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Contents
Abstract in English ……………………………………………………………………3
Abstract in Chinese ……………………………………………………………………3
- Introduction …………………………………………………………………….4
1.1Purpose of pragmatic strategies…………………………………………………4.
1.2Selection of pragmatic strategies………………………………………………..5
- 2. Nonverbal pragmatic strategies……………………………………………………..6
2.1 Body language…………………………………………………………………..7
2.2 Facial expressing………………………………………………………………..9
2.2.1 Eye contact……………………………………………………………………9
2.2.2 Smiling………………………………………………………………………10
2.3 Silence…………………………………………………………………………11
- Verbal pragmatic strategies………………………………………………………..12
3.1 Statement technique……………………………………………………………13
3.1.1 Remark opening technique…………………………………………………..13
3.1.2 Statement technique…………………………………………………………14
3.2 Asking and answering technique………………………………………………15
3.2.1 What to ask…………………………………………………………………..15
3.2.2 When to ask………………………………………………………………….16
3.2.3 How to ask ………………………………………………………………….16
3.2.4 Smart answer…………………………………………………………………17
3.3 Persuasion technique…………………………………………………………….18
3.4 Listening and judging technique……………………………………………….18
3.4.1 Listening technique………………………………………………………….18
3.4.2 Judging technique……………………………………………………………19
- Conclusion …………………………………………………………………………19
Bibliography………………………………………………………………………….20
Acknowledgements…………………………………………………………………..21
Abstract
Language users use different linguistic forms strategically to achieve different communicative intentions. Negotiators use pragmatic strategies to achieve their communicative intentions, and different strategies will lead to different results. This thesis classifies the different pragmatic strategies and analyzes them specifically through examples. This thesis discusses body language, facial expressing, smile, silence and other nonverbal pragmatic strategies and some verbal pragmatic strategies in statement, listening, asking, judging, and persuasion and so on. The author hopes it will provide some practical guidance for the use of pragmatic strategies in business negotiations.
Key words: Pragmatic strategies; business negotiations; verbal communication; nonverbal communication
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.
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