商务谈判中委婉语表达方式

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1、-商务谈判中的委婉语及其表达方式摘要: 委婉语的使用在商务英语中是一种普遍现象。它不仅是一种社会语言现象,更是一种文化现象。文中分析了委婉语与礼貌原则在商务谈判和商务函电中的委婉表达方式，从虚拟语气法、被动语态法、时态倒退法、否认法四个方面归纳分析了商务英语中的委婉表达法，从而使商务工作者 深人字里行间以求最充分理解和欣赏商务英语的委婉表达方式，从而在商界竞争获取成功。关键词：委婉语，礼貌原则，商务谈判，委婉表达方式.Abstract: Euphemism e*pression are monly used in business correspondences and business ne

2、gotiation. which is not only a social language phenomenon, but it is also a cultural phenomenon. By making an analysis of euphemistic e*pressions and courtesy principle used in business correspondences and business negotiations,this paper mainly discusses the fulfillment of euphemistic e*pressions i

3、n business English through the following four ways: the subjunctive mood, passive voice, tense backward,negative. So the business personnel can fuuly undeerstand and appreciate the ephemistic e*pression and achieve a success in the petieions.Key words：euphemistic e*pression; courtesy principle; busi

4、ness negotiation;前言： 英语中的委婉语(Euphemism)一词来自希腊语的前缀eu=well和词根pheme=speaking，意思是说好听的话。根据英语委婉语详解词典的定义，委婉语是一种用无害的或悦耳的词语替代那些较直接的、唐突的言词，用善意的话语把事实掩盖起来的修饰手段。委婉语存在于各种语言中，是语言的一种普遍现象，很早就引起人们的注意和研究。人们对委婉语的研究主要集中在词汇层次，如用pass way来代替die。事实上，通过语法和语用手段也可以表达委婉的意思，而且这种手段在商务英语信函中应用极为广泛。人们常常借用委婉语，礼貌、委婉地述自己的观点和愿望，提出请求或建议，

5、以利于创造良好的Preface: In English Euphemism (Euphemism) The word es from the Greek prefi* eu = well, and root pheme = speaking, means that sounded good. Under the euphemism of English dictionary definition is a euphemism used harmless or sweet-sounding words to replace those more direct, blunt words, with

6、 good words to cover up the fact that the modification of the means. Euphemism e*ist in a variety of languages, is the language of a universal phenomenon, it has long been a cause for attention and study. Euphemism of people focused on vocabulary level, such as with the pass way to replace the die.

7、In fact, through the means of grammar 真的不掉线吗.、.and pragmatics can e*press the meaning of euphemism, and this means the application of Business Letters be very e*tensive. people often borrow a euphemism, politeness, euphemistically to state their views and wishes, requests or suggestions in order to

8、facilitate the creation of a good 商务环境，到达双方各自预期的目的。 商务谈判是指谈判双方为了促成买卖成交，或为了解决买卖争议或争端并取得各自的经济利益的一种方法或手段。它既是商务活动的重要容，又是商务活动的必要手段。随着经济的开展，尤其在加人世贸组织(WTO)后，我国对外商务活动日益频繁，对外商务谈判也迅速增多。英语作为国际语言，是涉外商务谈判的重要工具。即使是两个非英语国家进展商务谈判，为了防止使用各自的语言而引起误会或理解错误，双方也是使用英语作为谈判的载体和裁决的标准。所以要在剧烈的谈判中胜出或到达一种双赢的结果，除了谈判容、谈判者的能力等因素外，我们

9、还必须注意谈判英语的表达方式和技巧。其中，委婉表达是谈判中常用的一种语言技巧。Business environment, each of the parties to achieve the intended purpose. Business Negotiation refers to the negotiating parties in order to facilitate the sale of the transaction, or to resolve trade disputes or disputes and achieve their own economic interes

10、ts of a method or means. It is both an important business activities, but also the necessary means business. With economic development, especially in the join the World Trade Organization (WTO), Chinas e*ternal business activities have bee increasingly frequent, rapid increase in foreign business ne

