摘要国际商务谈判是以英语语言为基础的交际活动，中美商务谈判作为双方贸易往来必要的过程，受到两国思想、文化、及语言差异的影响。中美在谈判过程中用到多种谈判策略与修辞方法。传统修辞学理论往往过分强调商务谈判中语言表达的准确性，而忽略模糊修辞在丰富语用情境中的作用。本文主要利用分析和对比的方法对模糊修辞的特点及其在中美商务谈判中的应用进行探析。在商务谈判中善用模糊修辞，对于保全自身利益、促成谈判成功、促进双方贸易合作具有重要意义。79325

毕业论文关键词：模糊修辞；中美商务谈判；语言表达

Abstract   International business negotiation is a communication activity based on English language, and the Sino-US business negotiation as a necessary process of bilateral trade between the two countries, is influenced by the differences in ideologies, cultures, and languages A variety of negotiation strategies and rhetoric methods would be applied in the process of negotiation The traditional rhetoric tends to overemphasize the accuracy of language expression, but neglects the increasingly prominent role fuzzy rhetoric has played in enriching pragmatic meaning Adopting the methods of comparison and analysis, this paper mainly discusses the characteristics and the application of fuzzy rhetoric in Sino-US business negotiations To make good use of fuzzy rhetoric in Sino-US business negotiation can preserve the interests of both sides, contribute to the success of the negotiations, and promote bilateral trade cooperation 

Key words: Fuzzy rhetoric；business negotiation；language expression

Contents

摘 要i

Abstractii

I Introduction 1

II Proposal and Research of Fuzzy Rhetoric…2

  21 Proposal and Present Situation of Fuzzy Rhetoric2 

  22 Research Content  …3

  23 Characteristics of Fuzzy Rhetoric…3   

III Characteristics and Differences Between Chinese and American’s Business Negotiation6

  31 Characteristics of Business Negotiation…6

  32 Differences Between Sino-US Business Negotiation7

IV Application of Fuzzy Rhetoric in Sino-US Business Negotiation and Its Significance………10

  41 Application of Fuzzy Rhetoric in Sino-US Business Negotiation10

  42 Significance of the Application of Fuzzy Rhetoric in Sino-US Negotiation13

V Conclusion14

Bibliography15

Acknowledgements16

 Application of fuzzy rhetoric in Sino-US business negotiations

I Introduction 

   Fuzzy rhetoric means that in the process of verbal communication, the speaker uses  carefully chosen fuzzy materials to express his or her will and exchange ideas in order to improve the effect of language expression In 1979, Professor Wu Tieping wrote a paper about fuzzy phonetic which was published in Foreign language, and it marked the birth of fuzzy phonetic in China Fuzzy rhetoric is a new branch of rhetoric, and it is a study on the fuzziness of language and intends to improve the effect of language expression

Language, as the carrier of culture, is also an important tool for human communication, and business negotiation as a form of verbal communication is an important way to promote trade cooperation between China and United States Using fuzzy language properly can achieve a good effect in oral communication It is quite a complex rhetoric which is worthy of deeper exploration and research Achieving a good rhetorical effect depends on expression ability, comprehensive ability, semantic and contextual factors After thirty years of study, experts have made great progress in the basic concepts, research scope and application principles of the fuzzy rhetoric  Bilateral trade between the two countries suffers from the influence of different ideologies, cultures, and languages Because of the ambiguity of the fuzzy language, fuzzy rhetoric can express different meanings in different situations文献综述