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

篇1

關鍵詞：商務信函；標準；翻譯策略

一、引言

隨著經濟全球化的深入，越來越多企業、部門直接參與對外貿易。跨國貿易使得商務英語函電成為貿易雙方傳遞信息、業務溝通、加強聯系的重要手段。商務函電的內容直接影響業務往來雙方是否決定繼續商業活動、雙方的經濟效益，因此，準確的傳遞英語商務信函信息顯得尤為重要。

二、商務信函翻譯的標準

（一）準確傳達信息

商務信函是正式、準確，且用詞精確。商務信函翻譯的目的是幫助收信人理解發信者的要求，以決定是否繼續與發信者繼續交易、合作。翻譯的準確性直接影響著雙方的利益，因此，譯者在翻譯的過程中，要保證完整的傳達原文信息。例如，“no later than”， “before”， “within”等表達時間限制的詞應準確的翻譯，避免雙方因交貨、裝運時間等問題而導致沖突。

（二）禮貌委婉的傳達信息

商務信函禮貌委婉，且使用特定詞匯與句型，使商務英語信函嚴肅，具有法律效力。例如，為了避免主觀性，在英語商務信函中大量使用被動語態。中國向來是禮儀之邦，在中文商務信函中，大多用類似文言文以表達禮貌與嚴肅性。“盼賜早復”，“前肅寸函”，“唯迄今”，“尚希查明賜復”等常常出現在中文商務信函中。

三、商務信函翻譯策略

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

（一）重復

在商務英語信函的翻譯重復來句子中的主語、賓語等保證信息的準確性。

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美元銀行支票已經收到，至感欣慰。我方已將此款計入貴方賬戶。貴方賬目已經結清。

（二）調整結構

在英語商務信函中，大量使用被動語態、否定句來表達主觀性，及發信人對收信人的尊敬，而在中文的商務信函中，更多使用主動語態和肯定句，因此在翻譯的過程中，需要調整句子的結構。例如：

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

這并不是一筆大數目，請即結清該賬。

（三）省譯

英語商務信函中，由于英語語法結構、句型完整、意思準確等要求，需要重復部分詞，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，信息不會丟失，也不會影響信息傳達的準確性，相反，能更好的滿足中文商務信函的禮貌要求，在翻譯英語商務信函的過程中，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，發現該批制品，工料粗劣，與前送樣品，完全不符。

2、省略連詞。英語中的長句結構緊湊，英語中連結詞出現頻率較高，為更好的傳達復雜的信息，商務信函大量使用長句。中文很少用到連接詞，句與句之間的邏輯關系可通過詞的順序來表達。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，我方便下訂單

3、省略同義詞。英語商務信函使用約定俗成的同義詞來表達準確性和正式，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省略，僅譯其中一個。

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行調查，提供有關信息，則不勝感激。

（四）增譯

1、增加連詞。在英語中，使用動詞分詞形式和不定式來表達目的、條件、結果，但在在翻譯成中文的過程，也要根據分詞和不定式在句子中的含義，增加表達目的、條件、結果的連詞傳達主句和從句之間關系的連詞，符合中文習慣。

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格滿足貴方的訂貨要求。

2、增加量詞。英語可用名詞的單復數形式來表達貨物數量的多少，而中文的名詞沒有單復數形式，因此，在把英語名詞的單復數翻譯成中文時，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. 我方確認你方來信的價格供應各種印花棉布，并正安排下周由客運列車裝出。

3、增加時間。英語課通過動詞的時態來表達時間，因此，在某些情況下，省略了時間，在翻譯成中文時，要根據時態標明時間。

we are planning to pack the products and ship it to you as stipulated.我們已在準備將訂貨裝箱運送。

四、結論

商務信函作為國際交流貿易的重要手段，中英商務信函語言特點的區別要求在進行商務英語信函漢譯的時候，譯者應根據實際情情況，采取調整句式結構、增譯、減譯等翻譯策略，以保證準確的傳達信息，避免對方因對關鍵信息理解錯誤而導致沖突。（作者單位：廣西財經學院商務外國語學院）

參考文獻：

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

篇2

a.我們愿與貴公司建立商務關系。

Wearewillingtoestablishtraderelationswithyourcompany.

b.我們希望與您建立業務往來。

Pleaseallowustoexpressourhopeofopeninganaccountwithyou.

c.我公司經營電子產品的進出口業務，希望與貴方建立商務關系。

Thiscorporationisspecializedinhandingtheimportandexportsbusinessinelectronicproductsandwishestoenterintobusinessrelationswithyou.

