语用策略视角下商务英语谈判僵局的破解研究_英语论文

Breaking the Deadlock in Business English Negotiation from the Perspective of Pragmatic Strategy 

摘要

随着经济全球化的深入发展，世界各国之间的商务交流日渐紧密，商务谈判作为商务交流中不可或缺的部分，在商务活动中有着不可举足轻重的作用。但是由于经济利益的角逐，加上文化、政治、风俗习惯的差异，在国际商务谈判中出现僵局在所难免。如何化解僵局，使谈判柳暗花明，是谈判人员必须要重视的问题。由 Grice 提出的合作原则和 Leech 提出的礼貌原则是语用学领域两大重要的研究成果，他们对人际交往中说话者言语表现起规范和指导作用,对解决国际商务谈判中出现的僵局也颇有成效。

本文以语用策略中的合作原则和礼貌原则为切入点，分析研究具体案例，旨在帮助谈判人员掌握好语用策略知识，能在出现僵局时临危不乱，巧妙化解，促使商谈取得最终的成功。

关键词: 商务谈判；商务谈判僵局；语用策略

Abstract

With the fast-development of economic globalization, business communication among countries all over the world is becoming more and more frequent. Business negotiation, which is an indispensable part of business communication, plays a very important role in business activities. However, deadlocks arising from international business negotiations are hard to avoid due to the economic interest competition and various differences from culture, politics, and social conventions among nations. How to break it and turn the situation around for the better is an issue which negotiators must attach importance to. Cooperative Principle and Politeness Principle respectively put forward by H. P. Grice and Leech and known as two of the most significant research findings in pragmatic field, help to regulate speakers’ behavior in interpersonal communication, which are also of guidance for breaking deadlocks of international business negotiation.

This thesis intends to make analysis of the concrete negotiation cases from the perspective of cooperation principle and politeness principle which are based on pragmatic strategies. And the aim of the study is to help negotiators make sense of pragmatic strategies and make use of them flexibly when they are faced with the deadlock situation so as to conclude the negotiation smoothly and successfully.

Keywords: international business negotiation  deadlocks in international business negotiation  pragmatic strategies

Contents

Acknowledgements I

Abstract II

摘 要 III

Chapter One Introduction 1

1.1 Research Background and Significance of the Study 1

1.2 Methodology and Outline of the Thesis 1

Chapter Two Literature Review and Theoretical Framework 3

2.1 Previous Studies on Deadlocks in Business Negotiations 3

2.2 Theoretical Framework 4

2.2.1 Business Negotiation and Deadlock in Business Negotiation 4

2.2.2 Pragmatics and Pragmatic Strategies 4

Chapter Three Solutions to Deadlocks in Business Negotiation by Relevant Principles Based on Pragmatic Strategy 7

3.1 Factors Resulting in Deadlocks in International Business Negotiations 7

3.2 Solutions to the Deadlocks 8

3.2.1 To Deal with Deadlocks by Cooperative Principle 8

3.2.2 To Deal with Deadlocks by Politeness Principle 11

Chapter Four Conclusion 13

References 14