由于谈判活动的实质是谈判双方就某些尚不能达成一致的问题进行磋商,因而双方的磋商沟通桥梁——谈判语言将直接影响谈判的结果。尽管谈判语言可以以口头、书面、电话、函电等等不同表达形式出现,但大体上依其表达性质,谈判语言有两类表述策略可供选择,一类是强硬、进取的积极性表述策略,一类是折衷、让步的消极性表述策略。两类表述策略谈不上孰优孰劣,运用时选择的依据 Since the essence of the negotiation activities is that the two parties negotiate on some issues that can not be reached yet, the negotiation and communication bridge between the two parties - the language of negotiation will directly affect the outcome of the negotiation. Although the language of negotiation can appear in different forms such as verbal, written, telephone, correspondence and so on, generally speaking, there are two kinds of presentation strategies for negotiating language according to its nature of expression. One is tactics of aggressiveness and enterprising expression Class is a compromise, compromise negative expression strategy. Two kinds of presentation strategy can not talk about which one is better, the basis for the use of choice