An Analysis Of Pragmatic Strategies In Win-Win International Business Negotiation From The Perspective Of Adaptation In Context

With the acceleration of global economic integration and the development of intercultural communication, business communication between countries all over the world are becoming more and more closely. Business negotiation as an indispensable part of business communication plays a more and more important role in business activities. The result of negotiation may concern the survival and development of both sides of enterprises in the future. At present, the studies of pragmatic strategy in international business negotiation mainly focus on win-lose negotiation. But the pragmatic strategy in win-win international business negotiation has not been studied adequately. The best result of the business negotiation is to achieve a win-win one. In order to maintain a long-term cooperation and obtain the mutual interests, the interlocutors need to adopt some certain strategies especially pragmatic strategies to achieve a win-win negotiation.Based on the theoretical foundation of Verschueren’s Adaptation Theory, as a pragmatic strategy, the author conducts a tentative inductive analysis of the pragmatic strategies in win-win international business negotiation from the perspective of adaptation in certain context through the negotiation data, and to discuss the characteristics of pragmatic strategies and its application in a win-win international business negotiation. It also aims to provide a certain theoretical guidance for the pragmatic strategy in business negotiation.This thesis is divided into five parts. They are sequentially the introduction, literature review, the theoretical foundation for this thesis, an analysis of pragmatic strategies in win-win international business negotiation from the perspective of adaptation in context and the conclusion. Some inductive research findings have been discovered in this thesis:(1) Correctly applying the Adaptation Theory, and making adaptations to the language users, the mental world, the social world, and the physical world. It enables the international business negotiation to create a win-win situation.(2) From the aspect of language users, in order to carry on an effective communication, the negotiators should make adaptation to the counterpart such as gender, age and educational background.(3) In terms of the mental world, both sides of negotiators should make appropriate adaptation to each other’s valuations, emotion, negotiation motivation, and personality traits for the purpose of achieving a win-win negotiation result. (4) In terms of the social world, the negotiators are restricted by the social custom and the social norm. Different countries’social customs and social norms are not equal. Therefore, the interlocutors should make pragmatic strategies adapt to those mentioned.(5) In terms of the physical world, this is one of great importance of aspects in win-win business negotiation. The negotiators have to adapt to nonverbal communication factors such as kinesics, paralanguage, environmental language, and facial expression. It may impact some effect that verbal communication cannot reach and help the negotiators to achieve a win-win business negotiation.(6) Enlighten by Adaptation Theory, some pragmatic strategies such as euphemism, politeness, and vagueness are also effective ways to create a win-win situation.Through the pragmatic analysis above, it can be realized by Adaptation Theory to obtain a win-win result in international business negotiation. So far as the interlocutors are aware of the importance of Adaptation Theory, abide by the mental world, the social world, and the physical world which the theory mentioned and make awareness of using appropriate pragmatic strategies, the win-win negotiation may achieve at last.In this thesis, the language data are mainly from published books, academic journals, and previous research works related to business negotiation at home. But the language data which foreign scholars collected are relatively few. In the future the study of pragmatic strategies in international business negotiation, researchers can introduce more foreign business negotiation cases enrich domestic business negotiation language resources.At last, the author hopes this thesis could help the negotiators’pragmatic abilities and skills as a positive role in international business negotiation.