Abstract:This paper aims to discuss the pragmatic functions of hedges used in business English negotiation. First this paper gives a brief introduction of research contents and an overview of Cooperation Principle, Politeness Principle and Face Theory. Then this paper introduces hedges in business English negotiation. At last, taking Cooperation Principle, Politeness Principle and Face Theory as the general frame, this paper analyzes the reasons why people use hedges in business English negotiation and probes into the pragmatic functions of hedges in business negotiation. The pragmatic functions are enhancing the objectivity of the language, improving the flexibility of negotiation, improving expression efficiency and showing the politeness to the cooperators. Through studying the hedges in business English negotiation, the writer hopes that it will give readers some reference value when they use hedges in business English negotiation and help readers promote their own negotiation skills in the future. 

Key words: business English negotiation; hedges; pragmatic functions

CONTENTS

Abstract

中文摘要

1. Introduction 1

2. Theoretical Framework and Literature Review.1

  2.1 Cooperative Principle

     2.1.1 Overview of Cooperative Principle

     2.1.2 Hedges within Cooperative Principle

  2.2 Politeness Principle 

     2.2.1 Overview of Politeness Principle

 2.2.2 Hedges within Politeness Principle

  2.3 Face Theory 

     2.3.1 Overview of Face Theory

     2.3.2 Hedges within Face Theory

3. Hedges in Business English Negotiation4

  3.1 Brief Introduction of Hedges

  3.2 Approximator in Business English Negotiation

     3.2.1 Adaptors

     3.2.2 Rounders

  3.3 Shields in Business English Negotiation

     3.3.1 Plausibility Shields

     3.3.2 Attribution Shields

4. Reasons of Using Hedges in Business English Negotiation.6

  4.1 Lacking Sufficient Information

  4.2 Avoiding Absoluteness

  4.3 Respecting Different Cultures

5. Pragmatic Functions of Hedges in Business English Negotiation8

  5.1 Enhancing Objectivity 

  5.2 Maintaining Politeness     

  5.3 Avoiding Conflicting

  5.4 Improving Expression Efficiency

6. Conclusion9

Bibliography.11

Acknowledgments12