摘  要

商务谈判作为国际间交易的重要环节之一，对商务谈判手的要求一般是精确、严谨、避免模棱两可，而导致诚信度丧失，然而许多商务谈判的实例中却体现出大量使用模糊语的情况。由此可见，正确合理的使用模糊语言不仅可以促成一笔交易，而且可以使谈判方式更加灵活、自由。虽然模糊的概念一直存在人们的日常生活中，但是直到扎德的《模糊集》出现，模糊性才真正引起各界专家和学者的注意。目前中国对其语用功能的研究仍比较少，而国际商务谈判尤其是一个模糊语应用较多却研究很少的领域。本文从模糊的定义出发，在对现有文献进行综述的基础上，运用了数量和质量分析的方法，对商务谈判中出现的模糊语言实例进行了语用分析并提出五种主要的语用功能，为更好的理解和运用商务谈判用语来促进国际商务谈判提供了帮助。

关键词：商务谈判； 模糊语； 语用分析

Abstract

As one of vital processes in international trade, business negotiation usually requires the negotiator to be accurate, strict and trying to avoid ambiguity which will results in losing integrity. However dozens of examples in real business negotiation proves that lots of vague language are used. Thus it can be seen that using vague language can not only promote a deal but also make negotiation more flexible and free. Although the usage of vagueness has always been existing in daily life for a long time, but it has not attracted experts and scholars’ attention until Zadeh published his “fuzzy set”. Nowadays the research about the pragmatic functions of vague language is still not enough in China, especially in International business negotiation, where vague language is often used. This paper begins with the concept of vagueness, and used analysis of quality and quantity methods basing on literature review to do pragmatic analysis of real vague language examples used in international business negotiations, before presenting five main pragmatic functions which hopefully will help with understanding and better implement of negotiation strategies in international business negotiations.

Key words: business negotiation; vague language; pragmatic analysis