2．自我推薦

a.請容我們自我介紹，我們是……首屈一指的貿易公司。

Letusintroduceourselvesasaleadingtradingfirmin…

b.本公司經營這項業務已多年，并享有很高的國際信譽。

Ourcompanyhasbeeninthislineofbusinessformanyyearsandenjoyshighinternationalprestige.

c.我們的產品質量一流，我們的客戶一直把本公司視為最可信賴的公司。

Ourproductsareofverygoodqualityandourfirmisalwaysregardedbyourcustomersasthemostreliableone.

3．推銷產品

a.我們從……獲知貴公司的名稱，不知貴公司對這一系列的產品是否有興趣。

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……供應商。

Wearepleasedtogetintouchwithyouforthesupplyof….

d.我們的新產品剛剛推出上市，相信您樂于知道。

Youwillbeinterestedtohearthatwehavejustmarketedournewproduct.

e.相認您對本公司新出品的……會感興趣。

Youwillbeinterestedinournewproduct…….

4．索取資料

a.我們對貴方的新產品……甚感興趣，希望能寄來貴公司的產品目錄及價目表。

Weareinterestedinyournewproduct…andshallbepleasedtohaveacatalogandpricelist.

b.我們從紐約時報上看到貴公司的廣告，但愿能收到產品的價目表及詳細資料。

WehaveseenyouradvertisementinTheNewYorkTimesandshouldbegladtohaveyourpricelistsanddetailsofyourterms.

c.獲知貴公司有……已上市，希望能賜寄完整的詳細資料。

Wehearthatyouhaveput…onthemarketandshouldbegladtohavefulldetails.

d.如蒙賜寄貴公司新產品的詳細資料，我們將深表感激。

Weshouldappreciatefullparticularsofyournewlydevelopedproduct.

e.如蒙賜寄有關……的樣品和價目表，我們將甚為感激。

Weshouldbeobligedifyouwouldsenduspatterns(orsamples)andpricelistsofyour…

5．寄發資料

a.很高興寄你一郵包，內裝……

Wearepleasedtosendyoubyparcelpostapackagecontaining…

b.欣寄我方目錄，提供我方各類產品的詳細情況。

Wehavepleasuresinsendingyouourcatalogue,whichgivesfullinformationaboutourvariousproducts.

c.欣然奉上我方產品樣品，在貴方展廳展出。

Weshouldbepleasedtoletyouhavesamplestogiveademonstrationatyourpremises.

d.為使貴方對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，請查收。

Youwillfindenclosedwiththisletterasampleofnew….

b.隨函附上購貨合同第××號兩份，希查收，諒無誤。請會簽并退我方一份備案。

EnclosedpleasefindtwocopiesofPurchaseContractNo.…，whichwetrustwillbefoundinorder.Kindlysignandreturnonecopyforourfile.

c.我們很高興地附上詢價單第××號，請貴方報離岸價格。

Wehavepleasureinenclosingourfile.

d.我們確認向貴方購買……,隨函附上訂單確認書供參照。

Weconfirmhavingpurchasedfromyou….Aconfirmationorderisenclosedforyourreference.

7．請求做商

a.我們深盼與英國公司接洽，希望成為其銷售商之一。

WeareanxioustocontactsomeBritishfirmswithaviewtoactingastheirsellingangents.

b.如蒙考慮擔任銷售你們……商，我們將十分高興。

Weshouldbegladifyouwouldconsiderourapplicationtoactasagentsforthesaleofyour…

8．請求報價

a.茲函請提供……的報價。

Wearewritingtoinvitequotationsforthesupplyof….

b.請將定期供應……之報價賜知。

Pleaseletushaveaquotationfortheregularsupplyfor….

c.請將下列貨品的最低價格賜知。

Kindlyquoteusyourlowestpricesforthegoodslistedbelow.

9．詢價

a.隨函寄上詢價單一份。

Weareenclosingherewithaninquirysheet.

b.如果貴方對……感興趣，請告具體詢價。

Ifyouareinterestedinour…,pleaseletusknowwithaspecificinquiry.

c.一收到貴方具體詢價單，我方馬上航空郵上樣品冊并報價。

Quotationsandsamplebookswillbeairmailedtoyouuponreceiptofyourspecificinquiry.

10．價格

a.我們發現你方報價比我們從其他地方收到的略為偏高，請你方降價，以適應競爭。

Wefindyourquotationslightlyhigherthanthosewehavereceivedfromothersources,andaskyoutoreduceyourpricetomeetthecompetition.

