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1、中国某某某某学校学生毕业设计(论文)题 目：The Analysis on Vagueness in Business Negotiation 姓 名 ： 000000 班级、学号 ： 000000、0000 系 (部) ： 经济管理系 专 业 ： 商务英语 指导教师 ： 0000000 开题时间： 2009-4-10 完成时间： 2009-10-30 2009 年 10月 30 日34目 录毕业设计任务书1毕业设计成绩评定表2答辩申请书3-5正文6-35答辩委员会表决意见36答辩过程记录表37课 题 The Analysis on Vagueness in Business Negotiat
2、ion 一、 课题(论文)提纲0.引言1. 商务谈判的根本1.1 商务谈判的概念1.2 商务谈判的特点1.3 商务谈判的基本原则2.对商务谈判中模糊语的推敲2.1 商务谈判中模糊语存在的原因2.2 商务谈判中实现模糊语的方法2.3 模糊语在商务谈判中的作用3.商务谈判中模糊语的应用遵守合作原则3.1质量原则和模糊语3.1.1 遵守质量原则下的模糊语的使用3.1.2 违反质量原则下的模糊语的使用3.2数量原则和模糊语3.2.1遵守数量原则下的模糊语的使用3.2.2违反数量原则下的模糊语的使用4.结论二、内容摘要 商务谈判是一个涉及诸多方面内容的复杂过程。为了避免误解和不便，人们普遍认为商务谈判中
3、的语言应该是准确的，而不是模糊不清的。可事实恰恰相反，模糊语言确实广泛存在于商务谈判中。怎样来解释这种现象呢？本文通过大量的例子，证明谈判人员在谈判过程中使用模糊语言是为了达到一定的交际目的，即增强谈判语言的灵活性；传达适当的信息量；增强说服力；自我保护以及礼貌功能。模糊语言可以更好的帮助说话人遵守合作原则；同样模糊语言也经常被用来违反合作原则以求表达某些暗含的意图；同时模糊语也是一种礼貌策略，通过使用模糊语，起到保护说话人和听话人面子的作用。本文主要从这三个方面着手，分析其在商务谈判中的用。三、参考文献1 Channell.J. 2000. Vague Language M. Shangha
4、i. Foreign Language Education Press.2 Leech. G. 1983.Principles of Pragmatics M. London: Longman.3陈曦蓉.2001.浅析语用策略在涉外商务谈判中的应用J.莆田高等专科学校学报.第二期。4刘景.2007.文化差异与我国跨文化商务谈判策略M.价值工程.第四期.5马群.2004.实用商务英语M.杭州.浙江大学出版社.第三期.6邱天河.2000.语用策略在国际商务谈判中的运用M.外语与外语教学.第四期.7曾文雄.2002.商务英语谈判的语用策略J.遵义师范学院学报.第三期.8张利玉.邓之宇.2006.国际
5、商务英语谈判M.武汉大学出版社.第二期.The Analysis on Vagueness in Business Negotiation 00000Abstract：Business negotiation is a complex process.In order to avoid misunderstanding and inconvenience, language in business negotiation is believed to be precise.But actually,pragmatic application of vagueness is a common p
6、henomenon in business negotiation.How to explain this kind of phenomenon?Based on the authentic examples,the paper manifests that the negotiators employ vague language to satisfy certain communicative purposes,i.e.being flexible,giving right amount of information,being persuasive,self-protection and
7、 being polite. vague language may be used to enable speaker to follow the cooperative principle;and vague language is also used when one of the principles are flouted.” Vagueness is helpful to obey the cooperative principle and make the business negotiation go smoothly.Sometimes,vagueness is also a
8、useful way to convey some implied message by flouting the cooperative principle.Vagueness is also a kind of polite strategy,especiallly can save both the speaker and hearers face .This thesis mainly discuss on these three sides,to analysize their functions in business negotiation.Keywords: vagueness
9、, business negotiation, Cooperative principle0. Introduction Many people maintain such a belief about language:goodusage involves precision and clarity, therefore vagueness,imprecision and ambiguity should be avoided.In fact,like precision,vagueness is also one of the intrinsic and most important fe
10、atures that natural languages have.Vague language is a common phenomenon and occurs frequently in language communication. Based on the authentic examples,the paper manifests that the negotiators employ vague language to satisfy certain communicative purposes,i.e. being giving right amount of informa
11、tion，being persuasive, self-protection, being humorous and being polite.Vague languge maybe enable speaker to follow the cooperative principle;and vague language is also used when one of the maxims is flouted.” Vagueness is helpful to observe the cooperative principle and make the business negotiati
12、on go smoothly.Sometimes,vagueness is also a useful way to convey some implied message by flouting the cooperative principle. Vagueness is also a kind of polite strategy,especially can save both the speaker and hearers face need. so vagueness in language is neither allbadnor allgood.What matters is
13、that vague language is used appropriately.” If it is properly used in business negotiations, the vagueness will promote the business communication and help to fulfill the communicative purposes.1. Fundamentals of business negotiations 1.1 Concept Negotiations are an indispensable part of commercial
14、activities. It can be said without any exaggeration that a business transaction is not possible without proper negotiating. Business negotiation is probably the most common type of negotiation. It takes place at the commercial level, which is the focus in this thesis. It may be understood as encount
15、ers between firms with the goal of reaching an agreement to gain economic benefit. Business negotiation is a decision-making process that provides opportunities for the parties to exchange commitments or promises through which they will resolve their disagreements and reach a win-win settlement. It
16、is a consultative process between the buyer and the sellers. It is a conducted either by correspondence or by face-to-face talk,and invovles all kinds of terms,including:quantity,quality,packing,shipment,payment ,insurance ,inspection,claims,arbitration and force majeure,etc. 1.2 Characteristics of
