Abstract

Along with the acceleration of trade globalization, more countries and communities nowadays are swarming into the dynamic global market for the enormous gain. This market is no longer just for product transactions but for the transactions of service, benefits and credit. Compared with the indirect international business exchanges, such as communications through e-mail and phone, a powerful face-to-face international business negotiation is very important in establishing trust and carrying on a business. As the face-to-face negotiation is always a process of language exchange, the appropriate application of language strategies plays a vital part in a well-organized face-to-face international business negotiation. From the view of pragmatics and negotiation strategies, language strategies can be regarded as a joint of Language functions and negotiation strategies. This study focuses on the analysis of the relevant pragmatics theories and negotiation strategies and applies the language strategies to cause an effective international business negotiation. The pragmatic theoretical foundation consists of J. L. Austin and J. Searle’s Speech Act Theory, Grice’s Cooperative Principles, Leech’s Politeness Principles, Brown and Levinson’s Face Theory. The negotiation strategies refer to the purposes, principles, and skills of business negotiation. When the language functions combine with the negotiation strategies perfectly, language strategies will produce great effects on the international business negotiation.

KEYWORDS:international business negotiation; language strategies; pragmatics; negotiation strategies

摘  要

随着贸易全球化进程的加速，当今越来越多的国家和团体为了获取巨大的利益纷纷涌入了这个充满活力的国际市场。这个国际市场已不再只是进行商品的交易，更是利益，服务和信任的交换。与间接性商务交流相比，如通过邮件和电话交流，一个强有力的面对面的国际商务谈判在建立信任和展开业务方面是非常重要的。因为面对面的商务谈判通常是一个语言交流的过程，语言策略的合理有效运用在一场组织完善的面对面国际商务谈判中扮演着至关重要的角色。从语用学和谈判学的角度来说，国际商务谈判中的语言策略通常被认为是语言功能和谈判策略的结合。本文主要侧重于对相关语用学理论和谈判策略的研究，通过运用语言策略有效促进国际商务谈判。语用学的理论框架主要包含了J. L. Austin 和J. Searle’s的语言行为理论，Grice的合作原则，Leech的礼貌原则，Brown和Levinson的面子理论。谈判策略主要涉及了国际商务谈判的目的、原则和技巧。当语言和谈判策略完美结合的时候，语言策略就能在国际商务谈判过程中发挥有效的作用。

关键词:国际商务谈判；语言策略；语用学；谈判策略