商务信函范文
时间：2023-03-16 19:44:55
导语：如何才能写好一篇商务信函，这就需要搜集整理更多的资料和文献，欢迎阅读由公务员之家整理的十篇范文，供你借鉴。
篇1
一、引言
随着经济全球化的深入，越来越多企业、部门直接参与对外贸易。跨国贸易使得商务英语函电成为贸易双方传递信息、业务沟通、加强联系的重要手段。商务函电的内容直接影响业务往来双方是否决定继续商业活动、双方的经济效益，因此，准确的传递英语商务信函信息显得尤为重要。
二、商务信函翻译的标准
（一）准确传达信息
商务信函是正式、准确，且用词精确。商务信函翻译的目的是帮助收信人理解发信者的要求，以决定是否继续与发信者继续交易、合作。翻译的准确性直接影响着双方的利益，因此，译者在翻译的过程中，要保证完整的传达原文信息。例如，“no later than”， “before”， “within”等表达时间限制的词应准确的翻译，避免双方因交货、装运时间等问题而导致冲突。
（二）礼貌委婉的传达信息
商务信函礼貌委婉，且使用特定词汇与句型，使商务英语信函严肃，具有法律效力。例如，为了避免主观性，在英语商务信函中大量使用被动语态。中国向来是礼仪之邦，在中文商务信函中，大多用类似文言文以表达礼貌与严肃性。“盼赐早复”，“前肃寸函”，“唯迄今”，“尚希查明赐复”等常常出现在中文商务信函中。
三、商务信函翻译策略
虽然商务信函属于正式文本，翻译时准确传达信函信息是首要任务，任何信息的增减都将导致双方的冲突，但是由于英汉商务信函在用词、句型、格式等方面的不同，在翻译的过程中，译者需采取调整、增译、减译策略来保证信息准确的传达。
（一）重复
在商务英语信函的翻译重复来句子中的主语、宾语等保证信息的准确性。
We pleased to receive your bank cheque for $1，345 yesterday. It has been credited to your account， which is now completely clear.贵方寄来的1345美元银行支票已经收到，至感欣慰。我方已将此款计入贵方账户。贵方账目已经结清。
（二）调整结构
在英语商务信函中，大量使用被动语态、否定句来表达主观性，及发信人对收信人的尊敬，而在中文的商务信函中，更多使用主动语态和肯定句，因此在翻译的过程中，需要调整句子的结构。例如：
It is not a very old or large account， so why not sent us your check today？
这并不是一笔大数目，请即结清该账。
（三）省译
英语商务信函中，由于英语语法结构、句型完整、意思准确等要求，需要重复部分词，在翻译成中文的过程中要省去。
1、省略代词。在英语句子中，代词是不可或缺的，但是在中文中，即使省去部分代词，信息不会丢失，也不会影响信息传达的准确性，相反，能更好的满足中文商务信函的礼貌要求，在翻译英语商务信函的过程中，可将部分代词省略。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.唯拆视之下，发现该批制品，工料粗劣，与前送样品，完全不符。
2、省略连词。英语中的长句结构紧凑，英语中连结词出现频率较高，为更好的传达复杂的信息，商务信函大量使用长句。中文很少用到连接词，句与句之间的逻辑关系可通过词的顺序来表达。在翻译过程，可省去部分连词。例如：
In condition that you reduce your price to some extend， we will lay the order.你方降价，我方便下订单
3、省略同义词。英语商务信函使用约定俗成的同义词来表达准确性和正式，例如：“null and void（无效）”， ， “true and correct（正确）”， “final and conclusive（最终）”，在中文翻译中，要将此类同义词中的其中一个省略，仅译其中一个。
We shall be obliged if you will kindly make it a check on behalf of us and furnish and provide us the information needed. 若贵公司能代我方在这方面进行调查，提供有关信息，则不胜感激。
（四）增译
1、增加连词。在英语中，使用动词分词形式和不定式来表达目的、条件、结果，但在在翻译成中文的过程，也要根据分词和不定式在句子中的含义，增加表达目的、条件、结果的连词传达主句和从句之间关系的连词，符合中文习惯。
Having extensive connection withJapanese manufacturers as well as sufficient capital at our disposal， we are confident we can execute orders at the lowest prices.由于我公司与日本制造商有着广泛联系，加上有足够可供支配的资金，我们相信，我方能以最低廉的价格满足贵方的订货要求。
2、增加量词。英语可用名词的单复数形式来表达货物数量的多少，而中文的名词没有单复数形式，因此，在把英语名词的单复数翻译成中文时，要加上量词。例如：
We confirm supply of the prints at the prices stated in you letter and arranging for dispatch next week by passenger train. 我方确认你方来信的价格供应各种印花棉布，并正安排下周由客运列车装出。
3、增加时间。英语课通过动词的时态来表达时间，因此，在某些情况下，省略了时间，在翻译成中文时，要根据时态标明时间。
we are planning to pack the products and ship it to you as stipulated.我们已在准备将订货装箱运送。
四、结论
商务信函作为国际交流贸易的重要手段，中英商务信函语言特点的区别要求在进行商务英语信函汉译的时候，译者应根据实际情情况，采取调整句式结构、增译、减译等翻译策略，以保证准确的传达信息，避免对方因对关键信息理解错误而导致冲突。（作者单位：广西财经学院商务外国语学院）
参考文献：
[1]房玉靖，刘海燕. 2012. 商务英语翻译教程[M].北京：清华大学出版社.