17、business negotiations Negotiation is a social phenomenon and a special embodiment of human relations. It is a process of information exchange between two sides. They are counterparts of matched qualifications and independent in material force, personalities and social status, etc. Due to the conflic
18、ts and differences in a variety of items such as viewpoints, needs, basic interests and action mode, etc., both parties try to persuade the other side to understand or accept their viewpoints and satisfy their own needs. Some of the characteristics of business negotiation include: 1.2.1 Negotiation
19、is at the heart of every transaction and, for the most part, it comes down to the interaction between two sides with a common goal (profits) but divergent methods; 1.2.2 These methods must be negotiated to the satisfaction of both parties. It can be a very trying process with confrontation and conce
20、ssion; 1.2.3 Both parties share open information. In this case, both sides sincerely disclose them and listen to the others objectives in order to find something in common; 1.2.4 Both sides try to understand each others point of view; 1.2.5 Both parties know that they have common and conflicting obj
21、ectives, so they try to find a way to achieve common and complementary objectives acceptable to them both; 1.2.6 Whether its trade or investment, one side will always arrive at the negotiation table in a position of greater power. 1.2.7 Theres no such thing as take it or leave it in business. Everyt
22、hing is negotiable; 1.2.8 One sides gains are directly the other sides losses. Each side attempts to achieve the maximum concessions while leaving the other side just enough to keep them interested in the deal. To summarize: no matter what kind of negotiation it is, common interests must be sought.I
23、ts important to realize that while the size of the playing field may vary from venture to venture, the overriding concept remains the same: success isnt winning everything; its winning enough. 1.3 Basic Principles of Business Negotiations Usually the following principles must be abided by to achieve
24、 a successful negotiation: 1.3.1 Equality principle Without equal status, there will be no real sense of negotiation. In modern negotiation, equality and mutual benefit is a very basic principle. It means both parties are equal in law status. They have equal rights and obligations. They do business
25、out of their own needs and they are informed of each other to enjoy mutual benefits. 1.3.2 Sincere cooperation Through negotiation, both parties are seeking an alternative arrangement of a business situation so that at the end of the negotiation they feel this result is much better than that when th
26、ey first started. As a matter of fact, both parties are making concessions. The purpose of this is to seek a win-win situation instead of a win-lose one. As a negotiator you dont need to release all your intentions and goals. There is however no need to tell lies. Keep your words to make your oppone
27、nt trust you. 1.3.3 Keep it flexible and fluid It needs some flexibility to keep it fluid in the process of negotiation as to how to seek the consistency of both parties to achieve the holistic objectives. Especially different kinds of negotiation strategies .and tactics must be adopted to deal with
28、 different negotiation opponents in different negotiating atmosphere and under different conditions. Each party tries to assess whats in the other partys mind, what their needs are and what their tactics will be. 2 . Elaboration of vagueness in business negotiation 2.1 Reasons for the existence of v
29、ague language in business negotiations The intrinsic nature of vague language that exists in business negotiations can be explained objectively and subjectively.From the object view, the world we live in is very complex whose demand for words is always higher than the supply of words we use to denot
30、e it. At the same time, human brains, a products of nature, is featured by vague thinking. Therefore, people turn to vague language as a result of vagueness in external world and internal human thinking. However, this case happens rather rarely in business negotiations as negotiators are usually wel
31、l-prepared and have a sharp sense for language use. This thesis mainly focuses on the deliberate use of vague language in business negotiations. Subjectively speaking, vague language finds full reasons for its existence in business negotiations. The necessity of adopting vague language in business n
32、egotiations lies in promotion of business relations and realization of commercial purposes. Negotiation is not a chess match with overwhelming victory as its goal, nor a battle aiming to destroy the enemies.Instead, its a win-win enterprise that resembles sharing a cake in some way-each party deserv
