摘要：随着世界全球化的发展，商务英语谈判的重要性越来越不可忽视。大众通常认为商务谈判所用的语言必须精确严谨，避免因为模糊而导致经济损失。模糊语在商务英语谈判中的功能一直被忽视，但实际上模糊语在商务谈判中有着不可或缺的作用。本文是以模糊语言和商务英语谈判为基础，结合当前的合作原则和礼貌原则的理论，收集真实商务谈判对话，采用文献分析法，描述性研究法和定性分析法从语言学角度对模糊语言在商务英语谈判中的语用功能进行分析。本文发现模糊语言在商务谈判中的语用功能主要有以下四点。第一，树立良好形象，营造和谐氛围。第二，提高语言表达的准确性。第三，避免冲突并促进谈判。第四，提高谈判效率。本文研究的意义在于让谈判者能有所裨益并有利于促进谈判；使更多的学者对该领域有兴趣，该领域能得到进一步发展；教育者可以从中得到启发并应用模糊语言讲授商务谈判。

关键词：模糊语言；商务英语谈判；语用功能

Contents

Acknowledgements

摘要

Abstract

1. Introduction1

1.1 The background of the thesis.1

1.2 The purpose of the thesis1

1.3 The significance of the thesis2

1.4 The layout of the thesis.2

2. Literature Review.3

2.1 Studies abroad.3

2.2 Studies home4

3. Theoretical Work5

3.1 Vague language and business negotiation5

3.1.1 Vague language.5

3.1.2 Business negotiation6

3.2 Cooperative principle7

3.3 Politeness principle.7

4. Pragmatic Functions of Vague Language in Business English Negotiation via the Two Theories .8

4.1 Application of cooperative principle in business English negotiation.8

4.1.1 The quality maxim8

4.1.2 The quantity maxim.9

4.1.3 The relation maxim9

4.1.4 The manner maxim.10

4.2 Application of politeness principle in business English negotiation10

4.2.1 The tact maxim.11

4.2.2 The generosity maxim.11

4.2.3 The approbation maxim.11

4.2.4 The modesty maxim.12

4.2.5 The agreement maxim12

4.2.6 The sympathy maxim.12

4.3 Pragmatic functions of vague language in business English negotiation via the two theories .13

4.3.1 Establish a good image and create a harmonious atmosphere13

4.3.2 Improve the accuracy of language expression.14

4.3.3 Avoid conflicts and facilitate the negotiations15

4.3.4 Increase the efficiency of the business negotiation16

5. Conclusion.17

References.19