篇2
a.我们愿与贵公司建立商务关系。
Wearewillingtoestablishtraderelationswithyourcompany.
b.我们希望与您建立业务往来。
Pleaseallowustoexpressourhopeofopeninganaccountwithyou.
c.我公司经营电子产品的进出口业务，希望与贵方建立商务关系。
Thiscorporationisspecializedinhandingtheimportandexportsbusinessinelectronicproductsandwishestoenterintobusinessrelationswithyou.
2．自我推荐
a.请容我们自我介绍，我们是……首屈一指的贸易公司。
Letusintroduceourselvesasaleadingtradingfirmin…
b.本公司经营这项业务已多年，并享有很高的国际信誉。
Ourcompanyhasbeeninthislineofbusinessformanyyearsandenjoyshighinternationalprestige.
c.我们的产品质量一流，我们的客户一直把本公司视为最可信赖的公司。
Ourproductsareofverygoodqualityandourfirmisalwaysregardedbyourcustomersasthemostreliableone.
3．推销产品
a.我们从……获知贵公司的名称，不知贵公司对这一系列的产品是否有兴趣。
Yournamehasbeengivenby…andweliketoinquirewhetheryouareinterestedintheselines.
b.我们新研制的……已推出上市，特此奉告。
Wearepleasedtoinformyouthatwehavejustmarketedournewly-developed….
c.我们盼望能成为贵公司的……供应商。
Wearepleasedtogetintouchwithyouforthesupplyof….
d.我们的新产品刚刚推出上市，相信您乐于知道。
Youwillbeinterestedtohearthatwehavejustmarketedournewproduct.
e.相认您对本公司新出品的……会感兴趣。
Youwillbeinterestedinournewproduct…….
4．索取资料
a.我们对贵方的新产品……甚感兴趣，希望能寄来贵公司的产品目录及价目表。
Weareinterestedinyournewproduct…andshallbepleasedtohaveacatalogandpricelist.
b.我们从纽约时报上看到贵公司的广告，但愿能收到产品的价目表及详细资料。
WehaveseenyouradvertisementinTheNewYorkTimesandshouldbegladtohaveyourpricelistsanddetailsofyourterms.
c.获知贵公司有……已上市，希望能赐寄完整的详细资料。
Wehearthatyouhaveput…onthemarketandshouldbegladtohavefulldetails.
d.如蒙赐寄贵公司新产品的详细资料，我们将深表感激。
Weshouldappreciatefullparticularsofyournewlydevelopedproduct.
e.如蒙赐寄有关……的样品和价目表，我们将甚为感激。
Weshouldbeobligedifyouwouldsenduspatterns(orsamples)andpricelistsofyour…
5．寄发资料
a.很高兴寄你一邮包，内装……
Wearepleasedtosendyoubyparcelpostapackagecontaining…
b.欣寄我方目录，提供我方各类产品的详细情况。
Wehavepleasuresinsendingyouourcatalogue,whichgivesfullinformationaboutourvariousproducts.
c.欣然奉上我方产品样品，在贵方展厅展出。
Weshouldbepleasedtoletyouhavesamplestogiveademonstrationatyourpremises.
d.为使贵方对我方各种款式的手工艺品有一初步了解，今航邮奉上我方目录和一些样品资料，供您们参考。
Inordertogiveyousomeideaofvariousqualitiesofhandicraftswecarry,wehavepleasureinforwardingyoubyairmailonecatalogueandafewsamplebooksforyourperusal.
6．附寄资料
a.随函附上本公司新出品的……样品，请查收。
Youwillfindenclosedwiththisletterasampleofnew….
b.随函附上购货合同第××号两份，希查收，谅无误。请会签并退我方一份备案。
EnclosedpleasefindtwocopiesofPurchaseContractNo.…，whichwetrustwillbefoundinorder.Kindlysignandreturnonecopyforourfile.
c.我们很高兴地附上询价单第××号，请贵方报离岸价格。
Wehavepleasureinenclosingourfile.
d.我们确认向贵方购买……,随函附上订单确认书供参照。
Weconfirmhavingpurchasedfromyou….Aconfirmationorderisenclosedforyourreference.
7．请求做商
a.我们深盼与英国公司接洽，希望成为其销售商之一。
WeareanxioustocontactsomeBritishfirmswithaviewtoactingastheirsellingangents.
b.如蒙考虑担任销售你们……商，我们将十分高兴。
Weshouldbegladifyouwouldconsiderourapplicationtoactasagentsforthesaleofyour…
8．请求报价
a.兹函请提供……的报价。
Wearewritingtoinvitequotationsforthesupplyof….
b.请将定期供应……之报价赐知。
Pleaseletushaveaquotationfortheregularsupplyfor….
c.请将下列货品的最低价格赐知。
Kindlyquoteusyourlowestpricesforthegoodslistedbelow.
9．询价
a.随函寄上询价单一份。
Weareenclosingherewithaninquirysheet.
b.如果贵方对……感兴趣，请告具体询价。
Ifyouareinterestedinour…,pleaseletusknowwithaspecificinquiry.
c.一收到贵方具体询价单，我方马上航空邮上样品册并报价。
Quotationsandsamplebookswillbeairmailedtoyouuponreceiptofyourspecificinquiry.
10．价格
a.我们发现你方报价比我们从其他地方收到的略为偏高，请你方降价，以适应竞争。
Wefindyourquotationslightlyhigherthanthosewehavereceivedfromothersources,andaskyoutoreduceyourpricetomeetthecompetition.
