言语幽默在商务谈判中的应用_英语论文

The Application of Verbal Humor in Business Negotiation

摘要

商务谈判是企业双方为追求自身的经济利益以及满足对方的需求而进行的经济活动，是企业经营成败的一个至关重要的步骤。决定商务谈判成败的因素有许多，其中最为重要的就是谈判人员的口才。谈判人员的口才在很大程度上又取决于对语用策略的选择与使用。语用策略是商务谈判中不可或缺的一部分，包括礼貌用语、委婉用语、模糊用语、言语幽默等。在这些语用策略中，言语幽默有着不容忽视的地位。然而，国内外学者虽对言语幽默的研究甚多，却往往很少将其与商务谈判结合。因此，本文致力于研究言语幽默这一语用策略在商务谈判中的运用。

本文主要探讨言语幽默的本质、语用特征、语用功能等，深入分析其在商务谈判中所起到的作用。本课题拟解决的问题具有实际意义，即在商务谈判的实际过程中，谈判人员如何使用言语幽默这一语用策略，改变谈判的严肃气氛，解决各种谈判僵局，从而使谈判双方达到互赢的目的。因此，这一课题的研究，对于商务谈判人员有着重要的指导意义，有助于其在商务谈判过程中发挥最好的谈判水平。

关键词：商务谈判，言语幽默，语用功能

Abstract

Business negotiation is one of the economic activities conducted by companies for the purpose of making profits as well as meeting the needs of the opposite party. It is a fundamental step which influences the result of the operation of companies. There are many facts affecting the result of business negotiation, of which the most important is the eloquence of the negotiators. The negotiators’ eloquence largely depends upon the choice and use of pragmatic strategies, which are indispensable parts in business negotiation. Pragmatic strategies include politeness, vagueness, euphemism, verbal humor and so on. Among these strategies, verbal humor plays a very significant role. However, although there are many studies on verbal humor both at home and abroad, few scholars has paid their attention to the combination of verbal humor and business negotiation. As a result, this thesis aims to study the application of verbal humor in business negotiation.

This thesis mainly discusses the nature, pragmatic features and pragmatic functions of verbal humor in business negotiation, which serves many practical functions, for negotiators can learn from this thesis and know how to employ verbal humor to change the serious atmosphere during negotiation and solve many difficult issues. In a word, it will help negotiators to do the best during the course of business negotiation.

Key words: verbal humor; business negotiation; pragmatic functions