Abstract

International business English negotiation is the essential part of business activity, and previous scholars have done many researches on it from perspectives of pragmatic strategies, culture differences, translation and linguistic features. However, there are few scholars have done the research from the perspective of Adaptation Theory. This thesis takes A Negotiation about Acceptance as an example to do the research based on Adaptation Theory. It shows that negotiators should adapt to linguistic structure, culture context and mental world if they want to achieve the win-win result. This study has certain contribution to practical international business negotiation.

Keywords: business English negotiation  win-win  Adaptation Theory

摘要

商务英语谈判是商务活动的核心部分，以往许多学者对其的研究主要从语用策略、文化差异、翻译以及语言特征等方面展开，鲜有人从顺应论角度进行阐释。本文以一则受盘谈判为例，基于顺应论，对商务英语谈判的双赢进行研究。研究表明，谈判双方若想达成双赢共识，必须顺应语言语境、文化语境以及心理语境。本研究对于商务英语谈判实践有一定的启发意义。

关键词:商务英语谈判；双赢；顺应论

Chapter One Introduction
With the acceleration of global economic integration, business activities between countries all over the world are becoming more and more frequent and business English should be paid more attention to. Since it was admitted by WTO, China has become one of the decisive factors in the global economy. Therefore, Chinese business activities with foreign countries have become closer. International business English negotiation plays a more and more significant role and has become an indispensable part of business communication.
1.1 International Business English Negotiation
    A business activity can’t be successful without a good international business English negotiation. International business English negotiation refers to the process that different economies in the world take every means to identify the possible business opportunities, such as communication, negotiation, compromise, cooperation, strategy and so on, in order to get their own economic interests and meet the needs of each other (Pervez & Usunier, 2003:3). A successful international business English negotiation will make great economic benefits and social effects. Therefore, a triumphant international business English negotiation is the first step of the well-off development of business activities. To make business go ahead smoothly, international business English negotiation should be concise, clear, and specific and complete so that it can achieve the prospective purposes. All in all, international business English negotiation is a comprehensive art.