篇3
关键词:礼貌原则 商务交流 商务信函写作
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
关键词：英语商务信函；书写；策略
1 英语商务信函的写作意义
随着世界经济的快速发展和全球一体化进程的加速，英语商务信函扮演着越来越重要的角色。在快节奏的现代商务活动中，写作商务信函最直接的目的就是进行有效的沟通和交流。它是国际商务往来最常用的联系方式，也是对外贸易活动的载体。写出一份准确严谨、简洁明了、规范得体、彰显个性的英语商务信函不仅能够促成交易的达成，而且可以发展同客户的良好关系，以及达成新的业务方面起着积极的促进作用。
2 英语商务信函书写常出现的问题
2.1 词汇错误
在商务英语信函的写作中，同一个词汇在商务中具有完全不同的含义。 “credit “本意“信誉、声望”，在商务中“信用证”。“offer” 提供，在信函中"报价”。Promotion “提升“，在信函中”促销“。Confirm “证明”，在信函中“保兑”。在信函写作中，不要用其他词代替信函中的意思，严格遵守它的含义。
2.2 词汇陈旧
S着时代的发展和进步，商务英语词汇的规模在不断扩大。国际经济的快速发展和计算机技术的高度发达，许许多多商务英语词汇应运而生。“a going concern，” 盈利企业。”a leap in the dark “ 冒险举动。这些新的商务词汇的出现，为商务英语信函的交流提供了便利。在写作中，要不断地跟上时代的发展，与时俱进，更新词汇，保持商务信函的新鲜度，与世界接轨。
2.3 主动语态多
在商务信函中，被动语态使用较多。为了使信函的表达准确无误，严谨周密，不引起歧义，提高交流的效率，使用了大量的被动语态。主动语态是表示主语是谓语动作的使动方的语态，信函中有时动作的参与者和发出者是谁不清晰，主动语态使用较少。
3 解决途径
3.1 书写层面
（1）大写
在英语产品介绍信函和产品推销信函中，为了给读者留下深刻印象达到过目不忘，产品名称的所有字母大写。In the brochures， MOUNTAIN 10 is very useful for the kitchen.另外，为了突出产品特点，吸引客户眼球，使读者快速抓住重点，迅速做出决定，交易马上达成，表达产品特点的词组所有字母也大写。CONVENIENT AND ECONOMICAL .
（2）逗号
在英语商务信函中，逗号使用较多。逗号用在复句内各分句之间的停顿，用逗号隔开表达了不同的意思，又糅合在一个完整的句子里，避免意思含混不清，帮助读者正确理解信函内容，顺畅做成交易，避免误入歧异。
（3）冒号
在英语商务信函中，冒号的使用常用来引导下文。Quantity： 1000cases. Payment ： by L/C.商务信函需要用简洁明了的语言表达内容，冒号引导下文节约了字数和空间，读者简易轻松理解大意，快捷抓住内容核心，节省了时间，方便了业务。
3.2 词汇层面
（1）古词
在英语商务信函中，古词的使用具有鲜明的文体特点-庄重、严肃、正式。We hereby mail one catalogue.恰当使用英语古词提升整篇信函的庄重性和严肃性，英语商务信函代表企业或公司的形象，商谈业务涉及企业之间巨大的经济效益，严肃认真的态度是商务信函必备的态度，古词的使用表明了其特点。
（2） 数词
在英语商务信函中，准确的数字对于双方贸易上的交往成功非常关键。A discount 5%.数字的使用不能有半点马虎随意，否则会造成重大经济损失和亏本，有时直接影响到公司的声誉，产生法律纠纷。
（3）形容词
在英语商务信函中，积极乐观的词可以给客户带来身心愉悦之感。快乐高兴的心态对于商务交往非常重要和关键。顺利达成交易和成功奠定业务基础为未来的贸易往来打下了牢固的基础。Glad， excited， suitable， convenient， pleased.这些词对商务交易达成起着积极的作用。
3.3 句法层面
（1）虚拟语气
在英语商务信函中，良好的沟通和交流非常重要，保证了整个商业业务流畅进行和运作。使用虚拟语气委婉含蓄，商讨交流的余地较大，对方容易接受。If you could consider， I would appreciate it.这样的交流语气，有利于维护双方的合作关系和保持良好的友谊。
（2）被动语态
英语商务信函被动语态使用较多。Your goods has been delivered to another company.它是商务业务往来通信， 表达上需要准确和规范；措辞和语气上需要礼貌委婉，严谨周密。信函涉及双方权利和义务，可作为解决双方争端的法律依据。
（3）复合句
英语商务信函对简洁性和严谨性都有一定的要求，为了保证严密的逻辑性和信函的正式性，信函需要复合句As this falls within the scope， we are desirous to establish relation with B.复合句结构复杂，表达严谨周密，商务信函中，复合句使用较多。
3.4 语篇层面
（1）省略
英语商务信函具有“节约经济”特点，双方繁忙的业务交往需要快捷简洁交流，为了避免繁琐，信函中常用省略。同时尽速突出新的商务信息，紧凑衔接语篇。We hope this shipment will be examined by more（shipment ）.
（2）重复
重复指某个语言成分多次出现的现象。在英语商务信函中，为了突出致函方的意图，加深阅读者对这一主题的印象，希望对方引起关注和重视。We have trouble in shipment.the trouble is the cargo.
