導(dǎo)語：如何才能寫好一篇商務(wù)信函，這就需要搜集整理更多的資料和文獻(xiàn)，歡迎閱讀由公務(wù)員之家整理的十篇范文，供你借鑒。

篇1

關(guān)鍵詞：商務(wù)信函；標(biāo)準(zhǔn)；翻譯策略

一、引言

隨著經(jīng)濟(jì)全球化的深入，越來越多企業(yè)、部門直接參與對(duì)外貿(mào)易?？鐕Q(mào)易使得商務(wù)英語函電成為貿(mào)易雙方傳遞信息、業(yè)務(wù)溝通、加強(qiáng)聯(lián)系的重要手段。商務(wù)函電的內(nèi)容直接影響業(yè)務(wù)往來雙方是否決定繼續(xù)商業(yè)活動(dòng)、雙方的經(jīng)濟(jì)效益，因此，準(zhǔn)確的傳遞英語商務(wù)信函信息顯得尤為重要。

二、商務(wù)信函翻譯的標(biāo)準(zhǔn)

（一）準(zhǔn)確傳達(dá)信息

商務(wù)信函是正式、準(zhǔn)確，且用詞精確。商務(wù)信函翻譯的目的是幫助收信人理解發(fā)信者的要求，以決定是否繼續(xù)與發(fā)信者繼續(xù)交易、合作。翻譯的準(zhǔn)確性直接影響著雙方的利益，因此，譯者在翻譯的過程中，要保證完整的傳達(dá)原文信息。例如，“no later than”， “before”， “within”等表達(dá)時(shí)間限制的詞應(yīng)準(zhǔn)確的翻譯，避免雙方因交貨、裝運(yùn)時(shí)間等問題而導(dǎo)致沖突。

（二）禮貌委婉的傳達(dá)信息

商務(wù)信函禮貌委婉，且使用特定詞匯與句型，使商務(wù)英語信函嚴(yán)肅，具有法律效力。例如，為了避免主觀性，在英語商務(wù)信函中大量使用被動(dòng)語態(tài)。中國向來是禮儀之邦，在中文商務(wù)信函中，大多用類似文言文以表達(dá)禮貌與嚴(yán)肅性?！芭钨n早復(fù)”，“前肅寸函”，“唯迄今”，“尚希查明賜復(fù)”等常常出現(xiàn)在中文商務(wù)信函中。

三、商務(wù)信函翻譯策略

雖然商務(wù)信函屬于正式文本，翻譯時(shí)準(zhǔn)確傳達(dá)信函信息是首要任務(wù)，任何信息的增減都將導(dǎo)致雙方的沖突，但是由于英漢商務(wù)信函在用詞、句型、格式等方面的不同，在翻譯的過程中，譯者需采取調(diào)整、增譯、減譯策略來保證信息準(zhǔn)確的傳達(dá)。

（一）重復(fù)

在商務(wù)英語信函的翻譯重復(fù)來句子中的主語、賓語等保證信息的準(zhǔn)確性。

We pleased to receive your bank cheque for $1，345 yesterday. It has been credited to your account， which is now completely clear.貴方寄來的1345美元銀行支票已經(jīng)收到，至感欣慰。我方已將此款計(jì)入貴方賬戶。貴方賬目已經(jīng)結(jié)清。

（二）調(diào)整結(jié)構(gòu)

在英語商務(wù)信函中，大量使用被動(dòng)語態(tài)、否定句來表達(dá)主觀性，及發(fā)信人對(duì)收信人的尊敬，而在中文的商務(wù)信函中，更多使用主動(dòng)語態(tài)和肯定句，因此在翻譯的過程中，需要調(diào)整句子的結(jié)構(gòu)。例如：

It is not a very old or large account， so why not sent us your check today？

這并不是一筆大數(shù)目，請(qǐng)即結(jié)清該賬。

（三）省譯

英語商務(wù)信函中，由于英語語法結(jié)構(gòu)、句型完整、意思準(zhǔn)確等要求，需要重復(fù)部分詞，在翻譯成中文的過程中要省去。

1、省略代詞。在英語句子中，代詞是不可或缺的，但是在中文中，即使省去部分代詞，信息不會(huì)丟失，也不會(huì)影響信息傳達(dá)的準(zhǔn)確性，相反，能更好的滿足中文商務(wù)信函的禮貌要求，在翻譯英語商務(wù)信函的過程中，可將部分代詞省略。例如：

As soon as I opened the package，I noticed that they are poor in material and not in accordance with your original samples.唯拆視之下，發(fā)現(xiàn)該批制品，工料粗劣，與前送樣品，完全不符。

2、省略連詞。英語中的長句結(jié)構(gòu)緊湊，英語中連結(jié)詞出現(xiàn)頻率較高，為更好的傳達(dá)復(fù)雜的信息，商務(wù)信函大量使用長句。中文很少用到連接詞，句與句之間的邏輯關(guān)系可通過詞的順序來表達(dá)。在翻譯過程，可省去部分連詞。例如：

In condition that you reduce your price to some extend， we will lay the order.你方降價(jià)，我方便下訂單

3、省略同義詞。英語商務(wù)信函使用約定俗成的同義詞來表達(dá)準(zhǔn)確性和正式，例如：“null and void（無效）”， ， “true and correct（正確）”， “final and conclusive（最終）”，在中文翻譯中，要將此類同義詞中的其中一個(gè)省略，僅譯其中一個(gè)。

We shall be obliged if you will kindly make it a check on behalf of us and furnish and provide us the information needed. 若貴公司能代我方在這方面進(jìn)行調(diào)查，提供有關(guān)信息，則不勝感激。

（四）增譯

1、增加連詞。在英語中，使用動(dòng)詞分詞形式和不定式來表達(dá)目的、條件、結(jié)果，但在在翻譯成中文的過程，也要根據(jù)分詞和不定式在句子中的含義，增加表達(dá)目的、條件、結(jié)果的連詞傳達(dá)主句和從句之間關(guān)系的連詞，符合中文習(xí)慣。

Having extensive connection withJapanese manufacturers as well as sufficient capital at our disposal， we are confident we can execute orders at the lowest prices.由于我公司與日本制造商有著廣泛聯(lián)系，加上有足夠可供支配的資金，我們相信，我方能以最低廉的價(jià)格滿足貴方的訂貨要求。

2、增加量詞。英語可用名詞的單復(fù)數(shù)形式來表達(dá)貨物數(shù)量的多少，而中文的名詞沒有單復(fù)數(shù)形式，因此，在把英語名詞的單復(fù)數(shù)翻譯成中文時(shí)，要加上量詞。例如：

We confirm supply of the prints at the prices stated in you letter and arranging for dispatch next week by passenger train. 我方確認(rèn)你方來信的價(jià)格供應(yīng)各種印花棉布，并正安排下周由客運(yùn)列車裝出。

3、增加時(shí)間。英語課通過動(dòng)詞的時(shí)態(tài)來表達(dá)時(shí)間，因此，在某些情況下，省略了時(shí)間，在翻譯成中文時(shí)，要根據(jù)時(shí)態(tài)標(biāo)明時(shí)間。

we are planning to pack the products and ship it to you as stipulated.我們已在準(zhǔn)備將訂貨裝箱運(yùn)送。

四、結(jié)論

商務(wù)信函作為國際交流貿(mào)易的重要手段，中英商務(wù)信函語言特點(diǎn)的區(qū)別要求在進(jìn)行商務(wù)英語信函漢譯的時(shí)候，譯者應(yīng)根據(jù)實(shí)際情情況，采取調(diào)整句式結(jié)構(gòu)、增譯、減譯等翻譯策略，以保證準(zhǔn)確的傳達(dá)信息，避免對(duì)方因?qū)﹃P(guān)鍵信息理解錯(cuò)誤而導(dǎo)致沖突。（作者單位：廣西財(cái)經(jīng)學(xué)院商務(wù)外國語學(xué)院）

參考文獻(xiàn)：

[1]房玉靖，劉海燕. 2012. 商務(wù)英語翻譯教程[M].北京：清華大學(xué)出版社.

篇2

a.我們?cè)概c貴公司建立商務(wù)關(guān)系。

Wearewillingtoestablishtraderelationswithyourcompany.

b.我們希望與您建立業(yè)務(wù)往來。

Pleaseallowustoexpressourhopeofopeninganaccountwithyou.

c.我公司經(jīng)營電子產(chǎn)品的進(jìn)出口業(yè)務(wù)，希望與貴方建立商務(wù)關(guān)系。

Thiscorporationisspecializedinhandingtheimportandexportsbusinessinelectronicproductsandwishestoenterintobusinessrelationswithyou.

2．自我推薦

a.請(qǐng)容我們自我介紹，我們是……首屈一指的貿(mào)易公司。

Letusintroduceourselvesasaleadingtradingfirmin…

b.本公司經(jīng)營這項(xiàng)業(yè)務(wù)已多年，并享有很高的國際信譽(yù)。

Ourcompanyhasbeeninthislineofbusinessformanyyearsandenjoyshighinternationalprestige.

c.我們的產(chǎn)品質(zhì)量一流，我們的客戶一直把本公司視為最可信賴的公司。

Ourproductsareofverygoodqualityandourfirmisalwaysregardedbyourcustomersasthemostreliableone.

3．推銷產(chǎn)品

a.我們從……獲知貴公司的名稱，不知貴公司對(duì)這一系列的產(chǎn)品是否有興趣。

Yournamehasbeengivenby…andweliketoinquirewhetheryouareinterestedintheselines.

b.我們新研制的……已推出上市，特此奉告。

Wearepleasedtoinformyouthatwehavejustmarketedournewly-developed….

c.我們盼望能成為貴公司的……供應(yīng)商。

Wearepleasedtogetintouchwithyouforthesupplyof….

d.我們的新產(chǎn)品剛剛推出上市，相信您樂于知道。

Youwillbeinterestedtohearthatwehavejustmarketedournewproduct.

e.相認(rèn)您對(duì)本公司新出品的……會(huì)感興趣。

Youwillbeinterestedinournewproduct…….

4．索取資料

a.我們對(duì)貴方的新產(chǎn)品……甚感興趣，希望能寄來貴公司的產(chǎn)品目錄及價(jià)目表。

Weareinterestedinyournewproduct…andshallbepleasedtohaveacatalogandpricelist.

b.我們從紐約時(shí)報(bào)上看到貴公司的廣告，但愿能收到產(chǎn)品的價(jià)目表及詳細(xì)資料。

WehaveseenyouradvertisementinTheNewYorkTimesandshouldbegladtohaveyourpricelistsanddetailsofyourterms.

c.獲知貴公司有……已上市，希望能賜寄完整的詳細(xì)資料。

Wehearthatyouhaveput…onthemarketandshouldbegladtohavefulldetails.

d.如蒙賜寄貴公司新產(chǎn)品的詳細(xì)資料，我們將深表感激。

Weshouldappreciatefullparticularsofyournewlydevelopedproduct.

e.如蒙賜寄有關(guān)……的樣品和價(jià)目表，我們將甚為感激。

Weshouldbeobligedifyouwouldsenduspatterns(orsamples)andpricelistsofyour…

5．寄發(fā)資料

a.很高興寄你一郵包，內(nèi)裝……

Wearepleasedtosendyoubyparcelpostapackagecontaining…

b.欣寄我方目錄，提供我方各類產(chǎn)品的詳細(xì)情況。

Wehavepleasuresinsendingyouourcatalogue,whichgivesfullinformationaboutourvariousproducts.

c.欣然奉上我方產(chǎn)品樣品，在貴方展廳展出。

Weshouldbepleasedtoletyouhavesamplestogiveademonstrationatyourpremises.

d.為使貴方對(duì)我方各種款式的手工藝品有一初步了解，今航郵奉上我方目錄和一些樣品資料，供您們參考。

Inordertogiveyousomeideaofvariousqualitiesofhandicraftswecarry,wehavepleasureinforwardingyoubyairmailonecatalogueandafewsamplebooksforyourperusal.

