Abstract:With the globalization of international economy, the economic communication between country and country has become more and more frequent. Business negotiation is the most effective way to maintain economic development，so it has been paid more and more attention to by people. Price negotiation is the core of business negotiation. Accordingly, various studies on price negotiation have been evoked both at home and abroad. This study aims to analyze business price negotiation from Speech Act Theory. Firstly it discusses different types of speech acts in price negotiation and then analyzes three stages of business price negotiation from Speech Act Theory respectively, namely opening stage, consultation stage and conclusion of agreement stage. It is hoped that this study can help the negotiators promote their negotiation process and obtain a win-win result.
Key Words: price negotiation; speech; speech act theory
摘要:随着经济全球化的发展，国与国之间的经济交流越来越频繁。其中，商务谈判是维持经济发展最有效的途径之一,因此人们对它也越来越关注。而价格谈判是商务谈判的核心，这在国内外也引起了一系列关于价格谈判的研究。本文从言语行为理论分析商务价格谈判。首先，本文运用不同的言语行为类型讨论价格谈判；接着用言语行为理论分别研究商务价格谈判的各个阶段的用语，包括开局阶段，磋商阶段和缔结协议阶段。通过研究，本文力求帮助谈判者提高他们的谈判水平并使谈判最终走向双赢的结局。
关键词：价格谈判；语言；言语行为理论
注：本文全文为英语所写的英语论文。只有摘要是中英语写的，全文为英文。
