摘　要

模糊语就是人们认识中不明确的主张或是迷糊行为，它是自然语言的一种基本属性，普遍出现在人们的日常交流中，尤其应用于商务谈判。商务谈判作为外贸的重要组成部分在外贸中起着举足轻重的作用。提到商务谈判，人们常陷入文体表达应力求精确的误区，然而，笔者通过观察、分析大量的商务谈判实例发现，有时谈判的成功与否与模糊语的使用休戚相关。
本文从模糊语与商务谈判关系入手，通过对实际案例的分析，总结模糊语在商务谈判中的利弊。除了引言和结论，全文分三章进行论述：第一章侧重于阐述模糊语言的理论基础。列举前人对模糊语言的研究成果，界定模糊语言的基本概念并分析其的现状及未来发展; 第二章研究分析模糊语在商务谈判中的实现; 第三章从正反两个角度分析模糊语在商务谈判中的作用。

关键词：模糊语；商务谈判；作用
 
Abstract

Vague language which people know about is something about allegations and behavior of uncertainty and it is a kind of the essential attribute in natural language which is widely used in our daily communication, especially in business negotiation. As an important part of foreign trade, business negotiation plays a vital role in it. When people refer to business negotiation, they have an incorrect view that every word in it should be corrected. However, observation and results of analyzing negotiation cases show that rational use of vague language has an impact on a successful business negotiation.
This thesis is composed of three chapters except for introduction and conclusion. This paper begins with a brief introduction of vague language. Then the realization of vague language in business negotiation is stated in the following chapter. Later, functions of vague language in business negotiation are concluded from some negotiation cases.

Key words:  vague language；business negotiation；functions

1Introduction
Negotiation happens in our daily life. Whenever there is a negotiation, there are people negotiating with others. During the process of negotiation, the two parties will not have same opinions at all. So in order to reach an agreement and get what we want, we have to know that there is no free-lunch in the world and we have to give up parts to have the most. And in the process of negotiation, language skills help a lot to get common points.
With the rapid development of the economy, countries all over the world are paying more and more attention to foreign trade. As an important part of foreign trade，business negotiation plays a vital role in it. Business negotiation can not always be successful, it will meet difficulties. What a negotiator has to do to overcome the difficulties is to make good use of negotiation skills. The existed negotiation skills are composed of many strategies. One of them is the rational use of vague language. Facts show that the proper use of vague language usually plays some unexpectedly positive part. Chinese and overseas scholars have presented different views of vague language and achieved great success in the study of vague language from different angles.