摘  要

随着国际贸易在全球经济中日趋重要的地位，商务谈判也变得越来越不可或缺，而书面文本谈判则是商务谈判中至关重要却又经常被忽视的环节。本文主要从批评性话语分析的角度对国际商务谈判中的书面文本进行具体的分析和研究。作者首先介绍研究的目的和意义，并进行简要的文献综述，接下来使用及物性分析、名词化分析及情态词分析这三种方法，具体分析批评性话语在实例中的作用。然后结合实例来阐述批评性话语分析中的四个主要因素：话语安排，语言组织，写作方式及写作策略。通过整体的研究分析，本文得出以下结论：文字陷阱常常存在于国际商务谈判中的书面文本中，谈判人员应注意书面语言的表达且具有批评话语的意识。结论部分作者指出了本文不足之处并给后续研究提出了一些建议。

关键词：商务谈判；书面文本；批评话语

Abstract

In modern world, global economic integration develops rapidly. With the increasing importance of international trade in global economy, business negotiation takes up its irreplaceable position in trade. Business negotiation is considered as a crucial part in the international business. In the process of business negotiation, written text of negotiation is important but is ignored frequently. In order to figure out the theory and attract attention of negotiators, this thesis attempts to apply the theory of Critical Discourse Analysis in the business English negotiation written text. The introduction of the purpose and significance of the research will be represented at first. Then there will be the brief introduction of CDA in literature review. Next is the combination of the theory of CDA and practical application through three methods of analysis: transitivity analysis, nominalization analysis and modality analysis. Then there are four elements in business English negotiation written text from the perspectives of CDA: discourse arrangement, language organization, writing manner and writing strategies. Through the systematic analysis, the author finds that pitfalls always exist in business negotiation. However, because of the contestation of benefit, negotiators will try hard to blurry some crucial points and create a friendly and harmonious atmosphere to conceal pitfalls. Therefore, about written text negotiation, negotiators should improve the negotiation skills and have the critical language awareness to avoid the business pitfalls. Negotiators should keep calm to avoid being fuzzy by the other’s language trap. Finally, the author lists the limitations and implications of the research and some suggestions for the further researches.

Key words: business negotiation; written text; critical discourse