模糊语言在商务谈判中的应用(2)
4.2 Implications of the Study 23
4.3 limitations and Suggestions of the Research 24
Reference 26
Chapter One Introduction
1.1 General Statement
Vague language is intrinsically uncertain, and can be applied in different situations to get special effect, especially in the business negotiation. The proper use of vague language enables the negotiators to reach their goals, thus it plays an important role in quickening the process of negotiation to a satisfied end. In China, the English learners concentrate on the accuracy of spoken and written English. Research of vague language in business negotiation is limited. This research analyzes the application of vague language in the different situations of business negotiation, which includes the situations that the negotiator can’t offer specific information, the two sides hold different views and the negotiator lacks adequate information about counterparty. The author collects some materials from real cases to elaborate on the pragmatic implication of vague language.
1.2 Significance and Purpose of the Study
With the China’s reform and open up, more and more foreign corporations establish branches in China, and lots of Chinese enterprises build business relationships with foreign countries. Business negotiation is an important part of international business cooperation. And it needs skills and techniques. Among which, vagueness is a vital strategy. Vague language has been widely used in communications, appropriate use of vague language enables people to achieve certain goals. However, the importance of vague language hasn’t gained enough attention, and many linguists focus on the precision of language mainly. Sometimes the communication is still so pale though strict rules and accurate regulations are followed. So the pragmatic functions and significances of vague language in business negotiations need more and more attention.
Therefore, this study tries to give the readers a better understanding of how the addressers achieve different purposes and how to effect business negotiations more properly and tactfully by applying vague language.
1.3 Framework of the Thesis
The thesis includes five chapters.
Chapter One introduces the study in general, including the origin, significance, research method and framework of the study.
Chapter Two gives the general information about some items, including vague language, business negotiation. It reviews the past studies of vague language in business negotiation at home and abroad.
Chapter Three focuses on the pragmatic analysis of vague language in three different situations of business negotiation.
Chapter Four presents the major findings and significance as well as limitations of the study, and suggestions for further research are also offered.
All in all, this paper tends to carry out a systematic research of the skillful use of vague language in business negotiation, clarifying its theoretical implications and practical values.
Chapter Two Literature Review
2.1 Vague Language
2.1.1 Definition of Vague Language
Vague language is a common linguistic phenomenon. It deliberately distorts the speaker’s intention to achieve some communicative effects. Different people may have different interpretations of vague language.
Peirce (1902) believes that the vague language is one of the notions in language. He was perhaps the first person who tries to develop a rigorous way about vague language: vague language must have a proposition and it is uncertain whether it has contemplated by the addresser. Because the speaker’s language habits were determinate, so people would view the proposition as excluding.
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