33、es his proportion. However, this does not necessarily mean that the two parties half the cake. In any sense, negotiation is not a charity activity to demonstrate equality. The target of each party is not half a cake, but more than half, that is, to maximize his profit. Therefore, the application of
34、various negotiating strategies and language quality play a decisive role for positive outcomes. Vague language in business negotiations therefore makes its due contributions to answer the call of negotiators. Negotiators adopt vague language mainly when it is unnecessary to be exact or when specific
35、 purposes must be achieved. The merits of vagueness help to eliminate absoluteness, directness and openness of language. With possibly less mistakes, negotiators take the initiative firmly in their hands. Here is a case in point to illustrate the above content. When asked to air his decision clearly
36、 by party Abut party B wishes to win more time for careful considerations, he responds in this way, I will report it to our board as quickly as possible for the final decision. He seems to have given a direct and affirmative answer, but actually he shows negation in answering the question. As quickl
37、y as possible is a vague phrase whose time length is impossible to define. How soon is as quickly as possible? By using vague language he shows his readiness to cooperate and avoids being driven to make a hasty decision. Its a successful strategy killing two birds with one stone. Business negotiatio
38、n is a very complicated process, when you reply to some questions is beyond your authority or when it is inconvenient to give a reply on some issues, Vague language should be used to deal with; or to avoid face-to-face conflict, it is the most effective way for us to use vague language. Negotiators
39、may use vague language to describe, to suggest, to complain, to praise, to refuse, to cover, to concede, to inquire, etc. It can function as a weapon, a lubricant, and a disguise, etc. The high frequency of vague languages adoption in business negotiations shows it is favored and preferred by negoti
40、ators, experts of words, who can not afford to ignore the effect of vague language. 2.2 Methods to realize vagueness in business negotiations Based on the previous research ,it is concluded that vagueness in business negotiations can be realized in the following methods: 2.2.1 Vague words and expres
41、sions These words and expressions are vague by nature whose boundaries are impossible to define. This is the most common way to realize vagueness in communication. In business negotiations vagueness of this type extensively exists when price, quality, quantity, state, space, time, condition, change,
42、 emotion, prospect, etc. are referred. Words belong to this category can be nouns, verbs, pronouns, adjectives, adverbs and conjunctions. For example, when party A tries to convince party B of the advantages to cooperate with him, he says: You will find us with rich experiences and our prices are co
43、mpetitive. The italicized words are vague as no clear boundaries can be stated. How many experiences can be modified with rich? What kind of a price is competitive? In business language, similarly, numerous words and expressions are employed to modify prices, quality, comment, and so on. For example
44、, words and expressions to modify time include: after a long delay, in time,urgent, within reasonable time, promptly, at an early date, the earliest, in recent years, early as possible, no later than, without further delay, etc. This list may go very long as there are still a great number of vague w
45、ords and expressions to modify other items in business negotiations. Vague as they are, these words and expressions still clearly convey certain information understood by both parties and thus help to ensure the smooth process of negotiations. 2.2.2 Structural vagueness In commercial language, this
46、kind of structural vagueness is applied to achieve visibly reserved and polite effect. Two types of structural vagueness are observed in business negotiations: 2.2.2.1 Passive voice When the subject is unnecessary to be mentioned, or it is impossible to identify the it, passive voice usually is the
47、first choice to meet this demand. In business negotiations, sometimes the subject is purposely omitted for certain purpose like the following example shows: You are kindly requested to pay for the shipment immediately after your receipt of all the necessary shipping documents. In this example, the real subject we is omitted to avoid an imperative tone which might cause antagonism of the other side. 2.2.2.2 Negative structure The wor