摘   要

随着经济全球化和一体化的发展，世界经济进入了一个加速发展的新时代。各国之间的经济交往日益频繁，经济上的依赖促进了相互的合作与交流。谈判是商业领域里非常频繁而重要的一项活动。成功的商务谈判可以给企业和公司带来更多的商机和进一步的发展。
本文第一章对商务谈判的基本理论以及一般商务谈判的基本流程进行了简要回顾。由于本文主要通过语用学角度进行中美商务谈判语言分析，因此第二章主要介绍了语用学的研究现状，并阐述了用语用学来进行国际商务谈判的必要性。第三章将在第二章的基础上，从语用学的四个角度来分析中美商务谈判的语言特点以及语言技巧等。在结尾部分，本文将援引中美商务谈判的具体例子，从实证角度进一步深化本文的论点。
本文通过采用案例分析和语用学理论分析的方法，针对中美商务谈判的语言差异及特点进行了分析和探讨，给出建议，帮助谈判者了解语言如何影响谈判，预见谈判过程，及时调整谈判策略，最终达成圆满协议。

关键词：商务谈判；语用学

ABSTRACT

The world is fast developing in the age of economic globalization. World economy has entered a new developing stage. Business contacts among nations get increasingly close. Economic interdependence is much productive to the cooperation and communication between companies. Negotiation，a very common and important activity in the business world，can be understood as a process in which two or more parties come together  to discuss common and conflicting interests in order to reach an agreement of mutual benefit. Successful business negotiation certainly will bring more business opportunities and further development.
In chapter one, a brief review of studies about the basic theory of business negotiation and the general business negotiation process are generally given at the beginning. The thesis starts its analysis of Sino-American business negotiation basically according to the perspective of pragmatics, so chapter two introduces the current research of pragmatics and the necessity of a pragmatic analysis of international business negotiation. Chapter three mainly analyzes the language characteristics and strategies from four aspects of pragmatics. In the end, a demonstration is invoked to deepen the key argumentations of this thesis.
This paper presents an in-depth analysis of the cultural differences in the Process of business negotiation by means of case analysis and pragmatic study. It then puts forward some tentative suggestions for successful negotiations. Drawing on these, negotiations can predict the process and adjust strategies in order to reach a satisfactory agreement.

Key words: Business negotiation; Pragmatics