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.

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

Contents

Abstract

摘要

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