（3） 连接
在英语商务信函中， 表示时间、因果、转折、递进、并列、条件等连接词的使用体现了信函的逻辑性和连贯性。这些连接词的前后关系非常紧密，巧妙衔接前后两部分内容，读者清晰知道信函内容，有效提高了信函语篇的粘结度。As soon as， as， therefore， when， where， so that 等。
4 结束语
作为当今社会活动不可缺的一分子，英语商务信肩负着建立贸易关系、沟通商务信息、塑造商务形象的社会职能。它代表公司形象，是公司的脸面，是企业对外公共宣传关系中的重要手段，对于公司树立良好的形象极为重要。希望写作策略的研究使英语爱好者能够深入了解其特点，学习写英文商务信函，提高英语写作能力，增长见识，开阔视野，更好服务于经济社会。
参考文献：
1.梁树新.现代国际商务信函[M].北京：人民邮电出版社，2008.
2.李海芳.ESP理论视角下商务英语语言特点的探[J].华章，2013，9（17）：205-206.
3.钱瑗.实用英语文体学[M].北京： 北京师范大学出版社，1991.
4.张学芳.基于商务英语的语言特点谈商务英语翻译技巧[J]. 才智，2014，7（21）： 271-272.
篇5
中图分类号：H315文献标识码：A文章编码：1003-2738（2012）03-0237-02
摘要：商务英语信函是国际贸易中交易双方进行信息沟通的重要方式，它撰写的好与坏对于一个企业的形象和业务有很重要的影响。商务英语信函的写作是有规可循的，遵循原则和使用合适的技巧是完成一个商务英语信函的两个重要方面。
关键词：礼貌原则；体谅原则；完整原则；清楚原则
商务英语信函是一种常用的商务英语应用文，商务英语信函的内容固然很重要，但表达方式也同样重要。商务英语信函的写作是有一定规范的，即应遵循一定的写作原则，采用一些写作技巧，从而使商务信函表意准确，语言流畅，更易于贸易双方的沟通与理解。
一、商务英语信函的写作原则
商务英语信函的写作包括四个原则：礼貌原则、体谅原则、完整原则以及清除原则。
（一）礼貌原则。
1.使用 you-attitude。对方观点：首先，它表明作者站在读者的角度看问题，体现作者对读者利益的真挚的关怀、尊重和敬意，维护对方的积极面子，构建和谐的关系；其次，you-attitude体现一种写作风格，用积极的方式，乐观的态度和愉快的口吻表达观点。
2.使用we。包容性词汇“we”很适合表达礼貌，维护读者的面子。但作者使用we时，他实际上是强调“you”和“me”，更能表达合作的意愿或考虑的是双方共同的利益。
3.使用积极的词汇。在书写商业信函时，作者可以运用一些积极词汇表达其对读者的关心，体现出维护读者的积极面子。这样可以激发写信人和读者的共识，巩固双方合作关系。这些积极词汇可包括很多，如感谢、赞扬、认同、同情、承诺、乐观等。
4.使用原因状语从句。提问或解释原因是表达礼貌的方式，它表明说话者想积极的将听者拉到谈话氛围中来，暗示说话者可以帮助听者，或者反之，由此体现双方合作愿景。
5.使用主动语态。主动语态将施为者置于句子开头，直接传达施为者或作者的善意，满足读者积极面子，由此实现礼貌的目的。
篇6
[关键词]商务信函；商务沟通；写作原则；写作技巧
[中图分类号]F275.3 [文献标识码]A [文章编号]1005-6432(2008)45-0158-02
1引言
改革开放以来，特别是加入世界贸易组织以后，我国与世界各国的经济交往日益频繁，对外经济合作日渐加强。因此，培养一大批既熟练掌握外语，又通晓国际商务知识，并善于进行跨文化交际的国际商务人才已成当务之急。在国际商务人员必备的诸多技能中，商务信函写作是其中一项重要的技能，也是商务活动得以顺利开展的重要保证。一封好的商务信函(business letter)能够在促进贸易、增进友谊和获得完全理解方面起到非常重要的作用。只有完美传达信息的信函才是完美的信函。因此，在写作时严格遵守并且灵活运用7“C”原则是必不可少的：Consideration(体谅)、Correctness(正确)、Completeness(完整)、Concreteness(具体)、Conciseness(简洁)、Clarity(清楚)、Courtesy(礼貌)。这七个原则是商务信函写作最基本的指导原则。同时，在商务信函的写作中，要掌握一定的写作技巧，才能顺利完成商务信息的交流。
2现代采购信函的特点
2.1现代采购信函应该是“索取函”
它索取的可能是一种产品，一项服务，一项专利，一个观念……因此，在写作时候，要牢记你是在与读者进行交谈。这种交谈成功与否，你的目的是否实现，关键取决于商务信函中信息的表达方式和内容。如何把你的思想，清晰、准确地表达给“读者”，产生情感上的共鸣是商务信函的首要任务。
2.2现代采购商务信函的写作要重点突出，简明扼要
“时间就是金钱，效率就是生命”，商务信函要尽可能地避免使用花哨、华丽的词藻。因此，商务信函的写作，首先，要把握简洁、扼要的特点。其次，掌握好简洁的表达内容与有效率的分寸。如果在书写商务信函时，开头就唐突地说出交易需求，也会显得冒昧而令对方不明所以。最后，好的商务信函还应体现以下特点：易读易懂，语气真诚友好、客气，评阅简短、朴实，自然或生动、有趣、有吸引力，内容清晰、准确、具体行文正确、完整、不花哨。
3现代采购信函的写作原则
3.1体谅
体谅对发信人和收信人之间保持进一步联系至关重要。发信人应尽可能从收信人的立场来考虑问题，在分析对方会如何理解信息的基础上，提供其所需要的立场来考虑问题，在分析对方会如何理解信息的基础上，提供其所需要的信息。简言之，体谅就是要做到为对方着想，移情于对方，在人性层面上来理解对方。此外，体谅意味着要坚持用肯定而非否定的态度，要强调“你”的态度而不是“我”的或“我们”的态度。
