简析商务谈判的语言策略

赖娇琨

【摘 要】随着世界经济的发展，商务谈判变得更加频繁，而语言是贯穿整个谈判过程的关键要素，它不仅是说服对方的重要工具，同时还是一门艺术。因此，研究商务谈判中的语言艺术非常必要。目前，越来越多的国内外学者开始以此作为研究课题。本文对商务谈判中的语言策略进行概述，介绍了它的特点及其重要性，提出了一些实用的建议来提升商务談判中的语言艺术。

【关键词】pragmatic；strategy

1. Euphemism pragmatic strategy

Some words in international business English negotiations are correct， but the other side may find it difficult to accept. If the "edge" of words is worn away， the other person may accept it emotionally. Therefore， it is necessary to use euphemism to achieve special pragmatic effect in international business English negotiation. For example， the use of absolute words like "no doubt， affirmation， necessity" can be changed into "I think， maybe， I estimate". If you reject others' opinions， you can use "no， no， no"， etc.， and you can find excuses. Therefore， it is more necessary to master some of the skills of the language in a good response to answer the questions.

2. Fuzzy pragmatic strategy

The fuzziness of language refers to the ambiguity of the meaning of words in the language. The ambiguity of language does not preclude communication. The generalness and vagueness of communication is not confused with the vagueness of language. By contrast， the fuzzy pragmatic strategy has many positive language functions. In summary：

（1） the fuzzy language can improve the efficiency of language expression. It can use less cost transfer enough information， and can make efficient judgments and processing for complex matters；

（2） the fuzzy language can enhance the flexibility of the language expression （In order to avoid the too absolute words in verbal communications， people tend to use fuzzy language to enhance the flexibility of the language， so as to leave room for a buffer for both sides）；

（3） fuzzy language can make the words more euphemistic， implicit and polite （In communication， the use of fuzzy language can play the role in concealing or avoiding some inconvenience）；

3. Humorous pragmatic strategies

Humor gives people the wisdom of the enlightenment and the beauty of enjoyment with its wit， humor， implicit in and. Humor is also a winning weapon in business English negotiations. Humorous language can help negotiators to remove trouble， make the tension becomes easy， and make the conflict scene of opposites into a harmonious negotiation process， so as to make the other side understand accept the persuasion with dignity， make counter reservation is deep， and make the discourse more intriguing.