6．附寄資料

a.隨函附上本公司新出品的……樣品，請(qǐng)查收。

Youwillfindenclosedwiththisletterasampleofnew….

b.隨函附上購貨合同第××號(hào)兩份，希查收，諒無誤。請(qǐng)會(huì)簽并退我方一份備案。

EnclosedpleasefindtwocopiesofPurchaseContractNo.…，whichwetrustwillbefoundinorder.Kindlysignandreturnonecopyforourfile.

c.我們很高興地附上詢價(jià)單第××號(hào)，請(qǐng)貴方報(bào)離岸價(jià)格。

Wehavepleasureinenclosingourfile.

d.我們確認(rèn)向貴方購買……,隨函附上訂單確認(rèn)書供參照。

Weconfirmhavingpurchasedfromyou….Aconfirmationorderisenclosedforyourreference.

7．請(qǐng)求做商

a.我們深盼與英國公司接洽，希望成為其銷售商之一。

WeareanxioustocontactsomeBritishfirmswithaviewtoactingastheirsellingangents.

b.如蒙考慮擔(dān)任銷售你們……商，我們將十分高興。

Weshouldbegladifyouwouldconsiderourapplicationtoactasagentsforthesaleofyour…

8．請(qǐng)求報(bào)價(jià)

a.茲函請(qǐng)?zhí)峁膱?bào)價(jià)。

Wearewritingtoinvitequotationsforthesupplyof….

b.請(qǐng)將定期供應(yīng)……之報(bào)價(jià)賜知。

Pleaseletushaveaquotationfortheregularsupplyfor….

c.請(qǐng)將下列貨品的最低價(jià)格賜知。

Kindlyquoteusyourlowestpricesforthegoodslistedbelow.

9．詢價(jià)

a.隨函寄上詢價(jià)單一份。

Weareenclosingherewithaninquirysheet.

b.如果貴方對(duì)……感興趣，請(qǐng)告具體詢價(jià)。

Ifyouareinterestedinour…,pleaseletusknowwithaspecificinquiry.

c.一收到貴方具體詢價(jià)單，我方馬上航空郵上樣品冊(cè)并報(bào)價(jià)。

Quotationsandsamplebookswillbeairmailedtoyouuponreceiptofyourspecificinquiry.

10．價(jià)格

a.我們發(fā)現(xiàn)你方報(bào)價(jià)比我們從其他地方收到的略為偏高，請(qǐng)你方降價(jià)，以適應(yīng)競爭。

Wefindyourquotationslightlyhigherthanthosewehavereceivedfromothersources,andaskyoutoreduceyourpricetomeetthecompetition.

篇3

關(guān)鍵詞:禮貌原則 商務(wù)交流 商務(wù)信函寫作

Abstract: Politeness is generally accepted as an important feature in human communication. Writing of business correspondence should also observe this guideline. This paper analyzes the substantial use of politeness in business correspondence. One should employ politeness tactics appropriately to achieve the purpose of more efficient business communication.

Key Words: Politeness Principle Business Correspondence Writing

1.Introduction

Politeness is the core of both Chinese and English culture. A lot of linguist had researched the relation between politeness and language. Among them, G.N. Leech is outstanding who once introduced the Politeness Principle. Politeness Principle includes six maxims(Leech, 1983): Tact Maxim (Minimise cost to other, Maximise benefit to other); Generosity Maxim (Minimise benefit to self, Maximise cost to self); Approbation Maxim (Minimise dispraise of other, Maximise dispraise of self); Modesty Maxim (Minimise praise of self, Maximise dispraise of self); Agreement Maxim(Minimise disagreement, Maximise agreement); Sympathy Maxim(Minimise antipathy, Maximise sympathy ). Leech thinks in communication, speaker and listener should maximize the expression of polite belief and minimize the expression of impolite belief (Leech, 1983). Although the research is on the base of dialog, it is also suitable for writing language.

The Politeness Principle is very important for the writing of business correspondence. And everyone wants to do a good job in writing business correspondence. A polite correspondence must respect the other side’s views, rights and needs as well as let the reader feel pleasure. Then, the writer should pay attention to politeness principle in business correspondence..

2. Application of the Politeness Principle in business correspondence writing

2.1 Tact maxim (Minimise cost to other, Maximise benefit to other) and Generosity maxim (Minimise benefit to self, Maximise cost to self)

In the writing of business letter, Tact Maxim is usually used in orders and promises. Meanwhile, Generosity Maxim is used in requiring price and negotiating conditions. In the practice of the writing, they are almost used in the same way. For instance:

(1)We assure you that any further enquiries from you will receive our prompt attention. In this example, “assure” strengthens the mood. In the objective clause, the writer made “any further enquires from you” the subject, putting the opposite side’s benefit in the first place. This sentence embodied the Tact Maxim and followed Politeness Principle.

(2) We sincerely advise you to accept our proposal as our stocks are getting lower and lower day and day，and we are afraid we shall be unable to meet your requirements if you fail to let us have your confirmation by return

In this sentence, the word “advise” was used improperly. The word “advise” may lead to a commending meaning. It may suggest that they must accept your advice. If not, the result would be very bad. But actually the choice right is in their hands but not yours. So, we should change “advise” into “recommend”.

(3) We reject your order No.85 for 1000,000 yards of Cotton Prints Art No.1002.

This sentence may have made the reader unhappy. Because the word “reject” was too direct. We could change the sentence into “Unfortunately, we have been unable to accept your order No.85 for 1000,000 yards of Cotton Prints Art No.1002”. The pattern “Unfortunately….” could save the reader’s face. And the whole sentence becomes indirect and more tactful.

2.2 Approbation Maxim (Minimise dispraise of other, Maximise dispraise of self) and Modesty Maxim (Minimise praise of self, Maximise dispraise of self)

The Approbation Maxim and Modesty Maxim are also used similarly. The difference is their object. The former one is used from the other opposite’s perspective. And the latter one is from our own perspective. In business letter writing, they are most used in preparation stage. For instance:

(1). It goes without saying that we very much appreciate the support you have extended us in the past.

In this example, the pattern “it goes without saying” exaggerate the writer’s gratitude to the reader as well as express the meaning of approbation to the reader. Having this good beginning, further negotiation may become very easy.

(2) Much as we would like to cooperate with you in expanding sales, we are regretful that we just cannot see our way clear to entertain your counter-offer, as the price we quote is quite realistic.

In this example, “much”, “just”, “see our way to” strengthen the effect of self-debasing. The word “realistic” is much better than “l(fā)ow” or “good”.

2.3 Agreement Maxim (Minimise disagreement, Maximise agreement)

When the two sides in the business meet transaction disputes, using Agreement Maxim can reduced differences and making negotiation continue smoothly. For instance:

(1) We do not deny that the quality of Chinese kernels is slightly better, but the difference in price should, in no case, be as big as ten percent.

In this example, the writer firstly recognized the quality of the goods, and then pointed out the price was unreasonable. The purpose is to find out point of agreement of both sides, reducing difficulty of negotiation.

(2) There are some discrepancies existing between the N／C stipulations and the terms of contract. For smooth effectuation of shipment，we shall appreciate your amending the N／C as follows:...

In this example, “for smooth effectuation of shipment” and “appreciate your amending” both play the rule of eliminating conflicts and making the negotiation goes well.

(3) While we appreciate your efforts in pushing the sale of our products, we very much regret that we are not in a position to offer you the desired quality, owing to excessive demand.

In this sentence, before talk about the regret, the writer thanks for the reader’s effort to sell foods, giving a face to the reader.

(4) We have no wish to embarrass you and if you can replace the materials we are prepared to allow the extension of delivery time.

In this example, the writer used some words to repair the might damage to the reader’s feeling.

2.4 Sympathy Maxim (Minimise antipathy, Maximise sympathy)

In the business communication, this maxim is usually used to show one’s sympathy to the loss side. And its function also reflected in complaints against each other, such as claims of a negative response on the content of messages. For instance:

(1)We are most anxious to compensate you for the shortage in weight mentioned in your letter of June 4, by offering you an allowance of 10 percent.

In this sentence, in order to express sympathy, the writer used “be anxious to” to emphasize the willing to compensate to the other side.

In the above six maxims, the Tact Maxim is the basic maxim. If we enlarge the definition of “cost” and “benefit”, besides the order or promise, the agreement and sympathy and conflict and disgust all can be seen the expression of “l(fā)ost” or “benefit”. Then, the Tact Maxim can summarize them.So the application of Politeness Principle in business correspondence writing can be seen the application of Tact Maxim.

3. Conclusion

As the globalization of business, foreign trade is more important to companies. Business correspondence writing plays an important role in communication with business partners. All in all, the correspondence writing is not considered as a kind of routine but a face to face communication. So in the procedure of writing business correspondence, the writer should try his best to follow the Politeness Principle on the base of considering all factors which influence the effect. Only doing this, a favorable relationship between partners can be established.

References:

[1]. Leech, G. N. Principles of Pragmatics , London：Longman, 1983

篇4

關(guān)鍵詞：英語商務(wù)信函；書寫；策略

1 英語商務(wù)信函的寫作意義

隨著世界經(jīng)濟(jì)的快速發(fā)展和全球一體化進(jìn)程的加速，英語商務(wù)信函扮演著越來越重要的角色。在快節(jié)奏的現(xiàn)代商務(wù)活動(dòng)中，寫作商務(wù)信函最直接的目的就是進(jìn)行有效的溝通和交流。它是國際商務(wù)往來最常用的聯(lián)系方式，也是對(duì)外貿(mào)易活動(dòng)的載體。寫出一份準(zhǔn)確嚴(yán)謹(jǐn)、簡潔明了、規(guī)范得體、彰顯個(gè)性的英語商務(wù)信函不僅能夠促成交易的達(dá)成，而且可以發(fā)展同客戶的良好關(guān)系，以及達(dá)成新的業(yè)務(wù)方面起著積極的促進(jìn)作用。

2 英語商務(wù)信函書寫常出現(xiàn)的問題

2.1 詞匯錯(cuò)誤

在商務(wù)英語信函的寫作中，同一個(gè)詞匯在商務(wù)中具有完全不同的含義。 “credit “本意“信譽(yù)、聲望”，在商務(wù)中“信用證”?！皁ffer” 提供，在信函中"報(bào)價(jià)”。Promotion “提升“，在信函中”促銷“。Confirm “證明”，在信函中“保兌”。在信函寫作中，不要用其他詞代替信函中的意思，嚴(yán)格遵守它的含義。

