Contents
Abstract
中文摘要
1 Introduction-1
2 Literature review-2
2.1 Previous research on business negotiations-2
2.2 Research on vague language at home and abroad-3
3 The concept and characteristics of vague language-4
3.1 Definition of vague language-4
3.2 The characteristics of vague language in business negotiations-4
4 The effect of vague language in business negotiations-6
4.1 The positiveness of vague language-6
4.2 The negativeness of vague language-6
5 Pragmatic analysis of vague language in business negotiations-8
5.1 Breach of quantity-8
5.2 Breach of quality-9
5.3 Breach of manner-9
5.4 Breach of relevance-10
6 Strategy of vague language in business negotiations-11
6.1 Vague words-11
6.2 No direct and specific reference-11
6.3 Complain in a negotiated way-11
6.4 Avoid explicit statements-12
7 Conclusion-13
References-15
