The Win-Win Pragmatic Strategy in International Business Negotiation_英语论文

摘要

随着经济全球化的发展，商务谈判在频繁的商务活动中变得更加重要。商务谈判是一种交流的形式。如何得体愉快的交流才是促进谈判的关键。因此，我们要重点研究语用策略,掌握谈判交流技巧并运用于实践生活。由于不同的人来自不同的国家，我们应该了解不同国家的文化，根据不同条件调整自己的策略。在国际商务谈判中积极运用各种语用策略，像礼貌用语，委婉用语，模糊用语，幽默用语来解决不同的问题。除此之外，语用策略的应用还能够有效的提高人们的语用意识，培养人们的语用技巧。

关键词：语用策略;国际商务谈判;语用意识

Contents

Introduction 1

1. International business negotiation 1

1.1 Brief introduction of international business negotiation 2

1.2 Features of international business negotiation 2

2. Research result of pragmatics 3

2.1 The origin of pragmatics 3

2.1.1 Definition of pragmatics 3

2.1.2 The development of pragmatics 4

2.2 Pragmatic theoretical basis 4

2.2.1 Speech acts 4

2.2.2 Cooperative principle 5

2.2.3 New Grice doctrine 5

2.2.4 Politeness principle 5

2.2.5 Face theory 6

3. Differences between negotiators 6

3.1 Code of language 6

3.2 Concept of value 6

3.3 Culture background 7

3.4 Model of thinking 7

4. Pragmatics strategies 7

4.1 Politeness strategies in business negotiation 8

4.1.1 Speak modest 8

4.1.2 Play down yourself 8

4.2 Euphemism strategies in business negotiation 9

4.2.1 Implicature 9

4.2.2 Compliment each other 9

4.2.3 Objective self-evaluation 9

4.3 Vagueness in business negotiation 10

4.3.1 Protect own interests 10

4.3.2 Improve the efficiency of expression 10

4.3.3 Ease the embarrassing situation 10

4.4 Humor language 11

5. Different syntactical structure 11

5.1 Use complex sentences and reduce negative sentences 12

5.2 Use subjunctive mood 12

5.3 Use interrogative type 12

5.4 Use passive voice 13

6. Influence by oneself 13

6.1 Cultivate the pragmatic awareness and pragmatic knowledge 13

6.2 Enhance foreign exchange 13

Conclusion 14

References 15