Contents

Acknowledgments

Abstract

摘要

Chapter One Introduction-1

1.1 Research Background and Significance of the Study-1

1.2 Methodology and Outline of the Thesis-1

Chapter Two Literature Review and Theoretical Framework-3

2.1 Previous Studies on Deadlocks in Business Negotiations-3

2.2 Theoretical Framework-4

2.2.1 Business Negotiation and Deadlock in Business Negotiation-4

2.2.2 Pragmatics and Pragmatic Strategies-4

Chapter Three Solutions to Deadlocks in Business Negotiation by Relevant Principles Based on Pragmatic Strategy-7

3.1 Factors Resulting in Deadlocks in International Business Negotiations-7

3.2 Solutions to the Deadlocks-8

3.2.1 To Deal with Deadlocks by Cooperative Principle-8

3.2.2 To Deal with Deadlocks by Politeness Principle-11

Chapter Four Conclusion-13

References-14

Abstract

With the fast-development of economic globalization, business communication among countries all over the world is becoming more and more frequent. Business negotiation, which is an indispensable part of business communication, plays a very important role in business activities. However, deadlocks arising from international business negotiations are hard to avoid due to the economic interest competition and various differences from culture, politics, and social conventions among nations. How to break it and turn the situation around for the better is an issue which negotiators must attach importance to. Cooperative Principle and Politeness Principle respectively put forward by H. P. Grice and Leech and known as two of the most significant research findings in pragmatic field, help to regulate speakers’ behavior in interpersonal communication, which are also of guidance for breaking deadlocks of international business negotiation.

This thesis intends to make analysis of the concrete negotiation cases from the perspective of cooperation principle and politeness principle which are based on pragmatic strategies. And the aim of the study is to help negotiators make sense of pragmatic strategies and make use of them flexibly when they are faced with the deadlock situation so as to conclude the negotiation smoothly and successfully.

Keywords: international business negotiation  deadlocks in international business negotiation  pragmatic strategies