模糊语在跨文化商务谈判中的语用功能分析_英语论文

An Analysis on Pragmatic Function of Vague Language in Cross-cultural Business Negotiation

摘要

商务谈判是人类经济生活的重要内容之一，是企业之间沟通与业务往来的重要手段。随着经济的发展，现代科技的不断出现，经济交往的增加，商务谈判遵循着特有的原则。英语是跨文化商务谈判中常用的语言,而谈判是与另一方合作以缔结互利协议的能力。因此，在跨文化商务谈判中学习谈判技巧是非常重要的。要想在国际贸易中取得成功，成为国际社会的好公民，我们应该学会尊重自己的文化，并培养对其他文化的欣赏、包容和尊重。在跨文化商务谈判中使用模糊语言是一种普遍现象，它有助于谈判者获得主导地位，创造更多获得成功的机会和可能性。本文通过举例来说明模糊语言的优点，并根据文中的分析结果得出相关结论。

关键词：模糊语；谈判技能； 跨文化商务谈判

Abstract

Business negotiation is one of the important contents of human economic life, and it is an important way of communication and business dealings among enterprises. With the development of economy, the emergence of modern science and technology, and the increase of economic communication, the business negotiation is calling for special guiding principles. As English is the most commonly used language in cross-cultural business negotiation, negotiation involves the ability to collaborate with another party in order to conclude an agreement for the mutual benefit, it is very important to learn negotiation skills in cross-cultural business negotiation. To be successful in international business and to be a good citizen of the international community, we should learn to honor and respect our own culture, and also to develop an appreciation, tolerance and respect for other cultures. Using vague language is a common phenomenon in the cross-cultural business negotiation, which can help the negotiator to obtain a dominant position and create more chances and possibilities to be successful. Several examples are quoted in this paper to illustrate the advantages of using vague language, and then relevant conclusions are made on the basis of the analytic results of the paper.

Key words: vague language, negotiation skills, cross-cultural business negotiation

Contents

Acknowledgements. i

Abstract & Key words in English  ii

Abstract & Key words in Chinese   iii

Introduction  1

1. Cross-cultural business negotiation...1

1.1 The definition and characteristics of cross-cultural business negotiation..2

1.2 The significance of cross-cultural business negotiation in international business  trade.3

1.3 The status quo of cross-cultural business negotiation in international business trade.3

2. Vague language..4

2.1 The definition and nature of vague language...4

2.2 The characteristics and restrictions of vague language..5

3. Application of vague language in cross-cultural business negotiation..7

3.1 Ambiguous expression......7

3.2 Euphemism...8

3.3 Indirect discourse...9

4. Pragmatic functions of vague language in cross-cultural business negotiation  10

4.1 Easing the tension and reflecting the polite principle ..11

4.2Improving the veracity and embodying the accuracy principle...12

4.3Promoting the negotiators’ interactions and the flexibility of language communication..12

Conclusion.13

Notes...15

References.16