摘要

商务英语谈判是用英语进行的商务言语交流，有效地使用语用策略是高超谈判技巧的体现，有利于解决商务争端并促进买卖达成。反之，不合理的语用策略会导致谈判双方的冲突甚至交易的失败。本文首先介绍了商务英语谈判的定义、特点和现状；其次，着重分析商务英语谈判六大语用策略，包括礼貌策略、合作策略、暗含与委婉策略、提问策略、模糊语用策略以及幽默语用策略，详细阐述其基本概念、内容和优势所在并举例说明。最后，在理解商务英语谈判策略的基础上，本文提出了两点避免语用失误的策略。

关键词：商务英语；谈判；语用策略；语用失误
 
Abstract
   
Business English negotiation refer to the English languages communication in business trade. Using pragmatic strategies effectively is the reflection of excellent negotiation skills, which not only could solve the trade disputes, but also facilitate the business progress. However, the improper pragmatic strategies will lead to transaction failure. This paper begins with a brief introduction of definition, characteristics in business English negotiation; then, it focuses on six pragmatic strategies, which are the strategies of politeness, cooperation, questioning, vagueness, humor, indirection and euphemism. Every strategy elaborates in detail of the definitions, contexts, advantages and examples. Lastly, on the basis of the basic understanding in pragmatic strategies, this paper puts forward two suggestions to avoid pragmatic failures.

Key words: business English; negotiation; pragmatic strategies; pragmatic failure