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The Application of Pragmatic Strategy for International Business Negotiation
Abstract：With WTO accession, China is becoming increasingly globalized and interrelated. Negotiation is at the heart of every transaction and, for the most part, it comes down to the interaction between two sides with a common goal but different methods. The pragmatic strategy is certainly a necessity for international business negotiation. The thesis aims to explore the use of pragmatic strategy in international business negotiation, such as euphemistic presentations, vague language, merits demonstrations, polite and considerate language and correct and logical language, give full play to speeches in business negotiation and improve the successful proportion about business negotiations.
Key Words：pragmatic; business negotiation; strategy
语用策略在国际商务谈判中的应用
摘要：进入WTO时代，随着全球经济的发展和市场化的运作，中国国际化的步伐越来越快，商务活动当然必不可少，而商务活动则离不开商务谈判。谈判是每笔交易的核心。多数情况下，双方共同的目的和不同的交易方式都要经过谈判来达成，谈判中所采用的种种方法包括合同中的各个细节问题必须获得双方满意的接受。因此，掌握一些谈判中所要用到的语用策略将会事半功倍。所谓“语用策略”即“语言交际技巧”，就是探讨如何在国际商务谈判这一领域中应用语言，它重视语言表达和施展谈判策略二者的有机结合。其研究目的在于如何充分发挥语言在谈判中的作用，提高商务谈判的成功率。
关键词：语用；商务谈判；策略
Contents
Abstract in English. I
Abstract in Chinese II
1. Introduction 1
2.The Overview on International Business Negotiation 2
2.1 The Definition of Negotiation 2
2.2 The Features of Negotiation 2
2.3 Five Links of International Business Negotiation 3
3.Pragmatic Strategy for International Business Negotiation 6
3.1 Euphemistic Saying 6
3.1.1 Using Soft Word 6
3.1.2 Using Passive Voice 7
3.1.3 Using Empathy Skill 7
3.2 Vague Language 8
3.2.1 The Requirements of Particular Negotiating Occasions 8
3.2.2 The Requirement of Avoiding Hurting Feelings 9
3.2.3 The Requirement of Avoiding Face-to-face Conflict 9
3.3 Merits Demonstrations 10
3.3.1 Reducing Exclamation 10
3.3.2 Lessening Flowery Language 11
3.3.3 Limiting Direct Comparison 11
3.3.4 Weakening Subjective Coloring 12
3.4 Polite and Considerat
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