Chapter 3 Pre-negotiation 2 Receiving Foreign Businessmen
Chapter 3 Pre-negotiation 2 Receiving Foreign Businessmen
Focus of this Chapter Adopting soften words Adopting passive voice Invitation to a dinner ■Table etiquettes ■Chinese food How to make suggestions The pre-negotiation process
Focus of this Chapter ◼ Adopting soften words ◼ Adopting passive voice ◼ Invitation to a dinner ◼ Table etiquettes ◼ Chinese food ◼ How to make suggestions ◼ The pre-negotiation process
Getting-in What are the table etiquettes in China? How much do you know about the Chinese cuisine or Western cuisine? Have you made any blunders at table?
Getting-in ◼ What are the table etiquettes in China? ◼ How much do you know about the Chinese cuisine or Western cuisine? ◼ Have you made any blunders at table?
Function Adopting softened words I am afraid.. We would say... It seems to me... We would suggest
Function ◼ Adopting softened words I am afraid… We would say… It seems to me… We would suggest…
使用缓和法体现礼貌原则 在传递负面信息时，使用we are afraid that,.It seems (would seem)that,we would suggest that,As you are(may be))aware,It appears that等模糊限制语 减缓语气，弱化负面效应，在表明我方意图的同 时，避免过于武断和直接，照顾到对方心理和感 受，从而促进合作。 (1)I'm afraid that we can not deliver all the goods at one time. (2)It seems (would seem)to us that you ought to have accepted the offer
使用缓和法体现礼貌原则 ◼ 在传递负面信息时，使用 we are afraid that,It seems (would seem) that , we would suggest that, As you are (may be) aware,It appears that 等模糊限制语 减缓语气，弱化负面效应，在表明我方意图的同 时，避免过于武断和直接，照顾到对方心理和感 受，从而促进合作。 ◼ （1）I’m afraid that we can not deliver all the goods at one time. ◼ （2）It seems (would seem) to us that you ought to have accepted the offer
Adopting passive voice A passive voice is often vague by way of omission of the agent.Then there is much more possibility to guess who is responsible for the deeds.It is possible to be the speaker,or the superior or someone else in charge.Even though the speaker refers to the opponent,in his mind,the passive voice seems more polite especially when the speaker thinks the opponent gets wrong in some regards
Adopting passive voice ◼ A passive voice is often vague by way of omission of the agent. Then there is much more possibility to guess who is responsible for the deeds.It is possible to be the speaker, or the superior or someone else in charge.Even though the speaker refers to the opponent, in his mind, the passive voice seems more polite especially when the speaker thinks the opponent gets wrong in some regards
·认知是意识水平对思想和表象的加工。 当说话人要作出威胁面子行为时，往往 避免提及对方，从而来营造认知语境， 维护说话人消极的面子，达到礼貌策略 的目的。在商务谈判中，人们常用被动 句，减少对对方的伤害
◼ 认知是意识水平对思想和表象的加工。 当说话人要作出威胁面子行为时，往往 避免提及对方，从而来营造认知语境， 维护说话人消极的面子，达到礼貌策略 的目的。在商务谈判中，人们常用被动 句，减少对对方的伤害
Example Active voice-You made a very careless mistake.很显然，你犯了一个很粗心的错误 ■ Passive voice-A very careless mistake was made here.这儿犯了一个很粗心的错误 Active voice-For the past three years,you have placed no order from us Passive voice--...,no order has been placed from us
Example ◼ Active voice—You made a very careless mistake.很显然，你犯了一个很粗心的错误 ◼ Passive voice—A very careless mistake was made here.这儿犯了一个很粗心的错误 ◼ Active voice– For the past three years, you have placed no order from us. ◼ Passive voice-- …, no order has been placed from us
■ 在主动句中，说话人仅仅考虑自身的立 场，不去考虑受话人的感受，而在被动 语态中，说话人通过使用被动句来拉开 与说话人的距离，似乎这与对方个人无 关，从而起到挽救对方面子的作用。在 言语交际中，使用被动语态可以避免言 语武断，使话语听起来更有客观性，从 而达到损害别人面子最小化原则
◼ 在主动句中，说话人仅仅考虑自身的立 场，不去考虑受话人的感受，而在被动 语态中，说话人通过使用被动句来拉开 与说话人的距离，似乎这与对方个人无 关，从而起到挽救对方面子的作用。在 言语交际中，使用被动语态可以避免言 语武断，使话语听起来更有客观性，从 而达到损害别人面子最小化原则
Function task 1 We can not agree to your counter-offer. 2 Our textile products are the best on European markets. 3 We demand immediate shipment from you, otherwise,we must refuse your offer. 4 Your proposal is warmly appreciated,but we regret to inform you that we are unable to find you purchase of other items you mentioned
Function task 1 We can not agree to your counter-offer. 2 Our textile products are the best on European markets. 3 We demand immediate shipment from you, otherwise, we must refuse your offer. 4 Your proposal is warmly appreciated, but we regret to inform you that we are unable to find you purchase of other items you mentioned