国际商务谈判中英语语用策略的应用分析

 国际商务谈判中英语语用策略的应用分析
摘  要

本文主要从礼貌语用策略、模糊语用策略、间接表达三方面，通过对谈判中语料分析，探讨在商务谈判中的语用策略的本质特征及其应用，力求为商务谈判中语用策略的使用提供一定的理论指导。英语是一种世界性的语言，并成为了国际间的交流工具。语用策略在商务谈判中起着非常重要的作用。对谈判中语用策略的选择，可以导致不同的谈判结果。在商务谈判中适当运用语用策略能增加谈判者之间的信任度，活跃谈判气氛，增加谈判成功的机会等。商务谈判实际上是通过语言进行的经济活动。谈判的任何一方与对方合作的同时，都力图赢得最大的利益。谈判双方无疑都需要用适当的语言来表达，使己方在利益冲突比较厉害的方面占优势。因此，从事国际商务活动的人员如果在商务谈判中能灵活运用一些语用策略，在很大程度上可以促进谈判的成功。

关键词：国际商务谈判，礼貌策略，模糊策略，间接表达

Analysis of English Pragmatic Strategies Used in International Business negotiation
ABSTRACT

This paper discusses the pragmatic strategy with some actual examples mainly from three aspects: politeness strategy, vagueness strategy, indirect discourse, and then explores the essential characteristics and applications; the aim is to provide some guide meanings for the use of strategies in the international business negotiations. English is a kind of language used worldwide, and has been the tool of internationally communication. The pragmatic strategies play an important role in business negotiations. Negotiators use pragmatic strategies to achieve their communicative intentions. To use pragmatic strategy can increase negotiators’ mutual trust, adjust the atmosphere, avoid negotiating conflicts and promote success in negotiation, etc. Business negotiation is essentially a kind of economic activity through language. Whether it succeeds depends largely on the use of language. It is indispensable for one side to choose effective negotiating strategies and language in gaining advantages over the other. Undoubtedly, this goal has to be achieved through an appropriate language. So that, if the person engaged in the international business negotiations can use some English pragmatic strategies, which will promote success greatly.

Key words: international business negotiation, politeness strategy, vagueness strategy, indirect expression

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