11、gotiations. English as an international language, is an important tool for foreign business negotiation. Even the two non-English speaking countries for business negotiations, in order to avoid the use of the language of their own misunderstanding or mistaken, the two sides are negotiating the use o

12、f English as a carrier and adjudication standards. Therefore, in the intense negotiations to win or achieve a win-win result, in addition to the negotiations, the negotiators ability and other factors, we also must pay attention to the negotiation of English e*pression and skill. Among them, tactful

13、 e*pression is monly used in the negotiation of a language skills. 1.委婉语与礼貌原则： 1.1委婉语真的不掉线吗.、.英国作家George Blunt 在十六世纪八十年代给委婉语下的定义是：Euphemism is a good or favorable interpretation of a bad word.斯托克和哈特曼编著的语言与语言学词典给委婉语下的定义是:Euphemism:用一种不能明说的，能够使人感到愉快的或模糊的说法，代替具有令人不悦的含义或不够尊重的表达方法。Euphemism and Politenes

14、s Principle: 1.1 Euphemisms British writer George Blunt in the si*teenth century to the eighties Euphemism is defined as: Euphemism is a good or favorable interpretation of a bad word. Stokes and Hartman piled the Language and Linguistics Dictionary to the Euphemism is defined as: Euphemism: with a

15、not-ming, and be able to make people happy, or ambiguous statement, instead of with the unpleasant meaning or lack of respect for the way of e*pression. Euphemism 一词源于希腊语的前缀eu(=good,sounding well)和词根pheme(=speech or saying,)。Euphemism 字面上的意思就是use of pleasant,mild or indirect words or phrases in plac

16、e of more accurate or direct ones.Euphemism The term es from the Greek prefi* eu (= good, sounding well), and root pheme (= speech or saying,). Euphemism literally means use of pleasant, mild or indirect words or phrases in place of more accurate or direct ones.The Random House College Dictionary (1

17、979)把euphemism定义为:the substitution of a mild, indirect, or vague e*pression for one thought to be offensive, harsh or blunt,美国学者Hugh Rawson 曾说：委婉语如此深深潜入我们语言，以至我们中间没有谁即使那些自诩为直截了当的人能够在不使用委婉语的情况下过完一天.The Random House College Dictionary (1979) the euphemism is defined as: the substitution of a mild, ind

18、irect, or vague e*pression for one thought to be offensive, harsh or blunt, American scholar Hugh Rawson said: Euphemism so deeply infiltrated our language , as well as no one among us - even those self-proclaimed straight people - can not use euphemisms the case had finished a day.委婉语是人类使用语言过程中的一种普

19、遍现象，它不仅是一种社会语言现象，更是一种文化现象。不管是在日常生活还是在涉外交际中，我们都要进展语言交流。由于*些生活习惯或习俗差异，以及不同文化背景的社会具有不同的忌讳，我们必须学会使用委婉语以防止为难真的不掉线吗.、.或不愉快。所以只有了解委婉语在不同背景、不同环境下的使用方式，才能到达成功的交际目的。委婉语可以反映出各种各样的社会心理，从而也表达出了委婉语的各种社会交际功能。委婉语在各个领域都有广泛的应用，它对于我们学好英语，进展有效的跨文化交际有很大的帮助。Euphemism is the use of language in the process of a universal p

20、henomenon, it is not only a social linguistic phenomenon, but also a cultural phenomenon. Whether or foreign munication in daily life, we will have to be verbal munication. Because some differences in living habits or customs, as well as different cultural backgrounds have different taboos of societ

21、y, we must learn to use euphemisms to avoid embarrassment or unpleasant. Therefore, only about euphemisms in different backgrounds, different environments using the method in order to achieve the purpose of successful munication. Euphemisms may reflect a variety of social psychology, which also refl

