giving up of positions (imagine two people haggling over the price of an item). Although positional bargaining can be successful, it is not necessarily efficient and may not result in a peaceable solution. Negotiators may lock into positions, becoming more committed to the position than to the underlying concerns or original interests of either party. Eventually they may feel that compromise will result in losing face.

Positional bargaining also creates incentives that stall settlement—individuals may take extreme positions, stubbornly hold to them, drag their feet, threaten to walk out, try to deceive the other party, and so on. Rather than jointly attempting to produce an acceptable solution, positional bargaining becomes a battle. Any agreement reached may reflect splitting of differences, rather than careful and creative development of a mutually beneficial solution.

What is the best way for people to deal with their differences? This fact sheet summarizes one possible step-by-step strategy for coming to mutually acceptable agreements.

1. Separate the people from the problem. 2. Focus on interests, not positions.

3. Invent options for mutual gain that is work together to create options that will satisfy both parties.

4. Insist on using objective criteria for judging a proposed solution. 原文（五）

Everyone knows how hard it is to deal with a problem without people misunderstanding each other, getting angry or upset and taking things personally.

Negotiating resolutions may be easier if you remember the “other side” is a human being with emotions, deeply held values, a different background and viewpoints and is, like you, somewhat unpredictable.

In negotiation, the “people problem” often causes the relationship to become entangled in discussion of the problem. Personality differences may cause conflicts unrelated to a business problem. Dealing with a problem and maintaining a good working relationship need not be conflicting goals. But, the negotiating parties must be committed and psychologically prepared to treat the relationship and problem separately. You can be prepared by anticipating potential “people problems” of three kinds: perception, emotion, and communication. And, remember you have to deal with your own as well as their people problems.

原文（六）

In today's background of globalization, national and regional economic & trade exchange have become more and more frequently, and the international economic and trade negotiations have increased gradually. International trade negotiations are not only an economic activity, also a kind of cultural activities. As the increasing awareness of the importance of cultural factors, except the economic and political factors, Deep-seated cultural research has attracts more attentions in the theoretical circles and enterprises. Therefore, China also should pay more attentions to each other's culture, values, psychological factors, not just focus on negotiation skills and strategies during international trade negotiations.

China has become Japan's largest trading partner, while Japan was China's third largest trading partner It is vital to ensure the smooth and healthy development of the Sino-Japanese economic and trade exchanges. Therefore, how to make the success of Sino-Japanese economic and trade negotiations is a big issue. The conception of culture is extremely broad, so this article focuses on the core of culture-values to study its performance of the conflict in the economic and trade negotiations. China and Japan belong to the same value system-collectivism, but there are still many differences between each other, which will be inevitably reflected in international economic and trade activities, and even become trade conflicts.

西京学院毕业设计（论文）外文资料翻译评价表

教学单位：经济系 专业班级：国贸（本） 6 班 答辩学生：王欢

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