摘 　要

模糊性是自然语言的基本属性，并广泛应用于人们的言语交际中，在交际中有意识地运用模糊语,是一种语用策略。国际商务交际是一种特殊的言语交际，因此模糊措辞大量存在其中。模糊措辞的运用是为了使交际双方当事人更好地顺应语境。 有时出于礼貌，使交谈双方继续保持友好关系；有时为了相互尊重，给彼此留点面子；或者为了谈判双方共同的利益，从而为谈判留有余地；有时是受权有限，把决定权留给上级。在国际商务谈判中，恰当地运用模糊措辞可以避免谈判双方出现矛盾和冲突，为双方的共赢赢得机会。同时，在谈判中人们应遵守合作原则和礼貌原则。此文在介绍模糊措辞的前提下，通过一些例句深入探讨模糊措辞在外贸谈判英语中的语用功能及其运用。

关键词：模糊措辞；外贸谈判；语用功能；合作原则；礼貌原则
 
Abstract

Fuzziness is the basic property of natural language. Besides, it is widely applied in people's verbal communication. Vague language is consciously used in communication, which is a kind of pragmatic strategy. International business communication is a special kind of language communication, so there exists a lot of vague words. And the reason why vague language is used is that both sides in communication can adapt to the context better. Sometimes out of politeness, negotiators in both sides use vague language to maintain a friendly relationship. Sometimes vague language is used in order to respect each other. Or for the sake of mutual benefits, vague language can leave room for negotiation. Sometimes negotiators have limited right, then they have to use vague language to leave decision-making power to the superior. In international business negotiations, proper use of vague language can avoid contradictions and conflicts in the negotiations of both sides, thus gaining the opportunity of win-win. At the same time, people should obey the cooperative principle and politeness principle in the negotiations. Under the premise of introduction of vague language, this paper will make a deep discussion on the pragmatic functions and application of vague language in foreign trade negotiation through some examples.

Key words: vague language; foreign trade negotiation; pragmatic function; cooperative principle; politeness principle

1 Introduction

Foreign trade negotiation is a kind of behavior for both sides to achieve certain economic purpose and clear relations of mutual rights and obligations. Foreign trade negotiation is different from the usual verbal communication, because clear expression is not its aim. Usually, the negotiators of both sides are unwilling to share information and exchange ideas with each other, so the language for negotiation is always implicit and obscure. To make negotiation go smoothly, both sides in negotiation have to use polite euphemism language to create a wonderful negotiating atmosphere. Thus, vague language becomes an excellent communicating tool for negotiators of both sides.