篇3

關鍵詞:禮貌原則 商務交流 商務信函寫作

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 “low” 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 “lost” 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

關鍵詞：英語商務信函；書寫；策略

1 英語商務信函的寫作意義

隨著世界經濟的快速發展和全球一體化進程的加速，英語商務信函扮演著越來越重要的角色。在快節奏的現代商務活動中，寫作商務信函最直接的目的就是進行有效的溝通和交流。它是國際商務往來最常用的聯系方式，也是對外貿易活動的載體。寫出一份準確嚴謹、簡潔明了、規范得體、彰顯個性的英語商務信函不僅能夠促成交易的達成，而且可以發展同客戶的良好關系，以及達成新的業務方面起著積極的促進作用。

2 英語商務信函書寫常出現的問題

2.1 詞匯錯誤

在商務英語信函的寫作中，同一個詞匯在商務中具有完全不同的含義。 “credit “本意“信譽、聲望”，在商務中“信用證”。“offer” 提供，在信函中"報價”。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，嚴格遵守它的含義。

2.2 詞匯陳舊

S著時代的發展和進步，商務英語詞匯的規模在不斷擴大。國際經濟的快速發展和計算機技術的高度發達，許許多多商務英語詞匯應運而生。“a going concern，” 盈利企業。”a leap in the dark “ 冒險舉動。這些新的商務詞匯的出現，為商務英語信函的交流提供了便利。在寫作中，要不斷地跟上時代的發展，與時俱進，更新詞匯，保持商務信函的新鮮度，與世界接軌。

2.3 主動語態多

在商務信函中，被動語態使用較多。為了使信函的表達準確無誤，嚴謹周密，不引起歧義，提高交流的效率，使用了大量的被動語態。主動語態是表示主語是謂語動作的使動方的語態，信函中有時動作的參與者和發出者是誰不清晰，主動語態使用較少。

3 解決途徑

3.1 書寫層面

（1）大寫

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

（2）逗號

在英語商務信函中，逗號使用較多。逗號用在復句內各分句之間的停頓，用逗號隔開表達了不同的意思，又糅合在一個完整的句子里，避免意思含混不清，幫助讀者正確理解信函內容，順暢做成交易，避免誤入歧異。

（3）冒號

在英語商務信函中，冒號的使用常用來引導下文。Quantity： 1000cases. Payment ： by L/C.商務信函需要用簡潔明了的語言表達內容，冒號引導下文節約了字數和空間，讀者簡易輕松理解大意，快捷抓住內容核心，節省了時間，方便了業務。

3.2 詞匯層面

（1）古詞

在英語商務信函中，古詞的使用具有鮮明的文體特點-莊重、嚴肅、正式。We hereby mail one catalogue.恰當使用英語古詞提升整篇信函的莊重性和嚴肅性，英語商務信函代表企業或公司的形象，商談業務涉及企業之間巨大的經濟效益，嚴肅認真的態度是商務信函必備的態度，古詞的使用表明了其特點。

（2） 數詞

在英語商務信函中，準確的數字對于雙方貿易上的交往成功非常關鍵。A discount 5%.數字的使用不能有半點馬虎隨意，否則會造成重大經濟損失和虧本，有時直接影響到公司的聲譽，產生法律糾紛。

（3）形容詞

在英語商務信函中，積極樂觀的詞可以給客戶帶來身心愉悅之感。快樂高興的心態對于商務交往非常重要和關鍵。順利達成交易和成功奠定業務基礎為未來的貿易往來打下了牢固的基礎。Glad， excited， suitable， convenient， pleased.這些詞對商務交易達成起著積極的作用。

3.3 句法層面

（1）虛擬語氣

在英語商務信函中，良好的溝通和交流非常重要，保證了整個商業業務流暢進行和運作。使用虛擬語氣委婉含蓄，商討交流的余地較大，對方容易接受。If you could consider， I would appreciate it.這樣的交流語氣，有利于維護雙方的合作關系和保持良好的友誼。

（2）被動語態

英語商務信函被動語態使用較多。Your goods has been delivered to another company.它是商務業務往來通信， 表達上需要準確和規范；措辭和語氣上需要禮貌委婉，嚴謹周密。信函涉及雙方權利和義務，可作為解決雙方爭端的法律依據。

（3）復合句

英語商務信函對簡潔性和嚴謹性都有一定的要求，為了保證嚴密的邏輯性和信函的正式性，信函需要復合句As this falls within the scope， we are desirous to establish relation with B.復合句結構復雜，表達嚴謹周密，商務信函中，復合句使用較多。

3.4 語篇層面

（1）省略

英語商務信函具有“節約經濟”特點，雙方繁忙的業務交往需要快捷簡潔交流，為了避免繁瑣，信函中常用省略。同時盡速突出新的商務信息，緊湊銜接語篇。We hope this shipment will be examined by more（shipment ）.

（2）重復

重復指某個語言成分多次出現的現象。在英語商務信函中，為了突出致函方的意圖，加深閱讀者對這一主題的印象，希望對方引起關注和重視。We have trouble in shipment.the trouble is the cargo.

