摘  要

随着国际商务谈判的日益增多，模糊限制语在商务谈判中被广泛运用。国际商务谈判者使用模糊限制语，来使语言显得更加礼貌、灵活、避免不必要的误解，同时使话语更具说服力。模糊限制语的语用不当会引起谈判双方的误会，破坏潜在商机。因此，国际商务谈判中的模糊限制语值得深入研究。本文从语用学角度探讨模糊限制语在商务谈判中的语用功能，试图归纳出商务谈判中模糊限制语的各种类别，并探讨各类模糊限制语的语用功能及深层语用原因。在商务谈判中运用模糊限制语能提高谈判的灵活性，也能体现出谈判双方的礼貌性，避免语言的绝对性并使谈判更有说服力，同时也能使谈判语言更加精炼，提高国际谈判的效率，从而使双方建立良好的友好合作关系。本文希望为今后贸易双方合理选择模糊限制语提供借鉴，并致力于提高国际商务谈判的效率，促进双方贸易关系的合作发展。

关键词：模糊限制语; 商务谈判; 语用学   

Abstract

With the increasing of international business negotiations, the hedges in international business negotiations are used very frequently. The negotiators use hedges to show politeness to the other party and avoid unnecessary misunderstandings. Meanwhile, the appropriate use of hedges can also make the language seem more persuasive. However, the misuse of hedges will cause misunderstandings of trade and lose the potential business opportunities. Therefore, the hedges in international business negotiations are worthy of further researches. This paper discusses the pragmatic functions of hedges in international business negotiations, uses qualitative and quantitative methods and tries to conclude the types of hedges in international business negotiations. It also explores the pragmatic functions and underlying reasons of using hedges in international business negotiations. Using hedges has a lot of pragmatic functions, such as strengthening flexibility, showing negotiators’ politeness, avoiding absolutization of words, making words persuasive, improving efficiency of negotiations and making sentences briefer. This paper not only hopes to provide guidance for traders to select appropriate hedges, but also works to improve the efficiency of international business negotiations and promotes the cooperative relationship of traders.

Key words: hedges; business negotiations; pragmatics