语用预设视域下的英语商务谈判研究_英语论文

The Study of English Business Negotiations from the Perspective of Pragmatic Presupposition

摘要

商务谈判是借助语言来实现的一种经济活动。谈判语言作为承载和传递信息的媒介，在谈判过程中的起到至关重要的作用。

语用预设可以使商务谈判语言变得更加简洁和得体。语用预设还能达到扩大信息量和突出信息重点的效果。如果谈判双方能恰当地运用语用策略的话，那谈判就更加有可能获得成功。

本文从语用预设的角度研究了英语商务谈判语言，分析英语商务谈判对话的案例并提出英语商务谈判的语用预设策略。本研究为谈判的说话提供语言技巧策略，使得说话者的语言更有吸引力和信服力；希望能帮助听者更好地理解说话者的意图而做出正确的判断。同时，希望本研究能为商务英语谈判语言的研究做出些许的贡献。

关键词: 语用预设；商务谈判；语言；策略

Abstract

Business negotiation is achieved with the help of language. Business negotiation language is the medium to carry and deliver information. It plays the crucial role in the process of business negotiation. 

Pragmatic presupposition can make business negotiation language concise and polite. And  pragmatic presupposition can enlarge information quantity and highlight the focus of information. If negotiators can use the pragmatic strategies appropriately, then cooperation can be achieved successfully. 

This study investigates English business negotiation language from the perspective of pragmatic presupposition. It analyzes some examples of English business negotiation dialogues and proposes the strategies of pragmatic presuppositions of English business negotiation. On the one side, this study aims to offer speakers the strategies of language skill to make their language more attractive and convincing. On the other hand, it will help listeners to understand speakers’ intention better. Last but not least, this study will make slight contributions to the research of English business negotiation language.

Keywords: business negotiation  pragmatic presupposition  strategy    

Contents

Acknowledgments I

Abstract II

摘要 III

Chapter One Introduction 1

1.1 Background of the Study 1

1.2 Research Methodology and Date Collection 1

1.3 Significance of the Study 1

1.4 Structure of the Thesis 2

Chapter Two Literature Review 3

2.1 Introduction to Business Negotiation 3

2.2 Introduction to Pragmatic Presupposition 3

2.2.1 Pragmatic Presupposition 3

2.2.2 Classifications of Pragmatic Presupposition 3

2.2.3 Properties of Pragmatic Presupposition 4

2.3 Previous studies of Business Negotiation and Pragmatic Presupposition 4

Chapter Three Analysis of the English Business Negotiation from the Perspective of Pragmatic Presupposition 6

3.1 Analysis of Pragmatic Presupposition in the English Business Negotiation 6

3.1.1 Analysis of Existential Presupposition in English Business Negotiation 6

3.1.2 Analysis of Factual Presupposition in English Business Negotiation 8

3.1.3 Analysis of Lexical Presupposition in English Business Negotiation 9

3.1.4 Analysis of Structural Presupposition in English Business Negotiation 10

3.1.5 Analysis of Counter-factual Presupposition in English Business Negotiation 11

3.2 Strategies of Pragmatic Presupposition in Business Negotiations 12

3.2.1 Conciseness 12

3.2.2 Concealment 12

3.2.3 Euphemism 12

3.2.4 Compliment 13

Chapter Four Conclusion 14

References 15