国际商务谈判中的交际语境顺应研究
Research on Communicative Context Adaptation in International Business Negotiation
摘要
随着对外经济贸易以及经济全球化的迅速发展,不同国家之间的商务往来蓬勃发展。参与商务活动的人必然要进行商务外交,而商务谈判就是商务活动的关键。商务谈判的结果直接影响到双方公司的生存与发展。而目前国际商务谈判的语用策略研究并不深入，不能很好地为谈判起到积极作用。本文的理论基础是语言学家维索尔伦提出的综观顺应论。作者把它作为一种语用策略,利用归纳分析法,试图从顺应理论的语境顺应角度去分析国际商务谈判,研究国际商务谈判中语用策略的基本特点及顺应理论在商务谈判中的实际应用,能够为商务谈判中语用策略的使用提供一定的理论指导。
关键词：顺应理论；商务谈判；交际语境；语用策略
Abstract
With the rapid development of foreign economic relations, trade and economic globalization, the business between different countries is booming. People engaged in commercial activities must have business communication and business negotiation is the center of business activities. The outcome of business negotiation directly influence the company survival and evolution, but at present researches on pragmatic strategies in international business negotiation are not profound. It cannot play a positive role for negotiation well. The theoretical foundation of this paper is Verschueren's Adaptation Theory. Taking it as a strategy, the author attempts through tentative inductive analysis, to explore international business negotiation and the basic characteristics of pragmatic strategies used in international business negotiation, and study the actual application of context adaptation theory in this field, hoping to provide a theoretical guidance for the pragmatic strategy in international business negotiation.    
Key words: Adaptation theory; business negotiation; context; pragmatic strategy