3.2正确
现代商务信函必须写的正确，因为其牵涉到双方的权利和义务，而且它还是商业单据的凭证。正确的商务信函不仅表现为语法恰当、标点符号和词汇拼写正确，还要求叙述正确、提供的事实和数字无误、写作格式规范、技巧运用恰当以及商业术语正确。
3.3完整
现代商务信函必须力求完整，要包括写信人希望收信人作出积极反应的一切情况，或是回答来信所提出的全部问题和要求。一封完整的现代商务信函不仅可能会带来预期的结果，还可能建立起更好的商务关系。
3.4具体
现代商务信函必须写得生动、具体和明确，要避免采用模糊、大概和抽象的词语和语句。在写现代商务信函的过程中，应尽量运用具体的事实和数字，选择形象的及通过想象所创造的字和词语，一般使用主动语态来陈述内容。
3.5简洁
所谓简洁，就是指要言简意赅地表达所需表达的意思，同时又无损于书信的完整和礼貌。在书写英文现代商务信函时，要摒弃那些陈旧的商业术语，做到简洁明了。通过去掉不必要的词和冗长的句子，保留有效、简洁的事实信息，就可把最重要的信息呈现给对方。
3.6清楚
采购商务信函应使读者一目了然，没有晦涩难懂或容易产生误会之处。在确定了所要写的内容后，选择使用简短、熟悉和口语化的词语，构建简单、有效的句子和段落来清楚地表达目的，避免使用产生歧异或意义不明确的词汇。如有需要，可以使用样例、插图以及其他在视觉上有助于理解的东西。
3.7礼貌
礼貌在采购商务信函中有其特殊而丰富的内涵。一封礼貌的信函可以加深与目前客户的业务关系，也有助于结交新的业务伙伴。在现代商务信函的写作过程中，及时是礼貌之首。此外，在撰写商务信函时，应避免使用可能激怒、伤害对方的言词或语气，语调上要尽可能站在客户的立场上，考虑到对方的愿望和背景，做到互惠互利。
4现代采购信函的写作技巧
4.1多使用主动语态
主动语态能够更自然和准确地表达写信人的本意，收信人会觉得更生动，并有一种面对面谈话的亲切感。
以下样函采用过多被动句式，显得软弱乏味：Please be advised that the L/C should be opened by the end of May. Your prompt reply would be highly appreciated.
如果改成主动语态，就能营造出友善和灵活的气氛：Could you please open the L/C by the end of May? Thanks.
4.2使用浅白、通俗易懂的词汇，避免使用艰深晦涩的词汇
商务英语中使用艰深晦涩的词汇，不会让书信显得正式、严肃，反而会令收信人阅读过程延长，理解出现偏差，难以迅速准确地回复。英语是全球通用的语言，为确保不同国家的人士明白书信的意思，应多使用通用的词汇，以达到自然顺畅，撰写快捷，简洁明了，又不失商业味道的效果。
4.3提问要客气、直截了当，避免使用含糊、过于古旧、迂腐的语言
客气明了地提出问题，不但给人亲切感，更令收信人产生需要回答的心态。并且，直截了当的询问能便于收信人回复。
4.4力求正面肯定地谈论问题，避免使用让收信人反感的词语
写信人要顾及收信人的感受和要求，尽量从正面与对方讨论问题。避免使用如：fail,wrong,inadequate, stupid 等词语，这些词语给人一种居高临下的教训感觉，甚至涉及侮辱人格，容易使收信人产生反感。
5结束语
采购是贸易过程中重要的一个环节。写好采购商务信函是进行现代商务沟通的一个重要的技能。要完美传达采购商务信息，写信人必须坚持现代商务书信写作的七大原则。在具体的商务信函的写作中，写信人还必须灵活运用各种写作技巧，体现出商务书信的写作风格，只有这样，顺利的商务沟通才能完成。
参考文献：
[1]管春林.国际商务英语写作[M].杭州:浙江大学出版社,2006:8.
[2]葛萍,周维家.外贸英语函电(双语)[M].上海:复旦大学出版社,2007:2.
篇7
［关键词］商务英语信函；文体特征
［中图分类号］G623.31［文献标识码］A［文章编号］2095-3283(2013)07-0138-02
一、 商务英语信函的结构和格式
作为一种正式的文体，商务英语信函的结构，主要包括信头（Letter Head）﹑写信日期（Date Line）﹑封内地址（Inside Address）﹑称呼（Salutation）﹑正文（Body of the Letter）﹑结尾敬语（Complimentary Close）﹑签名（Signature）等几个标准部分，除了这几个必要部分以外，有时候还会包括附件（Enclosure）﹑再启（Postscript）﹑经办人名称（Attention Line）﹑事由（Subject Line）﹑参考编号（Reference Number）﹑抄送（Carbon Copy，简写为CC）﹑姓名字首缩写（Name Initials）等特别部分，这几个部分可以根据写信的具体情况进行增减（诸葛霖，2007）。
二、词汇特征
（一）缩略语（Abbreviation）的频繁使用
缩略语和相关商业术语的大量使用是商务英语的一个突出特色，营造了一种专业的商务语境，言简意赅，便于大家更加简洁方便的沟通。
如：WTO（World Trade Organization）世界贸易组织
L/C（Letter of Credit）信用证
F.B（freight bill）运费账单
CERT（certificate）证明
（二）准确具体的表达
商务环境下的语言交流强调效率，体现在词语的使用上就要做到具体明确，避免表意不明，更不能拐弯抹角，这样才能达到更好的沟通效果。例如：
模棱两可：We hope the machines could be shipped as soon as possible.