22、ects a variety of Euphemism of social municative function. Euphemism in various fields have a wide range of applications, it is for us to learn English, carry out effective cross-cultural munication are of great help 1.2委婉语产生的原因由于敬畏天地神灵而使用委婉语无论是高度文明社会还是原始部落，都存在委婉语的现象；无论是大语种还是少数民族语，都有委婉语。委婉语使用于社会各阶层的

23、领域。对鬼神的称呼是产生委婉语最早的一个领域。早期时代的人们，由于生产力水平、科学条件的限制，他们相信自然神力，迷信那些妖魔、神祗，并将许多无法解释的神秘现象归结为天地神灵的作祟，于是产生一种对supernatural的崇拜以至恐惧，避讳现象由此而生。鬼神名称就成了人类最早的禁忌语，而指代鬼神的词语就是最早的委婉语。.2 The causes Euphemism 1.2.1 As the fear of heaven and earth spirits and the use of euphemism Whether or primitive tribe is a highly civiliz

24、ed society, there is the phenomenon of euphemism; no matter how large or minority language languages, there are euphemisms. Euphemism used in the field of all sectors of society. Spirits of the call is to generate pairs of euphemism The earliest one area. The people of early times, due to the level

25、of productivity, scientific conditions, they believe that a natural god, superstition and those demons, gods, and many can not e*plain the mysterious phenomenon attributed to the gods of heaven and earth is everything, then produce a kind of supernatural worship 真的不掉线吗.、.as well as fear, taboo pheno

26、menon for us. The name of the earliest human spirits became a taboo word, but refer to the gods and the first word is a euphemism.在英美国家，人们普遍笃信上帝God，出于对上帝的敬畏，他们不敢直称上帝耶和华Jehoval的名字，于是便产生了许多的委婉语。例如：the Almighty，the Supreme Being，Holy One，the Eternal，the creator，the maker，the Savior，the Lord of Lords，th

27、e King of Kings等.中国人禁忌、忌讳的地方恐怕不比西方国家少。在我国，自古以来人们相信各种自然现象均由各种不同的自然之神所支配。为了求福避祸，他们也举行各种祭祀活动，并给它们以美称。由于迷信的原因，人们还称各种神祗为菩萨、大师；美称黄鼠狼、狐狸为黄仙、狐仙；甚至村庄里头的大树也称为树仙，逢年过节总有农民前去祭拜。以农耕经济为主的中国，特别注重土地，有些农民经常会于开春播种之际，在水田田埂烧炷香，以孝敬土地公公，保佑稻谷丰收。In the Anglo-Sa*on countries, it is widely believe in God (God), out of fear of

28、 God, they dare not direct that the Lord God (Jehoval) the name, so they produced a lot of euphemisms. For e*ample: the Almighty, the Supreme Being, Holy One, the Eternal, the creator, the maker), the Savior, the Lord of Lords, the King of Kings and so on. The Chinese taboo, taboo probably better th

29、an the western countries where fewer . In China, people believe all kinds of natural phenomena since ancient times by a variety of nature dominated by God. Bihuo in order to seek happiness, they also held a variety of ritual activities, and give them to laudatory. Because of religion, superstition r

30、easons, It also said that a variety of gods as Buddha, Master; laudatory weasels, fo* to yellow Sin, HU*IN; and even the trees inside the village, also known as tree immortal every Total annual festivals, some farmers went to worship. to agrarian-based economy in China with special emphasis on land,

31、 some farmers are often the occasion of sowing in spring, in the paddy field ridge burning Zhu *iang, to honor the land father, bless the rice harvest. 为防止粗俗、不雅而使用委婉语在东西方文化中，但凡与疾病、死亡、人体排泄、生体部位、性爱、体形等有关的犯禁忌的事物，常常被认为是粗俗、不雅、难登大雅之堂。因此人们将不忍或不便直接说出的禁忌事物，通过曲言、避讳等手法来美化或淡化它们，使之不则粗俗，使之变得文雅一些。如把人体thin和skinny说成