2.2 詞匯陳舊

S著時(shí)代的發(fā)展和進(jìn)步，商務(wù)英語詞匯的規(guī)模在不斷擴(kuò)大。國際經(jīng)濟(jì)的快速發(fā)展和計(jì)算機(jī)技術(shù)的高度發(fā)達(dá)，許許多多商務(wù)英語詞匯應(yīng)運(yùn)而生?！癮 going concern，” 盈利企業(yè)?！盿 leap in the dark “ 冒險(xiǎn)舉動(dòng)。這些新的商務(wù)詞匯的出現(xiàn)，為商務(wù)英語信函的交流提供了便利。在寫作中，要不斷地跟上時(shí)代的發(fā)展，與時(shí)俱進(jìn)，更新詞匯，保持商務(wù)信函的新鮮度，與世界接軌。

2.3 主動(dòng)語態(tài)多

在商務(wù)信函中，被動(dòng)語態(tài)使用較多。為了使信函的表達(dá)準(zhǔn)確無誤，嚴(yán)謹(jǐn)周密，不引起歧義，提高交流的效率，使用了大量的被動(dòng)語態(tài)。主動(dòng)語態(tài)是表示主語是謂語動(dòng)作的使動(dòng)方的語態(tài)，信函中有時(shí)動(dòng)作的參與者和發(fā)出者是誰不清晰，主動(dòng)語態(tài)使用較少。

3 解決途徑

3.1 書寫層面

（1）大寫

在英語產(chǎn)品介紹信函和產(chǎn)品推銷信函中，為了給讀者留下深刻印象達(dá)到過目不忘，產(chǎn)品名稱的所有字母大寫。In the brochures， MOUNTAIN 10 is very useful for the kitchen.另外，為了突出產(chǎn)品特點(diǎn)，吸引客戶眼球，使讀者快速抓住重點(diǎn)，迅速做出決定，交易馬上達(dá)成，表達(dá)產(chǎn)品特點(diǎn)的詞組所有字母也大寫。CONVENIENT AND ECONOMICAL .

（2）逗號(hào)

在英語商務(wù)信函中，逗號(hào)使用較多。逗號(hào)用在復(fù)句內(nèi)各分句之間的停頓，用逗號(hào)隔開表達(dá)了不同的意思，又糅合在一個(gè)完整的句子里，避免意思含混不清，幫助讀者正確理解信函內(nèi)容，順暢做成交易，避免誤入歧異。

（3）冒號(hào)

在英語商務(wù)信函中，冒號(hào)的使用常用來引導(dǎo)下文。Quantity： 1000cases. Payment ： by L/C.商務(wù)信函需要用簡潔明了的語言表達(dá)內(nèi)容，冒號(hào)引導(dǎo)下文節(jié)約了字?jǐn)?shù)和空間，讀者簡易輕松理解大意，快捷抓住內(nèi)容核心，節(jié)省了時(shí)間，方便了業(yè)務(wù)。

3.2 詞匯層面

（1）古詞

在英語商務(wù)信函中，古詞的使用具有鮮明的文體特點(diǎn)-莊重、嚴(yán)肅、正式。We hereby mail one catalogue.恰當(dāng)使用英語古詞提升整篇信函的莊重性和嚴(yán)肅性，英語商務(wù)信函代表企業(yè)或公司的形象，商談業(yè)務(wù)涉及企業(yè)之間巨大的經(jīng)濟(jì)效益，嚴(yán)肅認(rèn)真的態(tài)度是商務(wù)信函必備的態(tài)度，古詞的使用表明了其特點(diǎn)。

（2） 數(shù)詞

在英語商務(wù)信函中，準(zhǔn)確的數(shù)字對(duì)于雙方貿(mào)易上的交往成功非常關(guān)鍵。A discount 5%.數(shù)字的使用不能有半點(diǎn)馬虎隨意，否則會(huì)造成重大經(jīng)濟(jì)損失和虧本，有時(shí)直接影響到公司的聲譽(yù)，產(chǎn)生法律糾紛。

（3）形容詞

在英語商務(wù)信函中，積極樂觀的詞可以給客戶帶來身心愉悅之感?？鞓犯吲d的心態(tài)對(duì)于商務(wù)交往非常重要和關(guān)鍵。順利達(dá)成交易和成功奠定業(yè)務(wù)基礎(chǔ)為未來的貿(mào)易往來打下了牢固的基礎(chǔ)。Glad， excited， suitable， convenient， pleased.這些詞對(duì)商務(wù)交易達(dá)成起著積極的作用。

3.3 句法層面

（1）虛擬語氣

在英語商務(wù)信函中，良好的溝通和交流非常重要，保證了整個(gè)商業(yè)業(yè)務(wù)流暢進(jìn)行和運(yùn)作。使用虛擬語氣委婉含蓄，商討交流的余地較大，對(duì)方容易接受。If you could consider， I would appreciate it.這樣的交流語氣，有利于維護(hù)雙方的合作關(guān)系和保持良好的友誼。

（2）被動(dòng)語態(tài)

英語商務(wù)信函被動(dòng)語態(tài)使用較多。Your goods has been delivered to another company.它是商務(wù)業(yè)務(wù)往來通信， 表達(dá)上需要準(zhǔn)確和規(guī)范；措辭和語氣上需要禮貌委婉，嚴(yán)謹(jǐn)周密。信函涉及雙方權(quán)利和義務(wù)，可作為解決雙方爭端的法律依據(jù)。

（3）復(fù)合句

英語商務(wù)信函對(duì)簡潔性和嚴(yán)謹(jǐn)性都有一定的要求，為了保證嚴(yán)密的邏輯性和信函的正式性，信函需要復(fù)合句As this falls within the scope， we are desirous to establish relation with B.復(fù)合句結(jié)構(gòu)復(fù)雜，表達(dá)嚴(yán)謹(jǐn)周密，商務(wù)信函中，復(fù)合句使用較多。

3.4 語篇層面

（1）省略

英語商務(wù)信函具有“節(jié)約經(jīng)濟(jì)”特點(diǎn)，雙方繁忙的業(yè)務(wù)交往需要快捷簡潔交流，為了避免繁瑣，信函中常用省略。同時(shí)盡速突出新的商務(wù)信息，緊湊銜接語篇。We hope this shipment will be examined by more（shipment ）.

（2）重復(fù)

重復(fù)指某個(gè)語言成分多次出現(xiàn)的現(xiàn)象。在英語商務(wù)信函中，為了突出致函方的意圖，加深閱讀者對(duì)這一主題的印象，希望對(duì)方引起關(guān)注和重視。We have trouble in shipment.the trouble is the cargo.

（3） 連接

在英語商務(wù)信函中， 表示時(shí)間、因果、轉(zhuǎn)折、遞進(jìn)、并列、條件等連接詞的使用體現(xiàn)了信函的邏輯性和連貫性。這些連接詞的前后關(guān)系非常緊密，巧妙銜接前后兩部分內(nèi)容，讀者清晰知道信函內(nèi)容，有效提高了信函語篇的粘結(jié)度。As soon as， as， therefore， when， where， so that 等。

4 結(jié)束語

作為當(dāng)今社會(huì)活動(dòng)不可缺的一分子，英語商務(wù)信肩負(fù)著建立貿(mào)易關(guān)系、溝通商務(wù)信息、塑造商務(wù)形象的社會(huì)職能。它代表公司形象，是公司的臉面，是企業(yè)對(duì)外公共宣傳關(guān)系中的重要手段，對(duì)于公司樹立良好的形象極為重要。希望寫作策略的研究使英語愛好者能夠深入了解其特點(diǎn)，學(xué)習(xí)寫英文商務(wù)信函，提高英語寫作能力，增長見識(shí)，開闊視野，更好服務(wù)于經(jīng)濟(jì)社會(huì)。

參考文獻(xiàn)：

1.梁樹新.現(xiàn)代國際商務(wù)信函[M].北京：人民郵電出版社，2008.

2.李海芳.ESP理論視角下商務(wù)英語語言特點(diǎn)的探[J].華章，2013，9（17）：205-206.

3.錢瑗.實(shí)用英語文體學(xué)[M].北京： 北京師范大學(xué)出版社，1991.

4.張學(xué)芳.基于商務(wù)英語的語言特點(diǎn)談商務(wù)英語翻譯技巧[J]. 才智，2014，7（21）： 271-272.

篇5

中圖分類號(hào)：H315文獻(xiàn)標(biāo)識(shí)碼：A文章編碼：1003-2738（2012）03-0237-02

摘要：商務(wù)英語信函是國際貿(mào)易中交易雙方進(jìn)行信息溝通的重要方式，它撰寫的好與壞對(duì)于一個(gè)企業(yè)的形象和業(yè)務(wù)有很重要的影響。商務(wù)英語信函的寫作是有規(guī)可循的，遵循原則和使用合適的技巧是完成一個(gè)商務(wù)英語信函的兩個(gè)重要方面。

關(guān)鍵詞：禮貌原則；體諒原則；完整原則；清楚原則

商務(wù)英語信函是一種常用的商務(wù)英語應(yīng)用文，商務(wù)英語信函的內(nèi)容固然很重要，但表達(dá)方式也同樣重要。商務(wù)英語信函的寫作是有一定規(guī)范的，即應(yīng)遵循一定的寫作原則，采用一些寫作技巧，從而使商務(wù)信函表意準(zhǔn)確，語言流暢，更易于貿(mào)易雙方的溝通與理解。

一、商務(wù)英語信函的寫作原則

商務(wù)英語信函的寫作包括四個(gè)原則：禮貌原則、體諒原則、完整原則以及清除原則。

（一）禮貌原則。

1.使用 you-attitude。對(duì)方觀點(diǎn)：首先，它表明作者站在讀者的角度看問題，體現(xiàn)作者對(duì)讀者利益的真摯的關(guān)懷、尊重和敬意，維護(hù)對(duì)方的積極面子，構(gòu)建和諧的關(guān)系；其次，you-attitude體現(xiàn)一種寫作風(fēng)格，用積極的方式，樂觀的態(tài)度和愉快的口吻表達(dá)觀點(diǎn)。

2.使用we。包容性詞匯“we”很適合表達(dá)禮貌，維護(hù)讀者的面子。但作者使用we時(shí)，他實(shí)際上是強(qiáng)調(diào)“you”和“me”，更能表達(dá)合作的意愿或考慮的是雙方共同的利益。

3.使用積極的詞匯。在書寫商業(yè)信函時(shí)，作者可以運(yùn)用一些積極詞匯表達(dá)其對(duì)讀者的關(guān)心，體現(xiàn)出維護(hù)讀者的積極面子。這樣可以激發(fā)寫信人和讀者的共識(shí)，鞏固雙方合作關(guān)系。這些積極詞匯可包括很多，如感謝、贊揚(yáng)、認(rèn)同、同情、承諾、樂觀等。

4.使用原因狀語從句。提問或解釋原因是表達(dá)禮貌的方式，它表明說話者想積極的將聽者拉到談話氛圍中來，暗示說話者可以幫助聽者，或者反之，由此體現(xiàn)雙方合作愿景。

5.使用主動(dòng)語態(tài)。主動(dòng)語態(tài)將施為者置于句子開頭，直接傳達(dá)施為者或作者的善意，滿足讀者積極面子，由此實(shí)現(xiàn)禮貌的目的。

篇6

[關(guān)鍵詞]商務(wù)信函；商務(wù)溝通；寫作原則；寫作技巧

[中圖分類號(hào)]F275.3 [文獻(xiàn)標(biāo)識(shí)碼]A [文章編號(hào)]1005-6432(2008)45-0158-02

