A Pragmatic Study of Fuzzy Languages in Business Negotiation_英语论文

摘要

模糊语就是故意使语言表达变得模糊, 要求听话人透过模糊的字面去把握其言外之意, 从而在交际中起到合适、得体地运用语言的效果。商务谈判是当事人之间为实现一定的经济目的，明确相互的权利义务关系而进行协商的行为。毋庸置疑，商务谈判是需要语言技巧的。商务谈判不同于通常的言语交际, 它不以明白无误的表述为宗旨。双方谈判人员为了各自的利益都不愿与对方坦诚分享信息、交流思想, 所以谈判语言总是含蓄隐晦。这样, 模糊语就成了双方谈判人员之间极好的交流工具。合理应用模糊语能够使得谈判者自我保护，诱导对方承担后果与责任；提高语言的表达效果，强化语言的感召力，推广产品；缓和尴尬局面，在后续的交往与对话中留有余地，进退有度，取得对方信任；刺激对方谈话兴趣，推动谈判向更深层次的及有利方向发展。然而，模糊语也有其消极作用。所以，掌握在商务谈判中使用模糊语的策略及其注意事项尤为重要。

关键词：模糊语；商务谈判；合理应用；交流；策略

Contents

Introduction 1

1 Fuzzy Languages 2

1.1 The Definition of Fuzzy Languages 2

1.2 The Features of Fuzzy Languages 3

1.2.1 Subjectivity 3

1.2.2 Indeterminacy 4

1.2.3 Stickiness 4

1.2.4 Variability 4

1.3 The Classification of Fuzzy Languages 5

1.3.1 Unclear Lower Limit and Clear Upper Limit 5

1.3.2 Unclear Upper Limit and Clear Lower Limit 5

1.3.3 Unclear Upper Limit and Lower Limit 5

1.4 The Functions of Fuzzy Languages 6

1.4.1 Social Contact 6

1.4.2 Briefness 6

1.4.3 Politeness 6

2 Business Negotiation 7

2.1 Definition 7

2.2 Functions 7

2.3 Requirements 7

2.3.1 Make Adequate Preparation 7

2.3.2 Deal with Cultural Differences Properly 8

2.3.3 Possess Necessary Language Skills 8

3 Fuzzy Languages in Business Negotiation 8

3.1 The Reasons of Using Fuzzy Languages in Business Negotiation 8

3.1.1 Active Usage 8

3.1.2 Passive Usage 9

3.2 The Functions of Using Fuzzy Languages in Business Negotiation 9

3.2.1 Introduce and Advertise Products 9

3.2.2 Advance the Process of Negotiation 11

3.2.3 Perfect the Contract 11

4 The Strategies of Applying Fuzzy Languages in Business Negotiation 12

4.1 Active Use of Fuzzy Languages in Business Negotiation 12

4.1.1 Avoid Subjectivity 12

4.1.2 Give the Right Amount of Information 13

4.1.3 Withhold Information Deliberately 13

4.1.4 Consider the Possibility of Keeping Cooperative Relationship with the Other Side 14

4.1.5 Consider the Comparison of the Strength between Each Side 14

4.2 Proper Reply to Fuzzy Languages of the Other Side in Business Negotiation 15

4.2.1 Give Answers Prudently 15

4.2.2 Circuitous Strategy 15

Conclusion 16

References 18