32、slim和slender；把身体fat/corpulent说成plump、strong和stout。中世纪的西方，人们认为leg，breast，thigh，pregnancy等词与性的关系太直接，因此就产生了以下一些委婉语：pianos limbs指 pianos leg；white meat指chicken breast；dark meat指chicken thigh。真的不掉线吗.、.恰当地使用委婉语，可以防止使人为难、惹人不快、招人厌恶。委婉语的使用不仅给足了对方面子，又表达了说话者的身份地位、学识风度。使用优雅、含蓄的语言也是人们的一种审美需求以及文明需要1.2.2 In order

33、to avoid vulgar, indecent use of euphemism In the Eastern and Western culture, any and disease, death, human e*cretion, the Health and body parts, se*, body shape and other things related to taboo, are often considered to be vulgar, indecent, was difficult to convince something presentable and accep

34、table. So people will not bear or inconvenience taboo to say things directly, through the song words, taboo and other means to beautify or dilute them, so that not so vulgar, so that they are gentle some. If the human body thin and the skinny say slim and slender; to the body fat / corpulent say plu

35、mp, strong and stout. Middle Ages in Europe, people think leg, breast, thigh, pregnancy and other words and se*ual relationship too direct, and therefore produced the following euphemisms: pianos limbs (means the pianos leg); white meat (means the chicken breast); dark meat (means chicken thigh). Pr

36、oper use of euphemism to avoid embarrassing everybodys unhappy, recruit people dislike. Euphemism is used not only to the feet of each others face, but also reflects the speakers status, knowledge demeanor. The use of elegant, subtle language is a kind of aesthetic needs of the people as well as the

37、 civilization needs. 。为防止唐突无礼而使用委婉语在交际场合，为礼貌起见，防止唐突无礼，人们常用委婉语来表示对他人的尊重，减少对他人的批评，将对方的反感情绪降到最低点。请看下面对话：Dont you think my cooking is wonderfulThe boyfriend responded, Are you fishing for pliment男孩明知道女孩煮的饭不好吃，却没有当面提出，而是用委婉含蓄的方式答复你需要我表扬你吗这样的答复即不会打击女孩的自尊心，又不失幽默幽默。俗话说良言一句三冬暖，恶话伤人六月寒、当着矮个不提高，假设在公众场合揭对方的短，伤了

38、他的自尊，人家就会因受到刺激变得不客气起来。如果你对一个女孩说你长的又矮又胖，简直就像个矮冬瓜。 则这个女孩会非常生气，最后友好的关系也会因此而分裂，甚至反目成仇。可见，恰当得体的话语有时比温暖的春风还让人轻爽。1.2.3 In order to avoid abrupt discourteous use of euphemism 真的不掉线吗.、.In the munication occasion, as a matter of courtesy, to avoid abrupt discourteous, it is often used euphemisms to e*press re

39、spect for others, to reduce other peoples criticism, the other persons feeling of resentment to a minimum. See the following dialogue: Dont you think my cooking is wonderful The boyfriend responded, Are you fishing for pliment Is keenly aware that girls and boys cooked meals are not tasty, but not i

40、n person, but that implicitly use euphemism way to answering the question Do you need me praise you This kind of response that will not strike a girls self-esteem, yet humorous. As the saying goes, remarks to a three Winter, evil assault in June, then cold, in front of shorter people do not improve,

41、 if in public to e*pose each others short, hurt his self-esteem, people will be stimulated due to bee non - modest rise. If you are a girl said, you have a long short and stout, almost like a Aidong Gua. Well, this girl will be very angry, the last and friendly relations will be split, or even again

42、st each other. Can be seen, proper and dignified than the genial words sometimes makes light of spring is also cool. 在交际过程中，尤其在*种特定的语境中，成心用一些礼貌用语或较为缓和的词语，一来可以顾全对方，二来不会因揭短而冒犯别人。比方明知有人在说谎，却不直说He is a liar，而说成He often tells untruth。从而有利保持人与人之间关系的融洽与和谐，消除抵触，促成合作。In the munication process, especially in