1引言

改革開放以來，特別是加入世界貿(mào)易組織以后，我國與世界各國的經(jīng)濟(jì)交往日益頻繁，對(duì)外經(jīng)濟(jì)合作日漸加強(qiáng)。因此，培養(yǎng)一大批既熟練掌握外語，又通曉國際商務(wù)知識(shí)，并善于進(jìn)行跨文化交際的國際商務(wù)人才已成當(dāng)務(wù)之急。在國際商務(wù)人員必備的諸多技能中，商務(wù)信函寫作是其中一項(xiàng)重要的技能，也是商務(wù)活動(dòng)得以順利開展的重要保證。一封好的商務(wù)信函(business letter)能夠在促進(jìn)貿(mào)易、增進(jìn)友誼和獲得完全理解方面起到非常重要的作用。只有完美傳達(dá)信息的信函才是完美的信函。因此，在寫作時(shí)嚴(yán)格遵守并且靈活運(yùn)用7“C”原則是必不可少的：Consideration(體諒)、Correctness(正確)、Completeness(完整)、Concreteness(具體)、Conciseness(簡潔)、Clarity(清楚)、Courtesy(禮貌)。這七個(gè)原則是商務(wù)信函寫作最基本的指導(dǎo)原則。同時(shí)，在商務(wù)信函的寫作中，要掌握一定的寫作技巧，才能順利完成商務(wù)信息的交流。

2現(xiàn)代采購信函的特點(diǎn)

2.1現(xiàn)代采購信函應(yīng)該是“索取函”

它索取的可能是一種產(chǎn)品，一項(xiàng)服務(wù)，一項(xiàng)專利，一個(gè)觀念……因此，在寫作時(shí)候，要牢記你是在與讀者進(jìn)行交談。這種交談成功與否，你的目的是否實(shí)現(xiàn)，關(guān)鍵取決于商務(wù)信函中信息的表達(dá)方式和內(nèi)容。如何把你的思想，清晰、準(zhǔn)確地表達(dá)給“讀者”，產(chǎn)生情感上的共鳴是商務(wù)信函的首要任務(wù)。

2.2現(xiàn)代采購商務(wù)信函的寫作要重點(diǎn)突出，簡明扼要

“時(shí)間就是金錢，效率就是生命”，商務(wù)信函要盡可能地避免使用花哨、華麗的詞藻。因此，商務(wù)信函的寫作，首先，要把握簡潔、扼要的特點(diǎn)。其次，掌握好簡潔的表達(dá)內(nèi)容與有效率的分寸。如果在書寫商務(wù)信函時(shí)，開頭就唐突地說出交易需求，也會(huì)顯得冒昧而令對(duì)方不明所以。最后，好的商務(wù)信函還應(yīng)體現(xiàn)以下特點(diǎn)：易讀易懂，語氣真誠友好、客氣，評(píng)閱簡短、樸實(shí)，自然或生動(dòng)、有趣、有吸引力，內(nèi)容清晰、準(zhǔn)確、具體行文正確、完整、不花哨。

3現(xiàn)代采購信函的寫作原則

3.1體諒

體諒對(duì)發(fā)信人和收信人之間保持進(jìn)一步聯(lián)系至關(guān)重要。發(fā)信人應(yīng)盡可能從收信人的立場來考慮問題，在分析對(duì)方會(huì)如何理解信息的基礎(chǔ)上，提供其所需要的立場來考慮問題，在分析對(duì)方會(huì)如何理解信息的基礎(chǔ)上，提供其所需要的信息。簡言之，體諒就是要做到為對(duì)方著想，移情于對(duì)方，在人性層面上來理解對(duì)方。此外，體諒意味著要堅(jiān)持用肯定而非否定的態(tài)度，要強(qiáng)調(diào)“你”的態(tài)度而不是“我”的或“我們”的態(tài)度。

3.2正確

現(xiàn)代商務(wù)信函必須寫的正確，因?yàn)槠錉可娴诫p方的權(quán)利和義務(wù)，而且它還是商業(yè)單據(jù)的憑證。正確的商務(wù)信函不僅表現(xiàn)為語法恰當(dāng)、標(biāo)點(diǎn)符號(hào)和詞匯拼寫正確，還要求敘述正確、提供的事實(shí)和數(shù)字無誤、寫作格式規(guī)范、技巧運(yùn)用恰當(dāng)以及商業(yè)術(shù)語正確。

3.3完整

現(xiàn)代商務(wù)信函必須力求完整，要包括寫信人希望收信人作出積極反應(yīng)的一切情況，或是回答來信所提出的全部問題和要求。一封完整的現(xiàn)代商務(wù)信函不僅可能會(huì)帶來預(yù)期的結(jié)果，還可能建立起更好的商務(wù)關(guān)系。

3.4具體

現(xiàn)代商務(wù)信函必須寫得生動(dòng)、具體和明確，要避免采用模糊、大概和抽象的詞語和語句。在寫現(xiàn)代商務(wù)信函的過程中，應(yīng)盡量運(yùn)用具體的事實(shí)和數(shù)字，選擇形象的及通過想象所創(chuàng)造的字和詞語，一般使用主動(dòng)語態(tài)來陳述內(nèi)容。

3.5簡潔

所謂簡潔，就是指要言簡意賅地表達(dá)所需表達(dá)的意思，同時(shí)又無損于書信的完整和禮貌。在書寫英文現(xiàn)代商務(wù)信函時(shí)，要摒棄那些陳舊的商業(yè)術(shù)語，做到簡潔明了。通過去掉不必要的詞和冗長的句子，保留有效、簡潔的事實(shí)信息，就可把最重要的信息呈現(xiàn)給對(duì)方。

3.6清楚

采購商務(wù)信函應(yīng)使讀者一目了然，沒有晦澀難懂或容易產(chǎn)生誤會(huì)之處。在確定了所要寫的內(nèi)容后，選擇使用簡短、熟悉和口語化的詞語，構(gòu)建簡單、有效的句子和段落來清楚地表達(dá)目的，避免使用產(chǎn)生歧異或意義不明確的詞匯。如有需要，可以使用樣例、插圖以及其他在視覺上有助于理解的東西。

3.7禮貌

禮貌在采購商務(wù)信函中有其特殊而豐富的內(nèi)涵。一封禮貌的信函可以加深與目前客戶的業(yè)務(wù)關(guān)系，也有助于結(jié)交新的業(yè)務(wù)伙伴。在現(xiàn)代商務(wù)信函的寫作過程中，及時(shí)是禮貌之首。此外，在撰寫商務(wù)信函時(shí)，應(yīng)避免使用可能激怒、傷害對(duì)方的言詞或語氣，語調(diào)上要盡可能站在客戶的立場上，考慮到對(duì)方的愿望和背景，做到互惠互利。

4現(xiàn)代采購信函的寫作技巧

4.1多使用主動(dòng)語態(tài)

主動(dòng)語態(tài)能夠更自然和準(zhǔn)確地表達(dá)寫信人的本意，收信人會(huì)覺得更生動(dòng)，并有一種面對(duì)面談話的親切感。

以下樣函采用過多被動(dòng)句式，顯得軟弱乏味：Please be advised that the L/C should be opened by the end of May. Your prompt reply would be highly appreciated.

如果改成主動(dòng)語態(tài)，就能營造出友善和靈活的氣氛：Could you please open the L/C by the end of May? Thanks.

4.2使用淺白、通俗易懂的詞匯，避免使用艱深晦澀的詞匯

商務(wù)英語中使用艱深晦澀的詞匯，不會(huì)讓書信顯得正式、嚴(yán)肅，反而會(huì)令收信人閱讀過程延長，理解出現(xiàn)偏差，難以迅速準(zhǔn)確地回復(fù)。英語是全球通用的語言，為確保不同國家的人士明白書信的意思，應(yīng)多使用通用的詞匯，以達(dá)到自然順暢，撰寫快捷，簡潔明了，又不失商業(yè)味道的效果。

4.3提問要客氣、直截了當(dāng)，避免使用含糊、過于古舊、迂腐的語言

客氣明了地提出問題，不但給人親切感，更令收信人產(chǎn)生需要回答的心態(tài)。并且，直截了當(dāng)?shù)脑儐柲鼙阌谑招湃嘶貜?fù)。

4.4力求正面肯定地談?wù)搯栴}，避免使用讓收信人反感的詞語

寫信人要顧及收信人的感受和要求，盡量從正面與對(duì)方討論問題。避免使用如：fail,wrong,inadequate, stupid 等詞語，這些詞語給人一種居高臨下的教訓(xùn)感覺，甚至涉及侮辱人格，容易使收信人產(chǎn)生反感。

5結(jié)束語

采購是貿(mào)易過程中重要的一個(gè)環(huán)節(jié)。寫好采購商務(wù)信函是進(jìn)行現(xiàn)代商務(wù)溝通的一個(gè)重要的技能。要完美傳達(dá)采購商務(wù)信息，寫信人必須堅(jiān)持現(xiàn)代商務(wù)書信寫作的七大原則。在具體的商務(wù)信函的寫作中，寫信人還必須靈活運(yùn)用各種寫作技巧，體現(xiàn)出商務(wù)書信的寫作風(fēng)格，只有這樣，順利的商務(wù)溝通才能完成。

參考文獻(xiàn)：

[1]管春林.國際商務(wù)英語寫作[M].杭州:浙江大學(xué)出版社,2006:8.

[2]葛萍,周維家.外貿(mào)英語函電(雙語)[M].上海:復(fù)旦大學(xué)出版社,2007:2.

篇7

［關(guān)鍵詞］商務(wù)英語信函；文體特征

［中圖分類號(hào)］G623.31［文獻(xiàn)標(biāo)識(shí)碼］A［文章編號(hào)］2095-3283(2013)07-0138-02

一、 商務(wù)英語信函的結(jié)構(gòu)和格式

作為一種正式的文體，商務(wù)英語信函的結(jié)構(gòu)，主要包括信頭（Letter Head）﹑寫信日期（Date Line）﹑封內(nèi)地址（Inside Address）﹑稱呼（Salutation）﹑正文（Body of the Letter）﹑結(jié)尾敬語（Complimentary Close）﹑簽名（Signature）等幾個(gè)標(biāo)準(zhǔn)部分，除了這幾個(gè)必要部分以外，有時(shí)候還會(huì)包括附件（Enclosure）﹑再啟（Postscript）﹑經(jīng)辦人名稱（Attention Line）﹑事由（Subject Line）﹑參考編號(hào)（Reference Number）﹑抄送（Carbon Copy，簡寫為CC）﹑姓名字首縮寫（Name Initials）等特別部分，這幾個(gè)部分可以根據(jù)寫信的具體情況進(jìn)行增減（諸葛霖，2007）。

二、詞匯特征

（一）縮略語（Abbreviation）的頻繁使用

縮略語和相關(guān)商業(yè)術(shù)語的大量使用是商務(wù)英語的一個(gè)突出特色，營造了一種專業(yè)的商務(wù)語境，言簡意賅，便于大家更加簡潔方便的溝通。

如：WTO（World Trade Organization）世界貿(mào)易組織

L/C（Letter of Credit）信用證

F.B（freight bill）運(yùn)費(fèi)賬單

CERT（certificate）證明

（二）準(zhǔn)確具體的表達(dá)

商務(wù)環(huán)境下的語言交流強(qiáng)調(diào)效率，體現(xiàn)在詞語的使用上就要做到具體明確，避免表意不明，更不能拐彎抹角，這樣才能達(dá)到更好的溝通效果。例如：

模棱兩可：We hope the machines could be shipped as soon as possible.

