摘  要

随着世界经济全球化的发展，中国与西方国家的往来日益加深，尤其是美国这一经济大国。中美两国的交往尤其体现在中美两国的商务往来，在商务交往中商务谈判是必不可少,同时也是至关重要的一环，谈判的成功与否直接决定了交易的成败。本文将以语境视角下中美商务谈判的僵局策略究作为研究对象。本文阐述了商务僵局的产生原因。语言使用的灵活性可以在商务谈判中得到体现。从语用策略中我们能得出一些技巧和策略。本文以真实的商务谈判为例，在已有研究成果的基础上总结和参考，进一步提出自己的观点和认识，提出在商务谈判中具体应使用怎样的语用策略（例如：礼貌语、模糊语、委婉语、幽默语和话题转移等策略）以及态度和行为以促进商务人员在谈判中更好地进行谈判从而促进双方交流和交易的达成。本文的研究方法包括：定性分析法，比较分析法，调查法，个案研究法。

关键词：商务谈判；僵局；解决方法

Abstract

With the development of world economic globalization, China’s relations with western countries have being deepened, especially the United States, the economic powerhouse. The communication between China and the United States particularly reflect on the aspect of business. And the business negotiation is an essential part in China-US communication. The success of business negotiation always directly determines the realization of transaction. This article views the strategy of solving business negotiation deadlocks under contextual perspective as the research object. It presents the reason for business negotiation deadlocks. Business negotiation is reflected in the words to reflect the flexibility of the language use. The pragmatic strategies are also used to present some actual skills and strategies. Based on former researches, the article put forward its own understandings, it also focuses on the specific pragmatic strategies, attitudes and behaviors in detailed situations to make the negotiation go smoothly and contribute to a successful transaction. The research methods include: qualitative analysis; comparison; survey and case study.

Key words: business negotiation; deadlocks; solutions