（3） 連接

在英語商務信函中， 表示時間、因果、轉折、遞進、并列、條件等連接詞的使用體現了信函的邏輯性和連貫性。這些連接詞的前后關系非常緊密，巧妙銜接前后兩部分內容，讀者清晰知道信函內容，有效提高了信函語篇的粘結度。As soon as， as， therefore， when， where， so that 等。

4 結束語

作為當今社會活動不可缺的一分子，英語商務信肩負著建立貿易關系、溝通商務信息、塑造商務形象的社會職能。它代表公司形象，是公司的臉面，是企業對外公共宣傳關系中的重要手段，對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，學習寫英文商務信函，提高英語寫作能力，增長見識，開闊視野，更好服務于經濟社會。

參考文獻：

1.梁樹新.現代國際商務信函[M].北京：人民郵電出版社，2008.

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

3.錢瑗.實用英語文體學[M].北京： 北京師范大學出版社，1991.

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

篇5

中圖分類號：H315文獻標識碼：A文章編碼：1003-2738（2012）03-0237-02

摘要：商務英語信函是國際貿易中交易雙方進行信息溝通的重要方式，它撰寫的好與壞對于一個企業的形象和業務有很重要的影響。商務英語信函的寫作是有規可循的，遵循原則和使用合適的技巧是完成一個商務英語信函的兩個重要方面。

關鍵詞：禮貌原則；體諒原則；完整原則；清楚原則

商務英語信函是一種常用的商務英語應用文，商務英語信函的內容固然很重要，但表達方式也同樣重要。商務英語信函的寫作是有一定規范的，即應遵循一定的寫作原則，采用一些寫作技巧，從而使商務信函表意準確，語言流暢，更易于貿易雙方的溝通與理解。

一、商務英語信函的寫作原則

商務英語信函的寫作包括四個原則：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。對方觀點：首先，它表明作者站在讀者的角度看問題，體現作者對讀者利益的真摯的關懷、尊重和敬意，維護對方的積極面子，構建和諧的關系；其次，you-attitude體現一種寫作風格，用積極的方式，樂觀的態度和愉快的口吻表達觀點。

2.使用we。包容性詞匯“we”很適合表達禮貌，維護讀者的面子。但作者使用we時，他實際上是強調“you”和“me”，更能表達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。在書寫商業信函時，作者可以運用一些積極詞匯表達其對讀者的關心，體現出維護讀者的積極面子。這樣可以激發寫信人和讀者的共識，鞏固雙方合作關系。這些積極詞匯可包括很多，如感謝、贊揚、認同、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，由此體現雙方合作愿景。

5.使用主動語態。主動語態將施為者置于句子開頭，直接傳達施為者或作者的善意，滿足讀者積極面子，由此實現禮貌的目的。

篇6

[關鍵詞]商務信函；商務溝通；寫作原則；寫作技巧

[中圖分類號]F275.3 [文獻標識碼]A [文章編號]1005-6432(2008)45-0158-02

1引言

改革開放以來，特別是加入世界貿易組織以后，我國與世界各國的經濟交往日益頻繁，對外經濟合作日漸加強。因此，培養一大批既熟練掌握外語，又通曉國際商務知識，并善于進行跨文化交際的國際商務人才已成當務之急。在國際商務人員必備的諸多技能中，商務信函寫作是其中一項重要的技能，也是商務活動得以順利開展的重要保證。一封好的商務信函(business letter)能夠在促進貿易、增進友誼和獲得完全理解方面起到非常重要的作用。只有完美傳達信息的信函才是完美的信函。因此，在寫作時嚴格遵守并且靈活運用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)。這七個原則是商務信函寫作最基本的指導原則。同時，在商務信函的寫作中，要掌握一定的寫作技巧，才能順利完成商務信息的交流。

2現代采購信函的特點

2.1現代采購信函應該是“索取函”

它索取的可能是一種產品，一項服務，一項專利，一個觀念……因此，在寫作時候，要牢記你是在與讀者進行交談。這種交談成功與否，你的目的是否實現，關鍵取決于商務信函中信息的表達方式和內容。如何把你的思想，清晰、準確地表達給“讀者”，產生情感上的共鳴是商務信函的首要任務。

2.2現代采購商務信函的寫作要重點突出，簡明扼要

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

3現代采購信函的寫作原則

3.1體諒

體諒對發信人和收信人之間保持進一步聯系至關重要。發信人應盡可能從收信人的立場來考慮問題，在分析對方會如何理解信息的基礎上，提供其所需要的立場來考慮問題，在分析對方會如何理解信息的基礎上，提供其所需要的信息。簡言之，體諒就是要做到為對方著想，移情于對方，在人性層面上來理解對方。此外，體諒意味著要堅持用肯定而非否定的態度，要強調“你”的態度而不是“我”的或“我們”的態度。