準(zhǔn)確具體：We hope the machines could be shipped before 24th December.

（三）多使用日常詞匯

商務(wù)英語信函中避免使用陳腐、艱深的詞匯，商務(wù)信函的宗旨在于以最簡潔明了的語言傳達(dá)最有效的信息（諸葛霖，2007）。

e.g.艱深晦澀：You may peruse the contract and find the solution.

通俗易懂：You may read the contract and find the solution.

（四）多使用單個(gè)詞語

商務(wù)信函中要盡量使用單個(gè)詞匯代替詞組、短語和從句，如：

冗長的表達(dá)：對(duì)應(yīng)的簡潔表達(dá)：

Take into consideration Consider

At this moment Now

In the near future Soon

Due to the fact that Because

又如：

In the event that you speak to Mr.Wood in regard to production，ask him to give consideration to the delivery schedule.

If you speak to Mr.Wood about production，ask him to consider the delivery schedule.

從兩句的對(duì)比中可以很清楚地看到第二句更加簡潔明了，能以最有效的方式傳達(dá)信息。

三、句法特征

不同于其他文學(xué)類文體講究文采、重視辭藻的特點(diǎn)，商務(wù)英語信函重在最有效傳達(dá)最必要的信息，因而所使用的語言更加簡潔準(zhǔn)確、清晰明了。

（一）套話

商務(wù)英語信函中會(huì)出現(xiàn)很多套話，或者被稱作“語塊”。商務(wù)英語信函語言的地道性和真實(shí)性就體現(xiàn)于商務(wù)英語信函的語言具有語塊性特征，即表現(xiàn)在長期實(shí)踐中形成的大量固定的文句及專業(yè)用語（周正鐘，劉志聰，2007）。如：

在信函的開頭清楚的點(diǎn)明來信目的：

I am writing to confirm that…

在信函結(jié)尾表明希望盡早得到回復(fù)的期待：

We look forward to your early reply.

希望對(duì)方能夠滿足提出的要求：

We would be very grateful if you could / we would greatly appreciate it if you could …

在回復(fù)對(duì)方來信的時(shí)候，回信的開頭往往會(huì)出現(xiàn)以下的表達(dá)：

We are in receipt of your letter dated 16th September and，as requested，are sending you our latest catalogue and sample books for the Printed Shirting.

“in receipt of”，“l(fā)etter dated…”，“as requested”這些都是回復(fù)對(duì)方來信時(shí)常用的表達(dá)，指出收到對(duì)方具體哪次的來信，以便對(duì)方在繁多的商務(wù)信函中快速區(qū)分出對(duì)應(yīng)的那一封，同時(shí)開門見山地回應(yīng)對(duì)方上次來信提出的要求，簡潔的語言清楚地傳達(dá)了必要的信息。

（二）多使用肯定表達(dá)語氣

以肯定語氣傳達(dá)的信息更容易產(chǎn)生積極正面的效應(yīng)，從而更易讓對(duì)方接受。反之，否定語氣更容易造成消極負(fù)面的情緒，可能引起不必要的溝通障礙。即使無法避免，也應(yīng)盡量少地使用否定詞，并且委婉的傳達(dá)，在語氣上讓對(duì)方感到充分的尊重，如：

We can not offer you any refunds because the goods you returned had not remained clean and usable.

You could obtain a refund if the goods you returned had remained clean and usable.

第一句表達(dá)直露，語氣居高臨下，而第二句從對(duì)方的得失出發(fā)，婉轉(zhuǎn)的表達(dá)了拒絕的語氣。

四、篇章布局特征

（一）連貫詞的使用

商務(wù)信函的篇章結(jié)構(gòu)、段落關(guān)系、句子與句子間都有著明晰的邏輯關(guān)系，它們之間通過各種連貫詞貫穿起來，可使接受者更明晰地接受信息。如表示補(bǔ)充說明的in addition，moreover，furthermore；表示轉(zhuǎn)折關(guān)系的however，otherwise，on the contrary；表示因果關(guān)系的due to…，therefore，as a result（of）；表示舉例的for example，for instance，such as…；表示比較的similarly，compared with；表示概括歸納的in brief，in summary，in conclusion等。

（二）邏輯性

商務(wù)英語信函段落寫作的一個(gè)基本原則就是“one paragraph，one idea”，即一個(gè)段落一個(gè)中心要點(diǎn)，讓接受者能以最快速度找到所需要信息，提高工作效率（羨錫彪，2009）。下文是很簡短的一封商務(wù)信函：

Dear Prof.Wang Ping

Thank you for asking us to estimate the cost of printing your manuscripts.It is our pleasure to serve you.

You letter specified that the manuscripts are 50 pages long and printed on A4 white paper.You need 50 copies.

We have 2 estimates for you to choose from：10 a copy with an ordinary cover，or 12 a copy with a specially designed cover.

We are looking forward to the pleasure of hearing from you again soon.

以上例文中，第一段感謝對(duì)方的詢盤，第二段確認(rèn)對(duì)方咨詢的內(nèi)容，第三段給出我方報(bào)價(jià)，第四段進(jìn)一步表達(dá)與對(duì)方建立商務(wù)往來的愿望。每個(gè)段落相當(dāng)簡短，條理非常清楚，既包含了所有必要信息，也不浪費(fèi)對(duì)方的閱讀時(shí)間。

（三）視覺輔助

為了清楚明了，一目了然地傳達(dá)信函內(nèi)容，商務(wù)英語信函中往往在列舉要點(diǎn)的時(shí)候用到一些視覺輔助的手段，如Bullet points，tables，highlights等，每個(gè)要點(diǎn)只列舉最核心的詞語，短語或者簡短的句子，使要點(diǎn)明晰。

五、You-Attitude原則

無論是什么形式的商務(wù)英語信函寫作，都需要體現(xiàn)一個(gè)很重要的原則：“You-Attitude”。也就是處處為對(duì)方著想，讓對(duì)方感到親切，與對(duì)方拉近距離，使其感覺到要傳達(dá)的信息更易于接受。

這一原則不僅體現(xiàn)在語言的選擇上，如：

“we-attitude”：We must receive your receipt before we can process your refund.

“You-attitude”：Please enclose the sales receipt，so that we can process your refund promptly.

該原則同時(shí)也體現(xiàn)在篇章段落結(jié)構(gòu)上，比如針對(duì)不同寫作目的的信函，段落的架構(gòu)會(huì)不一樣，這其中也體現(xiàn)著“You-Attitude”的原則。

［參考文獻(xiàn)］

篇8

關(guān)鍵詞：模糊語言； 商務(wù)英語信函； 積極作用； 消極作用

一、 Introduction

This paper aims to study vague language in business English letters， and discuss when people use vague language and why people use vague language on actual contexts. At the same time， we also learn the active functions and negative functions which are the vague language in business English letters causing. Based on the two functions， we discuss how to use vague language and avoid negative function in the business English letters.

（一） Introduction to the study

L.A.Zadeh， a professor of California University and an expert of Cybernetics， first put forward his concept and theory of fuzzy sets in 1965. From then on， there are many studies on vague language. Linguists reach a common sense that vague language plays a significant role in human communication. English linguist Channel （2000：194） claims that "whether one can properly use vague language shows one's language performance， because vague language is an inseparable part of language communication." A Chinese linguist Wu Tieping first brought vagueness into China and then his first Investigation of Fuzzy Linguistics came to the public in 1999 which remarks the beginning of researching vague language in China. There are a large amount of researches on vague language from semantic and pragmatic angles soon after， such as Practical Fuzzy Linguistics by Li Qian Jv in 1996， On Fuzzy Semantics by Zhang Qiao in 1998.

Although the existing or spreading of vague language everywhere， litter study on it in business English letters has been found because of the disputes or even lawsuits causing by vague language. As we know， the principles of business writing require the usage of its language precise， exact and clear， but vague language is always common used in business writing.

So， we should strive to study clearly the vague language in business English letters， especially in specific contexts about its effect of appropriateness and wide applicability.

（二） Data Collection and Research Method

The data of this paper are business English letters which are expected to point out when and why people use vague language and its active functions and negative functions in business English letters. These materials are collected mainly form books and articles on business English letters and business communication. The author also has collected some examples from other authors relevant to the current study. In fact， these examples in this paper are in the form of sentences form the letters. There are 20 samples of business English letters being not attached to the study due to the limited length of the paper.

A qualitative method is used in this paper to study the deliberate use of vague language by using business English letters as examples. Based on the theoretical prerequisites， the study explores the essential reasons of when and why people use vague language in business English letters.

二、 Literature Review

There is not a common sense what is vague language from the beginning to today. The originator of the notion of vagueness in language， a famous philosopher Pierce， showed his interest in natural language in1902.The philosophical study on vagueness of natural language brought about this phenomenon in the linguistic field. From then on， fuzziness， ambiguity， generality and vagueness have been made to define the confusing terms by linguists. This chapter plays much attention to the definition of vague language and the relationship of some confusing terms.

（一） A Definition of Vague language

Although a great number of researches on vague language have been carried out， a definition can not come to consensus in the linguistic field. There are two reasons to explain the difficulty， one is the vague language is complex area of study the other is the large number of different conceptions of vague language. Therefore， it is urgent to delimitate the present study towards the definition of vague language according to the definition by Wu Tieping and Channel are as follows：

Some words or some sentences are vague， they are not independent but in the context.

Vague language is vague probe to the vagueness of itself and the vagueness of acknowledge， it aims to language communication and chose loosely.

The latter study of vague language in business English letters will be firmly fellow the above definition.

（二） Comparison of Some Confusing Terms

In order to distinct the four terms among vagueness， fuzziness， generality and ambiguity. It is so significant that much effort has been done on this matter in linguistics. This paper will continue this project for sake of better understanding of the research.

1.Vague Language vs. Fuzziness

The two words are used exchangeable by some researches. Linguists like Black Russell， Fillmore， Ullmann， Deese， Channel and etc. all substitute vagueness for fuzziness. Actually， the research about this has not been worked out. Kempson（1979），a English linguist classifies vagueness into the following four types（qtd. in Zhang Qiao 17-18）.

（1） Referential vagueness， where the meaning of a lexical item is in principle clear enough， but it may be hard to decide whether or not the item be applied to certain objects；

（2） Indeterminacy of meaning， where the meaning of an item itself seems indeterminate；

（3） Lack of specification in the meaning of items， where the meaning is clear but is only generally specified；

（4） Disjunction in the specification of an item's meaning， where the meaning involves an either-or statement with different interpretation possibilities.

As the above-mentioned classification， we will discuss three types because the last type is beyond our study in this paper. The first is lack of clear boundaries. For instance， we have no idea to recognize the referential boundary like “l(fā)and” or “floor” ；“the ground” or “the earth”. The second is that the borderline of a word is uncertain. For example， how beautiful is “beautiful”？ How small is “small”？ These borderlines are not clear. The third is the uncertainty in a phrase or proposition including the indeterminate meaning. For example， "my brother's taxi" is indeterminate. Since we can not distinguish whether it is used to express the taxi my brother owns， the taxi my brother drives， the taxi my brother rents， the taxi my brother is going to catch， or the taxi my brother goes to work on and etc.

