商务英语谈判语用策略研究.docxVIP

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摘要

在当今日益激烈的经济竞争和日益频繁的文化交流中，商业谈判已成为经济和文化交流博弈的焦点。商务英语谈判作为国际经贸交流与合作的必要环节，需要参与者具有一定的商业知识和坚实的语言基础。在商务英语谈判中，除了商业原则和技巧外，谈判话语本身也发挥着基础和媒介的作用。因此，有效的务实战略对国际谈判的最终成功发挥着重要作用。务实策略的科学本质在商务英语谈判的过程中是必不可少的。本文旨在在商务谈判的背景下研究一些积极而务实的策略，希望帮助提高谈判的成功率，促进双方的合作。

关键词:商务谈判；语用策略；商务英语

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ABSTRACT

Intoday’sincreasinglyfierceeconomiccompetitionandincreasinglyfrequentculturalexchanges,businessnegotiationhasbecomethefocusofthegameofeconomicandculturalexchanges.Asanecessarylinkofinternationaleconomicandtradeexchangeandcooperation,businessEnglishnegotiationrequiresparticipantstohavecertainbusinessknowledgeandasolidlanguagefoundation.InbusinessEnglishnegotiation,inadditiontobusinessprinciplesandskills,negotiationdiscourseitselfalsoplaystheroleoffoundationandmedia.Therefore,effectivepragmaticstrategiesplayanimportantroleinthefinalsuccessofinternationalnegotiations.ThescientificnatureofpragmaticstrategyisessentialintheprocessofbusinessEnglishnegotiation.Thispaperaimstostudysomepositivepragmaticstrategiesinthebackgroundofbusinessnegotiation,hopingtohelpimprovethesuccessrateofnegotiationandpromotethecooperationbetweenthetwosides.

Keywords：businessnegotiation；pragmaticstrategy；businessEnglish

TableofContents

TOC\o1-3\h\u674ChapterOneIntroduction 1

18511ChapterTwoTheFunctionsofPragmaticStrategiesinBusinessEnglishNegotiation 4

1412.1DealingwithInterpersonalRelationshipBetweenNegotiators 4

148322.2CreatingaFavorableNegotiationAtmosphere 5

116822.3ResolvingContradictionsandEasingtheAtmosphere 5

24680ChapterThreeDifferentPragmaticStrategiesUsedinBusinessNegotiations 6

56883.1PolitenessStrategies 6

254273.1.1AvoidingaBlamingTone 7

259993.1.2AvoidingaSelf-righteousTone 7

170583.1.3DilutingSubjectiveAttitudeandAdoptingthePositionoftheOtherParty 7