| The success of two run-ups of the China-ASEAN Expo (CA-EXPO) brought about a golden development opportunity to Guangxi Zhuang Autonomous Region and accelerated the process of business globalization. Business negotiations play an indispensable part in international business activity of CA-EXPO, which aid to achieve successful social exchange and maintain respective interests.Business negotiation is a kind of oral communication; language users use different linguistic forms strategically to achieve different communicative intentions. Negotiators also need to make an effective implementation of pragmatic strategy in order to achieve ideal communicative goals. Many scholars abroad focus on the use of strategies and tactics from the managerial view, but do not pay enough attention to the study of international business negotiation (IBN) from systematic pragmatic perspectives, which seems to be lacking in language data as evidence. Most of the Chinese scholars concentrate on the behavior of business negotiation and the strategies used in all kinds of negotiations, but ignoring the language use and interaction among the negotiators to achieve successful communicative goals in CA-EXPO. Therefore, the appropriate use of pragmatic strategies for the purpose of obtaining satisfying communicative goals is our concern.Considering the importance of IBN in foreign affairs, we believe it is of significance to study it. As a result of this, the thesis endeavors to make a tentative study of this issue from the pragmatic perspective, to probe into the essence of pragmatic strategy and its application in international business negotiation with careful case analysis. The language data collected include the first-hand and second-hand materials from personal working experiences and the relevant people involved in the business negotiation of CA-EXPO.This thesis consists of four parts, which can be further divided into eight chapters.Part one (Chapter one) introduces the use of pragmatic strategies in international business negotiation and specifies the need of a pragmatic approach.Part two includes two chapters: Chapter 2 and Chapter 3. In chapter 2 we present in detail current research survey of business negotiation and pragmatic study specifies the need of a pragmatic approach to the international business negotiation. In chapter 3, we give a general introduction of CA-EXPO and its significance then follows a panoramic view of international business negotiation and its relevant contents.Part three is the major content of this paper; it is devoted to the classification of pragmatic strategies in business negotiation: verbal and nonverbal pragmatic strategies. Various pragmatic theories and principles are taken as our theoretical grounds to discuss the application of verbal and nonverbal pragmatic strategies in the business negotiation of CA-EXPO. This part... |
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