跨文化视阈下商务谈判中的语用模糊分析_英语论文

Analysis of Pragmatic Vagueness in Business Negotiation from the Perspective of Cross-culture

摘要

模糊性是语言的自然属性之一，学者们通常从哲学、语义学、心理学和语用学四个方面研究语言的模糊性。跨文化商务谈判是一个极其复杂的交际过程，人们会认为运用在其中的语言必须要明确，而忽视了谈判中的模糊语言现象。事实上，模糊语言广泛存在于跨文化商务谈判中。

本文尝试从语用学的角度，研究跨文化商务谈判中的语用模糊现象。通过实例，分析语用模糊所体现的格莱斯的合作原则和利奇的礼貌原则，以及模糊语言在跨文化商务谈判中的语用功能，指出模糊语言在跨文化商务谈判中是为了实现以下四个功能，即语言的得体性，礼貌性，灵活性和说服性。希望本论文对商务谈判者有一定的启示和帮助。 

关键词：模糊语言；跨文化商务谈判；语用功能；语用模糊

Abstract

Vagueness, being one of the natures of language, draws the attention of scholars, who usually devote themselves to the studies of vagueness from four aspects, i.e. philosophy, semantics, psychology and pragmatics. However, language employed in cross-cultural business negotiations is believed to be accurate rather than vague and uncertain for the complexity of cross-cultural business negotiation. In this circumstance, people tend to neglect the phenomenon of vague language, which is very common in cross-cultural business negotiations.

This paper makes a study on pragmatic vagueness in cross-cultural business negotiations from the perspective of pragmatics. It analyzes by examples the application of Grice’s Cooperative Principle and Leech’s Politeness Principle in pragmatic vagueness, and the pragmatic functions of vague language in cross-cultural business negotiation, revealing that vague language is employed to achieve four communicative purposes in negotiation, i.e. appropriateness, politeness, flexibility and persuasiveness. Hopefully the paper is enlightening and helpful for negotiators. 

Key words: vague language  cross-cultural business negotiation  pragmatic function  pragmatic vagueness