摘要 

模糊性特质是自然语言的本质属性且其本身就是一种语言现象。作为一种弹性语言，模糊语言比精确语言具备更大的概括性和灵活性，这种特征使其广泛出现和使用在不同的方面和领域。关联理论是由Dan Sperber和Deirdre Wilson提出的一种认知语用学理论。关联理论认为，人们在接收和理解话语时是在不断变化着的语境基础上处理新信息的。作为说话人，使用模糊语言可以最少的信息获得最大的语境效果，因此模糊语言符合关联理论。本文通过收集在现实生活中的商务谈判案例研究了关联理论对商务谈判中模糊语言的解释力，以及人们如何在商务谈判中使用模糊语言相互关联实现预期效果。在前人的研究基础上，本文揭示了模糊语言在商务谈判中的积极和消极作用，分析了其在商务谈判中的价值。

关键词：模糊语言；关联理论；商务谈判；语用功能

Contents

Chapter 1 Introduction 1

1.1 Research Background and Purpose 1

1.2 Significance of the Study 1

1.3 Layout of the Study 2

Chapter 2 Literature Review 3

2.1 Overview on Vagueness 3

2.2 Overview on Vague Language 3

2.2.1 Classification of Vague Language 3

2.2.2 Characteristics of Vague Language 5

2.3 Previous Study on Vague Language Abroad and at Home 6

Chapter 3 Theoretical Framework 7

3.1 Overview on Relevance Theory 7

3.2 Contextual Effect and Processing Effort 7

3.3 The Principles of Relevance 8

3.3.1 The Cognitive Principle 8

3.3.2 The Communicative Principle 8

Chapter 4 Pragmatic Functions of Vague Language in Business Negotiation from the Perspective of Relevance Theory 9

4.1 Positive Functions of Vague Language in Business Negotiation 9

4.1.1 Being Flexible and Polite 9

4.1.2 Being Accurate and Persuasive 10

4.1.3 Self-protection 11

4.2 Negative Functions of Vague Language in Business Negotiation 12

4.2.1 Sensitive Topics of the Price 12

4.2.2 Lacking of Cross-cultrual Knowledge 12

4.2.3 Low Qualifications of Negotiators 12

Chapter 5 Conclusion 15

5.1 Summary 15

5.2 Limitations 15

5.3 Suggestions for Further Study 16

References 17

Acknowledgements 19