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）(2)

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 Term …… 此处隐藏：9008字，全部文档内容请下载后查看。喜欢就下载吧 ……