3.2正確

現代商務信函必須寫的正確，因為其牽涉到雙方的權利和義務，而且它還是商業單據的憑證。正確的商務信函不僅表現為語法恰當、標點符號和詞匯拼寫正確，還要求敘述正確、提供的事實和數字無誤、寫作格式規范、技巧運用恰當以及商業術語正確。

3.3完整

現代商務信函必須力求完整，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。一封完整的現代商務信函不僅可能會帶來預期的結果，還可能建立起更好的商務關系。

3.4具體

現代商務信函必須寫得生動、具體和明確，要避免采用模糊、大概和抽象的詞語和語句。在寫現代商務信函的過程中，應盡量運用具體的事實和數字，選擇形象的及通過想象所創造的字和詞語，一般使用主動語態來陳述內容。

3.5簡潔

所謂簡潔，就是指要言簡意賅地表達所需表達的意思，同時又無損于書信的完整和禮貌。在書寫英文現代商務信函時，要摒棄那些陳舊的商業術語，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、簡潔的事實信息，就可把最重要的信息呈現給對方。

3.6清楚

采購商務信函應使讀者一目了然，沒有晦澀難懂或容易產生誤會之處。在確定了所要寫的內容后，選擇使用簡短、熟悉和口語化的詞語，構建簡單、有效的句子和段落來清楚地表達目的，避免使用產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

禮貌在采購商務信函中有其特殊而豐富的內涵。一封禮貌的信函可以加深與目前客戶的業務關系，也有助于結交新的業務伙伴。在現代商務信函的寫作過程中，及時是禮貌之首。此外，在撰寫商務信函時，應避免使用可能激怒、傷害對方的言詞或語氣，語調上要盡可能站在客戶的立場上，考慮到對方的愿望和背景，做到互惠互利。

4現代采購信函的寫作技巧

4.1多使用主動語態

主動語態能夠更自然和準確地表達寫信人的本意，收信人會覺得更生動，并有一種面對面談話的親切感。

以下樣函采用過多被動句式，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.

如果改成主動語態，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

商務英語中使用艱深晦澀的詞匯，不會讓書信顯得正式、嚴肅，反而會令收信人閱讀過程延長，理解出現偏差，難以迅速準確地回復。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，應多使用通用的詞匯，以達到自然順暢，撰寫快捷，簡潔明了，又不失商業味道的效果。

4.3提問要客氣、直截了當，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，更令收信人產生需要回答的心態。并且，直截了當的詢問能便于收信人回復。

4.4力求正面肯定地談論問題，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感覺，甚至涉及侮辱人格，容易使收信人產生反感。

5結束語

采購是貿易過程中重要的一個環節。寫好采購商務信函是進行現代商務溝通的一個重要的技能。要完美傳達采購商務信息，寫信人必須堅持現代商務書信寫作的七大原則。在具體的商務信函的寫作中，寫信人還必須靈活運用各種寫作技巧，體現出商務書信的寫作風格，只有這樣，順利的商務溝通才能完成。

參考文獻：

[1]管春林.國際商務英語寫作[M].杭州:浙江大學出版社,2006:8.

[2]葛萍,周維家.外貿英語函電(雙語)[M].上海:復旦大學出版社,2007:2.

篇7

［關鍵詞］商務英語信函；文體特征

［中圖分類號］G623.31［文獻標識碼］A［文章編號］2095-3283(2013)07-0138-02

一、 商務英語信函的結構和格式

作為一種正式的文體，商務英語信函的結構，主要包括信頭（Letter Head）﹑寫信日期（Date Line）﹑封內地址（Inside Address）﹑稱呼（Salutation）﹑正文（Body of the Letter）﹑結尾敬語（Complimentary Close）﹑簽名（Signature）等幾個標準部分，除了這幾個必要部分以外，有時候還會包括附件（Enclosure）﹑再啟（Postscript）﹑經辦人名稱（Attention Line）﹑事由（Subject Line）﹑參考編號（Reference Number）﹑抄送（Carbon Copy，簡寫為CC）﹑姓名字首縮寫（Name Initials）等特別部分，這幾個部分可以根據寫信的具體情況進行增減（諸葛霖，2007）。

二、詞匯特征

（一）縮略語（Abbreviation）的頻繁使用

縮略語和相關商業術語的大量使用是商務英語的一個突出特色，營造了一種專業的商務語境，言簡意賅，便于大家更加簡潔方便的溝通。

如：WTO（World Trade Organization）世界貿易組織

L/C（Letter of Credit）信用證

F.B（freight bill）運費賬單

CERT（certificate）證明

（二）準確具體的表達

商務環境下的語言交流強調效率，體現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.

準確具體：We hope the machines could be shipped before 24th December.

