摘要

言语行为理论已经成为现代语用学的重要理论之一，许多学者和语用学家对言语行为理论的发展和完善做出了许多努力。本文在奥斯汀与塞尔的视角下，探索言语行为理论在商务谈判中的运用。通过对大量商务谈判实例的分类与分析，归纳总结出商务谈判主体用语的特点以及商务谈判中的两种结果：单赢与双赢。商务谈判过程就是语言交流的过程，谈判主体如果能够在合适的环境下正确地使用语言，将能够顺利地推进谈判进程，获得满意的谈判结果。 

关键字: 言语行为；商务谈判；语句分析 

Contents

Abstract I

摘要 II

Introduction 1

1. Literature review 2

1.1 Domestic research situation 3

1.2 Foreign research situation 3

2. Introduction of relevant theories 4

2.1 Austin’s speech act 4

2.2 Searle’s speech act 5

3. Application of Austin’s theory in business negotiation 6

3.1 Locutionary Act 7

3.2 Illocutionary Act 7

3.3 Perlocutionary Act 7

4. Application of Searle’s theory in business negotiation 8

4.1 Assertives 8

4.2 Directives 9

4.3 Commissives 9

4.4 Expressives 10

4.5 Declaratives 11

5. Behavior comparison in different situations 11

5.1 Win-win situation 12

5.1.1 Suggestion 12

5.1.2 Promise 12

5.1.3 Wish 13

5.2 Win-lose situation 13

5.2.1 Threat 13

5.2.2 Order 14

5.2.3 Compromise 14

Conclusion 15

Reference 17