准确具体：We hope the machines could be shipped before 24th December.
（三）多使用日常词汇
商务英语信函中避免使用陈腐、艰深的词汇，商务信函的宗旨在于以最简洁明了的语言传达最有效的信息（诸葛霖，2007）。
e.g.艰深晦涩：You may peruse the contract and find the solution.
通俗易懂：You may read the contract and find the solution.
（四）多使用单个词语
商务信函中要尽量使用单个词汇代替词组、短语和从句，如：
冗长的表达：对应的简洁表达：
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.
从两句的对比中可以很清楚地看到第二句更加简洁明了，能以最有效的方式传达信息。
三、句法特征
不同于其他文学类文体讲究文采、重视辞藻的特点，商务英语信函重在最有效传达最必要的信息，因而所使用的语言更加简洁准确、清晰明了。
（一）套话
商务英语信函中会出现很多套话，或者被称作“语块”。商务英语信函语言的地道性和真实性就体现于商务英语信函的语言具有语块性特征，即表现在长期实践中形成的大量固定的文句及专业用语（周正钟，刘志聪，2007）。如：
在信函的开头清楚的点明来信目的：
I am writing to confirm that…
在信函结尾表明希望尽早得到回复的期待：
We look forward to your early reply.
希望对方能够满足提出的要求：
We would be very grateful if you could / we would greatly appreciate it if you could …
在回复对方来信的时候，回信的开头往往会出现以下的表达：
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”这些都是回复对方来信时常用的表达，指出收到对方具体哪次的来信，以便对方在繁多的商务信函中快速区分出对应的那一封，同时开门见山地回应对方上次来信提出的要求，简洁的语言清楚地传达了必要的信息。
（二）多使用肯定表达语气
以肯定语气传达的信息更容易产生积极正面的效应，从而更易让对方接受。反之，否定语气更容易造成消极负面的情绪，可能引起不必要的沟通障碍。即使无法避免，也应尽量少地使用否定词，并且委婉的传达，在语气上让对方感到充分的尊重，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.
第一句表达直露，语气居高临下，而第二句从对方的得失出发，婉转的表达了拒绝的语气。
四、篇章布局特征
（一）连贯词的使用
商务信函的篇章结构、段落关系、句子与句子间都有着明晰的逻辑关系，它们之间通过各种连贯词贯穿起来，可使接受者更明晰地接受信息。如表示补充说明的in addition，moreover，furthermore；表示转折关系的however，otherwise，on the contrary；表示因果关系的due to…，therefore，as a result（of）；表示举例的for example，for instance，such as…；表示比较的similarly，compared with；表示概括归纳的in brief，in summary，in conclusion等。
（二）逻辑性
商务英语信函段落写作的一个基本原则就是“one paragraph，one idea”，即一个段落一个中心要点，让接受者能以最快速度找到所需要信息，提高工作效率（羡锡彪，2009）。下文是很简短的一封商务信函：
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，第一段感谢对方的询盘，第二段确认对方咨询的内容，第三段给出我方报价，第四段进一步表达与对方建立商务往来的愿望。每个段落相当简短，条理非常清楚，既包含了所有必要信息，也不浪费对方的阅读时间。
（三）视觉辅助
为了清楚明了，一目了然地传达信函内容，商务英语信函中往往在列举要点的时候用到一些视觉辅助的手段，如Bullet points，tables，highlights等，每个要点只列举最核心的词语，短语或者简短的句子，使要点明晰。
五、You-Attitude原则
无论是什么形式的商务英语信函写作，都需要体现一个很重要的原则：“You-Attitude”。也就是处处为对方着想，让对方感到亲切，与对方拉近距离，使其感觉到要传达的信息更易于接受。
这一原则不仅体现在语言的选择上，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.