（三）多使用日常詞匯

商務英語信函中避免使用陳腐、艱深的詞匯，商務信函的宗旨在于以最簡潔明了的語言傳達最有效的信息（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）多使用單個詞語

商務信函中要盡量使用單個詞匯代替詞組、短語和從句，如：

冗長的表達：對應的簡潔表達：

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信息。

三、句法特征

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

（一）套話

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

在信函的開頭清楚的點明來信目的：

I am writing to confirm that…

在信函結尾表明希望盡早得到回復的期待：

We look forward to your early reply.

希望對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 …

在回復對方來信的時候，回信的開頭往往會出現以下的表達：

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”，“letter dated…”，“as requested”這些都是回復對方來信時常用的表達，指出收到對方具體哪次的來信，以便對方在繁多的商務信函中快速區分出對應的那一封，同時開門見山地回應對方上次來信提出的要求，簡潔的語言清楚地傳達了必要的信息。

（二）多使用肯定表達語氣

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

第一句表達直露，語氣居高臨下，而第二句從對方的得失出發，婉轉的表達了拒絕的語氣。

四、篇章布局特征

（一）連貫詞的使用

商務信函的篇章結構、段落關系、句子與句子間都有著明晰的邏輯關系，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。如表示補充說明的in addition，moreover，furthermore；表示轉折關系的however，otherwise，on the contrary；表示因果關系的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

商務英語信函段落寫作的一個基本原則就是“one paragraph，one idea”，即一個段落一個中心要點，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，第一段感謝對方的詢盤，第二段確認對方咨詢的內容，第三段給出我方報價，第四段進一步表達與對方建立商務往來的愿望。每個段落相當簡短，條理非常清楚，既包含了所有必要信息，也不浪費對方的閱讀時間。

（三）視覺輔助

為了清楚明了，一目了然地傳達信函內容，商務英語信函中往往在列舉要點的時候用到一些視覺輔助的手段，如Bullet points，tables，highlights等，每個要點只列舉最核心的詞語，短語或者簡短的句子，使要點明晰。

五、You-Attitude原則

無論是什么形式的商務英語信函寫作，都需要體現一個很重要的原則：“You-Attitude”。也就是處處為對方著想，讓對方感到親切，與對方拉近距離，使其感覺到要傳達的信息更易于接受。

這一原則不僅體現在語言的選擇上，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.

該原則同時也體現在篇章段落結構上，比如針對不同寫作目的的信函，段落的架構會不一樣，這其中也體現著“You-Attitude”的原則。

［參考文獻］

篇8

關鍵詞：模糊語言； 商務英語信函； 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 “land” 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.

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[14] 楊林聰 著.禮貌原則在商務溝通中的應用[M]. 長沙：國防科技大學出版社，2002：9， 15， 16，17，75，95.

篇9

關鍵詞： 語用原則 商務英語 信函

一、合作原則

1.質的準則

質的原則體現在商務英語信函寫作時，主要指交易雙方所寫的商務信函內容要正確，符合事實，數字要精確，商業習慣用語的使用要準確。商務交易磋商中的許多內容如數量、金額、貿易術語、違約責任、支付方式，是絕對不能失誤的。一旦出現失誤，則極可能引起不必要的損失和糾紛，甚至可能導致貿易關系的破裂。

2.量的準則

量的準則體現在商務英語信函寫作時，主要是指所寫的內容應當包涵當時交易所需要的信息，用盡可能少的文字表達想要表達的內容，這與商務信函寫作的簡明原則相吻合。商務英語的特點決定了它是以交易雙方傳遞商務信息交易動向、維持和促進商務交易關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意思，浪費對方的閱讀時間，對商務人員來說是極為不禮貌的。這意味著商務工作人員在撰寫商務英語信函時應注意簡明扼要，真正做到符合量的準則。

3.關系準則

在商業高度發達的現代社會，時間就是金錢，效率就是生命，所以商務英語信函的內容一定要切題、簡單明了，少說無關的廢話。涉及同一商務活動的信函，在開頭部分要用必要的語句相互聯系起來，以幫助讀信人快速回憶起交易內容，便于歸類；同一信函的各段內容也要相互關聯，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、信用證或信函日期將它們聯系起來，在信函的正文部分可以用一些關聯詞語對不同內容進行連接。

4.方式準則

方式準則是指在商務英語信函中，表達交易信息的內容一定要清楚明白，避免語意上的含混、模糊和歧義。在寫作中，要使用符合行規、表意確切的常用術語，有利于對方的理解，使貿易活動順利進行。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：一是時間（7：00）后面沒有注明是“am”還是“pm”，這會讓對方摸不著頭腦，不明白究竟是上午7點還是下午7點；二是重量單位噸（tons），因為不同國家對“噸”這個重量單位的理解是不盡相同的，若不加以具體說明，勢必會造成誤會，導致貿易糾紛。

