Abstract

In order to achieve different communicative intentions, people, especially language users, usually employ different linguistic forms strategically. Some scholars abroad have made a study of the use of the pragmatic strategies, which seems to be deficient in business negotiations. Most of the Chinese scholars have paid their attention to pragmatic strategies, but the study of the application of the pragmatic strategies under a win-win negotiation situation is deficient. In business negotiations, the two parties will cooperate with each other to make them both satisfied and finally keep a long-term cooperative relationship. If a satisfactory long term cooperative relationship is supposed to exist between the two parties, they need to realize that their current negotiation is only to keep a continual association to make both sides win.
This thesis mainly involves three parts. In the first part, the author gives a brief review of business negotiation. In the second part, some pragmatic strategies are analyzed. The third part, which is also the most important inform the reader two pragmatic strategies: nonverbal strategies and verbal strategies.

Key words: business negotiation; pragmatic strategies; win-win

摘  要

为了达到不同的谈判效果，人们通常会有策略地使用不同的语言形式。在国外，学者们主要研究策略的一般性应用，却很少涉及到谈判领域。在国内，学者们的研究也主要集中在对商务谈判语用策略的应用，而对国际商务谈判双赢条件下能够使用的语言策略研究比较少。在谈判中，为了双方都能得到比较满意的结果，谈判者会相互合作，以保持双方的长期合作关系。若期望双方之间存在着一种满意的长期合作关系，他们有必要认识到目前的谈判点仅仅是保持双方之间持续不断的联系以达到双赢的局面。
本论文包含三个主要部分。第一部分作者简单介绍了商务谈判；第二部分主要介绍了语用策略的一些基本情况；第三部分也是最重要的一部分，主要介绍了双赢语用策略两大类：非语言策略和语言策略。

关键词:商务谈判；语用策略；双赢