商务英语谈判中的语用策略研究_英语论文

On Pragmatic Strategies for English Business Negotiations

摘要

中国加入世贸组织后,与世界各国之间的贸易关系越来越密切,经贸英语逐渐成为国际商务活动中一种通用的专业语言，商务英语谈判更是成为国际贸易往来中的重要的沟通渠道。但是，商务活动中，仅仅掌握一些外贸词汇和相关的谈判术语已经无法保证贸易交往的顺利进行，谈判者还要能够在谈判过程中积极地运用一些恰当的语用策略, 在尊重谈判双方文化差异、确保各自利益的前提下，借助灵活恰当的语用策略努力促使谈判成功，力求使双方保持良好的长期合作关系。

本文采用归纳分析法，通过研究商务谈判中出现的一些例子，探讨商务谈判中语用策略的本质特征及其有效应用。其目的是帮助商务英语谈判人员更好地了解商务英语谈判中语用策略的重要性及其灵活运用。

关键词: 语用策略；商务英语；谈判

Abstract

Since China’s entry into WTO, the trade between China and other countries in the world is becoming more and more frequent. As a professional language generally used in international business activities, the business and foreign trade English has been an important tool for international communication. Meanwhile, English business negotiation has also become an important communication channel in international trade. However, just stiffly acquiring some English vocabulary of trade and negotiation terms can not guarantee the success of trade interaction. Negotiators should also know how to actively employ some appropriate pragmatic strategies in the process of negotiations, with the help of which, negotiators tend to achieve the successful negotiations and maintain a long-standing relationship on the premise of respecting cultural differences and guaranteeing both parties’ interest. 

This thesis mainly makes a study on the essential characteristics of pragmatic strategies and their effective application through the inductive analysis of some examples in business negotiation. The purpose of this thesis is to help English business negotiators understand better the importance of pragmatic strategy and its flexible application in English business negotiations. 

Keywords: Pragmatic Strategy  English Business   Negotiation