商务谈判中的语用策略Pragmatic Strategies in Business Negotiations.doc

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1、外国语学院学生毕业论文  题目PragmaticStrategiesinBusinessNegotiations商务谈判中的语用策略 专业英语班级02335学生邢龄学号25指导教师余祥越    2006年4月27日ContentsAbstractinEnglish……………………………………………………………………3AbstractinChinese…………………………………………………………………...31.     Introduction…………………………………………………………………….41.1Purposeofpragmaticstrateg

2、ies…………………………………………………4.1.2Selectionofpragmaticstrategies………………………………………………..52.Nonverbalpragmaticstrategies……………………………………………………..62.1Bodylanguage…………………………………………………………………..72.2Facialexpressing………………………………………………………………..92.2.1Eyecontact……………………………………………………………………92.2.2Smiling………………

3、………………………………………………………102.3Silence…………………………………………………………………………113.Verbalpragmaticstrategies………………………………………………………..123.1Statementtechnique…………………………………………………………...133.1.1Remarkopeningtechnique…………………………………………………..133.1.2Statementtechnique…………………………………………………………143.2Askingandanswerin

4、gtechnique………………………………………………153.2.1Whattoask…………………………………………………………………..153.2.2Whentoask………………………………………………………………….163.2.3Howtoask………………………………………………………………….163.2.4Smartanswer………………………………………………………………...173.3Persuasiontechnique……………………………………………………..........183.4Listeningandjudgingtec

5、hnique……………………………………………....183.4.1Listeningtechnique………………………………………………………….183.4.2Judgingtechnique……………………………………………………………194.Conclusion………………………………………………………………………...19Bibliography………………………………………………………………………….20Acknowledgements…………………………………………………………………..21 Abstract Languageusersus

6、edifferentlinguisticformsstrategicallytoachievedifferentcommunicativeintentions.Negotiatorsusepragmaticstrategiestoachievetheircommunicativeintentions,anddifferentstrategieswillleadtodifferentresults.Thisthesisclassifiesthedifferentpragmaticstrategiesandanalyzesthemspecificallyth

7、roughexamples.Thisthesisdiscussesbodylanguage,facialexpressing,smile,silenceandothernonverbalpragmaticstrategiesandsomeverbalpragmaticstrategiesinstatement,listening,asking,judging,andpersuasionandsoon.Theauthorhopesitwillprovidesomepracticalguidancefortheuseofpragmaticstrategies

8、inbusinessnegotiations. Keywords:Pragmat