To sum up， because of the unclear boundary and the indefinite criteria， addition to it a continuous range of values， the meaning of fuzziness is a part of the expression vagueness. At the moment， vagueness is used its broadest sense which is also the point we use in this paper， including the coming analysis.

2.Vagueness vs. Ambiguity

Although the two terms are different， some people often confuse them， to such an extent that， they use ambiguous examples to interpret vagueness.

According to Zhang Qiao， he holds that ambiguity is expression with more than one competing but distinct meaning； while for vagueness； distinct meaning can not be identified. It seems that vagueness has borderline and a single meaning. Therefore， homonymy and polysemous words lead to ambiguity not vagueness. For instance， “It is good whether” is vague because of the one meaning of “good”， and we do not know how good it is. “She has a good leg.” is ambiguous because of the several meaning of “good”. We can not decide whether it means “athletic” or “healthy” or “beautiful” （liao1）.The answer varies from context to context， from individual to individual.

Compare with vagueness， ambiguities are less use in actual texts， because contextual clues generally make clear which meaning is appropriate， but vagueness is possible in many causes because it expresses one meaning which is not clear or distinct. For instance， "Jane has my book." has one meaning： Jane has my book， but the expression is not clear. Does it mean a book written by me， or owned by me， or borrowed by me？ So that the sentence is vague but not ambiguous. （Liao2）

3.Vagueness vs. Generality

Wu Yaxin defines generality is as follows： "an expression is general if it is the super ordinate to other relevant expressions， which are considered as its hyponym." With Zhang Qiao's view on generality “the meaning of an expression is general if it does not specify certain details， i.e. generality is an unspecified matter.” in mind， Ms Wu gives her viewpoint above； she adds her idea that if we use unspecified word here， it would be difficult to draw a demarcation line between generality and vagueness. For instance， “Rose got a rose.” is general and cause an unclear meaning if we want to know whether Rose has a red， or a white rose， a yellow rose， or a black rose.

Generality covers Hyponymy， the vertical relationship existing between a specific and a general expression is the connotation of hyponymy. For example，“ sweet” and “chocolate”， the semantic field of “chocolate” lies within “sweet”. In this case， it is clear to see "chocolate" belongs to “sweet”， but sometimes generality is a means and vagueness is the result of it. For example， a child is expecting his mother to buy chocolate to him says in vagueness by using the general terms： "How I wish someone to send me chocolate and I will have the confidence to get full marks in this coming exam."

三、 The Functions of Vague Language in Business English Letters

As is well known， business language requires precision but avoid vagueness. In fact， both vagueness and precision are the innate characteristics of natural language； business language is not an exception. Sometimes， in order to run the business transactions well， vague language is used for particular and diversified reasons. It should concern the following communicative purposes and intentions by Channel （173-192）：

（1） Giving the right amount of information

（2） Deliberately withholding information

（3） Using language persuasively

（4） Lexical gaps

（5） Lacking specific information

（6） Displacement

（7） Self-protection

（8） Power and politeness

（9） Informality and atmosphere

（10） Women's language

This study concentrate on the deliberate use of vague language in business English letters， so only these uses： giving the right amount of information； deliberately withholding information； using language persuasively； self-protesters； power and politeness； informality and atmosphere； women's language， given by Channel will be discussed as the functions of vague language. As we all know that it is difficult for a theory to be perfected a linguistic phenomenon or a complete interpretation. Every theory has its strong points and weak points. Therefore， in this study， the Channel’s theory is supposed to construct the theoretical framework for the analysis of vague language in business English letters. With these functions of vague language， business people may use vague language as a communicative strategy in different context in order to maintain the goodwill between the parties involved. Vague language may turn out to be a powerful tool in good business writing and successful business transactions. However， vague expressions in some contexts are used to confuse the addressee deliberately， this may cause to misunderstanding or cheating.

This section associates with some actual articles and materials to make a try to explore and summarize both the positive and negative functions of vague language in business English letters.

（一） An overview of Business English Letters

As we know， business communication will reach a possible agreement at last， no matter what manners both sides use， it is basined on the common interests and conflicting interests put the cooperation further or break-up. Wall defines that business communication is a process through which two or more parties coordinate an exchange of goods or services and attempt to agree upon the rate of the exchange for them.

Business letters is a kind of communication， specifically， “a piece of conversation by post” （Yang， 15）. The participants take turns as being the addresser and the addressee have their special audience and definite purpose， so the communication is carried on by written forms. "business letters are different from other literary discourses， Brown and Yule said that "they do not call for the elegant language of literature and the main difference between business letters and other types of discourses lies in the language and style." It seems a reasonable answer to the trait of business English letters from a large number of articles and materials which other people research.

Business letters are hard to classify because there are great classifications from different angles， such as the different functions， the content of the letters. It seems that it is impossible to carry out a complete and perfect classification for the business letters. There are the same things among some types of letters above if we found carefully. Sometimes， it is difficult to distinguish one letter from another. Therefore， there is a need to give a general classification for the following analysis of vague language in business English letters. According to Stewart （qtd. in Yang， 17）， there are four different kinds of information in terms of its effect on the readers’ needs： good news， neutral news， bad news and persuasion. Accordingly， there are good-news letters， neutral-news letters， bad-news letters and persuasive letters. In addition， order letters， inquiry letters and replies to inquires and adjustment letters can be sub-classified into good-news or neutral-news letters， Refusing letters can be classified into bad-news letters and sales letters and collection letters into persuasive letters.

四、 Functions of Vague Language in Business English Letters and Some Suggests

（一） Positive Functions of Vague Language in Business English letters

It is known that vague language playing an important role in the linguistic communication own to vagueness， communication operates smoothly， so does business English letters. The businessmen often use vague expressions purposely for their contribution to the messages. Generally speaking， positive functions of vague language in business English letters are as follows：

1.Increasing the Accuracy of Language Expressions

The American philosopher Grice said that in the communicative activities， parties should observe some basic norms in order to ensure the communication going on successfully. Since there are situations in which one is reluctant to be very precise or accurate， businessmen may make use of vague language intentionally. In the objective reality， there are too many “boundary phenomena”， in other words， things and phenomena that belong to objective reality manifest indeterminacy. Vagueness is sometimes an important means of appropriately stating or expressing these indeterminate uncertain things and phenomena （Hyland440）. Accuracy attributes to vagueness in some contexts， businessmen use vague terms to seek accuracy of expressions in business English letters. For instance：

（1） “in general” our payment terms are by irrevocable letter of credit at sight and we do not accept D/P term.

“In general” is used to quality the validity of the state of affairs expressed in the message. The humble example indicates that the vague expression “in general” weakens the force of certainty， thus it guards against possible refutation and enhances the accuracy of expression， as they suggest the objectivity in conveying the sense that the information may be held to be true. So， the businessman ensures that the information he provides only represents his own opinion， but not others’ opinion. Whether the information is true or not is unclear due to the use of “in general”.

（2） The responsibility for the losses many rest with the shipping company and we suggest you yourself make the claim for compensation.

“May” expresses the tone of inference， but not clearly how deeply the possibility is. The addresser describes his view objectively and shirks his responsibility of the losses. The tone of “suggest” is so relaxed that other sides feel available easily. Instead of saying absolutely， the businessmen use vague expressions to make the sentence more accurate. Therefore， we can see that vague language is commonly adopted when posting developing trends or predicting future situations in order to avoid absoluteness.

2.Enhancing the Flexibility of Language Expressions and Achieving the Self-protection

According to Channel， the speakers try to have self-protection， namely， the speakers use vague language in order to avoid being considered to offer wrong information to others in the future. In the special situation， when the replies to some questions are beyond your authority or it is the improper time to answer these questions， the use of vague language may be considered as a good choice because it can offer you a relatively flexible space to move back and fro. For example：

（1） Should your price be found competitive and delivery date acceptable， we intend to place a large order with you. （Yi Xiaoying， 45）

The vague words “competitive”， “acceptable” and “a large” have not been definite meaning which gives certain freedom for the addresser in the business exchange. The purpose is to let the addressee interpret messages the way he wants to and then give the addresser the leeway for further change according to the market fluctuation.

（2） At present we are interested in your cosmetics， details as per our Enquiry Note No.1345 attached， and shall be glad to receive your lowest quotation as soon as possible.（Yi Xiaoying，50）

The vague expression "as soon as possible" serves as stalling tactics， although the board's opinion to promises to accept the addresser's lowest quotation， which quotation is the lowest is unclear. So the result of the disposal can be manipulated flexibly by the addressee according to actual situation.

From the above examples， we can see that the businessmen may have flexible manipulation through vague language. At the same time， the tone sounds sincere when use vague language and the vague language will enhance the cooperation between the two parties.

3.Deliberately Withholding Information， Promoting the Trade Cooperation

Vague language makes the expressions more measured and tactful， especially some sensitive items， such as both sides' benefit. Concealing the true situation， avoiding conflicts and expressing your own ideas are the functions of vague language. Based on the politeness and cooperation principles， the addresser not only maintain his benefit but also consider other sides' feeling fully in order that both sides keep their trade relationship just like the usual. For example：

We should revert to the question of sole agency when the business between us has developed to our mutual satisfaction.

From the above example， it seems that the addresser is positive and cooperated， but "mutual satisfaction" actually withholds negative information， namely， the addresser refuses other sides' demand of "sole agency". This vague expression makes the addresser understanding the withholding information easy， additionally， it is very kindly to protect other sides' face from being threatened and maintain the cooperative relationship.

As we all know， the businessmen often do their best to deliberately withhold information in actual business transactions. Particularly， it is unchangeable when the price of the goods is given to the customer. So， the businessman answers the customers' inquiries with vague words， especially the price. Vague language give both the businessmen an opportunity to change the price is easy to be changed so that customers can make right response to the price.

4.Indicating You-attitude， Expressing Business Cultivation

Courtesy and amicability is known as the general principles that business writing must consider， so it is necessary to use vague language because that is one of the best ways to express politeness. Simultaneously， the appropriation of use of vague language is also one of the standards to balance the professional character of the members of a company and improve the image of the company into the public. For instance：

（1） I'm afraid that the proposal you put forward isn't up too much.

The addresser expresses his disagreement through the vague and negative words， avoiding cruelly say" I do not agree with your proposal." and leave well impression on the addressee. There is no doubt that this proper letter makes the best and fake advertisement for the company.

According to the above analysis， we can see that proper use of vague language can fully indicate you-attitude that requires dealing with business from other sides' standpoint and satisfy other sides’ needs. Therefore， vague language plays a significant role in indicating you-attitude which will enhance the cooperation between both sides and give a positive impression of your company to the addresser.

（二） Negative Functions Vague Language in Business English Letters

Vague language， just like everything has two antagonistic sides， is not always positive. There is a negative effect in business English letters in some contexts. So the addressee may not be able to distinguish the true or false messages， and then cause difficulty. For example：

（1） As to the steamers sailing from Hong Kong to San Francisco， we have bimonthly direct services.

Vague word “bimonthly” is unclear， so what is “bimonthly” means？ It means twice a month or once two months. Obviously， the expression has two meaning which will cause troubles to the addressee. It should interpret clearly：

a. We have two direct sailings every month from Hong Kong to San Francisco.

b. We have semimonthly direct sailing from Hong Kong to San Francisco.

c. We have a direct sailing from Hong Kong to San Francisco every two months.

