Abstract:

With the rapid development of China economy and the further expansion of opening up to the outside world, especially after China’s entering into the WTO, international trade and international business negotiation are becoming more and more frequent .More and more people are becoming interested in conducting a successful international business negotiation. On the basis of combining relevant international business negotiation cases with relevant theories and in via of newspaper, magazine, paper, relevant works as well as searching on the internet, the paper analyzes the pragmatic strategies and win-win strategies in international business negotiation respectively. In the paper, several principles concerning pragmatic strategies will be mentioned, which are cooperative principles, politeness principles, face principles and relevant theories. Regarding win-win strategies, context and some concession strategies will be discussed.

Key words: pragmatic strategies; cooperative principles; politeness principles; win-win strategies; international business negotiation

摘要：

随着中国经济的快速发展与对外开放的进一步扩大，尤其是中国加入WTO后，国际贸易交往日益频繁，国际商务谈判也日益增多，越来越多的人对成功进行国际商务谈判感兴趣。此论文在结合相关国际商务谈判案例与相关理论的基础上，借助报纸，杂志，期刊和相关著作等，通过上网等途径，分别分析了在国际商务谈判中的双赢策略与语用策略。在此论文中，关于语用策略，作者谈及几个原则主要包括合作原则，礼貌原则，面子原则和关联理论。而关于双赢策略，作者主要探讨了语境和让步策略。
   
关键词：语用策略；合作原则；礼貌原则；双赢策略；国际商务谈判

1. Introduction
With the rapid development of China economy and the further expansion of opening up to the outside world, especially after China’s entering into the WTO, international trade and international business negotiation are becoming more and more frequent. Then what is international business negotiation? Of course, there are various definitions of international business negotiation. In my opinion, international business negotiation can be defined as different international interest groups gathering together to negotiate different business in different conditions in order to make a deal. During the progress of international business negotiation, many deals may need complicated negotiations. At that time, different negotiation skills are deadly needed to handle different kinds of issues. Win-win is the perfect level that nearly everyone wants to achieve, so people should know some win-win strategies.