该原则同时也体现在篇章段落结构上，比如针对不同写作目的的信函，段落的架构会不一样，这其中也体现着“You-Attitude”的原则。
［参考文献］
篇8
关键词：模糊语言； 商务英语信函； 积极作用； 消极作用
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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篇9
关键词： 语用原则 商务英语 信函
一、合作原则
1.质的准则
质的原则体现在商务英语信函写作时，主要指交易双方所写的商务信函内容要正确，符合事实，数字要精确，商业习惯用语的使用要准确。商务交易磋商中的许多内容如数量、金额、贸易术语、违约责任、支付方式，是绝对不能失误的。一旦出现失误，则极可能引起不必要的损失和纠纷，甚至可能导致贸易关系的破裂。
2.量的准则
量的准则体现在商务英语信函写作时，主要是指所写的内容应当包涵当时交易所需要的信息，用尽可能少的文字表达想要表达的内容，这与商务信函写作的简明原则相吻合。商务英语的特点决定了它是以交易双方传递商务信息交易动向、维持和促进商务交易关系为目的的买卖双方之间的一种交易手段。因此，不要用过多的词语描述同一个意思，浪费对方的阅读时间，对商务人员来说是极为不礼貌的。这意味着商务工作人员在撰写商务英语信函时应注意简明扼要，真正做到符合量的准则。
3.关系准则
在商业高度发达的现代社会，时间就是金钱，效率就是生命，所以商务英语信函的内容一定要切题、简单明了，少说无关的废话。涉及同一商务活动的信函，在开头部分要用必要的语句相互联系起来，以帮助读信人快速回忆起交易内容，便于归类；同一信函的各段内容也要相互关联，这样可以避免唐突。在信函的开头可用一句过渡的话或涉及的合同号、信用证或信函日期将它们联系起来，在信函的正文部分可以用一些关联词语对不同内容进行连接。
4.方式准则
方式准则是指在商务英语信函中，表达交易信息的内容一定要清楚明白，避免语意上的含混、模糊和歧义。在写作中，要使用符合行规、表意确切的常用术语，有利于对方的理解，使贸易活动顺利进行。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.这则信函有两处语意模糊：一是时间（7：00）后面没有注明是“am”还是“pm”，这会让对方摸不着头脑，不明白究竟是上午7点还是下午7点；二是重量单位吨（tons），因为不同国家对“吨”这个重量单位的理解是不尽相同的，若不加以具体说明，势必会造成误会，导致贸易纠纷。
二、礼貌原则
1.得体准则
得体准则指的是在商务往来中要尊重对方，无论是语句的表达还是信息的处理都要站在对方的角度，尽量让对方少吃亏，多受益。在商务往来中，要及时回复对方的信函，即使对方反映的问题需要进行调查，但也应及时回复，说明情况，这样才能让对方感到自己的问题受到了重视，给对方留下办事效率高、工作负责任的良好印象，从而保持双方良好的贸易合作关系。在信函写作中，只有始终站在对方的角度考虑问题，真诚地关心对方，了解对方的需求，自己的信函才会更容易让对方接受。
2.宽容准则
宽容准则指的是商务活动出现矛盾时，要克制自己，宽容对方，让矛盾激化。在商务往来中出现一些失误、摩擦是正常的，关键在于如何处理这些失误和摩擦。当遇到对方不满、怨恨甚至无理取闹的时候，千万不能火冒三丈，写出更激烈的回信，导致矛盾激化，得不偿失。以礼对待非礼，不是一种退让，而是一种宽容，是一种从大局出发，小事糊涂，大事坚持原则的持重表现。
3.称赞准则
称赞准则指的是减少对他人贬损的表达，即尽量多赞誉少贬损别人。在商贸活动中，对对方的商品、技术、服务进行适当的赞扬是很有必要的，这样可以维护对方的面子，让对方感到愉悦，从而有利于以后的合作。但这种赞扬应该是真诚的，否则就会让对方感到虚伪，从而违反合作原则中质的准则。
4.谦逊准则
谦逊准则指的是尽量减少自我表扬，多贬损自己。商家一般都会在说自己的产品、服务如何如何好的同时，贬低同行业的其他产品。但在大型的正规的商贸往来中，我们一定要遵循谦逊准则，对自己的产品、技术和服务一定要实事求是，不能言过其词，夸夸其谈，做到言辞谨慎，含蓄内敛，不誉不损。
5.一致准则
一致准则指的是尽量减少自己与别人在观点上的不一致，即尽量减少双方的分歧，增加双方的一致。任何事情都是一分为二的，商务活动也不例外，既有积极、美好的一面，又有消极、不太好的一面，所以在商务活动中，一定要尽量强化前者，淡化后者，求同而存异。在商务活动中，每一方自然会站在自己的立场、角度考虑问题，对事情的看法可能会有所不同，但这并不妨碍双方为了共同的长远利益而求大同存小异，找出双方都能接受的方案。
参考文献：
篇10
[关键词] 商务日语； 信函； 翻译技巧
[中图分类号] [文献标识码]B
在当今市场竞争日益激烈的环境下，国际贸易很多商务活动都通过信函形式进行沟通与交流，商务信函已成为国际间经贸往来的桥梁。而在日益频繁的中日贸易交往中，商务交流中的信息交流要求内容简单、重点突出，这已经成为双方交流的主要趋势，商务日语信函的翻译是一种常见而普遍的翻译内容。鉴于此，有必要对其认真探讨，以推动中日商务交往的顺利进行。
一、商务日语信函的种类及特点
商务日语信函大致可以分为两大类：贸易性商务信函和社交性商务信函。贸易性商务信函指的是进行实质性贸易往来时所用的信函，包含内容大致有以下几种：1.请求开展业务，同意或谢绝开展业务；2.要求报价，报价或拒绝报价；3.请求订货，同意、辞退或取消订货；4.推销商品；5.关于汇款；6.有关信用证事宜；7.各种修改事项；8.发货或到货通知；9.拜托；10.照会；11.催促；12.取消；13.抗议；14.道歉；15.索赔；16.辩解；17.反驳等。
社交性商务信函是指与实质性的贸易往来活动没有直接关系、只与贸易伙伴或准贸易伙伴之间普通社交往来所用的信件，主要内容包括：1.祝贺信；2.感谢信；3.邀请信；4.同意信；5.拜托信；6照会信；7.致意信；8.报告信；9.慰问信等。译者应首先明确一封商务信函的目的和功能，才能在译入语中选择适当的词语来恰当体现原文的目的，使信函达到预期效果。如感谢信、慰问信和祝贺信等偏重于语言的表情功能，而其他信件如请求、投诉等偏重于语言的信息功能，强调事件，表述事实。
