题目PragmaticStrategiesinBusinessNegotiations商务谈判中的语用策略ContentsAbstractinEnglish……………………………………………………………………3AbstractinChinese…………………………………………………………………...31.Introduction…………………………………………………………………….41.1Purposeofpragmaticstrategies…………………………………………………4.1.2Selectionofpragmaticstrategies………………………………………………..52.Nonverbalpragmaticstrategies……………………………………………………..62.1Bodylanguage…………………………………………………………………..72.2Facialexpressing………………………………………………………………..92.2.1Eyecontact……………………………………………………………………92.2.2Smiling………………………………………………………………………102.3Silence…………………………………………………………………………113.Verbalpragmaticstrategies………………………………………………………..123.1Statementtechnique…………………………………………………………...133.1.1Remarkopeningtechnique…………………………………………………..133.1.2Statementtechnique…………………………………………………………143.2Askingandansweringtechnique………………………………………………153.2.1Whattoask…………………………………………………………………..153.2.2Whentoask………………………………………………………………….163.2.3Howtoask………………………………………………………………….163.2.4Smartanswer………………………………………………………………...173.3Persuasiontechnique……………………………………………………..........183.4Listeningandjudgingtechnique……………………………………………....183.4.1Listeningtechnique………………………………………………………….183.4.2Judgingtechnique……………………………………………………………194.Conclusion………………………………………………………………………...19Bibliography………………………………………………………………………….20Acknowledgements…………………………………………………………………..21AbstractLanguageusersusedifferentlinguisticformsstrategicallytoachievedifferentcommunicativeintentions.Negotiatorsusepragmaticstrategiestoachievetheircommunicativeintentions,anddifferentstrategieswillleadtodifferentresults.Thisthesisclassifiesthedifferentpragmaticstrategiesandanalyzesthemspecificallythroughexamples.Thisthesisdiscussesbodylanguage,facialexpressing,smile,silenceandothernonverbalpragmaticstrategiesandsomeverbalpragmaticstrategiesinstatement,listening,asking,judging,andpersuasionandsoon.Theauthorhopesitwillprovidesomepracticalguidancefortheuseofpragmaticstrategiesinbusinessnegotiations.Keywords:Pragmaticstrategies;businessnegotiations;verbalcommunication;nonverbalcommunication摘要人们使用语言是有策略的,对谈判中语用策略的选择，可以导致不同的谈判结果。本文对可能导致不同后果的语用策略进行了分类并且通过关联理论对商务谈判中语用策略的应用进行系统的分析。本文讨论了肢体语言，面部表情，微笑，沉默等非语言策略，以及语言策略在叙述、听、问、答、辩等方面的一些技巧。力求为商务谈判中语用策略的使用提供一定的实际指导。关键词:语用策略；商务谈判；语言交际；非语言交际.PragmaticStrategiesinBusinessNegotiations1.Introduction1.1PurposeofpragmaticstrategiesPragmaticstrategies,tosumup,havedifferentpurposesinnegotiations.Strategiesinanegotiationcanbeusedto(1)conveythecommunicativeintentionsofthenegotiators;(2)adjusttheatmosphere;(3)takeanadvantageousnegotiatingpositi...
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