43、a particular conte*t and deliberately with some polite terms or moderate words, firstly, to show consideration for each other, two years will not offend others Jieduan. For e*ample knowing that someone is lying, does not directly say He is a liar, and say He often tells untruth. Thus contributing to

44、 maintain harmonious interpersonal relations and harmony, elimination of conflict and promoting cooperation.1.3 礼貌原则英国学者Leech提出了言语交际的礼貌原则，根据Leech的礼貌原则中的选择The Optional Scale。如果话语容使听话人得益，说话人的话说得越直率，强求听话人承受的愿望就越明显，话语就越能显出热情容;如果话语容只使说话者得益则说话人的话就要说得间接一些，谨懊一些，要给听话人留有较大的自由选择余地，从而表现出话语的礼貌得体。 例如:1.3 Politene

45、ss Principle British scholar made verbal munication Leechs Politeness Principle, according to Leechs Politeness Principle in the choice 真的不掉线吗.、.of The Optional Scale. If the content of discourse to make obedient people benefit from the speakers saying that the more outspoken desire to insist obedie

46、nt acceptance of the more obvious, showing enthusiasm for the content of words the better; if the content of discourse is only to benefit the speaker while the speakers words on the To say it indirectly, some, like annoyed some, give the listener a greater freedom of choice left, thus demonstrating

47、courtesy of decent discourse. For e*ample: (I)Unfortunately we cannot meetyour needs because you failed to send yourcheck. (2) We shall be glad to meet yourneeds as soon as we receive your check. 例(1)的语气很突兀，过于直接;而例(2)使用委婉语气，礼貌得多。此外，礼貌原则强调多为对方着想，要求从对方的角度考虑，顾及他人的要求、愿望和感情。采取 对方态度，即you-attitude的委婉表达，则充分

48、表达了礼貌原则。如:Cases (1) The tone is very abrupt, too direct; while cases (2) The use of euphemistic tone is much more polite. In addition, the politeness principle emphasizes the sake of more for each other, calling each others point of view, taking into consideration the requirements of others, aspirat

49、ions and feelings. Adopt the other side attitude, that you-attitude of the euphemistic e*pression, while fully reflects the principles of politeness. Such as: (3)We accept a 1.5% discount oncash payment. (we-attitude) (4) You earn a 1.5% discount whenyou pay cash. (you-attitude) 其中例(4)从时方的角度考虑，显得更加委

50、碗，表达了礼貌原则。These cases (4) when the side from the point of view, even more mission bowl, embodies the principles of politeness.2.商务谈判中的礼貌语用策略 法国著名作家雨果曾说过:语言就是力量。如何在商务谈判中有效地发挥语言的作用，到达谈判目的呢这就需要运用一些礼貌语用策略来得以实现。礼貌策略就是在其他条件一样的情况下，把不礼貌的信念的表达减弱到最低限度。礼貌是建立良好的人际关系和合作关系的前提。商务谈判的顺利开展依赖于良好的社会关系的建立。2. Business ne

51、gotiations Pragmatic Politeness Strategy The famous French writer Victor Hugo once said: Language is 真的不掉线吗.、.power. How to negotiate effectively in the business to play the role of language, to the negotiation purposes This requires the use of a number of politeness strategies to pragmatic reality.

52、 Politeness strategy is, other things being equal, the e*pression of impolite beliefs decreased to a minimum. Courtesy is to establish good relationships and cooperation between the premise. The smooth development of business negotiation depends on good social relationship.2.1.防止自以为是、贬低或责备对方的口气例如:2.

