Discourse Analysis of International Business Negotiation

Abstract：International business negotiation is an inevitable step in economic exchanges between China and foreign countries.The researcher makes qualitative analysis on the authentic discourse of international business negotiation from the perspective of the positive discourse analysis，aiming to explore how to use proper pragmatic strategies to promote the smooth process of international business negotiation and achieve the win-win result.

Key words：positive discourse analysis；international business negotiation；pragmatic strategies

1 Introduction

Appropriate pragmatic strategies in international business negotiation seem to be particularly important.This thesis chooses a portion of authentic international business negotiation case from Business Negotiation English written by Yang Jingkuan as the object of the study.The researcher takes the positive discourse analysis as the main theoretical framework of this paper and uses qualitative analysis to study how to use proper pragmatic strategies in international business negotiation.

2 Theoretical Framework

2.1 Introduction of Positive Discourse Analysis

Positive discourse analysis begins to be applied to the study of discourse after Martin put forward this theory in 1999.There is a close relationship between positive and critical discourse analysis.The positive discourse analysis is put forward to make up for the deficiency of critical discourse analysis.Positive discourse analysis tries to get out of the negative shadow of critical discourse analysis and it proves to be constructive.

2.2 Introduction of Pragmatic Strategy

Pragmatic strategy is one of the ways to achieve the purpose of verbal communication.In the international business negotiation，the speaker often adopts the indirect pragmatic strategy to express implicit meanings in order to avoid conflict and maintain a good atmosphere.In next part，the researcher takes the positive discourse analysis as the theoretical framework to study the pragmatic strategy in international business negotiation.

3 Pragmatic Strategies Analysis from Perspective of PDA

3.1 Agreement Strategy

Agreement strategy means agreeing with others opinions by the use of “Yes.OK，accept and so on”.Using the agreement strategy makes a large difference to the process of international business negotiation.The following examples are chosen from the negotiation text.

E：But it requires efforts by both sides to accomplish that.

C：Quite right.Shall we come straight to the point right now？

E：Fine，I believe you have studied our proposal.Could you let me know how you feel about it in very general terms？

3.2 Approbation Strategy

The approbation means that the negotiators make use of different forms of praising words to simulate the interest of the other side and improve the negotiation atmosphere at the same time.

An example is provided as follow：

E：Hello，Mr.He.Its a pleasure to see you again

C：Its my pleasure to see you again，too，Mr.Smith

3.3 Euphemism and Implicature

Proper use of euphemism and implicature can maintain a good atmosphere and avoid the head-on confrontation in the international business negotiation.

For example：

E：You must be aware that the design of our equipment is very advanced and it was not developed until the mid-1990s.I believe the price is very attractive.

C：I am not so sure of that.To tell you honestly，theres keen competition of here.We are also discussing our need with two other companies.

E：I believe well win the project as you will no doubt find our price very competitive if you take everything into consideration.

4 Conclusion

International business negotiation is one necessary channel of international trade.It is one kind of verbal communication.Besides knowing the relevant knowledge，the negotiators ought to have a good understanding of negotiation skills and pragmatic strategy.The negotiators should make full use of different kinds of pragmatic strategies with positive effect to promote the achievement of win-win results in international business negotiation.

References

[1]Martin，J.R.Positive Discourse analysis：Solidarity and Change[J].Revista Canaria de Estudios Ingleses，2004.

[2]Searle，J.R.Expression and Meaning[J].Cambridge：CPU，1979.

[3]Verschueren，J.The Pragmatic Perspective[J].Amsterdam：John Benjamins，1987.

[4]楊静宽.商务谈判英语[M].上海：上海外语教育出版社，2002.

作者简介

唐慧，女，汉族，江苏徐州人，硕士研究生在读，就读于上海海事大学外国语学院，研究方向为笔译理论与实践。