Language Strategies In Intercultural Business Negotiations

As globalization of world economy gains momentum, intercultural business negotiations have become more and more important nowadays. And in business negotiation process, language strategies play very important role in determining the outcome of the negotiation. The methodology in the thesis is a data-based analysis. By analyzing a host of data on intercultural business negotiations based on speech act theory, the thesis proposes that some general language strategies can be employed in any intercultural business negotiations. According to Searle's classification of illocutionary act, general language strategies in intercultural business negotiations can also be divided into five categories: assertive strategy, directive strategy, commissive strategy, expressive strategy and declaration strategy based on four dimensions—illocutionary point, direction of fit, the expressed psychological state and propositional content. The thesis discusses the practical application of these five general language strategies in intercultural business negotiations. In addition, the thesis expounds some functions of the five language strategies, such as leading function, proceeding function, transitional function, adjusting function and defensive function, etc.; and also confirms the feasibility of them.