商务谈判语境下的语用策略研究

作为全球使用最广的国际性语言，英语在商务谈判中的作用日趋重要。谈判双方之间为实现一定的经济目的，明确相互的权利义务必须进行协商，也就是商务谈判。由于语言是谈判双方交流的工具，商务谈判中语言的运用决定着商务谈判的结果。

商务谈判受许多因素的制约，但笔者认为还有一些普遍适用的语用策略来运用到商务谈判中。在Leech的礼貌原则和Brown & Levinson的面子观的理论基础上，本文作者发现委婉语，模糊语和幽默语言在商务谈判情景中作为语用策略在起作用。通过对实际谈判对话的列举、分类和分析，本文认为这些普遍适用的语用策略将对商务谈判的成功起着重大的作用。

关键字：商务谈判；语用策略；礼貌原则；面子理论
An Analysis on Pragmatic Strategies in Business Negotiation Context

Abstract

As the most widely used international language in today’s international society, English is of great significance in international business activities. To achieve the economic objectives as well as to clarify correlative rights and obligations, both parties involved in the business activities have to negotiate. As language is a tool of interpersonal communication, the use of language plays a significant role in determining their outcomes during business negotiation.
Although business negotiations are affected by many factors, the author of this thesis proposes that some general-applicable pragmatic strategies should be applied in business negotiations. Based on Leech’s Politeness Principle and Brown & Levinson’s Face Theory, the author finds that the actual applications of euphemism, hedges and humorous language function as general pragmatic strategies in business negotiations. By listing, categorizing and analyzing business conversations from the actual negotiation context, the author concludes that general pragmatic strategies will contribute to the successful interpersonal business negotiations.

Key words: business negotiation; pragmatic strategies; Politeness Principle; the Face Theory

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