The principle of concreteness in the business English writing demands the message specific， definite and vivid. Especially some letters require clear-cut response or reply the questions which other sides mention， offers， acceptances and so on. It will reduce the social efficiency when you use the vague language in the place where they need concretive expressions. For example：

（2） The Fareast Co. is one of our big buyers.

It is not detailed to reply the trade data of company， because "one of big buyers" is not specific， we don't know how big it is， so it is better amend it as follow：

The Fareast Co. placed U.S. $200，000，000.00 worth of business with us last year.

From the example above， we can see that under some circumstances， vague language does not give the addresser an edge in business communication， however， it may lead to trouble for the parties involved. Therefore， we should use vague language in business English letters which can help the addresser realize some communicative purposes or make the communication going smoothly and avoiding the negative functions of vague language.

（三） Some Suggests

Through analysis of above， it is proposed that there are two functions of vague language： the positive functions and the negative functions in business English letters. The positive functions may be helpful for further cooperation， but the negative functions will cause misunderstanding or cheating. Therefore， we should do great effort to make the positive functions and avoid the negative functions when adopting vague language. Generally speaking， the vague expressions in the business English letters often appear in the following two situations：

（1） Refusing gently and Leave a way out

There is an example： What you mentioned in your letter in connection with the question of agency has had our attention and we shall give this matter careful consideration and shall revert to it later on.

“Has had our attention” and “shall give this matter careful consideration” are not expressed clear details and attitude. It seems that the addresser has not agreement but also not refusing which make the other side confused. “Revert to it later on” is vague； too， because it holds another meaning， there is no opportunity to talk in the near future. Another is that this expression considers other sides’ feelings and the ability of acceptances fully， and then maintains the business English relationship of both sides.

（2） Unwilling to interpret the details and self-protection.

This situation exists in some contexts. For example：

If the Supplier fails to commence the work necessary to remedy such defect or any damage to the Equipment caused by such defect within a reasonable time， the Buyer may carry out such work in a reasonable manner， and the reasonable direct costs incurred by the Buyer in connection there will shall be paid to the Buyer by the Supplier， providing that the labor costs included in such costs shall be calculated based on the local costs incurred in the country in which the contract plant is to be constructed.

There are three vague words in the above example. How long is “within a reasonable time”？ What way is “in a reasonable manner”？ How much is “the reasonable direct costs”？ All these have not specification， but the application of vague language used at this moment is appropriate avoiding speaking absolutely and trapping in passive situation.

From the above-mentioned example， we can see that use of vague language should control in a degree， or it will not gain the predicting result. So the addresser will advance and retreat freely when he masters the degree of using vague language， at the same time， it will not break out the trade relationship of both sides.

五、 Conclusion

In this paper， the study on when and why people use vague language in business English letters. Many examples are used in this paper to explore the situations of vague language in several of business English letters and its positive and negative functions. As a result， the analysis on this paper aims to help people realize and understand how to use vague language as a strategy to meet their communicative intentions. The functions of vague language in business English letters can cause people’s attention to use it in actual situations.

Although this study has been done mainly on English data， there are some questions about what situations in verbal business communication. People may also do some effort on this item. We can sure that people will discover the importance of vague language in business letters.

Reference

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篇9

關(guān)鍵詞： 語用原則 商務(wù)英語 信函

一、合作原則

1.質(zhì)的準(zhǔn)則

質(zhì)的原則體現(xiàn)在商務(wù)英語信函寫作時(shí)，主要指交易雙方所寫的商務(wù)信函內(nèi)容要正確，符合事實(shí)，數(shù)字要精確，商業(yè)習(xí)慣用語的使用要準(zhǔn)確。商務(wù)交易磋商中的許多內(nèi)容如數(shù)量、金額、貿(mào)易術(shù)語、違約責(zé)任、支付方式，是絕對(duì)不能失誤的。一旦出現(xiàn)失誤，則極可能引起不必要的損失和糾紛，甚至可能導(dǎo)致貿(mào)易關(guān)系的破裂。

2.量的準(zhǔn)則

量的準(zhǔn)則體現(xiàn)在商務(wù)英語信函寫作時(shí)，主要是指所寫的內(nèi)容應(yīng)當(dāng)包涵當(dāng)時(shí)交易所需要的信息，用盡可能少的文字表達(dá)想要表達(dá)的內(nèi)容，這與商務(wù)信函寫作的簡明原則相吻合。商務(wù)英語的特點(diǎn)決定了它是以交易雙方傳遞商務(wù)信息交易動(dòng)向、維持和促進(jìn)商務(wù)交易關(guān)系為目的的買賣雙方之間的一種交易手段。因此，不要用過多的詞語描述同一個(gè)意思，浪費(fèi)對(duì)方的閱讀時(shí)間，對(duì)商務(wù)人員來說是極為不禮貌的。這意味著商務(wù)工作人員在撰寫商務(wù)英語信函時(shí)應(yīng)注意簡明扼要，真正做到符合量的準(zhǔn)則。

3.關(guān)系準(zhǔn)則

在商業(yè)高度發(fā)達(dá)的現(xiàn)代社會(huì)，時(shí)間就是金錢，效率就是生命，所以商務(wù)英語信函的內(nèi)容一定要切題、簡單明了，少說無關(guān)的廢話。涉及同一商務(wù)活動(dòng)的信函，在開頭部分要用必要的語句相互聯(lián)系起來，以幫助讀信人快速回憶起交易內(nèi)容，便于歸類；同一信函的各段內(nèi)容也要相互關(guān)聯(lián)，這樣可以避免唐突。在信函的開頭可用一句過渡的話或涉及的合同號(hào)、信用證或信函日期將它們聯(lián)系起來，在信函的正文部分可以用一些關(guān)聯(lián)詞語對(duì)不同內(nèi)容進(jìn)行連接。

4.方式準(zhǔn)則

方式準(zhǔn)則是指在商務(wù)英語信函中，表達(dá)交易信息的內(nèi)容一定要清楚明白，避免語意上的含混、模糊和歧義。在寫作中，要使用符合行規(guī)、表意確切的常用術(shù)語，有利于對(duì)方的理解，使貿(mào)易活動(dòng)順利進(jìn)行。如I am at present in Hamburg visiting the harborwith a view to making known our new type of container？that can contain 100 tons？of rice for use in Europe.I should like to call on you at 7：00 on that day.這則信函有兩處語意模糊：一是時(shí)間（7：00）后面沒有注明是“am”還是“pm”，這會(huì)讓對(duì)方摸不著頭腦，不明白究竟是上午7點(diǎn)還是下午7點(diǎn)；二是重量單位噸（tons），因?yàn)椴煌瑖覍?duì)“噸”這個(gè)重量單位的理解是不盡相同的，若不加以具體說明，勢必會(huì)造成誤會(huì)，導(dǎo)致貿(mào)易糾紛。

二、禮貌原則

1.得體準(zhǔn)則

得體準(zhǔn)則指的是在商務(wù)往來中要尊重對(duì)方，無論是語句的表達(dá)還是信息的處理都要站在對(duì)方的角度，盡量讓對(duì)方少吃虧，多受益。在商務(wù)往來中，要及時(shí)回復(fù)對(duì)方的信函，即使對(duì)方反映的問題需要進(jìn)行調(diào)查，但也應(yīng)及時(shí)回復(fù)，說明情況，這樣才能讓對(duì)方感到自己的問題受到了重視，給對(duì)方留下辦事效率高、工作負(fù)責(zé)任的良好印象，從而保持雙方良好的貿(mào)易合作關(guān)系。在信函寫作中，只有始終站在對(duì)方的角度考慮問題，真誠地關(guān)心對(duì)方，了解對(duì)方的需求，自己的信函才會(huì)更容易讓對(duì)方接受。

2.寬容準(zhǔn)則

寬容準(zhǔn)則指的是商務(wù)活動(dòng)出現(xiàn)矛盾時(shí)，要克制自己，寬容對(duì)方，讓矛盾激化。在商務(wù)往來中出現(xiàn)一些失誤、摩擦是正常的，關(guān)鍵在于如何處理這些失誤和摩擦。當(dāng)遇到對(duì)方不滿、怨恨甚至無理取鬧的時(shí)候，千萬不能火冒三丈，寫出更激烈的回信，導(dǎo)致矛盾激化，得不償失。以禮對(duì)待非禮，不是一種退讓，而是一種寬容，是一種從大局出發(fā)，小事糊涂，大事堅(jiān)持原則的持重表現(xiàn)。

3.稱贊準(zhǔn)則

稱贊準(zhǔn)則指的是減少對(duì)他人貶損的表達(dá)，即盡量多贊譽(yù)少貶損別人。在商貿(mào)活動(dòng)中，對(duì)對(duì)方的商品、技術(shù)、服務(wù)進(jìn)行適當(dāng)?shù)馁潛P(yáng)是很有必要的，這樣可以維護(hù)對(duì)方的面子，讓對(duì)方感到愉悅，從而有利于以后的合作。但這種贊揚(yáng)應(yīng)該是真誠的，否則就會(huì)讓對(duì)方感到虛偽，從而違反合作原則中質(zhì)的準(zhǔn)則。

4.謙遜準(zhǔn)則

謙遜準(zhǔn)則指的是盡量減少自我表揚(yáng)，多貶損自己。商家一般都會(huì)在說自己的產(chǎn)品、服務(wù)如何如何好的同時(shí)，貶低同行業(yè)的其他產(chǎn)品。但在大型的正規(guī)的商貿(mào)往來中，我們一定要遵循謙遜準(zhǔn)則，對(duì)自己的產(chǎn)品、技術(shù)和服務(wù)一定要實(shí)事求是，不能言過其詞，夸夸其談，做到言辭謹(jǐn)慎，含蓄內(nèi)斂，不譽(yù)不損。

5.一致準(zhǔn)則

一致準(zhǔn)則指的是盡量減少自己與別人在觀點(diǎn)上的不一致，即盡量減少雙方的分歧，增加雙方的一致。任何事情都是一分為二的，商務(wù)活動(dòng)也不例外，既有積極、美好的一面，又有消極、不太好的一面，所以在商務(wù)活動(dòng)中，一定要盡量強(qiáng)化前者，淡化后者，求同而存異。在商務(wù)活動(dòng)中，每一方自然會(huì)站在自己的立場、角度考慮問題，對(duì)事情的看法可能會(huì)有所不同，但這并不妨礙雙方為了共同的長遠(yuǎn)利益而求大同存小異，找出雙方都能接受的方案。

參考文獻(xiàn)：

篇10

[關(guān)鍵詞] 商務(wù)日語； 信函； 翻譯技巧

[中圖分類號(hào)] [文獻(xiàn)標(biāo)識(shí)碼]B

在當(dāng)今市場競爭日益激烈的環(huán)境下，國際貿(mào)易很多商務(wù)活動(dòng)都通過信函形式進(jìn)行溝通與交流，商務(wù)信函已成為國際間經(jīng)貿(mào)往來的橋梁。而在日益頻繁的中日貿(mào)易交往中，商務(wù)交流中的信息交流要求內(nèi)容簡單、重點(diǎn)突出，這已經(jīng)成為雙方交流的主要趨勢，商務(wù)日語信函的翻譯是一種常見而普遍的翻譯內(nèi)容。鑒于此，有必要對(duì)其認(rèn)真探討，以推動(dòng)中日商務(wù)交往的順利進(jìn)行。

一、商務(wù)日語信函的種類及特點(diǎn)

