Abstract: Negotiators in international business should bear the concept of win-win in mind and use some pragmatic strategies, such as politeness strategies, euphemism strategies, cooperative principle and concession strategies, to achieve maximum benefits of the both parties. This paper aims to analyze the basic characteristics of the pragmatic strategies in international business negotiation and its practical application in win-win negotiation from the perspective of pragmatic strategies of sociolinguistic, and then illustrate the obstacles of getting an interest maximum in international business negotiation.

Key words: pragmatic strategies; win-win negotiation; obstacles

CONTENTS

Abstract

摘要

1. Introduction-1

2. Literature review-1

3. Features of Pragmatic Strategies-2

4. Win-win Pragmatic Strategies in International Business Negotiation-3

4.1 Politeness-3

4.1.1 Positive politeness-4

4.1.2 Negative politeness-6

4.2 Cooperative principle-7

4.3 Euphemism-8

4.4 Concession-10

5. Conclusion-10

Bibliography-11

Acknowledgements-12