在中日经贸易业务往来中，为确保信息、情报的传达及时而准确，大多数公司通常会采用互通信函的方式来交流与沟通，最终达成交易。因此，为使国际间的商务往来能顺利进行，就必须熟知商务日语信函的结构、形式、内容特点，并在此基础上掌握和运用恰当的翻译技巧，使信息的传达准确而富有内涵。
（一）语言简洁，表达合理
商务日语信函要求内容准确、表达合理。文字要尽量简短并准确表达内容的要点，避免徒饰文藻、引经据典、措词冗长。公司业务往来所需的商务信函，主要是把需要传达的事项用准确简洁的文字表达出来，至于文章的巧拙或文字的优美等无关紧要。如果文笔华丽，但内容含糊不清，或使阅者迷惑不解，甚至有错误的话，就起不到商务信函的作用。
（二）使用商务专业术语，文体专业且正式
商务信函往来一定会使用很多商务专业术语，而这些术语词汇在普通信函中并不常见。例如：“貴社の価格、納入条件、支払条件に基づいて、当方の注文書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日付当方のオファーの条件に従っています。”
划线部分的文字都是常用国际贸易的日文专业术语，要完全把握商务日语信函，首先要准确理解专业术语所表达的意思。另外，由于商务日语信函直接涉及到中日之间贸易往来信息，且同银行、海关、物流等专业知识密不可分，因此在文体上要求专业且正式。
（三）语篇结构规范、严谨
商务日语信函作为一种与客户联系业务的公文，有一定的固定形式，首先商务信函的结构分为前文、正文、后记三大部分，依据展开顺序归纳为四大类型，括号内为不定内容。1.发信编号·日期·收件人姓名·发件人·信件名称·（开头语）·（信首问候）+正文+（信末问候）·结束语；2.收件人姓名·发件人·（日期）·（信件名称）·（信首问候）+正文+（信末问候）；3.收件人姓名·（信首问候）·（信件名称）+正文+（信末问候）·发件人·（日期）；4.发件人·收件单位·信件名称·日期·（收件人姓名）·（信首问候）+正文+（信末问候）·发件人·（日期）。其中“发信编号”在普通信函中是没有的，这主要是为了方便存档，便于以后出现异议时能有据可依。此外，商务日语信函中信首和信末的寒暄语一般采用固定的词句模式，例如：信首常用语：
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、ありがたく厚くお礼申しあげます。
信末常用语：
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、商务日语信函的翻译技巧
鉴于上述商务日语信函的诸多特点，译者在翻译时只有掌握恰当的翻译技巧，才能使译文信息传达得更准确和合理。
（一）用词规范准确，表达简洁明了。
对商务日语信函的翻译要求不同于一般书信，主要因为商务信函直接涉及到贸易双方的经济利益，因此在翻译此类书信时对用词的准确性要求非常高，如果发生错译、漏译很可能就会造成巨大的经济损失。另外，还要注意译文在表达上要言简意赅，尽量避免一些罗嗦冗长的句子，这样更有利于合作双方能在最短的时间内进行交流并最终达成共识。例：
拝復
残念ながら、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画に適合すれば幸甚（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
译文：
敬启者：很遗憾，弊公司并未生产贵公司所需要的产品。然而，弊公司现在很冒昧地附上一本商品手册，内包括弊公司所有的产品，如其中有些能适合贵公司的销售计划，则我们深感荣幸。 请尽快回复。？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？？ ？
敬上
（二）正确理解原文，精通专业术语和缩略语
商务日语信函涉及到贸易往来中的订货、付款、合同、保险、取消订单、催促、索赔、道歉、辩解和协商等诸多商务专业术语，像“納品（交货）、出荷（出货、上市）、納入（缴纳）、引合い（询盘）、オファー（发盘、报价）、カウンターオファー（还盘）、船積み（装船）、保険（保险）、フレーム（赔偿）”等一些专业词汇和“BTT（银行电汇）、JAS（日本农业规格）、M/O（汇款单）、C/N（发货通知书）、B/L（提货单）、DW（载重量）”等常用缩略语出现时，如果译者对外贸知识不熟悉、不了解，那翻译的难度就会大大增加。因此，作为翻译人员不仅要有扎实的日语语言功底，而且还要具备一定的外贸专业知识。在明确一封商务信函的目的和功能后，在正确理解原文内容的基础上，还应该通过多种渠道搜集各种专业术语、外来词汇和一些固定的表达，力求找到准确且通用的翻译方法。
（三）文体郑重且礼貌、语言应与文化相融合
商务信函是一种实用文体，一般用于公司间的业务洽谈或问题磋商，国际间的商务活动十分注重礼节。众所周知，日本很重视利益形式，无论是从语言表达还是行为举止，都清晰可见日本民族的“礼”文化。在国际贸易的信函往来中表现尤为突出，以商务日语信函中常用的信尾语为例：“ご指示下さいますように。（敬请示知。）”；“もしお知らせ下されば，誠に有難く存じます。（如蒙惠告，深感荣幸。）”；“書面にてご返信申し上げます。（特此函复。）”因此译者同样要采用郑重而礼貌的表达方式来进行对译，使语言信息的传达在准确的基础上更增添文化内涵，有利于贸易伙伴加强互信和文化交流。
三、结语
综上所述，商务日语信函是中日商务间交流的主要方式之一。由于它要求语言要具准确性 、实用性喝专业性，以及文体上应郑重得体等，这就需要译者必须本着严谨的态度，准确理解原文的意思，熟悉相关的专业术语，了解中日文外贸信函在语言方面的差异，正确运用翻译技巧，力求翻译出质量上乘的商务日语信函，以便贸易双方达成共识，促进交易的顺利实现。
[参考文献]
[1]黄创.论商务信函的翻译策略[J].滁州学院学报，2006（2）：72-74.
[2]周林娟，唐千友.商务日语的语用特征分析[J].日语学习与研究，2006（3）：40-46.