商務(wù)日語信函大致可以分為兩大類：貿(mào)易性商務(wù)信函和社交性商務(wù)信函。貿(mào)易性商務(wù)信函指的是進(jìn)行實(shí)質(zhì)性貿(mào)易往來時(shí)所用的信函，包含內(nèi)容大致有以下幾種：1.請(qǐng)求開展業(yè)務(wù)，同意或謝絕開展業(yè)務(wù)；2.要求報(bào)價(jià)，報(bào)價(jià)或拒絕報(bào)價(jià)；3.請(qǐng)求訂貨，同意、辭退或取消訂貨；4.推銷商品；5.關(guān)于匯款；6.有關(guān)信用證事宜；7.各種修改事項(xiàng)；8.發(fā)貨或到貨通知；9.拜托；10.照會(huì)；11.催促；12.取消；13.抗議；14.道歉；15.索賠；16.辯解；17.反駁等。

社交性商務(wù)信函是指與實(shí)質(zhì)性的貿(mào)易往來活動(dòng)沒有直接關(guān)系、只與貿(mào)易伙伴或準(zhǔn)貿(mào)易伙伴之間普通社交往來所用的信件，主要內(nèi)容包括：1.祝賀信；2.感謝信；3.邀請(qǐng)信；4.同意信；5.拜托信；6照會(huì)信；7.致意信；8.報(bào)告信；9.慰問信等。譯者應(yīng)首先明確一封商務(wù)信函的目的和功能，才能在譯入語中選擇適當(dāng)?shù)脑~語來恰當(dāng)體現(xiàn)原文的目的，使信函達(dá)到預(yù)期效果。如感謝信、慰問信和祝賀信等偏重于語言的表情功能，而其他信件如請(qǐng)求、投訴等偏重于語言的信息功能，強(qiáng)調(diào)事件，表述事實(shí)。

在中日經(jīng)貿(mào)易業(yè)務(wù)往來中，為確保信息、情報(bào)的傳達(dá)及時(shí)而準(zhǔn)確，大多數(shù)公司通常會(huì)采用互通信函的方式來交流與溝通，最終達(dá)成交易。因此，為使國際間的商務(wù)往來能順利進(jìn)行，就必須熟知商務(wù)日語信函的結(jié)構(gòu)、形式、內(nèi)容特點(diǎn)，并在此基礎(chǔ)上掌握和運(yùn)用恰當(dāng)?shù)姆g技巧，使信息的傳達(dá)準(zhǔn)確而富有內(nèi)涵。

（一）語言簡潔，表達(dá)合理

商務(wù)日語信函要求內(nèi)容準(zhǔn)確、表達(dá)合理。文字要盡量簡短并準(zhǔn)確表達(dá)內(nèi)容的要點(diǎn)，避免徒飾文藻、引經(jīng)據(jù)典、措詞冗長。公司業(yè)務(wù)往來所需的商務(wù)信函，主要是把需要傳達(dá)的事項(xiàng)用準(zhǔn)確簡潔的文字表達(dá)出來，至于文章的巧拙或文字的優(yōu)美等無關(guān)緊要。如果文筆華麗，但內(nèi)容含糊不清，或使閱者迷惑不解，甚至有錯(cuò)誤的話，就起不到商務(wù)信函的作用。

（二）使用商務(wù)專業(yè)術(shù)語，文體專業(yè)且正式

商務(wù)信函往來一定會(huì)使用很多商務(wù)專業(yè)術(shù)語，而這些術(shù)語詞匯在普通信函中并不常見。例如：“貴社の価格、納入條件、支払條件に基づいて、當(dāng)方の注文書no.6222をお送りします。品質(zhì)、重量、色はご送付いただいたいたサンプルと同等のものとします。”

“9月24日付（品名）のご注文、受領(lǐng)確認(rèn)いたします。約定の納品日程どおりに出荷いたします。積み出しは10月1日付當(dāng)方のオファーの條件に従っています?！?/p>

劃線部分的文字都是常用國際貿(mào)易的日文專業(yè)術(shù)語，要完全把握商務(wù)日語信函，首先要準(zhǔn)確理解專業(yè)術(shù)語所表達(dá)的意思。另外，由于商務(wù)日語信函直接涉及到中日之間貿(mào)易往來信息，且同銀行、海關(guān)、物流等專業(yè)知識(shí)密不可分，因此在文體上要求專業(yè)且正式。

（三）語篇結(jié)構(gòu)規(guī)范、嚴(yán)謹(jǐn)

商務(wù)日語信函作為一種與客戶聯(lián)系業(yè)務(wù)的公文，有一定的固定形式，首先商務(wù)信函的結(jié)構(gòu)分為前文、正文、后記三大部分，依據(jù)展開順序歸納為四大類型，括號(hào)內(nèi)為不定內(nèi)容。1.發(fā)信編號(hào)·日期·收件人姓名·發(fā)件人·信件名稱·（開頭語）·（信首問候）+正文+（信末問候）·結(jié)束語；2.收件人姓名·發(fā)件人·（日期）·（信件名稱）·（信首問候）+正文+（信末問候）；3.收件人姓名·（信首問候）·（信件名稱）+正文+（信末問候）·發(fā)件人·（日期）；4.發(fā)件人·收件單位·信件名稱·日期·（收件人姓名）·（信首問候）+正文+（信末問候）·發(fā)件人·（日期）。其中“發(fā)信編號(hào)”在普通信函中是沒有的，這主要是為了方便存檔，便于以后出現(xiàn)異議時(shí)能有據(jù)可依。此外，商務(wù)日語信函中信首和信末的寒暄語一般采用固定的詞句模式，例如：信首常用語：

いつもお世話になり、誠にありがとうございます。

時(shí)下ますますご健勝のことと、お慶び申しあげます。

毎々格別のご愛顧を賜わり、ありがたく厚くお禮申しあげます。

信末常用語：

今後ともご指導(dǎo)ご鞭撻の程よろしくお願(yuàn)い申し上げます。

まずは、取り急ぎご連絡(luò)まで。

以上ご報(bào)告申し上げるとともにご返事お待ちしております。

二、商務(wù)日語信函的翻譯技巧

鑒于上述商務(wù)日語信函的諸多特點(diǎn)，譯者在翻譯時(shí)只有掌握恰當(dāng)?shù)姆g技巧，才能使譯文信息傳達(dá)得更準(zhǔn)確和合理。

（一）用詞規(guī)范準(zhǔn)確，表達(dá)簡潔明了。

對(duì)商務(wù)日語信函的翻譯要求不同于一般書信，主要因?yàn)樯虅?wù)信函直接涉及到貿(mào)易雙方的經(jīng)濟(jì)利益，因此在翻譯此類書信時(shí)對(duì)用詞的準(zhǔn)確性要求非常高，如果發(fā)生錯(cuò)譯、漏譯很可能就會(huì)造成巨大的經(jīng)濟(jì)損失。另外，還要注意譯文在表達(dá)上要言簡意賅，盡量避免一些羅嗦冗長的句子，這樣更有利于合作雙方能在最短的時(shí)間內(nèi)進(jìn)行交流并最終達(dá)成共識(shí)。例：

拝復(fù)

殘念ながら、お望みのような種類の品は製造しておりません。しかし、弊社現(xiàn)在の製品系列を示すパンフレットを同封させていただきます。これら商品のいくつかが貴社の販売計(jì)畫に適合すれば幸甚（こうじん）であります。 なるべく早く返事をいただきますように。

敬具

譯文：

敬啟者：很遺憾，弊公司并未生產(chǎn)貴公司所需要的產(chǎn)品。然而，弊公司現(xiàn)在很冒昧地附上一本商品手冊(cè)，內(nèi)包括弊公司所有的產(chǎn)品，如其中有些能適合貴公司的銷售計(jì)劃，則我們深感榮幸。 請(qǐng)盡快回復(fù)。？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？

敬上

（二）正確理解原文，精通專業(yè)術(shù)語和縮略語

商務(wù)日語信函涉及到貿(mào)易往來中的訂貨、付款、合同、保險(xiǎn)、取消訂單、催促、索賠、道歉、辯解和協(xié)商等諸多商務(wù)專業(yè)術(shù)語，像“納品（交貨）、出荷（出貨、上市）、納入（繳納）、引合い（詢盤）、オファー（發(fā)盤、報(bào)價(jià)）、カウンターオファー（還盤）、船積み（裝船）、保険（保險(xiǎn)）、フレーム（賠償）”等一些專業(yè)詞匯和“BTT（銀行電匯）、JAS（日本農(nóng)業(yè)規(guī)格）、M/O（匯款單）、C/N（發(fā)貨通知書）、B/L（提貨單）、DW（載重量）”等常用縮略語出現(xiàn)時(shí)，如果譯者對(duì)外貿(mào)知識(shí)不熟悉、不了解，那翻譯的難度就會(huì)大大增加。因此，作為翻譯人員不僅要有扎實(shí)的日語語言功底，而且還要具備一定的外貿(mào)專業(yè)知識(shí)。在明確一封商務(wù)信函的目的和功能后，在正確理解原文內(nèi)容的基礎(chǔ)上，還應(yīng)該通過多種渠道搜集各種專業(yè)術(shù)語、外來詞匯和一些固定的表達(dá)，力求找到準(zhǔn)確且通用的翻譯方法。

（三）文體鄭重且禮貌、語言應(yīng)與文化相融合

商務(wù)信函是一種實(shí)用文體，一般用于公司間的業(yè)務(wù)洽談或問題磋商，國際間的商務(wù)活動(dòng)十分注重禮節(jié)。眾所周知，日本很重視利益形式，無論是從語言表達(dá)還是行為舉止，都清晰可見日本民族的“禮”文化。在國際貿(mào)易的信函往來中表現(xiàn)尤為突出，以商務(wù)日語信函中常用的信尾語為例：“ご指示下さいますように。（敬請(qǐng)示知。）”；“もしお知らせ下されば，誠に有難く存じます。（如蒙惠告，深感榮幸。）”；“書面にてご返信申し上げます。（特此函復(fù)。）”因此譯者同樣要采用鄭重而禮貌的表達(dá)方式來進(jìn)行對(duì)譯，使語言信息的傳達(dá)在準(zhǔn)確的基礎(chǔ)上更增添文化內(nèi)涵，有利于貿(mào)易伙伴加強(qiáng)互信和文化交流。

三、結(jié)語

綜上所述，商務(wù)日語信函是中日商務(wù)間交流的主要方式之一。由于它要求語言要具準(zhǔn)確性 、實(shí)用性喝專業(yè)性，以及文體上應(yīng)鄭重得體等，這就需要譯者必須本著嚴(yán)謹(jǐn)?shù)膽B(tài)度，準(zhǔn)確理解原文的意思，熟悉相關(guān)的專業(yè)術(shù)語，了解中日文外貿(mào)信函在語言方面的差異，正確運(yùn)用翻譯技巧，力求翻譯出質(zhì)量上乘的商務(wù)日語信函，以便貿(mào)易雙方達(dá)成共識(shí)，促進(jìn)交易的順利實(shí)現(xiàn)。

[參考文獻(xiàn)]

[1]黃創(chuàng).論商務(wù)信函的翻譯策略[J].滁州學(xué)院學(xué)報(bào)，2006（2）：72-74.

[2]周林娟，唐千友.商務(wù)日語的語用特征分析[J].日語學(xué)習(xí)與研究，2006（3）：40-46.