（商务谈判中的语用策略）Pragmatic Strategies in Business Negotiations

题 目 Pragmatic Strategies in Business Negotiations 商务谈判中的语用策略ContentsAbstract in English ……………………………………………………………………3 Abstract in Chinese …………………………………………………………………...31. Introduction …………………………………………………………………….41.1Purpose of pragmatic strategies…………………………………………………4.1.2Selection of pragmatic strategies………………………………………………..52. Nonverbal pragmatic strategies……………………………………………………..62.1 Body language…………………………………………………………………..72.2 Facial expressing………………………………………………………………..92.2.1 Eye contact……………………………………………………………………92.2.2 Smiling………………………………………………………………………102.3 Silence…………………………………………………………………………113. Verbal pragmatic strategies………………………………………………………..123.1 Statement technique…………………………………………………………...133.1.1 Remark opening technique…………………………………………………..133.1.2 Statement technique…………………………………………………………143.2 Asking and answering technique………………………………………………153.2.1 What to ask…………………………………………………………………..153.2.2 When to ask………………………………………………………………….163.2.3 How to ask ………………………………………………………………….163.2.4 Smart answer………………………………………………………………...173.3 Persuasion technique……………………………………………………..........183.4 Listening and judging technique……………………………………………....183.4.1 Listening technique………………………………………………………….183.4.2 Judging technique……………………………………………………………194. Conclusion ………………………………………………………………………...19Bibliography……………………………………...