商务谈判中，谈判人员会因某种特殊的时间、地点或环境限制不能自由表达。当谈判人员发表不同意见，或谈判受阻时，委婉的表达法会非常有用，它能缓解谈判的紧张气氛，打破僵局。

In business negotiation, negotiators may be restricted by particular time, place, and atmosphere, and can not say directly then and there. When a negotiator expresses his different opinions, or gets the negotiation to be stuck, euphemistic presentations are used, which can relieve the tension of negotiating climate and break the deadlock.

首先，人们可以使用柔和的语言，间接地表达想法。通过回避的策略，谈判人员可以表明自己并非那么坚定。这种做法也可以弱化口气，以免伤到谈判对手。诸如“恐怕……”，“我们想建议……”这样的语句会把强硬的口气转化成柔和的口气以达到温和委婉的效果。其次，谈判对手在某些方面犯错误的时候使用被动语态会显得更加礼貌。例如你可以说“这有一个错误”而不说“你明显犯了一个错误”。第三，移情就是要去体悟对手的感觉。商业谈判中，如果移情做的真诚，真心为对方考虑，可以大大改善讨价还价的气氛。如果移情用的巧妙，可以诱使对方换位思考。

First of all, people can use softened wordage to express indirectly and inoffensively. A negotiator can, by the strategy of hedging, make sure that he is not completely committed. This strategy can also soften the tone in case of hurting the opponent. Those expressions, such as I'm afraid" and "we would suggest", turn the strong into the moderate tone, thereby gaining the mild, euphemistic effects. Secondly, a passive voice seems more polite especially when the speaker thinks the opponent gets wrong in some regards. For example, you can say "A very careless mistake was made here." instead of " Obviously, you made a very careless mistake here." Thirdly, empathy is imagining how opponents feel. In business negotiations,if used honestly, it improves the bargaining climate by showing that you understand and care about the opponents'problems; if used skillfully, it fools opponents into thinking you care about their problems in order that they will reciprocate.

委婉语表达并不意味着在口气和态度上软弱。事实上，它对谈判双方都是有效的沟通方式。找到对手的需求并去努力迎合，没有必要给人一个强硬的外表。你需要做的是用积极的态度让对方清楚他的利益所在。委婉语能够增强谈判的弹性空间，改善谈判结果。委婉语不但体现了说话者的礼貌还显示了个人魅力，使谈判更加顺利。

Euphemistic presentation does not mean weakness in the tone of voice and attitude. In fact, it is an effective negotiating means for both sides. Find a need of your opponent's and meet it. You don't have to give him the hard shell. All that's necessary is to shade your case positively in a way that makes clear to your opponent how much he will benefit. They can increase the negotiating flexibility and possibility and improve the negotiating results. They not only show the speakers'politeness, but also their virtues of personality, which can serve negotiation better.

【知识小贴士】

商务谈判中，开口说“不”的时候不必说抱歉，因为这个拒绝不是欠对方什么，而的确是从自身出发，无法满足对方的要求。一个“不”字，通过什么样的方式传递给谈判对方，结果是不一样的。在说“不”的时候要有自信心。要把自己的条件和原因告诉对方，要条理清晰、有理有据。说“不”的时候要有积极主动的情绪，悲观消极的拒绝意味着谈判的终结。拒绝不是最终目的，关键是要阐明在某个地方不能让步的原因，目的是双赢。

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