Contents

Acknowledgments

Abstract

摘要

Chapter One Introduction-1

1.1 Background of the Study-1

1.2 Research Methodology and Date Collection-1

1.3 Significance of the Study-1

1.4 Structure of the Thesis-2

Chapter Two Literature Review-3

2.1 Introduction to Business Negotiation-3

2.2 Introduction to Pragmatic Presupposition-3

2.2.1 Pragmatic Presupposition-3

2.2.2 Classifications of Pragmatic Presupposition-3

2.2.3 Properties of Pragmatic Presupposition-4

2.3 Previous studies of Business Negotiation and Pragmatic Presupposition-4

Chapter Three Analysis of the English Business Negotiation from the Perspective of Pragmatic Presupposition-6

3.1 Analysis of Pragmatic Presupposition in the English Business Negotiation-6

3.1.1 Analysis of Existential Presupposition in English Business Negotiation-6

3.1.2 Analysis of Factual Presupposition in English Business Negotiation-8

3.1.3 Analysis of Lexical Presupposition in English Business Negotiation-9

3.1.4 Analysis of Structural Presupposition in English Business Negotiation-10

3.1.5 Analysis of Counter-factual Presupposition in English Business Negotiation-11

3.2 Strategies of Pragmatic Presupposition in Business Negotiations-12

3.2.1 Conciseness-12

3.2.2 Concealment-12

3.2.3 Euphemism-12

3.2.4 Compliment-13

Chapter Four Conclusion-14

References-15

Abstract

Business negotiation is achieved with the help of language. Business negotiation language is the medium to carry and deliver information. It plays the crucial role in the process of business negotiation. 

Pragmatic presupposition can make business negotiation language concise and polite. And  pragmatic presupposition can enlarge information quantity and highlight the focus of information. If negotiators can use the pragmatic strategies appropriately, then cooperation can be achieved successfully. 

This study investigates English business negotiation language from the perspective of pragmatic presupposition. It analyzes some examples of English business negotiation dialogues and proposes the strategies of pragmatic presuppositions of English business negotiation. On the one side, this study aims to offer speakers the strategies of language skill to make their language more attractive and convincing. On the other hand, it will help listeners to understand speakers’ intention better. Last but not least, this study will make slight contributions to the research of English business negotiation language.

Keywords: business negotiation  pragmatic presupposition  strategy