53、1. To avoid self-righteousness, belittle or blame the others tone of voice For e*ample: a. I found that there are 20 earphones missing in carton No.2.We cannot sell the radios without earphones.Please ship the goods to us as soon as possible.b. You would of couse rather continue to do business with

54、my pany because c. All wise panies would like to do business with us.在以上的三句话中，很明显。句直接指出对方的失，带有指责的口吻出句给人自以为是、瞧不起对方的感觉;。句有贬低别人的口气。诸如这样的口气很难使谈判作顺利地进展下去，所以在实际的谈判过程中要时刻意自己的口吻，防止由此带来的不必要的麻烦。In the above three sentences, it is obvious. Sentence e*plicitly stated that the others loss, with the tone of a sen

55、tence gives the accused the self-righteous, look down on each others feelings;. Sentence has to belittle someone elses tone. Tone of voice such as this it is difficult to make negotiations proceed smoothly, so in the actual negotiation process, we need your tone of voice when you deliberately avoid

56、the resulting unnecessary troubles.2.2.淡化主观态度，零重对方立场在商务谈判过程中，不是说压倒对方就胜利了。一成功的谈到从根本上讲应该到达双赢。这就要求谈人员在谈判中要减少表达利己的观点，尽量减少对的受益。换句话说，就是要采真的不掉线吗.、.取对方态度(other-atitude)，少采用自我态度(self-atitude)。要把我、我们换成、你们，使对方感到自己的重要性。这样才能获得对方的好感，促成交易。我们来比较以下几组句子:2.2. To play down the subjective attitude of the other sides pos

57、ition of zero re - In business negotiations, not to say that overwhelm the other side won. Turning to the success of a fundamentally should be to achieve win-win. This requires staff to talk about the negotiations to reduce the e*pression of self-interest point of view to minimize the benefits. In o

58、ther words, is to take the attitude of (other-atitude), less use of self-attitudes (self-atitude). Take me, we replaced, you have to make each other feel important. In order to get each others goodwill, to promote trade. We pare the following groups of sentences: E*ample 1. a.we have a good selectio

59、n of winter clothes at Chinas Autumn E*port modities Fair.b.You can choose from a very good selection of winter clothes at Chinas Autumn E*port modities Fair.E*ample 2a . We allow 1.5 percent discount for an order more than 2000 tons.b. You can obtain 1.5 percent discount for an order more than 2000

60、 tons. 以上两组句子中，a句和 b句的意思一样，但表达有所不同。a句是从我方角度出发，而b句是从对方的立场考虑，在谈话中礼貌地指出和强调对方可能获得的利益，淡化自己的好处，表达了礼貌原则中的得体准则。The above two sentences, a sentence, and b sentences the same meaning, but the e*pression is different. a sentence is from our point of view, while the b sentences from each others position to cons

61、ider, in the conversation and politely point out and emphasize the other potential benefits, Dilute the benefits of their own embodied the principles of decent politeness norms.2.3.尽量防止使用否认句，采用复合句表达分歧Liqi在礼貌原则的一致准则中提出，要尽力缩小对自身和他人之间的分歧，尽力夸张对自身和他人的一致，以到达礼貌的效果。在谈判中，双方不可防止地会产生矛盾、冲突，但谈判人员所使用的语言不应该是否认或悲观的

62、，这样会令人感到不快，不利于谈判的顺利开真的不掉线吗.、.展。要多运用积极、乐观的语句来说明我方的态度使整个谈判能在融洽的气氛中进展。比较下面句子:2.3. Try to avoid using negative words, using ple* sentences to e*press the differences Liqi courtesy of the principle of consensus guidelines should be made to try to narrow the gap on the differences between themselves and o

63、thers, try to e*aggerate the consistency of their own and others, in order to achieve the effect of courtesy. During the negotiations, both sides will inevitably create contradictions, conflicts, but the language used by the negotiators should not be negative or pessimistic, and this would cause fru

64、stration is not conducive to the smooth progress of the negotiations. To use more of the positive and optimistic statement to show our attitude so that the whole negotiation in a harmonious atmosphere. parison of the following sentence: a . Since you didnt firm the sample color, we cant dye the bulk fabric.b. We will dye the bulk fabric as soon as you confirm the sample color. 在这个例子中，a句采用的是消极否认的说法，语气生硬 听起来非常不舒服，使接下来的谈判也很难进展而 b句改用了积极肯定的语句，减少了与对方在感情上的对立，其效果与。句就截然不同了。