Abstract：
With the development of economic growth, international business activities are increasing day by day. Business negotiation is critical to the success of trade and, ultimately, to the survival of companies. Consequently, negotiators need to possess and constantly improve their negotiating capabilities. Business negotiation is an intricate process. Its result may be affected by variety of factors, for example, uncertainty about the actual situation of the other side, ignorance of the ultimate aim of the opponent or differences of value between two parties. In circumstances like these, negotiators need to use pragmatic strategies positively to realize mutual benefit. With the available resources and feasible methods, this aim could be realized with the negotiators’ deep understanding of the appropriate context and special language use and so on. Vague language, as a pragmatic strategy, is very helpful for negotiators to reach their negotiation aims, for example, evading responsibility. In some instances, it also helps to mitigate the negotiators’ tones, adjust negotiating atmosphere, explore the opponent’s bottom-line and reconcile the two parties’ interests. Thus, the negotiators can make a final deal satisfactorily. This thesis analyzes a case concerning the application of vague language in International Business Negotiation (IBN). Much attention is paid to the analysis of the features of IBN，features of vague language, and pragmatic functions of vague language in IBN. This thesis is composed of four parts. The first part is the introduction of the whole passage. The second part is devoted to the introduction of IBN, vague language and pragmatic vagueness. The third part mainly analyzes a case. The last part is the conclusion, summing up the pragmatic functions of vague language in IBN and its applicable situations.

Key words：international business negotiation; vagueness; pragmatics; application

摘  要：
随着国民经济的发展,商业活动的日益增长，商务谈判对于贸易的成功至关重要,并最终影响公司的命运。商务谈判是一个复杂的过程,其结果可能会受到各种因素的影响，例如,不确定对方的经济实力、对方谈判的最终目标、双方价值观的差异等。在这样的情况下, 谈判代表需要积极地使用语用策略，在深刻理解语境和语言技巧的基础上，运用可用资源、可行方法，实现互利共赢。模糊语，作为一种语用策略，非常有利于谈判者达到谈判目的, 例如,逃避责任。在某些情况下,还可以缓和谈判者的语调，调节谈判气氛，试探对方的底线，使双方利益趋于一致,从而令谈判最后可以得到双方满意的结果。本文旨在对商务谈判中模糊语进行语用分析，重点探讨了国际商务谈判的特征、模糊语的特征以及模糊语在商务谈判中的语用功能。文章由四部分组成。第一部分是全文简介；第二部分介绍国际商务谈判、模糊语以及语用模糊策略；第三部分重点分析了一个商务谈判的案例；第四部分总结归纳模糊语在国际商务谈判中的语用功能及应用场合。

关键词：国际商务谈判；模糊语；语用学；应用