摘要

模糊语言是说话者用来缓解话语力的一种策略和手段, 它存在于许多语言中。人们对语言有许多的观点,其中最重要的观点是语言必须准确明了,但模糊语言并不全都准确和清楚。在交际中,当人们不能够或不愿意表达准确信息时,或他们认为没有必要也不合适时,都要使用模糊语言。模糊语言在国际商务谈判中起到了意想不到的积极作用。商务谈判与普遍的交流不同，双方都不愿坦率地分享自己的信息，因此所用的语言有时要含蓄。为了使这笔交易，或让谈判顺利进行，双方必须尽最大努力使谈判有礼貌地进行。本文主要介绍了模糊语言，其功能和如何提升使用模糊语的功能。由于各种问题和文化差异在商务谈判中存在，我们有必要选择一个合适的语言，采取可行的措施，以避免不必要的麻烦使交流顺畅进行。

关键词：模糊语；国际商务谈判；功能；应用；方法

Abstract

Vague language, as a strategy by which speakers reduce the force of their utterance, is a phenomenon shared by most languages. People have many beliefs about language. An important one is that good use of language involves clarity and precision. Vague language is not totally accurate or clear. Speakers use vague language when they are unable or unwilling to give accurate information, or they think it is either unnecessary or socially inappropriate to do so. Vague language plays an unexpected and positive role in international business negotiations. Business negotiation is different from common communication; both parties don’t want to share their information frankly, thus the language used sometimes should be implicit. In order to make the deal or let the negotiation go on smoothly, both parties have to try their best to carry on the negotiation politely. This article mainly introduces the vagueness of language, its functions and the methods to promote functions of applying vague language in business negotiation. As problems and cultural differences exist in business negotiations, it is necessary to select an appropriate language and take practical measures for the smooth exchange of vague language to avoid unnecessary trouble.

Key words：Vague Language; International Business Negotiation; Functions;     Application; Methods

1. Introduction

With the further reform and opening policy to the outside, China’s entry into the WTO, business contacts and negotiations have become increasingly frequent. Negotiating with others has been an important part of international business activities. Business negotiation is just a very small part of it, which is a process for businessman to arrive at an agreement through series of activities, involving information exchange, mediation, bargains and so on. In order to state our views, to make requests and suggestions and to create a good environment, we often make good use of vague language in international competition.