摘要：

近年来，随着跨国商务活动的日益频繁，国际商务交际的频率不断提高，商务英语谈判中语言要素的活用成为提高国际商务谈判的有效途径。其中，模糊语言的运用是当前理论与实践研究的重要内容。在以往的研究中,学者们从不同的角度探讨了模糊语言在国际商务谈判中的应用。这些研究丰富了有关模糊语言应用的文献并为谈判人员提供了有效的指导与帮助。然而这些研究往往只关注模糊语言的某个方面,以某些言语行为作为研究对象,其研究结果难以对谈判交际过程中的不同语用现象做出较全面的指导与解释。本文以语用学顺应论为基础, 从存在原因、存在机制和语用效果的角度，全面分析总结了模糊语言在国际商务谈判中的应用，希望就此为商务初学者提供一些提示和灵感，帮助其更有效地运用这一谈判技巧。

关键词： 模糊语言; 顺应理论; 商务英语谈判
 
Abstract：

In recent years, as international business activities becoming more and more frequent, the frequency of international business communication increases unceasingly. The active use of language elements has been an effective way to improve business negotiations. And among them, the application of vague language is important content of the researches on current theory and practice. In the previous studies, scholars have studied the application of vague language in international business negotiations from different perspectives. These studies, not only enrich the literatures of the application of vague language, but also provide negotiators with effective guidance and assistance. However, they are mostly focused on merely a certain aspect, and take certain speech acts as the object of study. As a result, it is difficult for their findings to make a more comprehensive guidance and interpretation on different pragmatic phenomena. On the basis of adaptation theory, this paper analyzes the application of vague language in international business negotiations from reasons, mechanism, and pragmatic effects, and makes a summarization of it. Hence, the author hopes that this paper could provide some tips and inspiration for business beginners and help them make better use of this negotiation skill.

Key words: Vague language; adaptation theory; Business negotiation English