摘要 

随着市场经济的蓬勃发展和进一步对外开放，越来越多的企业参与国际竞争，国际商务谈判已成为企业进行国际竞争的一项重要活动。国际商务谈判是一种基于语言使用的对外经济贸易活动，适当地运用语用策略是商务谈判成功的一大重要因素。为提高谈判者的语言艺术水平，国内外学者们基于不同的理论角度探讨了商务谈判中语用策略的一般性应用，例如，在国际商务谈判环境中谈判员有效地使用模糊，礼貌，委婉，幽默等语言策略。

本文以语用策略为基础，结合定性的研究方法，将Helen Spencer-0atey提出的关系管理理论中的两大分支理论：面子管理和社会权势管理作为理论指导,主要谈讨影响谈判者言语交际的因素以及如何成功管理交际双方的社会关系，并对国际商务谈判中语用策略的应用进行系统的分析。本文的研究目的在于为国际商务谈判语用策略应用提供了新的研究视角，并提高谈判人员在进行国际商务谈判时的语用能力。

关键词：语用能力；国际商务谈判；关系管理理论；语用策略

Contents

Abstract II

Chapter 1 Introduction 1

1.1 Research Background 1

1.2 Aims and Questions of the Study 1

1.3 Thesis Structure 2

Chapter 2 Literature Review 3

2.1 Previous Studies on Pragmatic Strategy Abroad 3

2.1.1 Speech Act 3

2.1.2 Cooperative Principle 3

2.1.3 Politeness Theory 4

2.2 Previous Studies on Pragmatic Strategy at Home 4

Chapter 3 Theoretical Framework 7

3.1 Components of Relationship Management 7

3.1.1 Face Management 7

3.1.2 Social Rights Management 7

3.2 Factors Influencing Pragmatic Strategy 8

3.2.1 Relationship Orientation 8

3.2.2 Participants and Their Relations 8

3.2.3 Message Content, Social Rules and Communicate Activities 8

3.2.4 Pragmatic Conventions 9

Chapter 4 Pragmatic Study of International Business Negotiation: A Relationship Management Perspective 11

4.1 Basics of International Business Negotiation 11

4.2 Managing Face and Society Rights 11

4.3 Pragmatic Strategy Based on Face Management 12

4.3.1 Support of Self Face in International Business Negotiation 12

4.3.2 Support of Other’ Face in International Business Negotiation 13

4.4 Pragmatic Strategy Based on Society Rights 14

4.4.1 Support of Equity Rights in International Business Negotiation 14

4.4.2 Support of Association Rights in International Business Negotiation 15

Chapter 5 Conclusion 17

5.1 Summary 17

5.2 Limitations and Suggestions 17

References 19

Acknowledgements 21