摘要

在国际商务谈判中大量的模糊词汇被广泛地使用着。模糊语主要被应用于回避问题，降低所要承担的责任，甚至还能增强语言可信度。鉴于模糊语在国际商务谈判中的重要地位和广泛使用程度，本文以提高在商务谈判中使用模糊语的技巧为目标，以礼貌原则和面子理论为指导，选取国际商务谈判案例中使用的模糊语为研究对象，从语用模式对其中的模糊语进行分析。本研究发现谈判中模糊语的使用频率相当高，且在语用方面都呈现出利于商务谈判顺利进行的趋势，主要有以下几方面：加强谈判语言的灵活性以降低说话者对其说话内容所要承担的责任，同时又能从中获取更多的好处而又避免损失；再者，模糊语的使用能创造一个相对和谐友好的谈判氛围,防止出现谈判僵局。

关键词：模糊语  国际商务谈判 语用

Abstract

In the international business negotiation, a large number of fuzzy words are widely used. Vagueness is mainly applied to avoid questions, reduce the responsibilities needed to be borne, or even increase the credibility. As the frequent vagueness is frequently adopted in the international business negotiation and play its important role in the negotiation, this paper takes the politeness principle and face-saving theory of vagueness in international business negotiation as research theory foundation and conducts an analysis from pragmatic pattern, aiming at enhancing the skills of using vagueness in negotiation. The results of the study show that the frequency of vagueness is completely high and its pragmatic functions shows in the follow aspects: enhancing the flexibility of the language in negotiation in order to reduce the responsibilities the speaker borne and gain more benefits or avoid losses. Furthermore, creating a harmonious and friendly negotiation can prevent impasses.

Key Words: vagueness  international business negotiation  pragmatic

1 Introduction
“The West lives in a world separated into two terms: subject and object, self and non-self, yes and no, good and evil, right and wrong, true and false. It is therefore more logical or scientific, where yes cannot be no and no cannot be yes”. But as the saying goes, there is something we cannot define absolutely. Until 1965, L. A. Zadeh published his article on fuzzy sets in the journal Information and Control, proposing the technical term “fuzziness”. From then on, a great number of systematic studies have been done on vague language. For example, Macaulay(1981) mainly studies the application of vagueness in linguistics; Prince, Frader and Bosk (1986) divide vagueness from the perspective of pragmatics. It involves many disciplines, such as psychology, history, mathematics, linguistics, sociology and other disciplines. Therefore, the vague language derives a new linguistic discipline—fuzzy linguistics.