Abstract With the rapid development of modern economy and the growing prosperity of trade,links between China and other countries are becoming more and more close, and China has become more and more important in the world economic system。 In the process of trade, cooperation and conflict coexist, so the business negotiation plays a very important role in the trade practice。94744

Business negotiation is realized by verbal media, which is essentially a kind of economic activity that is carried out by language。 Therefore, the success of business negotiations, to a certain extent, depends on the use of language。 So a foreign business negotiation staff should not only be familiar with the negotiations in principle and laws and business operations, but also need to grasp some negotiation skills and skillfully use of some pragmatic strategies, flexible use of language expressions and techniques to achieve the expected goal。 The speech expression of negotiators should be changed according to the situation, and the language strategy should be used for different negotiation objects。 This paper makes a preliminary analysis of the motivations, functions and use mechanism of pragmatic strategies so as to provide reference to further study of international business negotiations。

Keywords：business negotiation; cooperation; conflict; language strategy

摘要随着经济的迅速发展，贸易也变得越来越繁荣，中国与世界各国间的联系愈加的密切，在世界经济体系扮演着越来越重要的角色。由于在贸易的过程中，贸易双方既有合作的一面，又有冲突的一面，因此商务谈判在贸易实务中占据了非常重要的地位。

商务谈判是借助语言这一媒介来实现的，在本质上是一种运用语言进行的经济活动。所以，商务谈判的成功与否一定程度上依赖于语言的运用。因此，一个商务谈判人员不仅要熟知谈判原则、相关法律和商务业务，同时也要掌握一些谈判技巧，熟练地运用一些语用策略，即灵活运用语言的表达手段和技巧等以实现预期的谈判目标。谈判人员的言语表达要根据情况而变化,针对不同的谈判对象而运用语言策略。本文就语用策略使用的动因,功能和语用策略选择的机制进行了初步分析,以期对国际商务谈判研究有所借鉴。

毕业论文关键词：商务谈判；合作；冲突；语用策略

Contents

1 Introduction 1

2 Literature Review 2

2。1 Types of Pragmatic Strategies 2

2。2 Researches home and abroad 5

3 Problems in Business Negotiation 6

3。1 Unqualified negotiatiors 6

3。2 Inadequate preparations。 7

3。3 Ignorance of counterparts' interests 7

3。4 Cultural differences。 8

4 Application of Pragmatic Strategies in Business Negotiation 8

4。1 Cooperative principle 9

4。2 Politeness principle 10

4。3 Fuzzy strategies 11

5 Conclusion 12

Works Cited 14

1Introduction 来自优I尔Q论T文D网WWw.YoueRw.com 加QQ7520~18766

At the beginning  of the twenty-first century, the vision of a global village is no longer considered an abstract idea but a virtual certainty。 Technological advances in communication, travel, and transportation have made business increasingly global。 This trend is expected to continue in the foreseeable future。 As international business relations grow, so does the frequency of business negotiations among people from different countries and cultures。 International trade has multiplied twenty-fold over the last twenty years; similar increases in the future are not unexpected。 The world is definitely shrinking and trade is helping to shrink it。 Experts estimate that over fifty percent of an international manager's time is spent negotiating。 In effect, cross-cultural negotiations have begun to take on increasing importance to the globalizing firms。 It is inevitable that they are fast becoming a fact of life for a growing number of China-based firms。 Since international negotiations play a more and more important role in today's business relations。