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Abstract With the development of business communications, the proper use of language in cross-cultural communication has been an effective approach to promoting business. The application of vague language in business negotiation is a systematical progress. This research tends to find how to use vague language in these different situations of business negotiation respectively,26874
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The business negotiation includes enquiry, quotation, counter-offer, objection-handling, deadlock-handling, demand, compromise and commitment. The situations that the negotiator can’t offer specific information, the two sides hold different views and the negotiator lacks adequate information about counterparty are often faced during the negotiation.
According to the pragmatic analyses of vague language in this three situations, conclusions are as follows: to deal with the three situations, the negotiator can apply some expressions that have nothing to do with the issue or have vague meaning literally, respond indirectly with vague language, use vague language to change the realness and scope of content of this conversation or to express his limitation of right.
However, this research has its own limitation. Firstly, the collected corpus is not enough and comprehensive. Also, the analyses are more or less subjective because this study is lacking in the experimental support. Finally, the present study may also suffer from the problem of oversimplification to a certain extent.
Key Words: business negotiation vague language application
摘 要随着商务活动的日益频繁，跨文化商务交际中语言活用成为了提高商务交流效率的有效途径。其中，模糊语在商务谈判中的应用是就是一个系统的过程。本文旨在研究模糊语在商务谈判的不同情境中的应用策略。
商务谈判包括询问、发盘、还盘、异议处理、僵局处理、要求、让步和妥协等环节，在谈判进行过程中经常会遇到谈判方不能提供自身详细信息、双方持有异议和对对方信息掌握不完全等情况。通过对这三种情况下模糊语的语用分析，研究结果表明：应对上述三种情况，谈判者可采用似乎和主题无关或模糊不清或概念不明而实际上又暗含明确条件的词句,做间接回应，利用模糊语改变对话内容的真实性和范围，或是表达授权有限。
但是，这个研究也存在一定的局限性。收集的语料不够充足和全面，分析有一定的主观性和简单化。
毕业论文关键词：商务谈判 模糊语 应用
Contents
Abstract I
摘 要 II
Chapter One Introduction 1
1.1 General Statement 1
1.2 Significance and Purpose of the Study 1
1.3 Framework of the Thesis 2
Chapter Two Literature Review 4
2.1 Vague Language 4
2.1.1 Definition of Vague Language 4
2.1.2 Classification of Vague Language 6
2.1.3 Functions of Vague Language 9
2.2 Business Negotiation 11
2.3 The Related Studies 12
2.3.1 Studies of Vague Language in Business Negotiation Abroad 12
2.3.2 Studies of Vague Language in Business Negotiation at Home 12
Chapter Three Pragmatic Analysis of Vague Language in Business Negotiation 15
3.1 The Situation that Can’t Offer Specific Information 15
3.2 The Situation that Hold Different View 17
3.3 The Situation that lacks adequate Information about Counterparty 21
Chapter Four Conclusion 23
4.1 Major Findings of the Study 23