二、禮貌原則

1.得體準則

得體準則指的是在商務往來中要尊重對方，無論是語句的表達還是信息的處理都要站在對方的角度，盡量讓對方少吃虧，多受益。在商務往來中，要及時回復對方的信函，即使對方反映的問題需要進行調查，但也應及時回復，說明情況，這樣才能讓對方感到自己的問題受到了重視，給對方留下辦事效率高、工作負責任的良好印象，從而保持雙方良好的貿易合作關系。在信函寫作中，只有始終站在對方的角度考慮問題，真誠地關心對方，了解對方的需求，自己的信函才會更容易讓對方接受。

2.寬容準則

寬容準則指的是商務活動出現矛盾時，要克制自己，寬容對方，讓矛盾激化。在商務往來中出現一些失誤、摩擦是正常的，關鍵在于如何處理這些失誤和摩擦。當遇到對方不滿、怨恨甚至無理取鬧的時候，千萬不能火冒三丈，寫出更激烈的回信，導致矛盾激化，得不償失。以禮對待非禮，不是一種退讓，而是一種寬容，是一種從大局出發，小事糊涂，大事堅持原則的持重表現。

3.稱贊準則

稱贊準則指的是減少對他人貶損的表達，即盡量多贊譽少貶損別人。在商貿活動中，對對方的商品、技術、服務進行適當的贊揚是很有必要的，這樣可以維護對方的面子，讓對方感到愉悅，從而有利于以后的合作。但這種贊揚應該是真誠的，否則就會讓對方感到虛偽，從而違反合作原則中質的準則。

4.謙遜準則

謙遜準則指的是盡量減少自我表揚，多貶損自己。商家一般都會在說自己的產品、服務如何如何好的同時，貶低同行業的其他產品。但在大型的正規的商貿往來中，我們一定要遵循謙遜準則，對自己的產品、技術和服務一定要實事求是，不能言過其詞，夸夸其談，做到言辭謹慎，含蓄內斂，不譽不損。

5.一致準則

一致準則指的是盡量減少自己與別人在觀點上的不一致，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，商務活動也不例外，既有積極、美好的一面，又有消極、不太好的一面，所以在商務活動中，一定要盡量強化前者，淡化后者，求同而存異。在商務活動中，每一方自然會站在自己的立場、角度考慮問題，對事情的看法可能會有所不同，但這并不妨礙雙方為了共同的長遠利益而求大同存小異，找出雙方都能接受的方案。

參考文獻：

篇10

[關鍵詞] 商務日語； 信函； 翻譯技巧

[中圖分類號] [文獻標識碼]B

在當今市場競爭日益激烈的環境下，國際貿易很多商務活動都通過信函形式進行溝通與交流，商務信函已成為國際間經貿往來的橋梁。而在日益頻繁的中日貿易交往中，商務交流中的信息交流要求內容簡單、重點突出，這已經成為雙方交流的主要趨勢，商務日語信函的翻譯是一種常見而普遍的翻譯內容。鑒于此，有必要對其認真探討，以推動中日商務交往的順利進行。

一、商務日語信函的種類及特點

商務日語信函大致可以分為兩大類：貿易性商務信函和社交性商務信函。貿易性商務信函指的是進行實質性貿易往來時所用的信函，包含內容大致有以下幾種：1.請求開展業務，同意或謝絕開展業務；2.要求報價，報價或拒絕報價；3.請求訂貨，同意、辭退或取消訂貨；4.推銷商品；5.關于匯款；6.有關信用證事宜；7.各種修改事項；8.發貨或到貨通知；9.拜托；10.照會；11.催促；12.取消；13.抗議；14.道歉；15.索賠；16.辯解；17.反駁等。

社交性商務信函是指與實質性的貿易往來活動沒有直接關系、只與貿易伙伴或準貿易伙伴之間普通社交往來所用的信件，主要內容包括：1.祝賀信；2.感謝信；3.邀請信；4.同意信；5.拜托信；6照會信；7.致意信；8.報告信；9.慰問信等。譯者應首先明確一封商務信函的目的和功能，才能在譯入語中選擇適當的詞語來恰當體現原文的目的，使信函達到預期效果。如感謝信、慰問信和祝賀信等偏重于語言的表情功能，而其他信件如請求、投訴等偏重于語言的信息功能，強調事件，表述事實。

在中日經貿易業務往來中，為確保信息、情報的傳達及時而準確，大多數公司通常會采用互通信函的方式來交流與溝通，最終達成交易。因此，為使國際間的商務往來能順利進行，就必須熟知商務日語信函的結構、形式、內容特點，并在此基礎上掌握和運用恰當的翻譯技巧，使信息的傳達準確而富有內涵。

