Types and Pragmatic Functions of Vague Language in Business Negotiation_英语论文

摘要

20世纪60年代提出模糊理论之后，学者们从语义的角度对模糊语做了描述性的研究。一般说来，商务谈判双方使用的语言必须简明扼要、明确无误，以免谈判陷入僵局或引起不必要的争议。因此，商务谈判中模糊语的研究一直都是一个被忽视的方面。事实上，在商务谈判中模糊语的应用是非常广泛的。本文尝试分析商务谈判中模糊语的类型及其语用功能。首先探讨商务谈判中的模糊语类型，然后分析模糊语促进商务谈判的六种语用功能，最后分析模糊语的使用不当对商务谈判的负面影响，提出要两分地对待模糊语的运用，既不可忽略，也不可夸大。

关键词：模糊语；商务谈判；类型；语用功能 

Contents

1. Introduction 1

2. Major Types of Vague Language in Business Negotiation 1

2.1 Approximators 1

2.1.1 Vague Language on Quality of the Goods 1

2.1.2 Vague Language on Price of the Goods 2

2.1.3 Vague Language on Time 3

2.1.4 Other Approximators 4

2.2 Shields 6

2.2.1 Plausibility Shields 6

2.2.2 Attribution Shields 7

3. Pragmatic Functions of Vague Language in Business Negotiation 8

3.1 Positive Roles of Vague Language in Business Negotiation 9

3.1.1 Creating Harmonious Atmosphere 10

3.1.2 Achieving Politeness 11

3.1.3 Being Self-protecting 12

3.1.4 Being Flexible and Tactful 13

3.1.5 Avoiding or Shifting Responsibility 15

3.1.6 Avoiding Contradiction 15

3.2 Negative Roles of Vague Language in Business Negotiation 16

3.2.1 Impeding Negotiation 17

3.2.2 Incurring Losses 18

3.2.3 Failing Negotiation 19

4. Conclusion 20

Reference 22