Abstract

After China entered into the World Trade Organization successfully, the international economic activities between our countries with other different counties are increasing. International business negotiation is always essential so as to maintain smooth and successful business transaction. Business English have special meanings for the people who are working about international business affairs. But, face to face negotiation is crucial important in the process of business trade. There is a popular belief that we should use clear, accurate and specific words in the business negotiation in order to avoid misunderstandings. Therefore, systematic study of vague language in business negotiation has been largely neglected. In fact, the use of vague language is a universal phenomenon in business negotiation. Much systematic descriptive study on vagueness has been made by researcher, but little interpretive study has been conducted. The present study focuses on the deliberate use of vague languages in international business negotiation as analyzed by Verschueren’s Adaptation Theory and Grice’s Cooperative Principle.  

Key words: vague language, business negotiation, Adaptation Theory, Cooperative Principle.

CONTENTS

中文摘要

Abstract

1. Introduction-1

1.1 Background of the Study-1

1.2 Rational of Study-1

1.3 Layout of the Thesis-2

2 .Literature Reviews-2

2.1 Previous Research Abroad and at Home-2

2.2 Different Definitions of Vagueness-3

2.3 Functions of Vagueness-4

3. Theoretical Framework-4

3.1 Adaptation Theory-4

3.1.1 Properties of Language-5

3.1.2 Perspectives of Language Investigation-5

3.2 Cooperation Principle-6

4. Interpretation of Vagueness in Business Negotiation-7

4.1 Business Negotiation-7

4.2 Vagueness Explained by Adaptation Theory-7

4.2.2 Vague Language Adapted to Specific Contexts-7

4.2.3 Vague Language Adapted to Psychological Motivations-9

4.3 Vagueness Explained by Cooperative Principle-9

5. Conclusion-10

Works Cited-12