（一）語言簡潔，表達合理

商務日語信函要求內容準確、表達合理。文字要盡量簡短并準確表達內容的要點，避免徒飾文藻、引經據典、措詞冗長。公司業務往來所需的商務信函，主要是把需要傳達的事項用準確簡潔的文字表達出來，至于文章的巧拙或文字的優美等無關緊要。如果文筆華麗，但內容含糊不清，或使閱者迷惑不解，甚至有錯誤的話，就起不到商務信函的作用。

（二）使用商務專業術語，文體專業且正式

商務信函往來一定會使用很多商務專業術語，而這些術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、當方の注文書no.6222をお送りします。品質、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、受領確認いたします。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日付當方のオファーの條件に従っています。”

劃線部分的文字都是常用國際貿易的日文專業術語，要完全把握商務日語信函，首先要準確理解專業術語所表達的意思。另外，由于商務日語信函直接涉及到中日之間貿易往來信息，且同銀行、海關、物流等專業知識密不可分，因此在文體上要求專業且正式。

（三）語篇結構規范、嚴謹

商務日語信函作為一種與客戶聯系業務的公文，有一定的固定形式，首先商務信函的結構分為前文、正文、后記三大部分，依據展開順序歸納為四大類型，括號內為不定內容。1.發信編號·日期·收件人姓名·發件人·信件名稱·（開頭語）·（信首問候）+正文+（信末問候）·結束語；2.收件人姓名·發件人·（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）·發件人·（日期）；4.發件人·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）·發件人·（日期）。其中“發信編號”在普通信函中是沒有的，這主要是為了方便存檔，便于以后出現異議時能有據可依。此外，商務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：

今後ともご指導ご鞭撻の程よろしくお願い申し上げます。

まずは、取り急ぎご連絡まで。

以上ご報告申し上げるとともにご返事お待ちしております。

二、商務日語信函的翻譯技巧

鑒于上述商務日語信函的諸多特點，譯者在翻譯時只有掌握恰當的翻譯技巧，才能使譯文信息傳達得更準確和合理。

（一）用詞規范準確，表達簡潔明了。

對商務日語信函的翻譯要求不同于一般書信，主要因為商務信函直接涉及到貿易雙方的經濟利益，因此在翻譯此類書信時對用詞的準確性要求非常高，如果發生錯譯、漏譯很可能就會造成巨大的經濟損失。另外，還要注意譯文在表達上要言簡意賅，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間內進行交流并最終達成共識。例：

拝復

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，弊公司并未生產貴公司所需要的產品。然而，弊公司現在很冒昧地附上一本商品手冊，內包括弊公司所有的產品，如其中有些能適合貴公司的銷售計劃，則我們深感榮幸。 請盡快回復。？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？

敬上

（二）正確理解原文，精通專業術語和縮略語

商務日語信函涉及到貿易往來中的訂貨、付款、合同、保險、取消訂單、催促、索賠、道歉、辯解和協商等諸多商務專業術語，像“納品（交貨）、出荷（出貨、上市）、納入（繳納）、引合い（詢盤）、オファー（發盤、報價）、カウンターオファー（還盤）、船積み（裝船）、保険（保險）、フレーム（賠償）”等一些專業詞匯和“BTT（銀行電匯）、JAS（日本農業規格）、M/O（匯款單）、C/N（發貨通知書）、B/L（提貨單）、DW（載重量）”等常用縮略語出現時，如果譯者對外貿知識不熟悉、不了解，那翻譯的難度就會大大增加。因此，作為翻譯人員不僅要有扎實的日語語言功底，而且還要具備一定的外貿專業知識。在明確一封商務信函的目的和功能后，在正確理解原文內容的基礎上，還應該通過多種渠道搜集各種專業術語、外來詞匯和一些固定的表達，力求找到準確且通用的翻譯方法。

（三）文體鄭重且禮貌、語言應與文化相融合

商務信函是一種實用文體，一般用于公司間的業務洽談或問題磋商，國際間的商務活動十分注重禮節。眾所周知，日本很重視利益形式，無論是從語言表達還是行為舉止，都清晰可見日本民族的“禮”文化。在國際貿易的信函往來中表現尤為突出，以商務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。）”因此譯者同樣要采用鄭重而禮貌的表達方式來進行對譯，使語言信息的傳達在準確的基礎上更增添文化內涵，有利于貿易伙伴加強互信和文化交流。

三、結語

綜上所述，商務日語信函是中日商務間交流的主要方式之一。由于它要求語言要具準確性 、實用性喝專業性，以及文體上應鄭重得體等，這就需要譯者必須本著嚴謹的態度，準確理解原文的意思，熟悉相關的專業術語，了解中日文外貿信函在語言方面的差異，正確運用翻譯技巧，力求翻譯出質量上乘的商務日語信函，以便貿易雙方達成共識，促進交易的順利實現。

[參考文獻]

[1]黃創.論商務信函的翻譯策略[J].滁州學院學報，2006（2）：72-74.

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