Contents

Acknowledgements

Abstract

摘要

Chapter One Introduction-1

1.1 Research Background-1

1.2 Organization of the Thesis-1

Chapter Two Literature Review-2

2.1 Previous Studies-2

2.2 Pragmatic Strategy-2

2.3 English Business Negotiation-3

2.3.1 Definitions of Negotiation-3

2.3.2 Basic Elements of Negotiation-3

2.3.3 Impact of Cultural Differences on English Business Negotiation-4

Chapter Three The Application of Pragmatic Strategies in English Business Negotiation-5

3.1 Selection of Pragmatic Strategies-5

3.2 Nonverbal Pragmatic Strategies-6

3.2.1 Facial Expression-7

3.2.2 Body Language-7

3.2.3 Silence-7

3.3 Verbal Pragmatic Strategies-8

3.3.1 Politeness-8

3.3.2 Humor-9

3.3.3 Euphemism-10

3.3.4 Vague Language-10

3.3.5 Deception-10

3.3.6 Threat-11

Chapter Four Conclusions-12

References-13

Abstract

Since China’s entry into WTO, the trade between China and other countries in the world is becoming more and more frequent. As a professional language generally used in international business activities, the business and foreign trade English has been an important tool for international communication. Meanwhile, English business negotiation has also become an important communication channel in international trade. However, just stiffly acquiring some English vocabulary of trade and negotiation terms can not guarantee the success of trade interaction. Negotiators should also know how to actively employ some appropriate pragmatic strategies in the process of negotiations, with the help of which, negotiators tend to achieve the successful negotiations and maintain a long-standing relationship on the premise of respecting cultural differences and guaranteeing both parties’ interest. 

    This thesis mainly makes a study on the essential characteristics of pragmatic strategies and their effective application through the inductive analysis of some examples in business negotiation. The purpose of this thesis is to help English business negotiators understand better the importance of pragmatic strategy and its flexible application in English business negotiations. 

Keywords: Pragmatic Strategy  English Business   Negotiation